Kevin Garnier

Glendale, AZ

602-***-****

ad1j68@r.postjobfree.com

https://www.linkedin.com/in/kgarnier/

Cybersecurity, Information Security, and Governance Presales and Solutions Engineer Professional Career Summary

A Cybersecurity, Information Security, Governance, Risk Management, and Compliance, Presales and Solutions Engineer with over 20 years of experience coaching global teams through technical selling processes and collaborating on account strategy. Thorough understanding of customer use cases, building integrating solutions, POC design, development, and management, customer knowledge sharing, and training for projects valued over

$1M. Adept at complex cross functional sales cycles, leading technical discussions, and delivering tailored presentations and product demonstrations through purchase, implementation, and account management. Successful track record in RFIs, RFPs, third-party security service management, and due diligence. Served as the primary technical liaison during entire sales cycles along with designing strategic approaches that enhanced organizational effectiveness by creating security awareness, implementing requirements, standards, frameworks, and mitigating risks. Strong ability to maintain relationships with existing customers and look for opportunities to expand their product usage and improve their security posture. In addition, received Pragmatic Marketing Level Three (PMC-III) certification along with being a member of FBI sponsored InfraGuard and a member of the Arizona Cyber Threat Response Alliance.

Key Cyber and Information Security Presales and Solutions Skills Career History

Acronis

Senior Solutions Engineering Director – Phoenix, AZ 5/2022 - 10/2023 Acronis is a cybersecurity suite of products focusing on Data Protection, Backup and Recovery, AntiVirus/AntiMalware, Vulnerability Assessment and Management, Disaster Recovery, Endpoint Detection and Response, Data Loss Prevention, & Email Security with $90M in revenue and 2K employees worldwide. Customers included MSP’s/MSSP’s, Direct Enterprise, Manufacturing, Oil & Gas, Transportation, & Sports franchises.

Delivered presentations, webinars, and demonstrations of Acronis technology and solutions relating to cybersecurity and information security frameworks and compliance. Held responsibility for developing and implementing technical solutions to meet client needs, identify their requirements, developed a solution that met those requirements, and then implemented the solution in a way that ensures it works as intended. Presented, setup, trained, and managed POCs for numerous MSPs/MSSPs for large Fortune 500 companies, including Walmart, Apple, Meta Facebook, Chevron, Microsoft, General Motors, Ford, Pfizer, FedEx, Energy Transfer, TD Synnex, Merck, and others in the Oil and Gas and Pharmaceutical industries. Analyzed prospective partners’ and customers’ business requirements, go to market strategies, security, audit, retention, and other policies associated with protection or data transfer. Helped customers and MSPs maintain compliance with information security frameworks and compliance regulations. In addition, aided clients and

● Cyber Risk Assessment Audits and

Vulnerability Management

● Cybersecurity Frameworks: NIST CSF, CIS

v7 Controls, ISA 62443

● Incident Response Plans

● Complete Customer Sales Cycles & Engagement

● Compliance standards: SOC 2, GDPR, HIPAA,

ISO27001, FedRAMP

● Product Demonstrations and Presentations

● Development and Management of KPIs

Managed Service Providers (MSPs) in upholding adherence to information security frameworks and compliance standards to ensure regulatory compliance.

Kevin Garnier - Page 2

KUDO

Director of Information Security, Cybersecurity, and Compliance, Phoenix, AZ 10/2020 - 4/2022 KUDO offers a SaaS video interpretation platform (like ZOOM) and provides live interpreters for international customers. The company had $2M in revenue, 200 employees and a directory of 10K freelance interpreters focusing on multi-national and governmental clients. Held responsibility for leading and overseeing the information security function of preventing, monitoring, and responding to data breaches and cyberattacks. Developed and implemented comprehensive strategies, policies, and procedures to identify and mitigate information security risks, ensure compliance with industry regulations, and respond effectively to security incidents. Educated and communicated to employee’s security policies, promoting a culture of security awareness, and compliance. Customers ranged in size from 100 – 100K and included companies such as Coca-Cola, Meta, Microsoft, Borusan Cat, TEDxBath, Candela Asia Pacific, BBC, AG Insurance, United Nations, Council of Europe, European Union, and the European Council in Brussels. Constantly stayed abreast of relevant laws, regulations, and industry standards pertaining to information security and liaised with regulatory bodies, auditors, and stakeholders to address compliance issues and maintain regulatory alignment. Developed and maintained incident response plans to address and manage security incidents effectively along with delivering security awareness and training programs for employees at all levels of the organization. In addition, assessed and managed the security risks associated with third-party vendors and suppliers establishing security requirements and standards for vendor contracts, conducted security assessments of vendors, and monitored ongoing compliance.

