GREGORY MARENGHI
Summary
A high-energy and dynamic senior sales leader with over 25 years of experience driving rapid growth in the Enterprise Cyber Security sector, specializing in disruptive technologies around security, visibility and compliance solutions. A consistent high performer recruited multiple times by previous C-Level, Board Members and Leadership to develop new assignments or to turn around non-performing assignments.
Over the past decade a proven track record of assisting early stage innovators in surpassing the $100M milestone and significant involvement in six acquisitions and one IPO over the past 14 years.
Recognized for generating over $60M from top accounts and achieving multi-million dollar wins at major global enterprises, including a landmark $13M deal with Citi, while booking over $20M which represented over 30% of the company's total revenue. A collaborative strategist focused on building high performing teams and regions, consistently delivering exceptional results while fostering valuable partnerships.
Cyber Security, Visibility & Compliance Technology Experience
As a 25 year veteran in Cyber Security, Visibility and Compliance solutions some of the critical technologies and skill areas include: Software Supply Chain Security, Enterprise File and Malware Analysis, Application Security, Application Delivery and Security, DDoS, Cloud Security, Mobile Security and Compliance, MDR & XDR, MSSP, Network & Enterprise Access Control, Asset Discovery, End Point Compliance Enforcement, Security Investigation, SOAR, Incident Response, Encryption, Data Protection, SEIM, Threat Intelligence, IPS, Network Monitoring, Security Forensics
Overview
30
30
years of professional experience
Accomplishments
Accumulation of over $60M+ in wins in top Accounts
$1M+ wins
Citi $13M; Fidelity Investments $7.5M; Liberty Mutual $6M; State Street $4M; Verizon $4M; The Hartford Insurance $3.5M; Putnam Investments $3M; Voya Financial $2M; EMC $2M; BNY Mellon $2M; RBC $1M; Covidien $1M; Staples $1M
$700K+ wins
FM Global $800K; Parexel $800K; Wells Fargo $750K; NYNJ Port Authority $700K; Vertex Pharmaceuticals $700K; Avid Technology $750K; CVS $700K
$500K+ wins
Chase $500K; ESPN $500K; Excellus BCBS $500K; Aetna $500K; BreezeLine $500K; PayChex.$500K; Boston Scientific $500K; AXA/XL Global $600K; GMO $500K; Goodwin Proctor $550K; Warnaco $500K; Boston College $500K; Northeastern University $600K; RBS/Citizens Financial $500K; Partners Healthcare $500K
Work History
Enterprise Regional Sales Manager
ReversingLabs
01.2024 - Current
- Recruited by SVP Global Sales to develop a greenfield Region to build out and bring on new Enterprise customers in New England & Eastern Canada.
- Strategically aligned with C-Level, Investors, Channel Partners, Alliances, Marketing team and Leadership team to create, develop and win new logos.
- Created and Won significant initiative at RBC the largest bank in Canada and drove engagement in several Enterprise and GFSI's.
- Developed Strategic Channel Partner to drive pipeline with other large Enterprises. FSI's in Canada and New England.
- Developed a Managed Service offering to streamline sales cycle.
Regional Sales Director, New England
A10 NETWORKS
06.2021 - 12.2023
- Recruited by former Secureworks leadership to build out New England Region.
- Landed significant wins at IGT, Breezeline, PTC, Greenlight Networks.
- Engagement with Dell/EMC OEM alliance partner with strategic events.
- Built and developed key VAR partners and other strategic alliance partners.
Sales Director Global Financials
MOVIUS MOBILE
04.2020 - 06.2021
- Recruited by CRO to Movius, an early stage, unified mobile first communication & compliance SaaS.
- A compelling WFH technology during Covid to address and assure compliance requirements for remote workers.
- Developed GTM sales strategy to drive revenue out of top Global Financials like Chase, Goldman, Wells Fargo, BNP for Movius Mobile SaaS.
