Summary
Overview
Work History
Education
Skills
Certification
Timeline
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Chaz Okaro

Keller,TX

Summary

Dynamic sales leader with over 17 years of experience in driving revenue growth through strategic pipeline generation and effective team leadership. Recognized as a dual-threat professional, adept in both full-cycle, quota-carrying roles and scaling high-performing BDR/SDR teams. Extensive telecommunications and cybersecurity expertise includes certifications such as CySA+, Network+, Security+, and PenTest+, combined with a commitment to implementing data-driven sales processes.

Overview

18
18
years of professional experience
8
8

Certifications

Work History

BDR Manager - Strategics

Palo Alto Networks
09.2024 - Current
  • Managed a team of strategic BDRs responsible for generating pipeline within North America's largest enterprise accounts. Tasked with executing the GTM strategy for the team, refining sales processes, and driving consistent results.
  • Facilitated cross-functional collaboration between sales, marketing, product development, and customer success teams for seamless execution of company-wide initiatives.
  • Team Pipeline & Performance: Led my team to source $75M+ in FY25 pipeline, directly contributing to the enterprise sales funnel and resulting in maxed-out quarterly manager compensation through consistent over-attainment (average 215% to pipeline plan and 185% overall quota attainment for FY25).
  • Canada Team Build-Out: Selected to spearhead the expansion into the Canadian market. Hired, onboarded, and coached the Canada BDR team from a skeletal presence to a fully staffed, operational unit. Established the region's first formal prospecting motion and GTM cadence.
  • Enablement & Process Optimization: Drove team-level adoption and refinement of a modern enablement toolkit, implementing AI-assisted outreach cadences, persona-based playbooks, and a rigorous pipeline inspection framework that measurably improved meeting quality and opportunity conversion rates.
  • Next-Role Career Development: Fostered a high-performance culture focused on career pathing. Personally coached team members on advanced sales competencies (enterprise discovery, multi-threading, value selling) to build a talent bench and prepare them for successful transitions into SMB Account Executive and other cross-functional roles.

Manager, Business Development (BDR Manager) - Strategics

Spectrum Enterprise (Charter Communications)
06.2021 - 08.2024
  • Selected as a key member of the leadership team tasked with building and scaling the new Strategic Markets BDR program from its initial stages.
  • Implemented strategic outreach initiatives to increase engagement with prospective clients.
  • Built diverse sales pipeline to exceed quota targets.
  • Created and executed outbound demand generation campaigns, calls and emails to deliver qualified leads for sales team.
  • Program Development: Co-developed the program's operational framework, defining KPIs, creating sales playbooks, establishing the tech stack, and implementing the coaching and performance management cadence.
  • Talent Pipeline & Mentorship: Established a track record of developing BDRs into future sales leaders, resulting in the promotion of 7+ individuals into Account Executive and Sr. Sales Development roles.
  • Cross-Functional Collaboration: Partnered closely with Sales, Marketing, Sales Enablement, and Operations leadership to ensure the BDR motion was tightly aligned with go-to-market strategy and Account Executive revenue targets.

Business Account Manager & Inside Sales Manager

Verizon & Verizon Business
12.2007 - 06.2021
  • Business Account Manager & Inside Sales Manager (2017 - 2021)
  • Winner’s Circle (Top 10%): As Inside Sales Manager, achieved national leadership recognition for sustained team over-performance against sales quotas and activation goals.
  • Full-Cycle Sales: As a Business Account Manager, owned the full sales cycle for SMB and Mid-Market accounts, consistently exceeding quotas for activations, SaaS, and mobility product sales through disciplined account and opportunity management in Salesforce.
  • Cultivated strong relationships with key business clients to enhance customer retention and satisfaction.
  • Analyzed client needs and developed tailored solutions to drive revenue growth.
  • Early Career Progression (2007 – 2017)
  • Promoted through a series of roles with increasing responsibility, from Retail Solutions Specialist to Solutions Manager, supervising sales operations and team performance.

Education

Bachelor of Science - Cybersecurity & Information Assurance

Western Governors University
Salt Lake City, UT
10.2025

Skills

  • BDR/SDR Sales Leadership
  • Pipeline Generation
  • Full-Cycle Enterprise Selling
  • Talent Development & Coaching
  • Go-to-Market (GTM) Strategy
  • Strategic Account Qualification
  • Sales Enablement & Training
  • Account-Based Marketing (ABM)
  • Salesforce (CRM) Expertise
  • Sales Engagement Platforms
  • Cybersecurity Technical Acumen
  • Partner & Channel Co-Selling
  • Tools: Outreach, ZoomInfo, LinkedIn Sales Navigator, DemandBase, Orum, Alyce, Sendoso

Certification

  • CompTIA PenTest+ (In Progress)
  • CompTIA Cybersecurity Analyst (CySA+)
  • CompTIA Security+
  • Associate of ISC²
  • ITIL v4 Foundation
  • CompTIA Network+
  • CompTIA Project+
  • CompTIA A+

Timeline

BDR Manager - Strategics

Palo Alto Networks
09.2024 - Current

Manager, Business Development (BDR Manager) - Strategics

Spectrum Enterprise (Charter Communications)
06.2021 - 08.2024

Business Account Manager & Inside Sales Manager

Verizon & Verizon Business
12.2007 - 06.2021

Bachelor of Science - Cybersecurity & Information Assurance

Western Governors University

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Chaz Okaro