Key Accomplishments and Achievements

● Planned and executed security measures to shield KUDO's computer systems and networks from infiltration, data exfiltration, and cyberattacks.

● Managed due diligence and responded to Vendor Cybersecurity questionnaires in order to determine a potential vendor's cybersecurity posture, procedures, cybersecurity framework certifications, & attestations.

● Managed and documented processes related to achieving SOC2, ISO 27001, and US FedRAMP certifications and attestations that required a great deal of auditing, documentation, configuration, & training.

● Assisted in creating and documenting the Information Security Management System.

● Performed risk assessments and gap analysis along with writing security policies and procedures where none existed previously.

CellTrust Corp.

VP, Cybersecurity and Compliance Sales Engineering – Scottsdale, AZ 5/2017 - 7/2020 CellTrust SL2™ Enterprise Capture streamlines responsible communication and helps organizations within regulated industries capture and meet mobile communication recordkeeping, retention, eDiscovery, and compliance requirements. The company had 25 employees and $3M in revenue with a focus on governmental, financial, and medical sectors (because of their text-messaging compliance requirements). Led a team of 3 direct reports including a Sales Engineer, Technical Support Manager, and a Technical Support Technician and held responsibility for strategizing and overseeing the pre-sales process, including managing RFIs, RFPs, POCs, discovery, and delivering effective live and virtual presentations. Prospected, developed and implemented lead generation strategies along with managing the entire sales process all the way to closure. In addition, led ongoing professional services, implementations, product configurations, scheduling, and training after each sale. Assisted with developing positioning, product marketing materials, and was the channel and partner technical liaison along with gathering and analyzing data to identify areas for improvement in operations and processes. In addition, frequently met with Senior Management to present key performance indicators, customer proof of concept success rates, customer retention rates, customer issues, and enhancement requests. Kevin Garnier - Page 3

Key Accomplishments and Achievements

● Engaged with Bank of America from POC to implementation managing a pilot of 200 users and attended the introduction of products to BoA VPs in Paris and then subsequently rolled out 4000 users per week, totaling 25,000 worldwide.

● Worked with the CEO on the company’s speaking engagements at the New York Stock Exchange, industry events, and security events sponsored by the FBI.

● Developed and implemented comprehensive strategies to improve operational processes and organizational efficiency.

BeyondTrust

Sales Engineering, Professional Services, Implementation. Phoenix, AZ 7/2016 - 5/2017 Beyond Trust provides software for managing Privileged Access Management (PAM) to remove local admin rights, enforce least privilege on Windows and MacOS, prevent malware and phishing attacks, and control applications without compromising productivity and providing a single pane of glass for PAM management. Customer base includes State, Local, Federal Government, Education, Medical, and MSPs/MSSPs. At the time, the company had 1300 employees and $300M in revenue.

Prepared and delivered technical demonstrations and presentations explaining products and services to existing and prospective customers. Worked with customers and engineers to assess equipment needs and to determine system requirements. Supported Sales Executives with solution selling into prospect account base along with partnering with sales executives to plan, prepare and execute on strategic deals with complex sales cycles. In addition, conducted product demonstrations and proof of concepts (PoCs) to showcase how the company's offerings met the customer's needs, addressing any technical questions or concerns. The Red Flag Group

Compliance Solutions Technology Platform, Product Owner – Tempe, AZ & Hong Kong 7/2014 - 7/2016 The Red Flag Group was a global integrity and compliance risk firm based in Hong Kong with 15 offices located throughout the United States, Asia, Middle East, and Europe. The firm had approximately 300 employees, who advised clients across a range of industries on compliance, antitrust, and anti-corruption regulation. In October 2020, the Red Flag Group was acquired by Refinitiv. As a Product Owner, indirectly responsible for the programming efforts in Manila, Philippines and Hong Kong, SAR, of about 75 programmers and quality assurance staff. Worked with all areas of the firm along with the development teams to define the product release and API requirements. Performed bug fixes and supported key client requirements and schedules along with identifying and securing business development opportunities. Collaborated with marketing department to define the go-to-market strategy, assisting in the understanding of the product positioning, key benefits, and target customers along with serving as the internal and external evangelist for the product. Built and fostered relationships with clients and partners and led pre-sales initiatives for the firm. Managed the product life cycle from strategic planning to tactical activities and specified new market requirements by conducting market research supported by on-going visits to clients. In addition, wrote more formal documents such as RFIs/RFPs, proposals, and responses to invitations to tender. Key Accomplishments and Achievements

