Matt McTigue

Boonsboro, MD 240-***-**** adfy7o@r.postjobfree.com

EXPERIENCED SALES ENGINEERING LEADER

Driving significant results through dynamic foresight, strategy and leadership

Accomplished and results-driven Sales Engineering Leader with broad based expertise leading effective strategy, key account management, and revenue growth, with focused experience meeting the needs of federal accounts with respect to information security.

Expertise in building effective strategies that substantially increase revenue while improving market share and sales effectiveness; with Digital Guardian, built revenue through sales of data protection solutions to federal agencies, including a $1.2MM sale to the SSA and a $1.5MM transaction with CMS.

A demonstrated record of success marked by a history of revenue growth and operational excellence with roles with Delta Risk, Digital Guardian, Maryland Cyber Tech, AvePoint Public Sector, Axway, Infonic and other organizations.

AREAS OF EXPERTISE

Skilled in Business Development & Sales

Driving Revenue and Profit Growth

Defining Account Management Strategy

Developing Robust Business Relationships

Expertise Supporting Federal Clients

Developing Proposals and Presentations

Developing and Executing Sales Strategies

Surpassing Performance Targets

Professional Experience

2019 to Present • Delta Risk / Motorola Solutions • Sterling, VA

Delta Risk provides managed security and SOC as a service solutions to protect companies from insider and outsider threats. The company provides its solutions for energy, financial services, government, manufacturing, healthcare and technology sectors.

Solution Architect

Collaborates with eight sales executives to develop and close product and services deals. Developed and maintains the live demonstration system and demonstration storylines that resonate with prospects. Collaborates extensively with sales executives to build a pipeline of business opportunities, expand channel presence, and secure deals for endpoint, network, and cloud products deployed in on-premise, MSP, and SAAS environments. Works with a broad spectrum of Cyber tools to feed data into Active Eye from: O365, Azure, Azure AD, AWS, GCP, Gsuite, Carbon Black, Defender ATP, Umbrella, Alien Vault, Okta and Crowdstrike.

Developed and executed presentations and demonstrations aligned with the interests of Incident Responder partners and commercial prospects. Introduced a repeatable process that resulted in consistent requests for pricing at the conclusion of each presentation.

Authored responses to RFPs, RFQs, and RFIs and authored blogs demonstrating the company’s understanding of the cybersecurity needs of industry.

Worked consultatively with prospects to evaluate their security posture and provide multiple options to security hardening.

Strategized with Sales Executives, Sales Manager and SOC Manager to close deals.

Developed and maintained partner product and associated technology FAQs, comparison matrixes and battlecards.

Key Achievements

Developed a process to estimate the SIEM storage requirements for prospects infrastructure and made sales quotes more accurate.

Key contributor to sales reps and Delta Risk making the numbers for 2019.

2017 to 2018 • Digital Guardian • Reston, VA

Digital Guardian, Inc. provides data security solutions to protect data from insider and outsider threats. The company provides its solutions for energy, financial services, government, manufacturing, healthcare and life sciences, and technology sectors.

Senior Sales Engineer

Fulfilled a critical role driving revenue, with a focus on negotiating and closing agreements with federal agencies for data protection solutions. Tailored messaging and product demonstrations to address the unique needs of each prospect and client. Collaborated extensively with sales executives to build a pipeline of business opportunities, expand channel presence, and secure deals for endpoint, network, and cloud products deployed in on-premise, MSP, and SAS environments.

Orchestrated and executed presentations and demonstrations aligned with the interests of federal system integrators and federal agencies. Introduced a repeatable process that resulted in consistent requests for pricing at the conclusion of each presentation.

Authored responses to RFPs, RFQs, and RFIs and developed whitepapers demonstrating the company’s ability to meet the requirements of the DoD and other government agencies.

Key Wins

Led an onsite presentation in an aggressive 2.5-day timeframe that served as the basis for the win of a $1.2MM deal with the Social Security Administration, including the overnight development of a new feature that distinguished Digital Guardian from the competition.

Contributed to the close of a $1.5MM deal with the Centers for Medicaid and Medicare, navigating the competing interests of multiple integrators to achieve success.

