Technology sales, SaaS, Cloud, Cybersecurity

DOUGLAS C. BERENDSOHN

*** ****** **** *** *******, CT 06776 C:203-***-****

Email: **************@*****.***

LinkedIn: https://www.linkedin.com/in/doug-berendsohn-88b0a74/

Profile

Proven technology sales executive with enterprise experience in security sales, cloud computing, database sales, open source and container technology, backup, virtualization, managed services & consulting, datacenter solutions and storage. Comfortable with matrix environments, solution selling and providing R.O.I. and strategy to C-level decision makers, as well as DevOps and DevSecOps teams. Consistently above-quota. Experienced selling to and managing Fortune 500 accounts. Extensive channel partner building and relationships, and team management experience. Challenger sales certified.

PROFESSIONAL QUALIFICATIONS

•Cyber Security & Sales

•IAM (Federated, PAM, LPAM)

•SIEM (QRadar, Splunk, LogRhythm)

•Open-Source Technology (Cassandra)

•Cloud-computing (AWS, GCP, Azure, OCI)

•Storage, Backup, Disaster Recovery

•Funnel, forecast and Sales Cycle Management

•Container Technology (Kubernetes, Docker)

•Team Management

•Channel and partner team building

•Data Center Technology and Sales

•Virtualization Technologies (VMWare, Hyper-V)

PROFESSIONAL EXPERIENCE

IBM - July 2022 – Present

Storage Sales Specialist - March 2024 - Present

Working with a strategic healthcare client on adoption and management of IBM storage, including IBM's best-of-breed solutions for hybrid cloud storage, cyber vault, cyber resiliency, and storage for data and AI, and storage for data resiliency.

Security Sales Specialist - March 2023 – March 2024

Work with the extended IBM Hyperscaler team, driving opportunities and revenue for IBM security solutions in the AWS cloud, part of the historic IBM/AWS business agreement. Create new sales opportunities in ISC. Sales development activities include creating proof of concept funding for opportunities, alignment of IBM and AWS sellers and teams, identifying sales opportunities through the IBM ELA and AWS Enterprise Discount Programs. Educate and collaborate with sales teams including FSM (Global FinServ), Canada, and Government/Federal.

Security Services Sales Specialist July 2022 - March 2023

Responsible for the full IBM services portfolio, including Xforce active threat management platform, Pen Testing services, active threat hunting engagements, risk quantification and others. Also partnered with premier IBM security vendors in joint sales activity. Vendors include Palo Alto Networks, Illumio and others. Customers include TJX, New Balance, BJs, AMICA and other F1000 accounts.

DataStax (start-up company) - May 2021 - Nov 2021

Strategic Account Executive

Sales and account management of DataStax Cassandra database platform. Customers include JPMorgan Chase and Goldman Sachs. DataStax solutions are available as a multi-cloud offering. (left due to selling No/SQL & Cassandra and change in compensation plan, wanted to get back into security)

Amazon Web Services - Jan 2018 - May 2021

Security Sales Specialist

Part of a specialized sales team focused on increasing adoption of Amazon Web Services’ External Security Services across our customer base. Guard Duty, Macie, Inspector, and Security Hub make up the initial portfolio of External Security Services in the Amazon cloud. 285% quota attainment on $5M quota. Customers include Vanguard, Liberty Mutual, Cigna, Giphy, Acquia, Brightcove, HBO, CBS, and others.

Enterprise Account Executive

Enterprise Sales and account management of Amazon’s cloud computing solutions, including CloudFront CDN, as well as security tools including Amazon Guard Duty, Macie, and Security Hub. Customers are Fortune 500, F1000. Participate in ongoing account planning sessions, provide product deep-dives and proof-of-concept engagements. 220% quota attainment. (Left, due to big change in compensation plan moving to an MBO capped at 30%.)

Cloudflare - New York City, NY - April 2017 - Jan 2018

Enterprise Account Executive

Sales of Cloudflare’s enterprise security and CDN solutions; DNS, Web Application Firewall, DDoS protection, load balancing and more. Call on C-level executives in the tri-state area, Conduct discovery calls, business and technical overviews and evaluations/POC’s. Work with internal resources including Solutions Consultants and Account Managers. Tracked at 220% quota attainment on $2M target. (Hired into run a sales team in New York, but due to emergency in San Francisco asked to run sales team there, could not relocate, recruited by AWS))

