Chris Kefallinos
Hull,MA
Summary
A globally seasoned and innovative sales executive with deep expertise in enterprise software, cybersecurity, threat intelligence, external attack surface management and digital transformation solutions. Proven success in driving substantial revenue growth in complex, competitive markets. Expertise in developing and leading consultative sales strategies to build and nurture long-term customer relationships within security operations and cybersecurity threat intelligence teams.
Overview
27
27
years of professional experience
Work History
North American Sales Director & Global Partnerships
BRANDSHIELD
01.2023 - Current
- Drove consultative sales and partnership strategies for BrandShield’s AI/ML-powered cyber brand protection, threat intelligence and managed services solution in North America, enabling threat intelligence teams to proactively identify, monitor, and remediate vulnerabilities and security risks across their digital footprint
- Created and executed a go-to-market strategy, generating $1.8 million in new pipeline and exceeding first-year revenue targets by 130%
- Secured major accounts including North Shore Bank and Audiochuck, and established key partnerships with USI Insurance Services and CYET
Regional Sales Director
ZEROFOX – Delisting, Private Equity Acquisition
01.2021 - 01.2022
- Led sales efforts for ZeroFox’s SaaS-based AI/ML cybersecurity external attack surface management platform and associated consulting and managed service offerings, driving a 147% increase in pipeline within 12 months
- Built a robust network of cybersecurity partners and drove market growth through thought leadership events and training workshops, particularly targeting CISOs and CIOs
- Doubled new logo acquisitions, including Anywhere RE and M&T Bank
Executive Sales Director - Americas
KELA
01.2021 - 12.2021
- Directed go-to-market sales for KELA’s Dark Web investigative and consulting services, as well as its AI/ML platform, resulting in $1.5 million in new enterprise sales opportunities
- Expanded market presence through strategic engagements with Auto -ISAC, DTCC, and GE Power
North American Sales Director
ECLECTICIQ
01.2019 - 12.2021
- Headed sales expansion efforts in the North American market, generating $3.1 million in new consulting and cloud-based implementation services for our Threat Hunting and MDR platform, exceeding financial targets by 143%
- Developed and executed sales strategies that significantly expanded market share in threat intelligence and fusion center security operations
- Secured initial contracts in North America with leading clients, including MasterCard and BNP, for threat Intelligence, security operations and integration efforts with Splunk, SentinelOne, QRadar, etc
Sales Director
NC4 – Acquired by Everbridge
01.2017 - 12.2019
- Developed and executed sales strategies while supporting team members in delivering our information management and analytics platform solutions, surpassing revenue targets by 125%
- Secured high-profile deals with Citigroup and Bank of America
Vice President, Sales and Alliances
RISK ANALYTICS – Acquired by AIG
01.2015 - 12.2016
- Formulated go-to-market strategies and established new alliances, closing $1 million in new revenue in data analytics security testing, monitoring & logging, incident response and information consulting
- Achieved 110% of quota with key clients including Fidelity Investments and Mitsubishi UFJ
Consulting Sales Director
SUNGARD AVAILABILITY SERVICES
01.2014 - 12.2015
- Sold a $3.2 million strategic outsourcing agreement and achieved 166% of quota
- Managed large-scale consultative Microsoft Azure cloud sales engagements with multinational organizations, including Rogers Communications, CVS, Natixis, Cambridge Associates, Wellington, ALDO, Brookfield and MassMutual
Sales Director - Business Development
NTT SECURITY (Formerly Integralis)
01.2009 - 12.2013
- Closed $9.8 million in managed security services and consulting opportunities, exceeding sales quota by 220%
- Led key initiatives, including security infrastructure lifecycle consulting, and supporting managed services for the State of California Affordable Care Act rollout
Senior Outsourcing Consulting Executive
E'XODUS COMMUNICATIONS
01.1998 - 12.2008
- Achieved 367% of sales quota and earned multiple top sales awards
- Managed solution-oriented, cloud- based services and sales cycles with Fortune 1000 clients
Education
Masters of Business Administration -
Suffolk University School of Management
Bachelor of Arts -
American University School of Government
Harvard Law School Program on Negotiation -
Harvard Law School
Skills
- Consultative Sales Strategy
- Cybersecurity Threat Intelligence
- Sales Leadership & Team Management
- Strategic Partnerships & Alliances
- Revenue Growth & Market Expansion
- C-Suite & Enterprise Relationship Building
- Negotiation & Closing
- SaaS & Managed Services Solutions
- International markets
- Key account development
- Client relationship management
Accomplishments
- Sales Excellence Award, Recognized as “Sungard Consulting Sales Director of the Year” for outstanding revenue achievements.
- President’s Club Award, Multiple awards for top performance at Sungard, Exodus, NTTSecurity, NC4, and EclecticIQ.
- Consistent Top Performer, Twenty consecutive years of top 5% sales performance across multiple organizations.
Selectedstrategicaccomplishments
- Startup Success, Spearheaded initial sales and partnership efforts in greenfield markets for BrandShield, ZeroFox, EclecticIQ, NTT Security, etc., achieving significant revenue and pipeline growth.
- Strategic Partnerships, Established and nurtured revenue producing relationships with key players in consulting, venture capital, and technology sectors, including Accenture Federal Services, PWC, Deloitte, etc.
- Revenue Growth, Successfully developed and executed strategies to meet budgetary targets and expanded market footprint for emerging tech firms with a focus on cybersecurity threat intelligence and detection, remediation, and attack surface management solutions.
Professional Development
- MEDDIC – Sales Certification
- Miller Heiman – Solution Selling, Large Account Management, Strategic Selling Programs
- Sandler Sales – Training Certified
- Dale Carnegie – Sales Advantage Program
Timeline
North American Sales Director & Global Partnerships
BRANDSHIELD
01.2023 - Current
Regional Sales Director
ZEROFOX – Delisting, Private Equity Acquisition
01.2021 - 01.2022
Executive Sales Director - Americas
KELA
01.2021 - 12.2021
North American Sales Director
ECLECTICIQ
01.2019 - 12.2021
Sales Director
NC4 – Acquired by Everbridge
01.2017 - 12.2019
Vice President, Sales and Alliances
RISK ANALYTICS – Acquired by AIG
01.2015 - 12.2016
Consulting Sales Director
SUNGARD AVAILABILITY SERVICES
01.2014 - 12.2015
Sales Director - Business Development
NTT SECURITY (Formerly Integralis)
01.2009 - 12.2013
Senior Outsourcing Consulting Executive
E'XODUS COMMUNICATIONS
01.1998 - 12.2008
Bachelor of Arts -
American University School of Government
Harvard Law School Program on Negotiation -
Harvard Law School
Masters of Business Administration -
Suffolk University School of Management
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