Cyber Security Strategic Sales

KENNETH C. CLEVELAND

Kailua-Kona, HI ***** ad2faf@r.postjobfree.com

808-***-**** www.linkedin.com/in/kcleveland

SALES AND MARKETING EXECUTIVE: CYBER SECURITY PRODUCTS/SERVICES Accomplished and results-oriented sales professional with an effective combination of marketing and technical selling skills. History of success in communicating in front of small and large groups regarding complex subjects in an understandable, relevant and solution-focused language. Team player and facilitator with proven ability to work cooperatively with diverse individuals and lead productive team efforts. Core competencies include: Leadership Sales Strategies Team Management

Negotiation Techniques Relationship Building Skills Cross-Collaboration HIGHLIGHTS

• Progressively responsible experience and measurable strategic sales accomplishments within organizations of all sizes including national and high-revenue accounts.

• Globally and nationally recognized strategic sales executive who is a skilled integrator of people, technology and processes: Received multiple awards for technology sales achievements.

• Creative problem-solver and troubleshooter whose strong technical background contributes to effective sales in multiple verticals: Commercial, State, Local, Education and Federal. EXPERIENCE

USWired Inc, San Diego, CA and Honolulu, HI February 2023-Present USWired is a subsidiary of Quatro Business Support Services, an Atlanta based tech-enabled outsourcing firm that's changing the way companies think about finance and accounting, cyber security, and IT support services. Vice President of Business Development

Built a sales team from the ground up focusing on selling new IT/Managed Service Provider (MSP) services.

• Generated new flow processes for sales leads and converted them into recurring revenue opportunities.

• Developed strategic sales plans which included strategies, goals, quotas, tracking mechanisms, and analytics.

• Exceled at training, mentoring and inspiring sales reps to meet their quotas.

• Leveraged IT vendors as needed to create scopes of work (SOW) and value-based solution offerings.

• Owned and presented formal proposals and lead negotiations with the C-Level prospects.

• Coordinated complex decision-making/lead negotiations processes and overcame objections to closure.

• Responded to customers needs and followed through on all aspects of customer requests, both written and verbal in a timely manner.

VERIZON ENTERPRISE SOLUTIONS, San Diego, CA and Honolulu, HI April 2018-December 2022 A global division of Verizon which provides cyber security management services for its cloud and mobility products. Includes threat management tools and protection services, monitoring, Big Data analytics, incident response, forensics investigations, identity access management, AI/machine learning, and IoT solutions. Cyber Security Lifecycle Sales Manager

Managed the lifecycle business of all security services through direct engagement with Verizon security customers - Designed and implemented customer success security lifecycle processes.

• Acted as a subject matter expert on Verizon’s security solutions by working in conjunction with Sr. Client Executives, Security Overlays and Sales Directors to build security relationships.

• Presented and articulated Verizon’s security value proposition to clients (including C-suite, with an emphasis on the CISO) on both a technical and business level.

• Owned and developed relationships with key vendor contacts to stay current on vendor updates and to facilitate account mapping, deal registration, escalations, and sales/marketing strategies: Checkpoint, Cisco, Fortinet, iboss, Juniper, NetScope, Onapsis, Palo Alto, Qualys, Splunk, and Zscaler.

• Proactively engaged with clients as a trusted customer success advisor to understand security challenges and requirements and identify how they can be addressed by Verizon and partner security solutions.

• Collaborated with Verizon’s Cyber Security teams to identify upsell/cross sell opportunities for consulting and hardware/software integration services.

Key Accomplishments

• Ranked #1 Cyber Security Lifecycle Sales Manager globally and nationally two years in a row: 2018 1,403% of quota and 2019 1,619% of quota.

• Received six Verizon Spot Light Awards in 12 months for outstanding overachievement sales performances (April 2018-April 2019).

• Carried an entire sales team quota two years in a row: 2018 Attained $9.4 million of $10 million team quota and 2019 Attained $27 million of $20 million team quota. Kenneth C. Cleveland 808-***-**** Page Two

• Nationally recognized by the Verizon President of Enterprise Services for 2018-2019 Cyber Security Lifecycle Engagement Team Leadership and for going above and beyond security role.

• Received the highest “Leading Rank” overachievement sales performance rating in 2018 and 2019. STARPOINT ADVANTAGE, San Diego, CA 2017-2018

Leading Southern California information technology and managed service provider (MSP) specializing in managed IT services, cyber security, disaster recovery, and technology consulting services. Director of Sales and Marketing

Developed and implemented strategic sales and marketing plans and forecasts to achieve corporate objectives for all IT products and services.

• Oversaw and evaluated market research to meet changing market and IT competitive conditions.

• Established relationships with industry managed IT influencers and key strategic channel partners.

• Maintained a consistent corporate image throughout all IT product offerings, promotional materials, and IT technology events.

• Engaged in various IT services/solution presentations, demonstrations, proof of concepts, internal training client workshops and vendor product shows.

Key Accomplishments

• Grew company to #1 ranked IT Managed Service Provider by San Diego Business Journal.

• Generated over $20k of free marketing development funds (MDF) for IT vendor sponsored events.

• Organized the largest Datto disaster recovery/data security channel partner event in San Diego.

• Grew company to #117 of top 500 globally ranked IT Managed Service Providers by MSPmentor. MINDSHIFT, San Diego, CA & Honolulu, HI 2011-2017

Technology Sales Executive / Solutions Workflow Engineer

• Nationally recognized for EMC’s 2014 Global Innovation Award for SaaS Government Solutions.

• Sold the three largest StorageCraft cloud backup and disaster recovery software contracts. ADDITIONAL RELEVANT EXPERIENCE

IKON

Software Solutions Consultant / Sales Engineer

GOENGINEER, INC.

Software Sales Engineer

ALTIUM

Sales Engineer / Technical Consultant

EDUCATION PROFESSIONAL TRAINING AND DEVELOPMENT

Iowa State University, Ames, IA

Bachelor of Science - BS and Bachelor of Arts - BA, Business and Computer Applications

• Verizon Cybersecurity Accreditation Program (VCAP)

• Selling Complex Solutions - ACE Selling Certification

• 180º From Traditional Sales Training - Sandler Sales Institute Certification

• Strategic and Conceptual Selling - Miller Heiman Sales Certification

• Qualitative & Quantitative Market Research Analysis Training - Quester Certification

• Active Listening Market Research Analysis Training - Quester Certification

Contact this candidate