- Drive demand for our compelling use case within GFSI due to the WFH model for traders, wealth managers, investment bankers, financial advisors that must have all mobile conversations and texts recorded with clients to maintain compliance.
- Developed and drove alliance partnership and integrations with Salesforce, BlackBerry, T-Mobile.
Regional Sales Manager – Northeast
DELL SECUREWORKS
10.2018 - 04.2020
- Recruited to sell Secureworks GTM SaaS Platform for Threat, Detection & Response and Managed Detection & Response.
- Specialized Sales/Engineering team solely focused on newly launched solution that Dell invested $40M.
- Collaborate with Dell team, Dell Endpoint Security team to develop and sell new SaaS offering.
- Participate in Dell EBC's, Events.
- (New GTM SaaS Team)
Regional Sales Manager
VORMETRIC DATA SECURITY/ THALES
12.2015 - 07.2018
- Recruited by former SVP Sales at HP/TippingPoint to turnaround New England Region and worked with CEO.
- Within 12 months brought New England from non-performing region to #1 top region at SKO at over 300% of plan.
- Region of the Year at SKO!
- Vormetric built the industry's first Data Encryption Platform.
- Enable Transparent Encryption, Application, Tokenization, Key Management, Cloud Encryption off a single scalable platform.
- Collaborated with CEO, CISO. Global Services, Product Management, etc.. to drive strategy into major enterprises.
- Wins at Liberty Mutual $4.5M, Parexel $800K, FM Global $800K, CVS $500K, The Hartford Insurance $400K.
- Acquired by Thales, then Thales acquired Gemalto in $5.4B acquisition.
Regional Sales Director Northeast
CLICK SECURITY
06.2014 - 12.2015
- A “B Round” Start-up, started by Founders of TippingPoint acquired by AlertLogic.
- Click Security built a Real Time, Rapid Security Investigation Platform for Security Analysts to visualize, prioritize and resolve existing kill chain activity.
- Recruited by SVP Sales and Founders of TippingPoint to build a green-field territory in the Northeast – NY, NJ, New England.
- Brought on CISO of the year from NASDAQ to our Technical Advisory Board.
- Partnered with Citi executive sponsor at FSISAC.
- Top performer in organization, over plan each quarter, rapid results through effective strategy and over plan.
- Developed major partner to drive attendance of over 130 at Citi EBC.
- Wins at NYNJ Port Authority $700K, Ropes & Gray $400K, Hedgeserv $250K, Convergex $200K.
- (B Round Startup). Acquired by AlertLogic Dec 2015
Global Financials Sales Manager and Northeast Region Sales Manager
FORESCOUT TECHNOLOGIES
04.2012 - 06.2014
- ForeScout's control fabric platform provides agentless real time visibility to all devices and assets connecting to your network combined with powerful actions for remediation.
- Won $13M global roll-out with Citi. Largest win in company history.
- Booked $20M in 2013 or 30% of total company annual revenue.
- Booked $6M in Northeast Region in 3 quarters.
- Built Global Financial Program within ForeScout.
- Responsible for driving revenue to the top Global Financials and for coordinating a global penetration strategy.
- Interfaced with Executives & Investors to engage ForeScout into technology summits.
- Execute Executive Briefings with major Global financials.
- Created “platinum” sponsorship at FS ISAC to generate huge exposure for ForeScout within global financial community.
- Drove VAR partnerships, marketing and revenue growth within Northeast geography.
- Wins at EMC $2M, BNY Mellon $1M, Covidien $1M, ESPN $500K, Aetna $500K, Excellus BCBS $500K, Paychex $400K.
- IPO April 2018
Global Financials Strategic Account Manager
HP TIPPINGPOINT – HP ENTERPRISE SECURITY
04.2006 - 04.2012
- Promoted to drive the TippingPoint NGIPS within the major global financials after successful wins in the financial vertical.
- Collaborated with ArcSight (SEIM) and Fortify and other HP BU's to penetrate global financials.
- Worked with HP Executives to penetrate major financials and to participate in HP EBC process at HP Labs.
