.

CONTACT

San Francisco Bay Area, CA *****

510-***-****

ad24ne@r.postjobfree.com

SKILLS

• Building out Sales Revenue and

Channel Partnerships Technical

Alliances for Startups ( 7 years.)

• Sales Method: MEDDIC. Snap

• New Sales /skills: Command of the

message ( Listen- for Pain &

Problems.)

• GAP- Modern Selling -GAP Selling

by Keenan

• Security Principles\Frame Works:

Zero Trust, Least Privilege, CAASM,

OWASP. MITRE, NIST, CIS

• SAAS /PAAS/ ITAAS/ experience

• CISO/VP Level Sales

• Technologies: AWS\GCP, IOT,OT\ICS,

IAM, PAM, API Security, Datacenter,

EDR, SIEM

• Sales Tools( Salesforce, Hubspot,

Pipedrive, LinkedIn Nav, Dux Soup,

G-Suite, Outreach.io, Slintel, Mixmax,

Slack, Gong, ServiceNow, Jira,

NetSuite, Salesflow)

CERTIFICATIONS

ISC2 CERTIFIED CYBER

SECURITY - 638521

Working on CISSP and CCISO

LinkedIn Credential- DevOps

Foundations Containers Sept 2021

LinkedIn Credential -Cyber Incident

Response and Digital Forensics March

2021 LinkedIn Credential - Kubernetes

Cloud Native Ecosystem Nov 2020

CYBER SECURITY SALES PROFESSIONAL – Self-motivated, and results driven Senior Technical Sales Executive with 15 years' experience in Consultative Enterprise Sales. Authentic Selling Strategy to build personal relationships. Hunter, Skilled in Direct Sales, Channel partners Sales and Operations. Selling Highly Disruptive Security Solutions to Executive Level enterprise Cyber Security teams . Expert in driving sales and gathering new enterprise logos for Start-up organizations. Ability to work independently exceeding goals/quotas while maintaining ethics and integrity. CYBERSECURITY SKILLS -Broad understanding & ability to collaborate on aspects of client's architecture, challenges, requirements. Cyber Degree training areas - CISA, CISSP, CISM, Security + Ethical Hacking and Wireless Security/IOT Cloud Native Application Security. Training in DevSecOps Password management/ Vaulting tools/ Endpoint XDR, SIEM, Security Operations (Automation and Orchestration tools) Familiar with HIPAA, ISO, NIST, PCI, GDPR /OWASP top 10, CIS Top 20, and ISO. Risk mitigation strategies (CRISC 2022) & MITRE ATT&CK Framework.

WORK HISTORY

October 2022 - Current

Pacific Northwest Area Manager ColorTokens Inc, San Jose, CA

• Quickly established technical messaging for clients and partners to train and establish credibility as an expert in Zero Trust Architecture NIST 800-207

• (ZERO TRUST ) speaker for ISC2 East Bay conference with other security professionals like John Kindervag (Father of zero trust)

• Quickly established Territory relationships, first 30 days with engineering, channel team, and executive team to produce highest funnel and pipeline for 1H-2023 5.5M+ for 2024 budgets.

• Current ranking amongst eight reps in a small startup as #2 with 2nd highest growth territory in North America 1.2m

• Total 4x+ funnel built in 6 months with net new client closures as of my 2nd quarter.

• ColorTokens -Zero Trust platform of solutions addressing the 5 pillars of Zero Trust plus agentless IOT in cloud SAAS platform for endpoint ZTNA, Hybrid-Data Center, and Multi- Cloud.

• Managing salesforce top of funnel to closures as well as partner deals to ensure closures.

• Traveled 50% to evangelize new technology within Pacific Northwest to manage seven states for new business in all vertical markets.

April 2021 - February 2022

Director of Sales DeepFactor.io, San Jose, CA

ERICA CUNNINGHAM

LinkedIn Credential Selling to

Executives August 2020 LinkedIn

Credential Strategic Planning

Foundations Aug 2020 Insurance

Certification for selling in industry

California Department of Insurance Dec

2019 License # CA4024311 Large

Enterprise New Logo Sales Hunting

Market Creation – successfully bringing

new products to Enterprise Market

AFFILIATIONS

ISC2- Board Member - VP Current 2023

ISSA - Board Member- Membership

Director 2009-2013

EDUCATION

Master of Science Cyber Security June 2021

Maryville University of Saint Louis, St Louis, MO

Bachelor of Science Information Technology 2003

University of Phoenix, Tempe, AZ

• Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity for early-stage Application Security/DevSecOps startup.

• Formulated and presented innovative strategies to team members, executives, and customers to build the foundation for successful sales plans.

