Sales Account Executive

Tim Horigan

716-***-**** *.*******@*****.***

Professional Summary

Sr. Sales & Channel Professional with 20 plus years of experience covering North American territory, working with IT distributors, manufacturers, commercial, financial, legal, resellers, systems integrators, MSSP, MSA and OEM partners to grow revenue, product awareness and to bridge partnerships between all parties. Selling full solutions for enterprise Cyber Security services, Network Security, managed services, cloud, software-as-a-service (SaaS), and virtualization. Covering North America, Eastern US, Northeast, Mid-Atlantic, NY Metro, Southeast and New England.

Successful track record – recruiting and building Channel Partner ecosystems, resulting in dramatic sales growth of eSentire Cyber Security Solution set into more than $10M annual run rate in 3 years

Proficient in Relationship Building - with C Level decision makers and developing mutually beneficial and long-term partnerships resulting in increased deal flow to partner sales organizations

Bottom-line, results-oriented – Sales Solution Specialists with broad knowledge and experience in technology based with specific focus on Cyber Security MSP, Reseller, Distribution delivery models

Innate ability – to quickly assess deal potential and execute accordingly

Proactively recruited, mentored and managed – more than 175 partners, standing them up and handing off to Channel Account Team for ongoing care while maintaining a consistent focus partner group of 20 partners

Over 20+ years – building teams, exceeding goals and objectives in sales, strategic alliances and consulting

Industry Experience

Cyber Security, Distribution, Reseller, MSSP, MSA, IT & Manufacturer.

Core Competencies:

• Strategic Business Planning/Execution • Business Development • Product Training

• Contract Negotiation • Pipeline Management • Account Management

• Influencing Decision Makers • Recruitment • Process Improvement

• Marketing Strategy • Channel Sales • B2B

Professional Experience

Cymulate, New York, NY June 2019- Present

Breach Attack Simulation

VP. North American Channel: Created the company’s initial GTM Strategy for North American Channel Partner Program. The Channel currently drives net new revenue through multiple Channel partners types that include Distribution, Resellers, MSSP, System Integrators, OEM and Strategic Alliances. Recruited and established a new Channel team, partnerships and drove enablement programs across the territory.

Delivered and stood up 28 Channel focus partners who fit the Ideal Partner Profile (IPP) as well as establishing a distribution relationship with Ingram Micro

Cultivated an initial pipeline that represents company-wide more than 60% of opportunity in 1H 2020

Grew channel program contribution company-wide in revenue from less than 1% Annual Contract Value in 2019 to 39% Annual Contract Value in 1H 2020

Led a team that identified, developed and maintained strategic business partnerships with net new channel partners

Worked with internal cross functional teams to deliver a technical and sales enablement training program to the channel partners

Territory Coverage – North America as well as advisory on channel strategy for the globe

Provided reporting and analysis to C-Suite, including net new incremental sales monthly/quarterly, overall sales performance, key partner performance, and other key KPI’s metrics identified

Reported to the CEO

50%+ travel

Achievements

Set Distribution Relationship with Ingram Micro

Established GTM Strategy onboarding 28 Focus Partners

Grew Initial Pipeline from 3% in 2019 to 60%+ in 1H 2020

Raised Revenue contribution from 1% 2019 to 39% 1H 2020

Esentire, Cambridge, Ontario March 2016-May 2019

Managed Detection and Response

Sr. North American Channel Account Executive: Hired to develop the company’s initial North American Channel Partner Strategy & Program. Created channel GTM strategy, driving net new revenue through Channel partners to include Resellers, System Integrators, OEM and Strategic Alliances. Recruited and established new partnerships and drove enablement programs across the territory.

Established original Channel Team

Grew channel program contribution to revenue from less than 10% Annual Contract Value in 2016 to 56% Annual Contract Value in 2018

Hunted, identified, developed and maintained long term strategic business partnerships with net new channel partners

Drove the necessary business, strategic and technical relationships with partners to develop incremental business within existing clients

Delivered training as-needed to the channel partners

Territory Coverage – Northeast & NY Metro

Provided reporting and analysis to leadership, including net new incremental sales monthly/quarterly, overall sales performance, key partner performance, and other key metrics to be identified

Reported to VP of Global Channels & Strategic Alliances

50%+ travel

Achievements and Awards

Channel Leader Presidents Award – 2016, 2017, 2018

Highest percentage of quota attainment – 2016, 2017, 2018

Highest dollars sold – 2016, 2017, 2018

Largest single sale – 2016, 2017, 2018

Ingram Micro, Williamsville, New York May 2014 – June 2016

World’s largest distributor of Information Technology products and services

Sr. Channel Account Executive – Legal / Finance Verticals – Drive and heighten vertical sales for related industry specific products while further developing existing business relationships with Original Equipment Manufacturer (OEM’s). Managed a team that created Go To Market (GTM) strategies for vendors to increase sales and profitability opportunities for resellers through unique marketing programs, outsourced logistics, technical and financial support, managed services, and product aggregation and distribution.

Managed entire US Territories

Responsible for 10% Year over Year increase

Grew Profit & Loss to $2.95B to $3.6B

Reported to Executive Vice President

Worked closely with Senior Technical Subject Matter Experts (SME) and Engineers

Negotiated pricing and financial needs

Drove marketing strategies

Oversaw and assisted product and service trainings

Developed marketing strategies for internal and external mindshare and awareness

Pipeline management

Achievements:

Year over Year growth for Legal & Finance verticals was more than $600M total over a 24 month period, 2014 - 2016

Led Verticals Team in growth and total sales 2014 $3B, 2015 $3.3B, 2016 $3.6B

Advance2000, Williamsville, NY September 2013 – June 2014

Cloud Computing and Full-Service Reseller

Business Development Executive – Sold full menu of cloud and telephony services. Developed quarterly sales plan and initiatives. Conducted conference calls between vendors and key decision makers in opportunity accounts to develop new business. Organized joint field visits using internal resources to assist in sales cycle on prospective opportunities. Coordinated and hosted reseller/vendor promotions and events.

Uvation, Tonawanda, NY January 2013 – September 2013

Multi-International Information Technology and Consulting Company

VP of Sales & Business Development

IMS Expert Services, Pensacola, FL July 2011 – November 2012

Large Law Firm Expert Witness Search Firm

Account Director, Strategic Accounts

Canon Oce Business Services February 2009 – September 2011

Outsourced Services Provider – e-Discovery, Electronic Records, Doc Management

Northeast Account Manager

Firmex March 2008 – January 2009

Virtual Data Room Technology

Director of Legal & Corporate Sales

PRO-TEK February 2006-March 2008

Document Management and Destruction

EVP Sales & Business Development

Thomson Reuters March 1996 – February 2006

Legal Research SAAS (Westlaw)

Executive Sales Consultant

Education

Daemen College

Business Administration & Sociology

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