- Liberty Mutual - Won new customer and major initiatives $1.5M+.
- ING $1M+, Wells Fargo $700K+.
- TippingPoint created the IPS marketplace to provide advanced automation in blocking threats accurately without any impact to network performance.
Strategic Account Manager
MCAFEE/ NETWORK GENERAL
04.2000 - 04.2006
- Responsible for revenue production of the Sniffer enterprise product line at major financial institutions, Verizon, and major accounts within the Northeast.
- Developed strategic partners and global enterprise agreements with major Northeast financial institutions.
- Promoted to Strategic Account Manager for Verizon's internal corporate network.
- 570% increase in revenues from four major accounts.
- Increased revenues from $700K annually to $12M in three years.
- State Street Bank $20K annually to $3M+ in 24 months.
- Putnam Investments $0K to $3M in 18 months.
- Verizon $300K annually to $4M in 24 months.
- Fidelity $400K annually to $1.5M in 24 months.
- Met and exceeded all revenue performance quotas and President's Club qualifier.
- Network Associates “Best Practices” team member.
- Participated in selective CEO roundtable for company strategy and initiatives.
Regional Branch Manager – New England territory
ALCATEL/NEOPOST
02.1996 - 03.2000
- Direct revenue production in this region, including: Branch staff of 35, Budget development & admin.
- Motivating 15 full-time reps.
- Inventory management.
- Staff development and training.
- Program development.
- Part of Management team to turn around results and see company thru to IPO.
- Acted as Team Leader in company Vision Team to increase company recognition.
- Ranked as Leader in company career development for managers (1997).
- Met and exceeded all revenue performance quotas.
Education
Bachelor of Arts - Communications, Marketing
BOSTON COLLEGE
Newton, Massachusetts06.1985
Skills
- Enterprise Account Development & Management
- Building and Developing Regions and Run Rate Business
- Turning Around Non-Performing Regions
- Enterprise Strategies
- Sales Management
- Executive Relationship Development
- Collaborator with C-Level, Investors, Leadership, Channel, Alliances, Marketing, Engineering to develop and expand business and footprint
- Training and Development
- Marketing Plans
- Specialized Sales Development
- Building VAR/Channel/Alliances Partnerships
- Interpersonal Skills
- Communication Skills
- Presentation Skills
- Team Building
- Leadership
Training And Workshops
- Siebel-Large Account Management
- Professional Selling skills
- Need Satisfaction Selling
- Leadership Training
- Professional Sales Coaching
- Managing Remote Sales Force
- Performance Management
- Recruiting
Other Experience
- Explorers Club 2005 - Expedition with History Channel to search for Lochness Monster
- Boston College - CEO Club
- Harbor Towers - Trusted Advisor to board of directors
- Boston Harbor Sailing Club
- Intro to Hockey Coach – North End Boston
Timeline
Enterprise Regional Sales Manager
ReversingLabs
01.2024 - Current
Regional Sales Director, New England
A10 NETWORKS
06.2021 - 12.2023
Sales Director Global Financials
MOVIUS MOBILE
04.2020 - 06.2021
Regional Sales Manager – Northeast
DELL SECUREWORKS
10.2018 - 04.2020
Regional Sales Manager
VORMETRIC DATA SECURITY/ THALES
12.2015 - 07.2018
Regional Sales Director Northeast
CLICK SECURITY
06.2014 - 12.2015
Global Financials Sales Manager and Northeast Region Sales Manager
FORESCOUT TECHNOLOGIES
04.2012 - 06.2014
Global Financials Strategic Account Manager
HP TIPPINGPOINT – HP ENTERPRISE SECURITY
04.2006 - 04.2012
Strategic Account Manager
MCAFEE/ NETWORK GENERAL
04.2000 - 04.2006
Regional Branch Manager – New England territory
ALCATEL/NEOPOST
02.1996 - 03.2000
Bachelor of Arts - Communications, Marketing
BOSTON COLLEGE