• Sold over $1.5M of SaaS new logos, exceeding quota early-stage pre-series startup.

• Developed Enterprise funnel of $2.5M 1st year, exceeding quota for 1st year by 10 percent.

July 2017 - July 2018

DIRECTOR FraudWatch International Inc California, Francisco Bay Area, CA

• Fraud Watch International - Global Cyber Brand Protection firm that provides Services to security operations teams to prevent inbound Fraud and Abuse minimizing risk for global brands to take-down inbound security threats from phishing, malware, rogue mobile applications, social media and executive social media, and other technical threat services.

• Managed North American Sales and doubled revenues between end of 2018 and 2019.

• Achieved 120% of goal- $1M quota (services only)

• Clients included Bottomline Technologies, Morgan Stanley, Uphold, Devon Energy; Fortune 500 clients in all vertical markets.

• Created annual budget and developed comprehensive plan to accomplish company objectives while staying within budget. April 2016 - May 2018

Security Evangelist Demisto Inc,/ Palo Alto Networks, CA

• SOAR Platform) purchased byPalo Alto Netowrks, Cupertino, CA

• Technical Security Sales Evangelist for Western Region, for this Cyber Security Start-up SOC Automation Software Platform provider.

• Delivered subject matter expertise presented technical Demos of Platform to C-level Executives and full Cybersecurity teams.

• Doubled sales goals in first 3 quarters ( Pre-Series A start-up) North American Global Headquarters, for delivering first technical sales wins for company.

• Achieved first $250K, Employee #1- 1st yr. 1.2m 1205 of goal.

• First to Reaching 1M+ with 2.9M pipeline.

• Achieved sales goals and revenue with Clients: ESRI Inc, Silicon Valley Bank, MZ Games, Flat Iron Inc., many more.

January 2015 - January 2016

SR. ACCOUNT EXECUTIVE HACKERONE, INC, Eddie Bauer Inc, SAN FRANCISCO, CA

• Start-up Enterprise Security Platform Sales Providing Pen- testing/Bug bounty programs.

• Evangelized SaaS security platform which connects Security Researchers to companies to mitigate vulnerabilities within their web properties and software applications.

• Achieved 100 percent of quota 2nd quarter of first year! Hot Start up!

• Signed 30 new clients SMB and enterprise.

• Worked with Grammarly, EB flowers, Ebay Inc, SVB etc. January 2013 - January 2015

SR. ACCOUNT EXECUTIVE MIRANTIS INC, MT. VIEW, CA

• Enterprise Software Sales for Open stack Cloud delivery directing all aspects of sales and cloud delivery to clients.

• Coordinated professional services projects for quick POC or full architected cloud, build out over several months with clients.

• Formulated complete and concise reports and change control docs for clients, while serving as liaison between client and implementation services teams, to achieve on schedule delivery project management.

• Analyzed and researched client requests for feasibility; evaluated cloud design and architecture review with client and engineering teams, including procedures, plans, processes, guidelines, and client requirements.

• Attained over 110% quota each year by leveraging solid Cloud knowledge of networking and virtual storage on Openstack.

• Successfully delivered projects to Home Depot, John Deere, Intel, RBC, etc.

January 2011 - January 2013

TERRITORY ACCOUNT MANAGER VYATTA INC, Francisco Bay Area, CA Acquired by Brocade Communications

• Managed sales and new business prospecting for Enterprise Software Sales (Virtualization and Cloud Security Software)

• Exceeded targets by building, directing, and motivating high- performing sales team.

• Achieved 150% of annual OTE.

• Responsible for $800-1M+ Quota Start-Up

January 2006 - January 2010

SENIOR ACCOUNT EXECUTIVE FISHNET SECURITY INC

LIVERMORE CA, Francisco Bay Area, CA

• Coordinated Security Sales and Professional services for this largest security partner nationally.

• Fishnet Security was full-service risk management integrator that offers five lines of business: Information Assurance, Third Party Vendor Assessments, Multi-year security support, Training, and Vendor Management services.

• Exceeded established sales quotas each year by 50% percent.

• 1.5-5.5M

• Surpassed quota for all professional services areas, including complex sales i.e., DLP programs, Business Impact analysis services, Penetration Testing, Application Security, DB security and NAC, SIEM, PCI assessments, and BCP/DR

• Managed Simultaneous projects and services to clients in areas of WAF/DAF, IDS/IPS, SIEM, Firewalls, DLP, Wireless security services, training services, WAN Optimization and support agreements Endpoint security Vendors, McAfee, Juniper, Cisco, Checkpoint, Palo Alto etc.

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