Security Sales
Resume:
Martin Koren
Senior Channel Sales Professional
*******@*****.***
https://www.linkedin.com/in/mkoren/
Scottsdale, AZ
SUMMARY
I have an extensive career of over-achievement selling security solutions and services to a broad array of customers. End users in the Fortune TOP 50,Resellers in the CRN Top 100, Top 10 system integrators in North America, Top 10 Service providers in North America and Global OEM security customers. Additional Accomplishments:
Pre-IPO to IPO Experience. Member of the team that took NMS Communications public. Top-100 global sales newcomer at Sun Microsystems as well as additional sales awards. Built and managed Securepath, Avnet's 150M North American distribution security reseller practice. Developed white label security professional services for resellers along with vertical market security training and certification programs for resellers.
Managed security partner relationships at HP ESS that were responsible for over 60M in revenue. Built and grew security reseller channel at Absolute from zero dollars to over 1M dollars in first year revenue with Optiv & Guidepoint Security.
Built and managed all facets of Onelogin’s reseller channel and was responsible for global management and implementation of Onelogin’s Ingram -Micro distribution relationship. Professional sales training from Miller-Heiman and IBM KEY SKILLS
Partner Sales Channel Management Cloud Security Trusted Advisor Leadership Cross-functional relationships MSP Sales Strategic and analytical Relationship builder IT Security Security Services Channel program management IPO Experience Enterprise Sales Channel Sales System Integrator Sales Distribution Sales
Work History
OneLogin
Sr. Manager, North American Partners & Distribution Jan '18 Jan '20
Cloud-Based Identity and Access Management
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Primary person responsible for selling the IDAAS (identity as a service) cloud-based security solutions to the North American partner community.
Responsible for recruiting, on-boarding, training and joint-selling with security focused partners Guidepoint Security, Optiv and Fishtech.
As a result of my channel expansion success, I was asked to lead OneLogin's distribution-selling partnership with Ingram Micro. In addition, I was asked to manage the OneLogin selling-relationship with the global system integrator Mazars in Mexico and partners in South America.
Under my efforts, channel sales at OneLogin grew from 25 percent to 70 percent of OneLogin's total revenue. Absolute Software
North America Security Channel Manager
Sep '15 Sep '17
Endpoint Security and Data Risk Management
IBM
Senior Manager, Enterprise Security Sales
Jan '15 Aug '15
Hardware, Software, Cloud-Based Services and Cognitive Computing HP
Director, Americas Alliances, Enterprise Security Services Jun '13 Dec '14
Managed Security Services
Dell
Regional Security Specialist
Jul '11 Jun '13
Threat Intelligence-Driven Cybersecurity Solutions
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Sold Absolute's endpoint security offerings to security focused partners in North America. Responsible for all facets of partner relationships with Optiv, Guidepoint Security and Fishtech. Before joining the organization, Absolute's sales to security-focused partners was creating no revenue and the company had no partner program in place.
Build this to first year revenues of over $1 million with $5 million of revenue in the pipeline for year two. From these partner program results, I was asked to manage our selling relationships with Zones, PCM and Insight while growing Absolute's channel business 25 percent YoY.
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Responsible for the new and ongoing sales cycle of IBM security software and cloud security services to customers in the Western United States.
Customers were Disney and American Honda in Southern California, Charles Schwab in Northern California and all of Southern California local government, including Los Angeles County, the sixth largest public entity in the United States.
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Responsible for the business development and sales growth for the ESS/ESP (Arcsight, Tippingpoint and Fortify) relationship inside of HP.
After six months, I was asked to assume responsibility for select third-party partner relationships with Symantec, F5, Sailpoint and Fortinet.
Lead joint sales engagement, business development, co-marketing and all third-party partner engagement with the ESS product team to facilitate ESS support of their products.
These relationships accounted for $65 million in annual revenue for HP ESS
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As the Dell/SecureWorks Security specialist in the Desert Mountain Region in Phoenix, I sold the Securework's MSS (Managed Security Services) and SRC (Security Risk and Consulting Services to over 250 LEA (Large Enterprise) accounts and supported 14 Dell Account Executives in the region.
Responsible for channel partner activity in the region, as well as all joint marketing activities. The region consisted of AZ, NV, NM, UT, CO, ID, WY and MT. Responsible for 25 percent YoY revenue growth.
Avnet
Director, SecurePath, Partner Security Solutions Practice Jan '09 Jul '11
Global Distributor of Security Products and Services Verizon Business
Security Sales Manager
Feb '06 Jan '09
Enterprise-Level Technology Solutions and Security Services Symantec
Global Account Manager
Feb '03 Jan '06
Education
Clemson University Clemson, SC
Business Management & Marketing
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Responsible for the security sales activities of over 100 North American security partners that purchased multiple security products and services from Avnet.
Those security brands under the Avnet umbrella included, Checkpoint, HP, Symantec and Cisco. My team of six sales managers and system engineers were responsible for security partner revenues of over $80 million and grew YoY revenues 25 percent.
This activity led to a white label security services program for our resellers that generated $5 million in first year revenue. Developed a third-party partner security training and certification program that focused on security for verticals such as healthcare.
Represented Avnet in all-security analyst briefings with Forrester and Gartner.
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Evangelized and sold the Verizon Business suite of security products and services supporting a sales team of 50 account managers that had over 300 customers of all sizes, the largest enterprise customers being Lowe's, and Bank of America. During my tenure, my team had revenues over $8 million annually and double-digit growth of 20 percent for my region. Our security brands included Cisco, Microsoft, Checkpoint, Juniper and the Verizon Business suite of security professional services.
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Responsible for managing the global partnership that generated over $35 million in annual revenue of Symantec's family of security products and services to Sun Microsystems. This included OEM and branded Symantec offerings globally and led to YoY double-digit growth. Products sold included Symantec endpoint protection, firewall, IDS and IPS. Worldwide Leader of Security Products and Services
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