Summary
Overview
Work History
Education
Skills
Languages
Timeline
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Brooks Rashid

Draper,UT

Summary

Accomplished Senior Account Executive with over 10 years in Cybersecurity, AI/ML, & Cloud (SaaS, PaaS, IaaS). Committed with demonstrated success in sales, customer relations and prospecting. Ambitious and dedicated leader with experience training and mentoring new team members.

Overview

14
14
years of professional experience

Work History

Senior Territory Sales Manager

ESentire, Inc.
01.2022 - 10.2023
  • Opened brand-new territory consisting of Utah, Idaho, Montana, Wyoming, and Oregon.
  • Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships with over 10 net-new customers in 2022 and 15 in 2023.
  • Managed Services included Managed Detection & Response, Incident Response, and Digital Forensics
  • SaaS subscriptions for EDR, SIEM, CWPP, CNAPP, Managed Vulnerability, & Network Detection & Response.
  • SaaS platforms consisted of Microsoft Defender suite (Defender for Endpoint, Microsoft 365 Defender, Defender for Cloud & Identity), CrowdStrike, SentinelOne, & Carbon Black, Microsoft Sentinel, Sumo Logic, Lacework, Palo Alto Prisma Cloud, and Tenable.
  • Exposure Management services included Virtual CISO (vCISO), Security Programs Maturity Assessments, Phishing and Security Awareness Training (PSAT), Penetration Testing, Security Incident Response Planning, Dark Web Monitoring & etc.
  • Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
  • Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
  • Researched competitor activity and used findings to develop sales growth strategies.
  • Attended trade shows and industry events to promote company products and services.
  • Spearheaded successful sales strategies for existing and new products across specified territory.
  • Implemented promotions and marketing campaigns to increase territory sales and brand awareness.

Enterprise Account Executive

DataRobot, Inc.
04.2021 - 01.2022
  • Deep understanding of artificial intelligence and machine learning ecosystem, with ability to articulate complex technical concepts into compelling business value propositions for diverse client stakeholders.
  • Built and cultivated healthy pipeline of prospects and customers through rigorous pipeline generation efforts consisting of over 50 cold outreach attempts through calls, emails, & LinkedIn messages per day.
  • Deep account research and lower level conversations into over 25 new contacts per day on LinkedIn to create POV content to send to VP and C-suite executives.
  • High level prospecting through composing ghost notes for internal executives to send to C-suite prospects alignment.
  • Developed creative solutions to meet individual client needs.
    Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.
  • Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
  • Demonstrated products, responded to questions, redirected concerns and overcame objections to close sales within fast-paced and complex AI/ML sector.
  • Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
  • Collaborated with internal teams to develop account strategy.
  • Prepared forecasts to gain understanding of measures needed to grow business.

Regional Sales Manager

Denovo Ventures, LLC
07.2019 - 04.2021
  • Ultimately achieved 115% of yearly quota in 2019 and 136% in 2020 during most challenging economic period throughout career.
  • Developed and maintained positive relationships with clients in assigned sales territories.
  • Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
  • Executed successful promotional events and trade shows.
  • Executed successful marketing campaigns to generate new business and expand customer base.
  • Developed sales strategy based on research of consumer buying trends and market conditions.
  • Attended industry conferences and trade shows to stay up-to-date with market trends and customer needs.
  • Built relationships with customers and community to establish long-term business growth.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

Director of Sales

Airin, Inc.
12.2018 - 06.2019
  • Connected with over 25 prospects per day through trade shows, cold calling, and local-area networking.
  • Skillfully educated new clients on functionalities and advantages of AI/ML solutions fostering thought-leadership.
  • Identified 5 new qualified opportunities per week to introduce platform services achieving significant market penetration and contributing to revenue growth.
  • Promoted customer success by aligning product capabilities with client objectives, ensuring sustained engagement, and maximizing delivery of long-term value.
  • Navigated full sales cycles from prospecting and lead generation to negotiation and closing, specializing in fast-paced and intricate AI/ML sector.
  • Demonstrated expertise in acquiring and growing high-value enterprise accounts such as Walmart & Costco.
  • Developed strategic relationships and attained an in-depth understanding of client needs within AI/ML industry.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Forecasted sales and established processes to achieve sales objectives and related metrics.
  • Established pricing strategies to maintain competitive pricing and maximize profits.
  • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.

