David White
McKinney,Texas
Summary
Proven leader in sales and business development, leveraging expertise from roles at Synack and others to exceed targets and drive market expansion. Skilled in relationship selling and analytical thinking, I've consistently cultivated key partnerships and developed strategies that resulted in significant revenue growth, including a 300% quota achievement at TIBCO.
Overview
14
14
years of professional experience
Work History
Regional Sales Manager
Synack
12.2023 - 07.2024
- Implemented a GTM strategy targeting 10 Ideal Customer Profiles (ICP) resulting in 1 new logo customer.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Increased regional sales pipeline by partnering with the reseller community and nourishing the relationship on a weekly basis resulting in $1.2m pipeline opportunities
- Collaboration with Microsoft Reps leveraging Synack for continuous penetration testing within Azure Marketplace resulting in 1 new logo.
- Continuous and immaculate sales reporting through SFDC, Clari and various tools.
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
Regional Sales Manager
Cofense
04.2021 - 05.2023
- By carefully understanding the client's pain points and needs, I successfully identified and closed a $1 million deal with a Fortune 500 company, uncovering a significant opportunity to achieve the client's desired business outcome of decreasing FTE time by 70% reviewing reported phish
- Through strategic collaboration with a business partner, I identified and secured a substantial contract with a major oil company facing challenges in managing high volumes of reported phishing incidents in their Security Operations Center (SOC). By implementing Cofense's SaaS platform, we successfully cleared the backlog of reported phishing attempts within two months, resulting in a $500,000+ opportunity for Cofense.
- Enhanced overall customer experience by conducting regular account reviews, ensuring alignment with client objectives and company offerings.
- President's Club 2021 - (104% on $1.2m)
- President;s Club 2022 - (101% on $1.4m)
Enterprise Sales Director
Sectigo
03.2020 - 04.2021
- Leveraged strategic partnerships with Dev/Ops vendors, Certificate Lifecycle, and automation partners to drive joint selling efforts and target CISO relationships.
- Successfully closed deals worth $2.2 million with Fortune 500 companies by understanding client needs and tailoring PKI/Encryption solutions to meet their specific requirements.
- Improved customer satisfaction by addressing concerns promptly and providing exceptional support throughout the sales process.
- Developed comprehensive proposals that effectively showcased the unique value of Sectigo certificate services.
Enterprise Sales Manager
Entrust Datacard Corporation
09.2016 - 07.2019
- Managed a robust CRM system to track lead generation, customer interactions, and sales progress for maximum efficiency and transparency.
- Spearheaded contract negotiations with clients, resulting in favorable terms and conditions that supported company objectives.
- Collaborate with technical teams to craft tailored solutions that address clients' specific security challenges
- Displaced competitor in a Fortune 500 oil/gas business that required weekly activity over an 18 month timeline resulting in a 7 figure opportunity solving certificate lifecycle management challenges.
- Daily phone prospecting, partner networking and industry events allowed our team to recognize 8 new logos (2017) and 7 new logos (2018)
- President's Club 2017 & 2018
Regional Sales Manager
TIBCO
01.2012 - 02.2016
- Consistently exceeded annual sales quota, achieving 110% (2.1m) of target in 2013, 300% (2.5m) in 2014, 101% in 2015.
- By leveraging the TIBCO partner network I was able to build pipelines that resulted in over quota achievement.
- Implemented a user group in Texas for TIBCO customers leveraging their facilities for meetings with existing customers and prospects.
- Cultivated relationships with C-level executives to understand business needs and propose tailored TIBCO solutions
- Launched and executed a strategic 90-day demo program, successfully delivering 34 product demonstrations, which resulted in acquiring 3 new customers and expanding our client base.
- President's Club 2014
Regional Sales Manager
SecureAuth
10.2010 - 12.2011
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- ·Strategic focus on sales alignment with Google integrators in the territory resulting in multiple Fortune 500 customer acquisitions.
- Increased pipeline to $4m in 2011 with revenue of $856,000 on $1,200,000
Education
Bachelor of Arts - Communication Studies
Oklahoma Baptist University
Shawnee, OKSkills
- Sales expertise
- Business Development
- Relationship selling
- Account development
- Account Management
- Lead Generation
- Contract Negotiations
- Sales initiatives and techniques
- Partnership Development
- Analytical Thinking
- Sales Lifecycle Management
- Direct Sales
Accomplishments
- Increased sales 300% by developing new marketing initiatives and targeting high value partners.
- Spearheaded development of displacement programs in multiple organizations matching positive business outcomes with solution differentiation.
- Shattered my quota in 2014 by 300% leveraging distribution and channel partners programs driving prospecting activities. Star alignment year.
- Mentored 3 new IT Security Sales people over my career
- Closed a large opportunity with a casino partner resulting in over $7m in 5 years.
Affiliations
- ISSA North Texas
- Sandler Sales Training
- CSA
- CTA
- NCSA
Sailing
I have had the pleasure of sailing all over the world. My favorite was Bora Bora and Turks & Cacaos. I have owned several sail boats and an avid America's Cup Fan.
Timeline
Regional Sales Manager
Synack
12.2023 - 07.2024
Regional Sales Manager
Cofense
04.2021 - 05.2023
Enterprise Sales Director
Sectigo
03.2020 - 04.2021
Enterprise Sales Manager
Entrust Datacard Corporation
09.2016 - 07.2019
Regional Sales Manager
TIBCO
01.2012 - 02.2016
Regional Sales Manager
SecureAuth
10.2010 - 12.2011
Bachelor of Arts - Communication Studies
Oklahoma Baptist University
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