Seclore, Inc. - New Milford, CT - July 2016 - Apr 2017

Regional Sales Director – Northeast

Sales and account management of Seclore security software for Digital Rights Management. Develop channel partners. Seclore provides security for managing the digital assets/files of an organization, regardless of where those assets reside; cloud, on-prem or mobile. (Main competitor, Microsoft started providing free digital for files with their producst, could not compete against them, recruited by Cloudflare)

Dimension Data - New Milford, CT - June 2015 – Feb 2016

Security Sales Consultant

Drive sales initiatives of Dimension Data security solutions within Fortune 500 accounts in the Northeast. Work

within the Dimension Data organizational matrix in a specialist sales role; collaborating with Client Managers, Sales Engineers and Solution Architects to help organizations improve their security posture. Partner with top industry solutions and introduce products and services that best fit client security needs. Was #3 out of 88 reps globally. Was tracking at 300% quota attainment on $1.5M quota. Sold multiple seven figure deals.

(Company made global staff reduction in February 2016 due to lower-than-expected revenue in 2015 and it was acquired by NTT Data))

Optiv - New Milford, CT - Sep. 2014 – June 2015

Named Account Manager

Sales of security software and infrastructure solutions, managed services, and consulting to a select number of enterprise accounts. Partner with top-tier security vendors including Palo Alto Networks, FireEye, Bit9/Carbon Black, IBM, Symantec, and others. Tracking at 125% quota attainment on $1M target. (Company merger of Fishnet and Accuvant)

Datto - Norwalk, CT (start-up company) - August 2010 – June 2014

Achieved 180% of quota and $7 million in sales for 2013

Achieved 250% of quota for the last two years and $6 million in sales for 2012

Helped build the entire sales organization from the ground-up

Top sales rep in 2012 and 2013

Managed top sales team in 2011

Helped make Datto become 38th fastest growing company on the 2012 Inc. 500

Strategic Account Executive

Enterprise sales of Datto’s backup and disaster recovery and storage solutions. Work on opportunities with channel partners, Sales Engineers and Inside Sales Representatives. Establish and maintain relationships with enterprise channel partners. Attend trade shows and other industry-related events. Maintain sales pipeline and updated sales forecast

Sales Manager

Managed team of six Account Executives. Established quarterly and yearly sales objectives. Assisted reps and channel partners with opportunities and sales cycles.

Account Executive

Sales of Datto backup solutions. Cold calling and recruiting of channel partners and resellers. Establish contact with C-level decision makers including CIOs, CTOs, and COO’s. Help channel organizations understand and sell backup solutions. (Acquisition; private equity firm acquired 50% of the company)

Optimum Lightpath - Elmsford, NY - June 2009 – August 2010

President’s Club winner 2010

Achieved 150% of quota and over $2 million in revenue

Sales include Affinity Health Plans, Barclay Arena and Leukemia and Lymphoma Society

Enterprise Account Executive

Sales and account management of Lightpath’s award-winning metro ethernet business solutions, delivered via fiber. Specializing in the enterprise business sector, Prospect for new clients as well as maintaining an existing client base through professional networking, outbound calling, channel partners and site visits. Sell solutions into data centers. Work with C-level contacts to demonstrate ROI, competitive analysis, and technical benefits of the

Lightpath product suite. (Son was born, wanted to find something closer to home without so much travel-driving)

ITS – Rochester, NY - October 2006 – December 2008

Senior Account Executive

Sales of hardware, software, and managed services. Partnered with Cisco, Microsoft, IBM, EMC, and other premier vendors. Call on existing accounts, cold calls, leads, and vendor supplied leads. Recommend end-to-end network solutions in a consultative sales approach. Provided ROI information to prospects and communicated the benefits of complex network solutions. Achieved 140% quota attainment on $1M target in 2008.

HealthMarkets.com – Norwalk, CT (start-up company) - 2002 – 2006

Sales and account management of SaaS healthcare solutions. Assist internal and external sales team in pre-sale and ongoing management of accounts. Work with channel partners, agents and benefits administrators with issues. Participate in strategic, sales and account retention meetings. Actively seek to improve processes. Assist in the proposal and renewal process with the sales team. Helped grow revenue from $2 million to $40 million in four years. Achieved 175% quota attainment on $750k target. (healthcare.com startup company acquired and wanted him to come with them to Texas, could not relocate at the time.)

EDUCATION & PROFESSIONAL ACCREDITATION

Western CT. State University, 1990 – 1993

Sales certifications from

•AWS

•Microsoft

•Palo Alto Networks

•Checkpoint

•Challenger Sales

•Cisco Sales Expert

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