Senior Director, Specialized Sales

Lumen Technologies, Inc.
04.2017 - 11.2018
  • Surpassed quota in 2017 attaining 220% and achieved 99% in 2018.
  • Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
  • Prioritized and allocated valuable resources to meet business targets.
  • Worked side-by-side with managers in identifying, driving, closing sales and serving client base.
  • Built strategic territory plan to generate and develop business opportunities for both greenfield and existing accounts.
  • Managed contract negotiations along with core sales organization.
  • Provided technical expertise and recommendations to improve systems and processes, establish cost savings and increase productivity.
  • Prospected new customers to generate sales leads and increased revenue from existing clients.
  • Promoted company products and services by attending trade shows and industry conferences.
  • Prepared and delivered samples and quotations to customers while providing technical expertise to convert prospects into sales.
  • Fostered positive relationships with team members to improve company culture and increase productivity.

Director of Integrated Solutions

Lightstream Communications, Inc.
05.2014 - 04.2017
  • Surpassed quota 3 years running (2014 - 196%, 2015 - 130%, & 2016 - 241%).
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Connected with prospects through trade shows, cold calling and local-area networking.
  • Developed sales strategy based on research of consumer buying trends and market conditions.
  • Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
  • Built relationships with customers and community to establish long-term business growth.
  • Managed accounts to retain existing relationships and grow share of business.

Senior Account Executive

Flexential, Inc.
05.2009 - 05.2014
  • Surpassed quota all 5 years (2009 -121%, 2010 -101%, 2011 -141%, 2012 -101%, 2013 -143%).
  • #1 in quota attainment out of entire sales team 2 out of 5 years.
  • President’s Club member all 5 years (2009-2013).
  • First President’s Club member to ever attend prior to one full year of tenure (2009 President’s Club).
  • Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results.
  • Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
  • Networked at events and prospected for new customers with diverse strategies.
  • Motivated team members to meet and exceed sales targets.
  • Met with new customers to share product and service information, listen to needs and learn about business operations.
  • Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
  • Sold new products and services and developed new accounts to maximize revenue potential.
  • Prepared documentation, finalized sales and maintained records within CRM.
  • Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results

Education

Associate of Science - Business Administration

Utah Valley University
Orem, UT

Bachelor of Science - Business Administration

Utah Valley University
Orem, UT

Skills

  • Goals and Performance
  • Product and Service Sales
  • Relationship Building
  • Team Collaboration
  • Product Positioning
  • Sales Forecasting
  • Contract Negotiation
  • Pipeline Development
  • Product Demonstrations
  • Channels Experience
  • Opportunities Identification
  • Lead Prospecting
  • Consultative Sales
  • Territory Management

Languages

English
Native or Bilingual
Japanese
Professional Working

Timeline

Senior Territory Sales Manager

ESentire, Inc.
01.2022 - 10.2023

Enterprise Account Executive

DataRobot, Inc.
04.2021 - 01.2022

Regional Sales Manager

Denovo Ventures, LLC
07.2019 - 04.2021

Director of Sales

Airin, Inc.
12.2018 - 06.2019

Senior Director, Specialized Sales

Lumen Technologies, Inc.
04.2017 - 11.2018

Director of Integrated Solutions

Lightstream Communications, Inc.
05.2014 - 04.2017

Senior Account Executive

Flexential, Inc.
05.2009 - 05.2014

Associate of Science - Business Administration

Utah Valley University

Bachelor of Science - Business Administration

Utah Valley University

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Brooks Rashid