VP Sales, Channel VP/Director, Security

William D. Kalogeros

*** ****** **. *** *****, CA 95032 **********@*****.***

202-***-**** 408-***-**** 808-***-****

Senior Channel Sales Executive

Commercia l, Government and Enterprise Technology Solutions / Global Business Development /

E xpanding Sales Channels

Consummate business executive with a dynamic career combining channel, business development and sales management

responsibilities within highly competitive organizations, industries, and markets (both commercial and government). Demonstrated

expertise in implementing programs and strategies to support organizational growth. Solid start-up experience, as well as expertise

in building, and optimizing a company’s organizational infrastructure, processes, and sales/marketing strategies to maximize results.

Outstanding executive presentation, communication, and team management skills with an entrepreneurial attitude, energy, and

style. Solid experience in mobile, cloud and secure mobility. Active Secret Clearance.

Areas of Expertise

• •

Building Channels, Alliances and Executive Presentations and Negotiations

•

Partnerships Deep Security Experience (IDS, IPS, Firewall,

• Business Development and Expansion Defense in Depth, mobile code, data center and cloud

• defense)

Key Account Relationship Management

•

• Multi-channel sales, management and

Market Positioning and Planning

• development

Channel Program Strategy, Development and

• Strong team building and leadership skills

Execution

•

• New Product Technology Launches

Solid Mobile Security and Technology

E xpertise

ACCO MPL IS H M E N TS:

M ach 1 Development, I nc: Vice P resident of Sales

11/13-7/14

• Responsible for driving developing and driving business for new start-up technology company focused on insider threat

technologies

• Created new marketing messaging, business slide decks and white papers for three vertical markets and

RSA press kits

• Worked with mobile technology providers creating security solutions (Fixmo, Secure Access Technologies, via

Forensics)

• Created new sales, demo and t rial processes and procedures to include installation videos for product

• Built a re-defined pipeline from $100K of unqualified business to $70M in qualified business over 6 months

and a sales team of 4 reports, 8 VAR/SI partners and a technology partnership with BAE Systems.

C loudShield Technologies: D i rector, US Channels and DOD Business

12/11 – 11/13

• Responsible for driving DOD and commercial channels business for the leading security platform vendor

on the market, ISV partnered with McAfee, engaging with McAfee sales teams, Channel Partners and

services organization

o Addressed Cloud, Apple and Mobile device security integration through our platform

• Closed over $1M in first six months (over 120% of goal first year), 2nd h ighest producer in the company

• Promoted to Director 11/12 with two direct reports and two dotted line reports (SEs)

• Promoted to US Channels director 4/13 responsible for Federal, SLED and Commercial partner

development

o Commercial accounts include: Wells Fargo, McKesson, Standard Oil, FaceBook, and Kaiser

• Ramped six major partners including McAfee partner development and cross-selling with McAfee teams

• SLED/Commercial business included: CA, H I, SC state business, banking, retail and pharmaceutical

business

H P T ippingPoint: D i rector, Federal Sales (DO D/ Intell igence Sectors)

3/09–11/11

• Increased revenue pipeline from $2.8M to $12M+ in first two quarters

• Sold into PENTCERT, SPAWAR and multiple DOD accounts for large enterprise orders

Consulting Contracts: B usiness Development, M anTech I nternational

4/08–2/09

• Worked with ManTech DSG West in a consulting capacity for a business development project for DOD.

D i rector, Federal sales (Consulting), Fitness Anywhere

• Provided direction to the Federal team into developing an "enterprise sales" approach to selling a retail

t argeted point fitness product. Responsible for t raining up 6 sales/trainers for DOD and DHS accounts

• Negotiated USMC MWR sole-source multiple-year, multiple million-dollar ID IQ contract for Fitness

Anywhere.

Bivio Networks: D i rector, Federal Sales 12/05–

2/08

• Brought Bivio Networks from a zero revenue start in Federal business to over $5M annual revenue run

r ate after the first 18 months and exceeded Q4/06 revenue goals by 120% and added 8 VAR/SI channel

partners and Channel Plan

• Landed the largest order in company history ( $1.2M) w ith a $1.8M follow-on order in Q1/08 with DISA.

Added six Federal partners and one GSA Schedule.

