RUSS CLARK

Atlanta, GA 678-***-**** ad3i73@r.postjobfree.com LinkedIn

AWARD-WINNING ACCOUNT EXECUTIVE WITH EXTENSIVE BUSINESS DEVELOPMENT Over 15 years of documented success in business-to-business sales and account management, facilitating relationships to generate a consistent prospect pipeline. Skilled at cultivating and maintaining relationships with key stakeholders within client and partner enterprises based upon trust and subject matter expertise. Documented track record of exceeding established metrics to outperform against sales and retention key performance indicators related to new client acquisition and deal revenue. Maintains established portfolio of customers across federal, state, local, and commercial customers across diverse verticals including manufacturing, healthcare, and consumer packaged goods, enabling clients to gain visibility and reduce risk within their operational environments, while serving as point of contact throughout the sales lifecycle. A R E A S O F E X P E R T I S E

Account Management Business Development Closing Multi-Million-Dollar Contracts Cultivating Stakeholder Relationships IoT and Software Solutions Industrial Control Systems (ICS) & Operational Technology (OT) Optimizing Client Cybersecurity Cloud Computing Strategic & Channel Partnerships Mitigating Risk & Exposure Software as a Service (SaaS) P R O F E S S I O N A L E X P E R I E N C E

TENABLE Atlanta, GA 2022 – Present

NATIONAL ACCOUNT MANAGER

Serve as the OT lead for federal, state, local, and education clients, as well as the commercial region throughout the eastern United States to deliver a leading solution enabling organizations to gain visibility and reduce technical and operational risk within clients’ environments by providing operations technology (OT) and industrial controls (ICS) to position security posture for new attack vectors. Manage the end-to-end sales lifecycle through strategic partnerships, revenue growth, and customer satisfaction to optimize renewal rates. Develop and launch business-to-business initiatives to drive new business and upsell/cross-sell within existing client accounts by defining unique customer requirements, challenges, and opportunities, and providing innovative solutions in cloud, IoT, and mobile security. Collaborate with clients to accelerate thought leadership by cultivating solutions within a highly competitive market space.

· Closed a portfolio of commercial and government clients, including the National Security Association (NSA), US Air Force, Prince William County, Tri-Met, Utz Potato Chips, Moderna Pharmaceuticals, and Indivior Pharmaceuticals.

· Achieved 168% of quota and generated $3.8M, yielding recognition in 2023 Platinum Club. HONEYWELL CORPORATION Atlanta, GA 2018 – 2022

SENIOR ACCOUNT MANAGER – SPS/IOT SOLUTIONS, SOUTHEAST REGION Developed and deployed sales strategies to spearhead new business development initiatives across competitive distribution, logistics, military, transportation, and state/local/education (SLED) verticals, with a focus on high-profile accounts, including UPS, United States Department of Defense, Newell, Southern Company, DaVita, Coke Bottling, Cobb County, the City of Atlanta, and Dade County. Defined, targeted, and captured new customer accounts to deliver managed services cloud hosting, and IoT hardware and software voice solutions to drive process improvements and client return on investment.

· Closed 100% of $4M new business quota in 2019, as well as aggressive $8M quota in 2020 against challenging market conditions.

· Collaborated with cross-functional teams to deliver customized Department of Defense services for all armed service branches, leveraging military background to present, position, close, and support software and voice applications to accelerate digital data capture of manual processes, driving automation and modernization. KUDELSKI SECURITY Atlanta, GA 2017 – 2018

SENIOR ACCOUNT MANAGER

Accountable for growing five-state territory to identify, target, and close new customer accounts within the cybersecurity sector, including advisory services, managed security services (MSSP), IoT security and innovation, cloud security assessment and strategy, and orchestration and automation technology. Cultivated organically-driven relationships while maintaining long sales cycles by highlighting value of business partnership.

· Exceeded $2.4M revenue quota for fiscal year 2018, outperforming against margin and sales volume metrics.

· Onboarded logos across target accounts: UPS, The Home Depot, Fresenius Healthcare, Covenant Healthcare, Methodist Healthcare, and Invesco.

· Closed a diverse portfolio of major accounts, including Erlanger Health, Vypin (IoT), First Data, Rollins Inc., ScanSource, Assurance America, and the US Federal Government, along with select global organizations. ARMOR Atlanta, GA 2016 – 2017

MAJOR ACCOUNT MANAGER - CONTRACTOR

Called on enterprise and mid-upper enterprise accounts to drive brand visibility and sell cloud security solutions targeting securing workloads within cloud computing solutions via Microsoft Azure and AWS platforms.

