Jabari Groves

310-***-**** • Email ad3fl7@r.postjobfree.com

Des Moines, WA. 98198

Enterprise Account Executive/Manager

PROFESSIONAL EXPERIENCE

Darktrace, Holdings Limited 2022-2023

(Time Magazine Top 100 Most Influential Companies) Strategic Account Director

• Consulted strategic accounts regarding enhancement of their cybersecurity programs

• Advised clients on leveraging artificial intelligence solutions to protect e-mail, endpoint, network detection and response, attack surface management and insider threats

• Advised on programmatic implementation and organizational change management

• Conduct high-volume outbound prospecting

• Present and conduct demos of AI cybersecurity solutions

• Establish and develop channel partner relationships, including channel training for sales team

• Support and develop effective channel messaging

• Support promotion of marketing and networking events Optiv Security, Inc. 2020-2022

Enterprise Client Manager

• Provided holistic strategic consultation to clients on solutions to establish, develop, optimize, and enhance cybersecurity programs

• Sold Managed Security Services as well as professional engineering services

• Advised on programmatic implementation and organizational change management

• Identified and developed professional engineering service opportunities related to the integration of solutions to enhance cybersecurity programs, including SIEM implementation projects and remote workforce transitions, as well as identity access management programs

• Managed partner relationships with a portfolio of over 400+ Cybersecurity partners

• Partnered and collaborated with internal project managers, sales architects/engineering services team and subject matter experts on managing long-term client projects

• Assisted clients in navigating various compliance requirements, as well as, Zero Trust methodology, supporting solution adoption and policy development Accomplishments

à Tracking to quota on product and services 2022

à 181% of Product quota 2021

à 128% of Services quota 2021

Deque Systems, Inc., 2018 – 2020

Enterprise Account Executive

• Prospected and consulted enterprise organizations (Fortune 500-1000) on Governance-Risk- Compliance of their digital accessibility, including regulations/guidelines Sec. 508 & WCAG

• Built strategic partnerships with C-Level contacts and relevant stakeholders to educate and empower them on accessibility best practices

• Sold professional engineering services and partnered with internal engineering team to develop customized solutions for client-specific use cases

• Advised on programmatic implementation and organizational change management

• Sold proprietary compliance testing software solutions SaaS/On-Prem and engineering services including staff augmentation

• Leveraged knowledge of accessibility compliance to build compelling business cases for acquiring budget

• Key targets: C-suite, Governance-Risk-Compliance, Legal, IT leadership from Dev. Ops to Q/A Accomplishments

à Top 5 of sales team performing against a $2 Million quota 2019 à Top 3 of sales team performing against $2 Million non-ramp quota in only 3 quarters of 2018 à Introduced “Opt-out” template sales technique to increase revenue across verticals Level Access, Inc., 2016 – 2018

Executive Account Manager

• Provided consultation to Fortune 500-1000 clients within the Software Vertical on Governance- Risk-Compliance of accessibility within their digital portfolio

• Established strategic partnerships with C-Level contacts and relevant stakeholders to identify organizational needs/goals and develop an organizational roadmap for accessibility

• Advised on programmatic implementation and organizational change management

• Leveraged knowledge of relevant regulations/guidelines to develop business cases to acquire budget for accessibility solutions

• Sold engineering consulting services including staff augmentation and compliance testing platform

• Developed strategic sales plans for new logo acquisition and revenue growth within existing account base

Accomplishments

à 105% of $2M+ quota 2017

à #1 in quota attainment Q1 against non-ramp quota 2016 à Established new vertical combining Software and Hardware Indeed.com (Recruit Holdings Co. Ltd.) 2015 –2016

National Account Manager

• Implemented strategic sales plan to launch new products and services to enterprise accounts

• Sold core product platform including mobile application to provide organizations with data analysis of digital advertising performance and trends related to talent acquisition opportunities

• Leveraged data performance reporting to identify opportunities for account growth and develop compelling data-driven business cases

• Developed and nurtured partner relationships to execute shared strategic account plans Accomplishments

à Q4 tracked to exceed quota 2016

à Q3 #1 Sales on Southeast sales team 2015

à Q2 #1 Sales on Southeast sales team 2015

Glassdoor, Inc. 2014-2015

Enterprise Account Executive

• Managed a territory of enterprise accounts calling on C-Level, senior talent acquisition and marketing teams

• Consulted on data performance of web traffic to assist organizations in understanding their Online presence and traffic trends for talent acquisition opportunities

• Provided customized solutions for data-driven digital marketing campaigns and employer branding

• Educated stakeholders on employee review management and engagement campaigns

• Prospected with high volume outbound activity to identify accounts possessing revenue potential and blueprinting organizations to identify strategic contacts

• Conducted webinars and in-person presentations leveraging data analytics Accomplishments

à Top 3 of largest average deal size for enterprise team 2015 à Established and developed new territory 2015

à 110% of quota 2014

MicroMenders Inc., 2014

Senior Account Executive/ Sales Manager

• Managed inside sales team, including training and development while executing outside sales responsibilities

• Developed sales plan for inside sales team and managed daily execution of sales plan

• Prospected C-level contacts to identify managed service opportunities

• Developed go-to-market strategy to increase market share and evangelize managed service offerings

• Assessed prospects needs to create customized solutions and consult on risk mitigation strategies

Accomplishments

à Developed branding and marketing strategy

à Developed sales strategy and outreach campaigns for inside sales team Iron Mountain Inc., 2007 – 2014

Enterprise Solution Sales Account Executive

• Provided proprietary SaaS/Cloud-based data backup and recovery services

• Consulted and educated clients on software development protection and IT disaster strategies

• Developed risk mitigation business plans for C-level executives, Governance-Risk-Compliance teams, corporate counsel, IT directors within the Fortune 500 -1000

• Negotiated technology escrow agreements to support and mitigate risk to intellectual property in software license transactions, patent litigation cases, mergers/acquisitions and OEM transactions

• Provided guidance on compliance and software escrow verification services Accomplishments

à Re-established territory that had lost 50% of revenue prior to my arrival à 121% of quota 2011

à Introduced 1st generation products with go-to-market strategy EDUCATION

• B.A. Political-Science • University of Illinois • Urbana, IL

• University of Illinois Institute of Aviation (Commercial Pilot Program)

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