JUDY ONANIAN

adwp5d@r.postjobfree.com

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

Topsfield, MA 01983

Mobile: 978-***-****

Summary

Results-oriented business development professional with a documented record of delivering solid achievements, using leadership, marketing, sales, and consulting skills. Years of experience in making direct contact with C-level executives at Fortune 1000 companies. Exceptional ability to identify customers’ core business needs and to sell solutions/capabilities/products to those needs. Cultivation of strong, loyal, and satisfied customer base resulting in significant follow-on business after initial sales successes. Many years of experience with teaming and mentoring.

Experience:

Attivo Networks, A SentinelOne Company, August 2021-

Sales Development Representative/Eastern United States

Attivo Networks has just been acquired in May 2022 by SentinelOne. SentinelOne’s cybersecurity solution encompasses AI-powered prevention, detection, response, and hunting across endpoints, containers, cloud workloads, and IoT devices in a single autonomous XDR platform. I am supporting 3 Regional Sales Managers targeting all companies in the Eastern United States.

My responsibilities include:

Supporting sales efforts by targeting and penetrating Fortune 1000 companies in most vertical markets utilizing outbound prospecting skills.

Researching companies, identifying key players, generating interest via personalized emails and calls.

Setting meetings to convert to qualified opportunities.

Managing prospecting status and data integrity in Salesforce

Event follow-up

Coaching team members

WhiteSource Software (now MEND) March 2019-July 2020

Sales Development Representative/Fortune 1000 Companies

WhiteSource Software was ranked #1 in the most recent Forrester Research WAVE Report for Software Composition Analysis.

My responsibilities included:

Supporting sales efforts by targeting and penetrating Fortune 1000 companies in most vertical markets utilizing outbound prospecting skills.

Researching companies, identifying key players, generating interest via personalized emails and calls.

Setting meetings for Account Executives to convert qualified opportunities.

Managing prospecting status and data integrity in Salesforce.com

I provided to the Account Managers engagements with IBM, Sprint, Mastercard, Verizon, Cardinal Health, Voya Financial, AT&T, Bell Canada, Proctor & Gamble, Best Buy, Wells Fargo, Amazon, Facebook and UnitedHealth/Optum.

Veracode, Inc. 2008-2019 (11+ years)

Veracode provides the world’s leading Application Risk Management Platform. Veracode’s patented, cloud-based capabilities allow customers to govern and mitigate software security risk across a single application or an enterprise portfolio. For the fifth consecutive year, Veracode ranks as Leader in Gartner Research’s “Magic Quadrant for Application Security”

In April 2017, Veracode was acquired by CA Technologies.

In July, 2018, CA Technologies entered into a definitive agreement to be acquired by Broadcom.

In January, 2019, Broadcom sold Veracode to private equity firm, Thoma Bravo.

Business Development Manager, Key Accounts / 2012-2019

As a result of an exceptional track record in articulating Veracode’s value proposition and in providing highly-qualified opportunities, I was the only individual assigned to provide strategic lead generation for the Top 5 Strategic Account (‘big deal’) Executives who were solely responsible for landing and expanding large opportunities within the Fortune 1000 companies.

This was done by identifying key stakeholders, introducing them to Veracode’s services and setting onsite meetings and/or web-based demonstrations for the AEs and Solutions Architects to work toward close.

Through consistent outreach to major stakeholders, using sophisticated, highly-customized writing and marketing, I had scoped and uncovered new and expanded opportunities within the Fortune 1000 which had netted the highest revenue closures for the company.

On a daily basis, I provided to Corporate and field management various industry articles and information pertinent to the Information Security industry; trends in competitive or adjunct technologies; vertical market regulatory requirements; prospective partner prospects; and executive personnel changes and company strategies in target accounts. The information was so relevant and valuable that the SVP Sales requested that I expand my distribution to the entire company.

Since Veracode’s early stages, I had continued to train and mentor new market development and inside sales personnel about Veracode’s solution, go-to-market strategy, and lead generation techniques.

On a regular basis, I would provide advice to Marketing leadership about strategic avenues for creating market awareness and content.

Market Development Manager / 2008-2011

Development of the first program for lead generation at this early-stage company through campaign design and execution.

Development and teaching of my personal methodology to all incoming new market development personnel.

Established credibility to C-level executives through consistent and comprehensive educational nurturing outreaches.

Collaboration with all Account Executives to develop territories nationwide by researching specific individuals to target in a brand-new, yet-to-be-developed Information Security arena.

