Cyber Security Service Sales

PAUL C. DECAMARA

**** ********* ****

Bedminster, NJ 07921

********@*****.***

908-***-****- Mobile

Professional Summary

Objective is a senior sales or management position in a service sales organization, where leadership strengths, strong initiative coupled with a positive get it done attitude, will impact the overall success of the organization.

Extensive experience successfully selling IT services, hardware and cyber security software solutions

Recent focus on selling to existing accounts and opening net new accounts in NYC.

Focused on winning in high visibility accounts, utilizing strong relationship building ability.

Success has been realized through enduring and lasting relationships and through the development of a growing account base.

Creative and exceptional communicator, relationship builder, and problem solver.

PROFESSIONAL EXPERIENCE

Experience

8/2023 – 12/2023 Recovered from aquatic accident

Optiv (largest private US cybersecurity services firm with $3b in annual revenue) 1/13/2020 - 7/02/2023

Client Manager

Responsible for selling Optiv’s cyber security services and partner solutions to the Fortune 1000 client base in the NY metropolitan region.

Cyber services include breach remediation, routine Pen testing and other implementation of tools such as Crowdstrike, PaloAlto, and Fortinet.

Overall sales activities include, but not limited to, identifying additional opportunities within existing client initiatives, C level whiteboard reviews to identify high priority areas of concern, previous client reengagement, and new business development.

Lead Quarterly Business Reviews to help identify client issues and areas requiring investment in the current budget year.

Utilize in person meetings, zoom calls, social media, company hosted events, and other marketing activities to gather business intelligence.

Coordinated, planned, and participated in an Executive Briefing Conference (EBC) focused on both the C-Suite and other high level technical cyber engineers. The EBC resulted in incremental revenues of $300k within 3 months.

Consistently met increasing sales quotas per annum. Current year revenue expected to be $1.2 million at a 65% gross margin.

Accounts mainly consist of those I have worked with and self-generated for past 6 years.

Results enhanced by interpersonal communication skills and ability to build alliances with access to key decision makers. Consistently build working relationships with key senior executives to navigate large accounts

Key accounts and existing relationships include: Vitamin Shoppe, Avis, Trans Re, NorthStar, Proskauer Rose, Schrodinger, Safra Bank, Amneal Pharma, Bank of Toyko, and others.

Atrion, Branchburg, NJ 9/25/2017 - 11/2019

Sold Atrion Proprietary Services such as security assessments, pen tests, and installation of multiple partner cyber solutions. Focused on security solutions and selling infrastructure design through white board sessions.

Assigned to cover NYC Territory. Hit ground running, forging immediate relationships with 9 net new and 7 existing accounts over the first 6 months.

Focused on security solutions and selling infrastructure design through white board sessions

Client base included 25+ active, dormant, target NYC accounts in the SMB space, generating $1m in revenue annually with the primary focus being sales of partner tools and services. Sold 3 year $500k MSA to NorthStar.

Ramped up vendor portfolio including but not limited to: Cylance, Symantec, Ruckus, Juniper, Fortinet, ProofPoint, Aerohive, Exinda, RSA, Cyxtera, DB Cyber Tech, FireEye, Infoblox, Trapx, Aruba, and ICS

Trained on all main Partners and tools including PaloAlto, Crowdstrike, Fortinet, Checkpoint, etc.

Maintech Inc. Cranford, NJ

Senior Account Executive

3/14/16-6/16/17

*Maintained 32 accounts while consistently adding new hardware to existing contracts and initiating other new business opportunities within the project and time bank areas.

*Developed personal relationships with account base, while solidifying the company relationship overall.

*Added 3 new accounts of prominence, never having previous business relationship with Maintech.

Assisted junior sales staff in their day to day activities. EX: cold call initiatives.

*Kept clean CRM system for management review.

*Maintech acquired by Hedge Fund Company in March 2017.

*Layoffs based on tenure were implemented.