2014 to 2017 • Maryland Cyber Tech • Boonsboro, MD

Maryland Cyber Tech was a small business dedicated to providing a variety of technical services to businesses and software companies.

Owner and Principal Consultant

Pioneered the launch and continued management of this consulting firm, serving as a trusted advisor and subject matter expert providing guidance and direction to clients in the areas of information security, cloud architecture, and regulatory compliance for sensitive data. Developed and led teams of contractors with talent and qualifications aligned with the unique needs of each project. Assumed a lead role executing marketing campaigns that raised the visibility of the company and its services.

Pursued a project to develop the Navy Information Application Product Suite (NIAPS), which maximizes the use of limited bandwidth between ship and shore; assembled a training course that was presented to an audience of 10 stakeholders that influenced the Navy’s decision relating to internal and external development.

Worked with clients to transition from on-premise servers to Office 365 and other cloud-based architectures, enabling gains in quality and reliability. Additionally, led projects to convert clients from proprietary solutions to virtual machines, which provided for more cost-effective support.

Leveraged expertise in system tools to identify and report on locations of sensitive data and potential compliance issues; defined role restrictions to limit access to authorized personnel and close security gaps.

Improved client information security through the implementation of spam filters, email security, and centralized antivirus controls, which generated at least 50% in operating expense savings.

2012 to 2014 • AvePoint Public Sector • Arlington, VA

AvePoint Public Sector, Inc. is an independent, wholly-owned subsidiary of AvePoint, Inc., the Microsoft Cloud expert. Over 800 government organizations rely on AvePoint Public Sector to migrate, manage, and protect their SharePoint and Office 365 data.

Sales Solutions Professional

Worked with sales executives to close sales of Microsoft SharePoint and compliance solutions to Public Sector enterprise accounts that included the FAA, Department of Veterans Affairs, HHS, Coast Guard, Treasury Department, USPTO, and the US Department of State. Influenced the capture of over $2MM in revenue.

Coordinated and led compliance scanning for the Department of Defense to identify and restrict access to sensitive data, including PII, PHI and PCI information.

2010 to 2012 • Axway • Tysons Corner, VA

Axway Inc. provides software and services that enable customers to govern the flow of data that drives business-critical interactions.

Solution Architect

Led the development of messaging and sales enablement materials, collaborating with the Enterprise Sales Executive to win over $7MM in business with the Department of Defense. Forged strong relationships with systems integrators to close deals with clients that included the DISA, NAVY, USMC, ARMY, DIA, and DHS.

2008 to 2010 • Infonic • Reston, VA

Infonic PLC, a software company, creates SharePoint replication, offline collaboration, document management, and Internet monitoring solutions.

Solution Architect & Program Manager

Leveraged a consultative approach to gain insight into the needs of DoD and maritime clients, leading to the recommendation and sale of file and SharePoint replication solutions. Served in an integral leadership role as Solution Architect and Program Manager for a $5.6MM deal with the United States Marine Corps.

EARLY CAREER

Owner and Consultant, Black Rock AIS, Boonsboro, MD

Professional Services Manager, Computer Associates, Herndon, VA

Production Engineer, REHAU, Leesburg, VA

Application Engineer, Air Technology Systems

Spacecraft Analyst, Allied Signal/Bendix

Education

University of Maryland University College

Master of Business Administration

University of Maryland at College Park

Bachelor of Science Degree in Mechanical Engineering

Corporate Training

REHAU – Executive Management

Axway – Solution Selling

IBM - Solution Selling

Delta Risk- AWS Security Essentials, Architecting on AWS

Recent Public Writing

https://deltarisk.com/blog/why-its-time-to-update-your-endpoint-security-approach/

https://deltarisk.com/blog/google-advanced-protection-program-helps-prevent-g-suite-account-compromise

https://deltarisk.com/blog/microsoft-defender-atp-and-activeeye-integration-makes-it-easier-to-detect-threats/

https://deltarisk.com/blog/endpoint-protection-enhancing-the-carbon-black-experience-with-activeeye/

“Matt prepares highly technical sales presentations so well in advance, that by the time we met with the customer, the deal was practically done. He does his homework well before the meetings, so that we understood the customers unique DOD computing environment and requirements. He has a deep understanding of technology, business, sales and DOD procurement processes.”

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