Cyber Security Sales / Business Development

Robert J. Cohen 949-***-****

**************@*****.*** http://www.linkedin.com/in/rjcohen

Strategic, relevant, results-oriented Cyber Security Sales Professional consistently exceeding annual sales quotas and revenue goals up to 400%

Highly effective Sales Enabler, Leader, Trainer and Coach, fostering a growth and success environment through team and individual mentoring

Experienced selling multi-million dollar solutions to Fortune 1000 “C-Suite”, State, Federal and Cloud-Native organizations

Active partner / client network within Critical Infrastructure, Financial Services, Healthcare, Communications, Media, Entertainment, Consumer Products, State, Federal and Technology.

Arms Cyber Global

Vice President of Business Development / Global Partnerships (Contract Consultant) 2023 – 2024

Responsible for all sales revenue

Results: Fully designed and launched the global partner program

Created a “global foot-print” with strategic partners in North America and Europe

Developed a partner program from contract, to mutual business planning, to launch

Developed several policies and procedures for hiring, on-boarding and enablement

Grew the pipeline from $0 to $10m

Successfully positioned the company for “A-Round” investment

1touch.io Global

Vice President, Global Channels / Strategic Partners (Contract Consultant) 2022 – 2023

Responsible for all sales revenue from channel sales and OEM Partners

Results: Fully designed the sales program to include traditional reseller Channel Partners and OEM Partners

Created a “global foot-print” with strategic partners in North America, Asia, Europe and Israel

Developed sales methodology programs based upon Emotional Intelligence and KPI’s including BANT and MEDDPICC

Developed a partner program from contract, to mutual business planning, to launch

Developed several policies and procedures for hiring, on-boarding and enablement

Grew the pipeline in the first six months from $0 to $15.6m

Successfully positioned the company for “B-Round” investment of $14m

SurePassID, Inc. Global

Vice President, Global Sales (Contract Consultant) 2021 – 2022

Responsible for all sales revenue from direct sales and channel sales

Results: Fully re-designed the sales program from a direct-only to combination of inside, direct and channel

Created a “global foot-print” with strategic partners in US, Asia and Europe

Developed a sales methodology program based upon Emotional Intelligence and KPI’s

Developed a partner program from contract, to mutual business planning to launch

Developed several policies and procedures for hiring, on-boarding, training and PTO

Positioned the company for sale, acquisition and / or investment

Optiv, Inc. United States & Canada 2019 – 2021

Cyber Defense & Applied Security, Managed Security Services (MSS)

Owned all MSS Pre-Sales activities for the Western United States and Canada

Trusted Advisor to field account teams to drive new and increase existing business for MSS

Represented Optiv at industry conferences, presented at multiple MSS-specific forums, delivered MSS seminars to independent industry organizations, and on-going speaking on numerous expert panels

Worked with field sales teams to attract and win multi-million-dollar MSS deals

Created and presented enablement training for field sales teams

Directly supported over 80 field sales managers and sales engineers

Corporate SME for hosted and instructor lead training

Results: Achieved a quota retirement of 293% in final quarter and maintained over 120% individual quota attainment quarter over quarter for eight consistent quarters. Directly contributed to +100% team quota attainment for both top-line revenue and gross sales

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Robert J. Cohen 949-***-****

**************@*****.*** http://www.linkedin.com/in/rjcohen

Intel Security, Inc. / McAfee United States 2016 - 2017

(Foundstone Professional Services) (Contract Consultant)

Executive Advisor Liaison, Global Business Development

Internal advising liaison between Intel / McAfee sales organization and Foundstone specialized IR security group

Supported sales process for all services including Executive Briefings. Developed, initiated and implemented procedures, policies and guidelines

Built and improved relationships between Foundstone North America and Foundstone Global

Results: Maintained $5M in new and existing services revenue, designed go-to-market offerings, coordinated joint selling overlay processes, and created industry awareness for the offering

RJC Enterprises, Inc. Global 2016 - Present

Organizational and Business Development Consultant & Certified Professional / Executive Coach

Develop and provide consulting services in areas of Leadership Development, Organizational Development, Personal Development, Sales, Marketing and Customer Service

Focus includes Cyber Security start-up organizations of $50m annual revenue

Results: Created and launched sales and go-to-market programs for start-up organizations within the Cyber Security field and beyond

IOActive, Inc. United States 2014 - 2016

Executive Director, North America

P&L responsibilities for sales, business development and corporate strategy into Healthcare / Medical Device Security and Financial Services Security practices

Built and launched Red Team practice

Results: Sold $10M in services revenue to new clients while building a $10M+ pipeline

BT Global Services, Inc. Southern California 2013 - 2014

Director, Managed Security Solutions Group

Responsible for US revenue of BT's Managed Security Solutions Sales / Engineering, IT Infrastructure and Ethical Hacking Center of Excellence

Results: Sold $4.5M in new revenue, opened new territories, built sales teams and created positive revenue in previously non-existent markets

M86 Security, Inc. United States 2011 - 2013

Executive Director, America's Channels

Responsible for America's Channels, including Channel Partners and Channel Managers

Results: Completely rebuilt the Channel program and increased sales 66%

Secure IT Experts, Inc. Global 2007 - 2011

President & Founding Principal

Collaboration of world-class experts in every aspect of information security from regulatory compliance and legal issues, policy, incident response, secure code review, penetration testing, IT Infrastructure, PCI, PKI, encryption, program management, disaster recovery, and business continuity planning

Results: Completely built an organization from idea to conception and successfully delivered to major clients nationally

AMS Inc. United States 2003 - 2007

Vice President, Enterprise Security Group

Built and sold into the commercial and international sector through consulting practices in the area of Application Security, Backup and Recovery, Storage, Replication and Archiving

Results: Built a $30M pipeline. Individual sales in excess of $5M

Computer Associates, Inc. Southern California 2000 - 2003

Vice President, E-Trust Security Division

Results: Designed, implemented and launched the regional Security offering business model forecasted

in excess of $25M

EDUCATION

California State University, Long Beach, BA, School of Journalism, Public Relations Major

Transformation Academy, Clearwater Fl. Certified Professional / Executive Coach

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