Summary
Work History
Education
Skills
Languages
Websites
Timeline
Generic
ISHAI GOTTLIEB

ISHAI GOTTLIEB

NEW YORK,USA

Summary

An experienced leader with a proven track record of success in building excellent sales and business development teams. Particularly focused on developing compelling financial / pricing models and go-to-market strategies for SaaS-based startups.

Work History

Director, Global Sales & Business Development

AGROSCOUT
Vancouver, Canada
2020 - 2024
  • Starting as the first sales hire in Israel, learning the new technology (ML), and selling hands-on, scaling revenue from $0 to $500K ARR in the first year.
  • Building international sales teams in the US, Brazil, and LATAM, and achieving revenue of $2M in the next two years.
  • Relocating to North America to scale up the sales in the target territory.
  • Digital transformation promoter - Selling complex multidisciplinary services to multiple stakeholders in MNCs, across several territories.
  • Sales leader - Recruiting, training, and managing the AgroScout Account Executives global team: EMEA+APAC (Israel), North America (US), LATAM (Mexico), and Brazil (Sao Paulo), leading the enterprise deals with MNCs (Kraft Heinz, Mondelez, etc.) and managing the sales pipeline and deal close forecast.
  • Channel partner program - Facilitating the AgroScout Channel Partner Program and recruiting the first Channel Partner and Distributors (AECI, Simplot, DJI).
  • Product market fit - Distill AgroScout's UVP and define the product development roadmap alongside the product team based on market and customer feedback.
  • GTM - Building the company's GTM plan, facilitating the AgroScout pricing and financial model, identifying buyer personas, and defining sales methods and persona management.

Enterprise Account Executive, APAC

APPLAUSE
, Israel
2018 - 2020
  • Revenue Growth - Achieved annual sales of $800K ARR (105% of the quota) by building and managing new/existing clients, long-term client relationships, and developing strategic business catalysts, and achieved up-selling and cross-selling success leading to multiple contract renewals.
  • Strategic sales approach - planning and mapping target markets and business verticals to ensure continued growth. Directing SIs (Sales Intelligence Representatives), BDRs (Business Development Representatives), focusing on MNCs (Multi-National Companies) from the High tech, Car & Automotive, Travel, and Hospitality industries.
  • Hunting - Tactical sales approach door opener. Have the ability to reach out to 'C-level' personas in target companies. Develop presentation and negotiation skills.
  • Growth - Helped client achieve digital transformation by drastically improving his testing coverage, eliminating the limitations of offshoring and traditional QA labs, and speeding time-to-market for websites, mobile apps, IoT, and in-store experiences.

Territory Manager, EMEA & Global

HEWLETT PACKARD ENTERPRISE
, Israel
2017 - 2018
  • Customer Expansion - Responsible for new account development and expanding existing accounts within the business-vertical territories: Telecommunication, Travel and Hospitality, and the Education sectors.
  • General Management - Planning and directing all sales activities, including planning and implementing forecasts, developing policies, as well as staffing and training, reaching annual sales of $10 million.
  • Operational Excellence - Complex technical projects and business issues requiring state-of-the-art technical knowledge and IT industry know-how, such as: Infrastructure migration, Cyber security, and WLAN projects.
  • SaaS-based Deals - Selling annual infrastructure virtualization licenses such as: 'VMware', and 'Hyper-V.

Sales Specialist, Integration

PARTNER COMMUNICATION, LTD
, Israel
2015 - 2018
  • Sales Leadership - Responsible for sales for corporate enterprise opportunities, including planning, characterizing network, and Cyber Security high-level design and SOW drafting, leading to $3 million in annual sales.
  • Professional service solution - Selling annual contracts, hourly-based, advanced, and managed post-sale services.
  • Network solutions - ISP, Metro lines, and PRI. Selling international MPLS grid globally and to the local market with Tier 1 providers: 'Level 3', 'Verizon', 'Cogent', and 'AT&T'.
  • System solutions - Data center, Storage, Virtualization, DR of the leading vendors: HPE, Microsoft, Dell etc.
  • SaaS Solutions - Selling an annual license for backup software such as: VEEM, Commvault, and virtualization software such as: 'VMware', and 'Hyper-V'.
  • Public Sector Sales: Responding to government and local authorities' RFP requests.
  • Cyber Security solutions - Selling and planning 'Cyber security as a service' solutions such as: VDOM, DDOS, DPI, and WAF. Selling and planning a wide range of Cyber security solutions: including Checkpoint FW, Sandbox, DLP, Zero-day attacks of the leading vendors: Checkpoint, FortiNet, PaloAlto.

Product Team Manager

E.D.I.H. INVESTMENT, LTD
2009 - 2014
  • Team Leadership - Managing company products in the field of food and fashion with an annual turnover of $3 million; creating business collaborations and concession management; Managing and motivating 60 employees in various departments.
  • Business development - defining goals and targets. planning a business strategy according to opportunities and threats.
  • Product management - enriching and modifying the company portfolio, setting up a business plan, and achieving the vendor's goals.

Account Manager

LEUMI CARD (A DIVISION OF BANK LEUMI)
, Israel
2007 - 2009
  • In charge of sales for the Enterprise / Commercial business segment.
  • Managing complex negotiations with leading companies in the market.
  • Providing credit solutions and loans for businesses.

Sales Team Manager

HOT - CABLE COMPANY
, Israel
2006 - 2007
  • In charge of sales for the Enterprise / Commercial business segment.
  • Recruiting, Training, and escalating 12 salesmen.
  • Providing: ISP, Cable TV, and Telephone services.

Education

Bachelor of Science - Economics (Agriculture focus)

HEBREW UNIVERSITY
Jerusalem, Israel
06-2012

Postgraduate Teaching Certificate -

Herzog Academic College
Israel

Skills

  • Sales strategy planning
  • SaaS and Cybersecurity
  • Employee development
  • Pipeline management
  • Training and mentoring
  • Sales management
  • Go-to-market strategy
  • AI and ML
  • Technology strategies
  • Business development
  • Product innovation
  • Early-stage startups
  • Scaling startups
  • Channel partner development

Languages

English
Proficient (C2)
C2
Hebrew
Native
Native

Websites

Timeline

Director, Global Sales & Business Development

AGROSCOUT
2020 - 2024

Enterprise Account Executive, APAC

APPLAUSE
2018 - 2020

Territory Manager, EMEA & Global

HEWLETT PACKARD ENTERPRISE
2017 - 2018

Sales Specialist, Integration

PARTNER COMMUNICATION, LTD
2015 - 2018

Product Team Manager

E.D.I.H. INVESTMENT, LTD
2009 - 2014

Account Manager

LEUMI CARD (A DIVISION OF BANK LEUMI)
2007 - 2009

Sales Team Manager

HOT - CABLE COMPANY
2006 - 2007

Bachelor of Science - Economics (Agriculture focus)

HEBREW UNIVERSITY

Postgraduate Teaching Certificate -

Herzog Academic College

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ISHAI GOTTLIEB