Andrew (Andy) Bobetsky
Madeira Beach,FL
Summary
Strong leader and problem-solver dedicated to streamlining operations to increase revenue and promote organizational efficiency. Uses independent decision-making skills and sound judgment to positively impact company success.
Overview
15
15
years of professional experience
Work History
Manager of Global Alliances and Distribution
Malwarebytes / ThreatDown
07.2021 - Current
- Developing new businesses through building partner relationships, networking and lead generation
- Managing all the company’s strategic alliances and distribution on a global level
- Developing strategic pipelines to increase sales and market share, regularly hitting 150%+ of quota, $500k MRR
- Promoting consistent collaboration and planning between partners, sales, sales engineering and delivery teams
- Establishing and executing sales strategies with sales management internal and with partners
- Regular QBRs, understanding where the partner needs to be to achieve growth
- Reporting on pipeline, and progress towards company goals
- Overseeing partner activities such as forecasts, marketing, and relationship development
- Collaborating with partners to identify leads and campaign for closing new businesses
- Creating KPIs, metrics, dashboards and performance accountability systems
- Meeting quarterly/annual sales quotas, 150%+ regularly achieved annually
- Demonstrating initiative in a dynamic constantly evolving environment
- Working within a sales and support team structure for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values
- Selling consultatively and make recommendations to partners of the various solutions the company offers to their security needs.
Strategic Sales Manager
Malwarebytes
07.2021 - 02.2024
- Develop and maintain strong relationships with our North America Strategic channel and OEM partners (Connectwise, Kaseya, TeamViewer, AppDirect, Addigy)
- Grow monthly billings 20% MOM
- Highlight of growing Kaseya from $0 to $70k MRR in 1 year
- On going relationship building in the channel
- Identify and create on going relationships with decision makers and key personnel in each partnership from C-suite to sales managers
- Ongoing management with channel and strategic engagements to create strategies to acquire business deals through UBB and upfront pricing models
- Create pricing strategies for channel and strategic partnerships and tailor-made deals for large upfront deals
- Provide enablement to partnership’s sales force and provide excitement and incentives to drive business and hit Quarterly quotas
- Coordinate and collaborate with marketing to ensure partnership is successful and to create wide visibility to ever growing customer base through webinars, promotions, speaking engagements and trade shows
- Bring in new logos for strategic / channel partnerships through new markets and verticals to expand partner portfolio
- Identifying key prospects, decision makers and influencers
- Create quarterly sales plans to achieve quota through creative selling and enablement into the partner’s sales force
- Be main point of contact for each partner for everything Malwarebytes, from pricing to discovery and demos and co-ordinate sales engineers for technical resources
- Work with partner’s sales force to drive and close deals for UBB and upfront pricing models, through account mapping and discovery
- Coordinate channel’s customer base (MSP + Internal IT) with account management team to grow accounts through the partnership.
Global OEM Sales Manager / Technical Sales Manager
BubblyNet
04.2020 - 07.2021
- Developed and executed a sales strategy for the creation of distribution channels throughout the US and Europe taking the company from an unknown to a market leader in their field
- By identifying key decision makers, within key enterprises, created and managed over 40 key clients
- Account management, once an OEM partnership has been established, to keep the clients up to date with new product
- Keeping abreast of their projects, in an observational / advisory capacity, to facilitate the selling our hardware and firmware
- Building relationships with, and educating, architects on our new technology and building interest to aid in selling our products indirectly
- Hosting webinars and presentations to introduce companies to the new Bluetooth mesh technology
- Exploring clients’ pain points through consultation with product managers, engineers, sales teams and decision makers to provide solutions based on their clients’ individual requirements
- Working with marketing to launch newly developed OEM partnerships with press releases, promotion material, videos and marketing material
- Researching of competitor’s software and hardware and appraising the inhouse development team on their weaknesses to create a stronger product offering
- Integration of the BubblyNet firmware into OEM customer’s hardware by acquiring the technical requirements for the integration into existing NRF52 modules
- Identify opportunities for custom software and hardware development
- Build relationships with competitors to understand upcoming projects to identify potential gaps in their product line which BubblyNet could facilitate
- Keeping abreast of, and up to date with, the ever-evolving Bluetooth mesh and wireless technologies
- Continued and ongoing customer relationship and development
- Companies collaborated with include but not limited to; Murata, Delta Electronics, Lumenpulse, Atlas Lighting, Luminance Brands, Eulum Design, Bridgelux, McWong.