VDX, Inc. Cranford, NJ

Channel Sales Manager 12/2014 -2/28/16

* Hired as Channel Manager to develop new strategic partners,

as well as develop existing relationships

* Current Partner focus include: SHI, WWT, HP, Cisco, Ingram Micro,

Comport, HighPoint, PKA Technologies, 1E, eG Innovations, and Microsoft

* Streamlined communications between VDX and Partners, allowing for timelier

Efficiencies with regard to scoping calls and SOW development.

* Spotlighted and enhanced VDX’s staffing unit for the Partners, resulting in

12 month engagement with well-known International Bank

Logtech-Wall, NJ

2013 to 2014

Business Development Manager

Hired as first ever BD Manager to solicit and secure new corporate accounts for this

responsible E-Waste, Microsoft Certified Refurbisher, and ITAD recycling organization

Responsibilities include securing contracts with corporate entities in the tri state area, and

developing contractual initiatives for extend of life programs for all computer

Infrastructure, by leveraging in house technical expertise.

Hired, trained and managing, 3 new account executives

Currently managing a sales pipeline of $500K, with limited marketing and back office assistance, due to infrastructure investment.

Secured new contracts with, among others, 2 major legal firms in NYC and Newark, NJ

Division I worked in went out of business-07/2014

Company folded in late 2014.

DRS Tactical Systems – Melbourne, FL

2009 to 2012

Federal Sales / Channel Development Manager – Armor Division

Met sales quotas while adhering to corporate rules of engagement for this new US division of an Italy based manufacturing conglomerate (Finmecanica)

Set criteria for Partner identification, retention and rewards, signing 4 new Federal resellers.

Increased sales through development of RFP/IFB strategies and utilizing partner contracts

Initiated a demo unit pool designed for the reseller community

Work with Marketing to drive programs and events to extend the relationships to new prospects, attending 5 to 7 major trade shows annually

Managing sales pipeline of 2 to 3 million, providing monthly reporting of using ACT

Defining and executing monthly partner sales plans (Create systems and procedures to streamline partner management)

Laid off due to scaling down of Iraq War, as DRS is a large Defense Contractor

PROFESSIONAL EXPERIENCE (Continued)

BSAFE Information Systems – Englewood, NJ 2006 to 2009

Director of Sales / Channel Sales (10 direct reports)

Responsible for all sales within this startup, reporting to the VP of North America

Implemented sales strategies and marketing activities utilized throughout the company

Increased sales from $800K in 2006 to $2.5M in 2007

Expanded the sales and marketing organization with direct hire/fire responsibility, and led the team in exceeding revenue goals

Organized and managed all trade shows and local user group conferences

TransNet Corporation, Somerville, NJ 2004 to 2006

Director of Commercial Sales and Professional Services (11 direct reports)

Responsible for entire commercial Sales force

Solutions include Cisco and VoIP and Tier 1 / Tier 2 storage solutions bundled with vendor and in-house support services

Achieved a 25% increase in sales and services to SMB clients year over year

Closed a $2M dollar network upgrade and VoIP solution to a major NJ law firm

Westwood Computer Corporation, Springfield, NJ 1989 to 2004

Vice President of Sales (1998-2004) (30 direct reports)

Responsible for entire Sales Department, including both commercial and federal sales

Grew overall revenue from $55M to $150M during my tenure

Company sold in July 2004

Sales Manager (1996-1998)

Managed sales personnel in three offices (HQ, NY, and VA), reporting to the President

Hired and trained all new sales personnel

Increased Westwood’s profit in four consecutive quarters by 9.5%

Continued producing $2.5M annually with personal accounts

Increased Westwood’s sales form $40M in May of 1996 to $55M as of December 31, 1999

Account Manager / HP Product Manager (1989-1996)

Developed new commercial accounts in New York and New Jersey

Consistently met or exceeded goals and quota

Supervised new sales personnel and helped them to close new business

Averaged $3.5M in sales of hardware and service for five consecutive years

Realized total sales of over $7.5M in 1989 through 1990

Hired jointly by Hewlett Packard and Westwood Computer Corporation to increase the sales of HP Vectra PC’s (Growing revenue from $500K to $3M annually)

EDUCATION

Bachelor of Arts, Union College, Schenectady, NY

Major: Business

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