● In conjunction with the Red Flag Group's global account management and sales teams, raised awareness of the firm's strategy & offerings to drive revenues through direct client engagement & channel development.

● Recruited, trained, and maintained Channel/Reseller/OEM Relationships.

● Developed and implemented platform architectures to support the organization's business objectives.

● Built and maintained a testing and demonstration virtual lab for potential customers and internal teams, along with providing QA and Sales to test current and alpha version of the platform.

● Evaluated potential partnerships for the product to identify mutually beneficial relationships and opportunities

● Presented product platform to the CTO of the Walt Disney Co. & the CTO & IT team of M&M Mars company. Ensured the product was compliant with all relevant regulations, standards and managing any legal or ethical considerations related to the product. Kevin Garnier - Page 4

Check Point Software Technologies

Security Engineering - SMB Market, Phoenix, AZ 12/2013 - 1/2015 Check Point Software sold a variety of network security products with 3000 employees and revenue of $600M. Provided pre-sales technical guidance to Check Point Channel Account Managers and Check Point’s SMB Partners in order to influence sales. Focus was in the SMB and MSP markets, where limited funds and staff were available. Held responsibility for meeting with potential customers, understand their needs & budget constraints, provide a technical demonstration of the products, and manage their POCs. Developed and implemented security solutions tailored to the unique needs and constraints of SMB clients, ensuring robust protection against cyber threats while aligning with budgetary and resource limitations. Proactively identified and addressed security vulnerabilities and threats specific to the SMB market, and implemented effective measures to mitigate risks, safeguard data, and maintain compliance with relevant regulations. In addition, traveled extensively and presented at trade, industry, and security events alongside Special Agents of the FBI.

Lumension Security

Sr. Director, Sales Engineering and Professional Services – Phoenix, AZ 12/2003 - 7/2013 Lumension Security, Inc. was a cybersecurity company providing endpoint management, security software endpoint protection, vulnerability management, data protection, application whitelisting, encryption, USB security, and risk management. The company had 200 employees worldwide and a global reach of customers. Oversaw a team of 10 Sales Engineers and 5 Professional Services Consultants worldwide. Prepared and presented technical proposals for clients, led design presentations to product management teams, and troubleshooted and resolved web application issues escalated from customer support and other departments with a 100% success rate. Worked with clients to analyze computing and network needs along with installing appropriate solutions within each organization's budget. Streamlined acquisition of reporting requirements and specifications to disseminate across multiple business lines and IT support teams. Key Accomplishments and Achievements

● Worked closely with various departments, including sales, marketing, product development, and customer. support to ensure a cohesive and customer-centric approach that drove business success.

● Monitored and maintained scheduling for PS engagements and developed and wrote Statements of Work.

● Within two months of hire, sent to Seoul, South Korea to present to Korea Telecom and train a new partner.

● Met with and presented to Amit Yoran, the then founding director of the United States Computer Emergency Readiness Team (US-CERT) program in the U.S. Department of Homeland Security.

● Created and presented Technical Training to worldwide team held in the Grand Duchy of Luxembourg. Technology

Amazon Web Services, Rackspace, Auditboard, Netwirx Auditor, ManageEngine, ComplianceHR, NAVEX, Ninjio, Knowb4, Level Access, accessible, Proofpoint, Smarsh, Global Relay, Mimecast, Salesforce, NetSuite, Marketo, GaggleAmp, BurpSuite, Wireshark, Metasploit, Nessus, Sophos, McAfee Education & Certifications

Attended University of Phoenix – Online and the ITT Technical Institute ISO/IEC 27001 Information Security Associate™ Certificate GRC Analyst Master Class Certificate

Pragmatic Marketing Level Three (PMC-III) Certification

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