Denise Sova

• Solution: Cyber Risk Quantification and Management for OT/ICS/cyber-physical environments
• Spearheaded the development of new go-to-market initiatives in collaboration with partner organizations, resulting in increased market share and customer acquisition.
• Identified opportunities for upselling or cross-selling within partner ecosystems, driving additional value creation for all stakeholders involved in an alliance agreement.
• Increased revenue growth by developing and executing joint business plans with key partners.
• Identified ICP for my territory
• Built pipeline through cold calling, personal networking, channel/VAR and technology alliances

• Solution: External Attack Surface Management Platform
• 2023 Attainment-95% ($1.5m quota)
• Pioneered territory expansion strategies, identifying ideal customer profiles for External Attack Surface Management Platform. Leveraged network to build category recognition.
• Fostered strong relationships with customers, resellers, and partners through regular engagement. Secured renewals, maintaining total customer retention and driving upsells.
• Achieved 150% of $600k quota in 2022 and 95% of $1.5m quota in 2023, showcasing consistent performance.
• Spearheaded brand development for CyCognito in the External 'Attack Surface' category. Cultivated new revenue streams through strategic pipeline growth and client acquisition.
• Drove pipeline growth to 3x consistency in West region. Closed key accounts including Light & Wonder and VF Corp. Achieved 150% of $600k quota in 2022.

• Solution: Industrial Cybersecurity Platform
• Responsible for building out West Territory (CA, PACNW, MTN, Southwest).
• GreenField Territory of 100 assigned account
• Target market/verticals included Oil & Gas, Electric Generation, Mining, Food & Bev,
  Consumer Goods
• Focused on selling to Plant Managers, CISO, IT/Network Engineers, OT Cybersecurity, and
  SOC
• Build pipeline of targets and related project timelines to ensure I will exceed quarterly and annual goals
• Worked with ICS channel partners to collaborate on opportunities
• 2021 Attainment-150% ($650k quota)
• 2022 Attainment-85% ($850k quota)

• Solution: Intsights is complete threat intelligence platform
• Responsible for building out West Territory (NorCal, CO, WA, OR, UT).
• GreenField Territory
• Build pipeline of targets and related project timelines to ensure I will exceed quarterly and
  annual goals
• Worked with channel partners in region to collaborate on opportunities
• Closed Harley Davidson, Dicks Sporting Goods, City of Phoenix, Sephora, and Ford Motor Company
• #2 rep in the country
• 2018 Attainment-107% ($850k)
• 2019 Attainment -98% ($950k)
• 2020 Attainment -135%($1.5m)
• Facilitated channel engagement to support territory sales goals.
• Articulated value proposition to assigned territory partners to maintain and increase share of partner business.

• Solution: Email Security
• Responsible for establishing strong business relationships at the executive level.
• Developed an advanced set of solution selling capabilities
• Demonstrated the ability to orchestrate and deliver strong sales presentations, coordinate multiple resources within an account, while consistently and successfully closing business for Proofpoint
• Extremely results oriented, and demonstrated the ability to build a solid business pipeline, deliver accurate forecast to management, and close
  forecasted business with strong interpersonal and presentational skills
• FICO, Agilent, Ross Stores
• 2015 Attainment-102% (Ramped Quota-$450K)
• 2016 Attainment-95% ($2m)
• 2017 Attainment -98%($2.m)
• Increased client satisfaction by building strong relationships and understanding individual needs.

Oracle, Inc. (Palerra was acquired by Oracle)

• Solution: CASB
• Established and managed a robust network of VARs and resellers, and technology partners to drive significant sales growth.
• Applied deep knowledge of cloud security to articulate CASB solutions' value to partners.
• Synergized with sales and marketing teams to align go-to-market strategies with performance objectives.
• Developed tools and conducted sales training to enhance partner capabilities.
• Cultivated strategic partnerships, developing tools and conducting sales training to enhance partner capabilities and drive market penetration in cloud security.
• Pioneered go-to-market strategies aligned with performance objectives, synergizing with sales and marketing teams to boost overall business growth.
• Enhanced team collaboration through regular communication, goal setting, and performance evaluations.

• Solution: Firewalls & Security SW Solutions
• Overachieved product & services target each year; 4.5-year average of 124% against a $5.5m annual quota
• Negotiated and closed complex deals involving POC and global technology rollouts valuing over $3M
• Routinely engaged C-level executives to evangelize Check Point's value prop
• Drove sales into a mix of Fortune100's-Fortune 1000's, including Applied Material, Ebay/PayPal, IBM, Safeway and Marvell Semiconductor
• Accurately prepared monthly, quarterly and annual business reviews based on short, mid and long-range project plans.

• Solution: Backup & Recovery to the SMB market
• Averaged 117% of $900k annual quota.
• Responsible for closing new business for Retrospect back-up and recovery software in North America
• Sold direct and through channel partners including Arrow, Avnet, and CDW
• Quarterbacked a team of product specialists to drive high levels of adoption within trials and customer account
• Helped identify market and product requirements based on field experience
• Built channel business by managing joint user meetings, trainings, seminars, education sessions and presentations.
• Built strong relationships with key decision-makers at the executive level within national accounts organizations.
• Supervised and trained new hires on best practices and proper protocols; updated training materials and sales collateral and decreased process gaps.