· Consistently generated $250K in quarterly revenue, achieving 100% of target metrics through the delivery of solution-based, consultative sales strategies; onboarded notable logos, including CSM, First Data, TIAA, 3D Systems, Invesco, and MLH. RUSS CLARK

678-***-**** ad3i73@r.postjobfree.com Page 2 of 2 FORTINET Atlanta, GA 2015 – 2016

MAJOR ACCOUNT MANAGER – SOUTHEAST REGION

Conducted business-to-business sales efforts to generate revenue and close internet, wireless, and firewall security services for diverse IT platforms, while concurrently coaching, mentoring, and leading a team of two sales professionals to optimize revenue growth. Expanded relationships with stakeholders within the healthcare, education, and public sector space across Alabama, Georgia, Tennessee, and Mississippi to capitalize on opportunities and highlight value-added solutions to reduce organizational and technical risk of prospect companies.

· Generated a multi-million-dollar portfolio, including closing an emerging technology deal with a major national dialysis clinic, valued at $1M, by selling the vision and return on investment of a long-term partnership.

· Secured $300K in top-line revenue by facilitating a partnership with a leading healthcare provider.

· Closed $200K deal with Lowndes County Schools to deliver wireless services, wireless security firewalls, and switch services.

· Strengthened key partnership with Georgia World Congress Center by selling $100K in upgrades in 2015, leading to $200K next-gen WiFi and switch technology deal in 2016.

T-MOBILE CORP./T-SYSTEMS Atlanta, GA 2004 – 2015 REGIONAL SALES MANAGER & INDIVIDUAL CONTRIBUTOR (2006 – 2015) Cultivated new business-to-business sales opportunities throughout the southeast territory across a five-state region, from developing a pipeline of qualified prospects through deal closures. Facilitated relationships with channel partners and alliances to sell voice and data services to a portfolio of enterprise customers and governmental agencies at the state and county levels. Leveraged expertise in data capture and machine-to-machine (M2M) solutions to deliver integrated products to clients to meet customized requirements.

· Consistently outperformed against established metrics by closing $3.6M of new business revenue in 2014 (achieving 231% to quota),

$2.8M in 2013, and $3M in 2012.

· Earned President’s Club recognition in 2009 and 2010 for ranking within the top two percent of sales associates nationwide.

· Integral contributor in securing $10M contract from Hyatt Hotels, and secured major accounts and alliances with NAPA, Delta Airlines, Saks Fifth Avenue, Motorola, Lowe’s Home Improvement, Rollins, Checkers, and The Home Depot.

· Showcased value of $1M+ partner solutions with Southwire, leveraging RFID technology enabling distributors to track individual pallets of merchandise across the T-Mobile network, enabling 2K+ prospective future activations.

· Closed a contract with Commonwealth Tobacco valued at $1M in total revenue, with average sale ranging from $50K to $100K. SENIOR ACCOUNT MANAGER (2004 – 2006)

Developed relationships with stakeholder among key client accounts while serving as Enterprise and Venue Manager for Fortune 500 corporations throughout the consumer, automotive pharmaceutical, electronic, home improvement, and tourism and transportation verticals for the “Hotspot” market segment.

· Secured venue contracts from Starbucks, FedEx, and Hyatt Hotels, as well as airports in Atlanta, Miami, and Knoxville.

· Managed customized enterprise programs for notable logos: The Home Depot, Coca-Cola, Royal Caribbean, and Genuine Parts. EARLY C AREER

SENIOR ACCOUNT MANAGER – DIMENSION DATA, Atlanta, GA ACCOUNT MANAGER – CISCO SYSTEMS, Atlanta, GA

ACCOUNT MANAGER – HONEYWELL, Atlanta, GA

ACCOUNT MANAGER – STRATIX CORP., Atlanta, GA

MILITARY SERVICE

CAPTAIN – UNITED STATES ARMY

E D U C A T I O N & C R E D E N T I A L S

MASTER OF ARTS IN MARKETING University of Phoenix BACHELOR OF SCIENCE IN INDUSTRIAL MANAGEMENT Georgia Institute of Technology MILLER-HEIMAN TRAINING – STRATEGIC SELLING AND SPIN SELLING TRAINING PROGRAM CISCO SALES EXPERT TRAINING PROGRAM & STORAGE AREA NETWORK (SAN) TRAINING FORTINET NSE LEVELS 1-3

MEDDICC CERTIFIED

SECURITY CLEARANCE (LAPSED)

T E C H N I C A L S K I L L S

Salesforce CRM, Fortinet, Palo Alto, F5, Netskope, Digital Shadows, Juniper, Wireless LAN, AWS, Microsoft Azure

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