G uidance Softwa re: Enterprise Business M anager, DoD/ Intell igence

2/04 – 11/05

• Responsible for DoD and Intel business for new enterprise security, CND product

• Delivered over $200K in closed business within 6 months with MDA, NCSC Pentagon

• Created over $3M in 2005 business with DISA, CIFA West, NSA, 1st I O/ACERT via my channel partners

F inj an Softwa re: Western Regional M anager 8/02-

12/03

• Responsible for Sales in the Western US via channel Partners and direct enterprise sales

• Delivered over $400K in Channel Purchase Orders in first 60 days on board

• Landed largest order for Finjan 400,000 seat deal with NMCI ( $4.2M total ) with a channel partner

F-Secure, I nc: Area Vice President, Western US 1/01-

8/02

• Promoted to Area Vice President (8/00) with responsibility for $5M quota and 4 headcounts

• Developed successful turnaround sales strategy for the Western US

• Major West Team “wins” included Charles Schwab, Intel, SAIC, Oracle, Loral Space Systems, Covad, Qwest

surfCON TROL, I nc: Channel D i rector/Cisco Business Development M an ager

8/98 – 1/01

• Developed a successful reseller channel and team for the Eastern US and Federal business markets from a start-up

channel position

• Signed up 37 commercial and 11 Federal reseller partners in the first 14 months of launch ( 175% of

T er r i tory Quota)

• Outperformed the Western US channel team in revenue almost 6 to 1 for 16 consecutive months

Cisco Systems, I nc. 7/96 – 8/98

Western Regional M anager, Comstor I nnovative D istribution/GE I T D istribution, I nc.

• Top Sales (140%) for September 1997 ($1.2M) P resident’s Club

• Top Sales (185%) for October 1997 ($1.7M) P resident’s Club and Engineering & Services

T eam Effort Award for 1997

• Moved to GE Comstor 6/97 to Manage Cisco for the Western US (Cisco funded position) with 34 channel

partners

• Brought the terri tory up from $60K per month to $1.7M in 5 months

• Generated over $1.8M in new business w ithin 3 months

• Developed over $5.5M in new business with the VA, BIA and other t ribal nations

Bay Networks: Federal Customer Development M anger/Team Leader:

6/95 - 7/96

• 160% of Goal during first quarter of operation (Generated over $750K in closed revenue during first 2 quarters)

• Generated an additional $1M in closed business and over $8M in new business opportunities

• Developed Federal training curriculum and handbook for 90 Account Development Representatives and

coordination with field sales organization

U .S. Army, Special Operations/Airborne

11/91 – 8/95

Positions held: Infantry Team Leader, Heavy Weapons Squad Leader. Additional responsibilities included:

team training; TOW Missile Systems (launchers and delivery systems); electronic

encryption/communication systems and crew. Army Achievement Medal, Army Commendation Medal.

Top Secret Security Clearance (Crypto).

E D UCAT IO N :

Foothill College, Los Altos, CA Business/Marketing

University of Denver, Denver, CO Marketing/Management

TEC H N ICAL and TRA I N I NG:

Cisco Target Account Selling (TAS), Bay Networks (TAS) Sales Training, GE Capital Green Belt/Black Belt Quality

T raining Program; Terri Kelly GSA Procurement Training; and SBA Vendor Training; Tom Peters; Tom Hopkins;

Padgett-Thompson and Zig Ziglar. Bay and Cisco Certified Sales Expert, (TCP/IP, Ethernet, VoIP and Packet Over

Sonnet). Defense-in-Depth technologies and deployment (firewalls, IDS/IPS, SEIM and cloud security). Sales/Marketing

tools: SalesForce.com, Seibel, MS Office Suite and Adobe Design Standard CS4.

P UBL ICAT IO NS & SPEAK I NG ENGAGE ME N TS:

Technical Contributor: The Computer Support Directory ; Bill Adler & K risty Fraser McGraw-Hill: 06/1995

F irst Out of the Gate with FastEthernet ; Data Communications, 01/1993

High-Speed Networking: Outrunning the Standard ; Information Week, 02/1993

Cont ributed Article: What Open Source Linux Applications Require in a Network Appliance Platform ;

L inuxWorld, 01/ 2007

Techno Securi ty 2007: “Defense in Depth – New Risks in an IPv6 World and How to Adapt”

RSA 2007 P resenter: “Platforms for Secure Military Networks: Defense in Depth and IPv6”

LinuxWorld 2007 P resenter: "Open Source Linux Solutions in DOD Network Installations: Managing the Risks,

Maximizing the Rewards." 02/14/2007

PODCAST 2007: “Open Source Linux Solutions in DOD Network Installations: Managing the Risks, Maximizing the

Rewards,” LinuxWorld,

PANE L IST June 2010: "The Value in Private and Public Collaboration" Space and Cyberspace Warfare Symposium

P RESENTER, SINE T 2010: "Doing Business with the Federal Government" Workshop Leader

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