Glenn "Trey" McCoy III
Marietta,GA
Summary
Account Executive with over 6 years of experience in B2B technology sales, specializing in cybersecurity, compliance, and AI solutions. Proven track record of exceeding sales targets by identifying opportunities and delivering tailored solutions. Expertise in managing complex sales cycles and building strategic relationships with C-level executives to drive revenue growth. Committed to leveraging technical knowledge and customer-centric strategies to achieve measurable business outcomes.
Overview
7
7
years of professional experience
Work History
Account Director
Tevora
08.2022 - 02.2025
- Generated $1.14 million in gross revenue, achieving 103% of quota for FY24.
- Secured 26 net-new logos, including 11 from Fortune 1000 list.
- Orchestrated cross-functional teams to deliver tailored solutions for client needs.
- Managed contract negotiations to secure favorable terms and strengthen partnerships.
- Directed comprehensive client relationship management to enhance customer satisfaction and retention.
- Monitored account portfolios to identify growth opportunities using land and expand strategy.
- Facilitated regular client meetings to assess performance metrics and address concerns promptly.
- Collaborated with cybersecurity technology partners to uncover strategic opportunities within accounts.
Senior Account Executive
Adlumin
06.2021 - 08.2022
- Achieved 49% of $1.43M FY22 annual quota in Q1
- Closed 26 net new clients in Q3 and Q4 with an average deal size of $42k
- Determined customer and prospect compliance requirements in alignment with industry standards such as FFIEC, NCUA, NIST, PCI, HIPAA, HITECH, and GDPR
- Developed and implemented campaigns in collaboration with the CSM team to deploy new service offerings and generate additional revenue within existing customer accounts
- Served as a consultant for customers and net-new accounts to identify pain points and propose tailored solution/service stacks
- Pursued strategic target accounts of 1000+ employees to connect with directors, VPs, CIOs, CTOs, and CISOs, gauging interest in service offerings
- Leveraged sales tools to map accounts and progress opportunities through the sales cycle from discovery to closure, accurately forecasting and committing deals to specific quarters
- Collaborated with channel partners to train their sales teams, identifying potential opportunities and working jointly to close deals within their existing accounts
- Contributed to the expansion of the sales team by vetting potential employees, as well as training and onboarding new hires during growth from 31 to 100 employees
Account Executive/Account Manager
Dell SecureWorks
Atlanta
02.2020 - 06.2021
- Managed 50 assigned customer accounts utilizing a consultative approach to expand lines of business across financial, healthcare, banking, and manufacturing verticals
- Generated new ACV from net new accounts through direct sales and channel partnerships, focusing on maximizing profit margins within SMB, mid-market, and enterprise levels
- Employed the MEDDIC methodology to collect essential information during discovery to qualify prospects and determine optimal solutions
- Identified and pursued new logo opportunities in the Midwest region, specifically targeting accounts with under $800MM in revenue poised for managed XDR client integration
- Collaborated with pre-sales security engineers to tailor and present demos of SaaS MDR/SIEM solutions by understanding business objectives and security initiatives to illustrate value-add
- Achieved 98% of $1.1 Million quota in FY2020, including surpassing 104% attainment in the second half during the COVID-19 pandemic
Information Security Manager
Dell SecureWorks
Dunwoody
02.2019 - 06.2021
- Oversaw all aspects of prospecting methodologies and cadences within my territory to cultivate a robust pipeline of qualified opportunities for the Account Executives I supported
- Executed full sales cycles and closed business under $25k in net new ventures
- Developed and instituted strategic account plans by researching target Enterprise & Commercial organizations
- Conducted discovery sessions and product demonstrations with key decision makers, leading to the identification of 204 SecureWorks product fits that resulted in $670K of closed business (130% attainment)
- Maintained seamless coordination of the sales cycle with Account Executives to ensure all resources for deal closure were executed and delivered promptly
- Consistently surpassed daily, weekly, and monthly quota targets for activity, meetings set, pipeline generation, and ACV
- Trained new team members, providing coaching and enablement sessions to accelerate role ramp-up
- Held leadership positions, including Strategy Chair, Culture Ambassador, and Interview Committee member
Sales Development Representative
SaaSOptics
Norcross
04.2018 - 02.2019
- Exceeded daily activity targets with an average of 60 calls and 15 net-new accounts added to the pipeline
- Contributed to record-breaking team benchmarks and set a company revenue record for Q3 of 2018
- Generated over $480,000 in pipeline for the Account Executive team
- Elected as Team Lead by peers in both Q3 and Q4
- Achieved 107% of pipeline and 125% of opportunity count quota within the first year
- Coordinated with Account Executives and Leadership to establish effective territory plans and opportunity creation strategies
- Utilized marketing and social media tools to engage C-level executives and key decision makers
- Proactively prospected new B2B organizations for qualification and solution fit
- Partnered with the Marketing team to define qualification standards for MQL and SQL generation, executing impactful campaigns
- Leveraged Salesforce CRM to track prospects and accounts in order to maximize connections
Education
Bachelor of Science - Sport Management
Kennesaw State University
Kennesaw05.2014
Skills
- Sales and account management
- Strategic planning and forecasting
- Contract negotiation and solution design
- Team leadership and development
- Prospecting and lead generation
- Salesforce CRM proficiency
- Business analysis and strategy
- Revenue growth strategies
- Sales forecasting
- Client relationship management
- Account growth strategies
Affiliations
- 2024 Tevora President's Club
- 2020 and 2021 Secureworks President's \ub
- 2019 Secureworks Outbound Rookie off the year
Accomplishments
- 2024 Tevora-PResidents club
- 2021 Secureewopr
Timeline
Account Director
Tevora
08.2022 - 02.2025
Senior Account Executive
Adlumin
06.2021 - 08.2022
Account Executive/Account Manager
Dell SecureWorks
02.2020 - 06.2021
Information Security Manager
Dell SecureWorks
02.2019 - 06.2021
Sales Development Representative
SaaSOptics
04.2018 - 02.2019
Bachelor of Science - Sport Management
Kennesaw State University
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