Accomplishments:

Founders Club Award/Vacation

Veracode Core Values Award

MDR Door-Buster Award

Keane, Inc., Boston, MA / 2001-2008 (7 years)

Keane, Inc., now NTT Data, was a $1 billion global IT services company specializing in Application Development and Integration, Application Outsourcing and Business Process Outsourcing services.

Business Development Manager

Managed, mentored and trained two teams of campaign associates – 6 offshore (India) associates and 12 recent college graduate interns onshore (Boston) for Keane’s “Young Consultants” Program.

Provided to Corporate and field management on a daily basis industry articles and information pertinent to the services and clients supported.

Built repeatable, micro-campaigns across Keane’s target market driving demand for Kean’s portfolio of managed services.

Co-developed rich and extensive campaign call guides with Business Line leaders for use by globally-distributed Inside Sales Team and field sales force.

Developed and executed sales training program including role plays, sales techniques, horizontal and vertical business line content training, campaign content creation including call guide development and Marketing writing, and sales campaign execution.

Executed campaigns to generate leads that convert to business pipeline and revenue across Keane’s priority services.

Market Development Associate

Initiated cold calls to C-level executives, generating leads, prospecting new business throughout the Global 2000 community.

Developed and maintained strategic customer relationships to promote future revenue growth across the organization.

Designed and implemented personal marketing campaigns, using industry-relevant articles from trade press (Gartner Research, CIO Magazine, InformationWeek, Computerworld, etc.) to foster thought leadership and credibility with C-level executives.

Collaborated closely with field Account Executives to identify and win new business, developing strategies based on detailed sales intelligence and vertical market data.

As a result of the daily industry updates and keep awareness of market trends, I was highlighted as being the impetus for a brand-new practice (at the time!) – “Quality Assurance Testing” – as part of Keane’s Application Portfolio Management offerings.

Taught prospecting techniques via an audio podcast developed using my end-to-end sales methodology for use in training the inside, as well as the outside, field sales people on how to penetrate a company at the highest levels.

Accomplishments:

#1 Performer, 2004 – Largest win was a software game maker. This joint pursuit with the AE successfully opened a key target account with potential long-term revenue. Quickly built and fostered the CIO relationship; leveraged initiative delivery success by identifying significant follow-on projects; closed $1.1M in new business in less than six months; won 13 out of 14 new projects; and identified $19M in strategic opportunities.

#1 Performer, 2005 – All leads were organically grown.

Special Recognition:

2003 – Managers’ Award – “Keane Core Values” for being a “walking example of Keane Core Values”

2004 – “Outstanding Performance” Award, personally awarded by the CEO, Brian Keane, for being an ‘exemplary model of extraordinary performance’

VenturCom, Inc., Cambridge, MA / 1994-2001 (7 years)

VenturCom was a software development firm providing real-time and embedded extensions to Microsoft’s general-purpose operating systems. The technology was later licensed by Microsoft and became the origin of Windows NT Embedded.

2000-2001 – Inside Sales/Southeast US Geo

Assisted in the reorganization from vertical market segmentation to geographical segmentation.

Responsible for cold calling Fortune 500 companies, qualifying sales leads generated from website, trade shows and from major investors and partners.

Performed full qualification and closing of several integral relationships.

Met the annual regional sales quota of $1M in product, services and consultation sales, and placed first/second in sales achievement monthly.

1997-2000 – Inside Sales/Industrial Automation Vertical Market

Partnered with a Field Account Executive in lead generation, sales follow-up and closings for the Industrial Automation segment, working with Microsoft and Intel Corporation personnel in the sales process, flexibly communicating ever-changing product information.

Exceeded sales goals for the region, with the Industrial Automation segment becoming the Number One Sales Team in the company.

1994-1997 – Market Development

Generated, qualified, and tracked leads assisting Field Account Executives in maintaining customer relations, report generation, and providing high-level technical assistance for company’s embedded and real-time extensions and for Microsoft’s embedded systems – Windows NT and Windows CE.

Accomplishments:

Negotiated the largest dollar volume sale of proprietary product for the US, over $300,000, supporting the region alone, while management was searching for a regional associate.

Became the Number One Microsoft Windows CE salesperson in the country, and thereby, making VenturCom the Number One Microsoft Windows CE distributor in the country, capturing more Windows CE design wins than all the distributors combined, according to Microsoft Embedded Systems Division Manager.

Accomplishment led to VenturCom’s garnering over $600,000 in add-on consulting services for Windows CE.

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