Account Manager
Sensible Micro Corporation
07.2019 - 01.2020
- To develop and maintain new clients from data held in the company’s CRM system
- Create and maintain long lasting relationships with clients at executive level
- Targeted with creating 3 new accounts per month with a minimum margin of $20k
- Regularly met and exceed targets on many occasions by 3 times
- Maintaining technical and electrical knowledge with regard to ICs and the ability to recommend an IC cross over and maintaining inventory knowledge
- Prospecting companies from visiting tradeshows, reading electronic manufacturing text, researching the internet
- Returning to existing accounts to re-establishing relationships, where needed, to drive business forward
- Giving companywide presentations.
Account manager
Ninkasi (UK) LTD
04.2016 - 07.2019
- Ninkasi was an importer of choice high quality beers from Eastern Europe, primarily from Ukraine selling to Pubs, Bars, Restaurants, Nightclubs, Hotels etc., around the UK
- As Account Manager to regularly keep in contact with existing clients to introduce new products as well as upselling existing ones
- This involves regular meetings with clients across the country as well as selling directly over the phone
- I was also responsible for organising one off promotions, at large events and festivals, promoting our beers and services to potential new clients and making the public aware of our products
- As a New Business Manager, to generate new leads converting these to clients, increasing the overall bottom line and client base
- This was primarily B2B with occasional B2C
- This necessitated cold and warm calls for lead generation
- This was following up with in person meetings to sample products and discuss our services
- Generally, visits were warmly welcomed as they usually involve sampling new products.
Sales Executive
Premier Telecom / Onecom
09.2013 - 04.2016
- Contacting existing Vodafone customers, who were due a renewal, to ensure they renewed their existing contract and stayed brand loyal
- Onecom not being competitive with even Vodafone direct, I had to ensure I was able to overcome various obstacles to guarantee I was able to meet, and exceed, sales targets
- Within the 1st month, exceeded set monthly targets
- By month 3, doubling both daily and monthly targets leading to regularly exceeded set monthly targets during 1st week of month
- Winning “Sales Person” of the month award on a regular basis
- On 3 occasions broke, and set, new records for both most sales made regionally and nationally
- These records still remain to this day
- Promoted to Senior Sales Executive which was to manage B2B accounts
- Greatest achievement being winning an all-expenses paid VIP trip to Dubai to watch the F1 Grand prix in November 2015
- This was achieved by being in the 2 top sales earners for the entire company for 3 consecutive months, which comprises of over 300 sales staff.
Submariner
Royal Navy
07.2009 - 07.2013
- Phase 1 training commenced with 10 weeks of intensive training at HMS Raleigh, Plymouth, which is designed to instil fitness, discipline, courage and a knowledge of the Royal Navy
- On completion of phase 1, it was straight into phase 2 for my chosen discipline as a Chef in the Logistics branch of the Navy
- This involved 6 months of intensive training on how to prepare and deliver a variety of cuisines suitable not only to feed a crew but also for VIP guests
- The course culminated with a dinner in the wardroom for the officers, attended by family and friends
- Following phase 2 it was onto submarine training and subsequent assignment to a vessel
- My assignment was onboard a Vigilant class ballistic nuclear submarine carrying the Trident nuclear deterrent
- For obvious reasons, I am unable to provide any further details other than as a crew member I was involved in various deployments
- Main duties while on deployment was to prepare and cook meals for the ratings and officers
- Additional duties were the provision of first aid and, if required, also to be part of the firefighting squad.
Education
Bachelor of Arts - Multimedia
Bournemouth University
Bournemouth UK07.2009
Skills
Team Leadership
Partner recruitment and management
Business Enablement
Presentation
Go to market strategy
Deal management and closure
Product strategy and sales planning
Verbal and written communication
Complex Problem-Solving
Business development and management
Channel and distribution development and management
Timeline
Manager of Global Alliances and Distribution
Malwarebytes / ThreatDown
07.2021 - Current
Strategic Sales Manager
Malwarebytes
07.2021 - 02.2024
Global OEM Sales Manager / Technical Sales Manager
BubblyNet
04.2020 - 07.2021
Account Manager
Sensible Micro Corporation
07.2019 - 01.2020
Account manager
Ninkasi (UK) LTD
04.2016 - 07.2019
Sales Executive
Premier Telecom / Onecom
09.2013 - 04.2016
Submariner
Royal Navy
07.2009 - 07.2013
Bachelor of Arts - Multimedia
Bournemouth University