Jason Kasznar
Gilroy,CA
Summary
Field Sales – Professional Services and IaaS/PaaS/SaaS Sales Successful in driving revenue and growth for Large Enterprise and Mid-Market companies
Executive Profile
- Over 20 years of Cybersecurity sales at 100%+ of quota
- Cloud/Zero Trust Sales
- C” level VP level Direct Selling Experience
- SaaS Sales Experience
- Large Account Management
- Strategic Partnerships
Goal-oriented Regional Sales Director looking to build upon skills and tackle new responsibilities. Committed to driving gains in revenue and cultivating outstanding relationships with existing customers and new prospects. Skilled in contract negotiation, strategic planning, and key account management.
Results-driven sales performer with solid history of success in bringing in new customers, managing revenue streams and maintaining solid account relationships. Continuously monitor competitors and research market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities.
Overview
24
24
years of professional experience
Work History
Regional Sales Director
Kiteworks
01.2022 - 09.2023
- Presidents Club and 107% Quota Achievement in 2022
- California Territory
- Focus and emphasis on “New Logo” sales and Land and Expand in accounts in NorCal and SoCal territory
- C level sales/negotiations at First American Financial, Visa, ServiceNow, HPE, Mattel, QuidelOrtho, Sutter Health, Kaiser Permanente, Mandiant/Google, FireEye/Trellix, City of Los Angeles, City of Long Beach, Kyocera, Mitsubishi Electric, American Honda, State of California, and many others
- Focused on Financial, High Tech, Manufacturing and Biotech/Pharma/Health sectors
- Constantly hunting for new business while managing existing customer relationships and growing existing accounts
- 100% + YoY growth in accounts managed through upsell and expansion deals
- Learned Sandler sales methodology and attended weekly/monthly training sessions
- Strong channel partner relationship at Optiv, ePlus and GuidePoint security
- Both SoCal and NorCal
- Onboarded ePlus, Bird Rock Systems Inc, Connect Tech West to Kiteworks partner ecosystem through personal relationships
- Work closely with Acuity Technical Solution to sell to State of CA agencies
- (CPUC, California Air Resources Board, Department of Technology)
- Built out “Partner Aid” channel partner program at Kiteworks for California territory and later companywide to kickstart conversion from direct sales to channel sales in my territory
- Help train and focus BDR team for California territory
- Helped craft Marketing and Product focused literature and LinkedIn/Marketing campaigns for territory
- Interface daily with Marketing, BDR and Inside Sales teams to drive pipeline and new business revenue for the territory
- Marketing/Channel event coordinator duties for Northern and Southern California territory
- In charge of planning/hosting average of 3 marketing events per quarter to generate new meetings and pipeline
- Presented at ISACA chapter meetings to teach and build pipeline for territory.
Regional Sales Director
Appgate
03.2021 - 11.2021
- On target to hit and exceed quota for 2021
- Northern California territory
- (Also covering Oregon and Washington for the last 4 months) 90% of my time is spent prospecting and selling to “New Logo” Large Enterprise accounts
- 10% of my time is spent upselling existing accounts
- C level sales/negotiations with Workday, Juniper, VSP, Lumentum , Zoom, NetApp, Lithia, Seattle Kraken (NHL Team) State/Local government and healthcare organizations
- Working closely with National Channel Marketing team to build out Bay Area/Northern California partner ecosystem for Appgate
- Brought ePlus to Appgate and helped with the entire onboarding and nurturing process
- Onboarded four new partners for the Northern California territory
- Work very closely with Lumen (Century Link) teams in Northern California
- Interface daily with Marketing, BDR and Inside Sales teams to drive pipeline and new business revenue for the territory
- Marketing event coordinator duties for Northern California territory
- In charge of planning/hosting an average of 3 marketing events per month to generate new meetings and pipeline
- These events include virtual bourbon tasting events, custom pizza making events, wine tasting events, happy hours and holiday mixers
- Through virtual and in person events, I have generated over 60 qualified meetings in the last 6 months which led to over $1.7 million in new business pipeline
- (Additional meetings are generated from my professional network and past customer base)
- Work closely with Sales and Marketing teams to craft meaningful customer focused messages for campaigns
- Utilizing LinkedIn Marketing/Sales outreach tools to connect with C level execs for net new meetings
- Training and mentoring BDR team.
Regional Sales Director
Agari
06.2019 - 03.2021
- Quota achievement in 2020
- Northern California/Southern California/Utah/Arizona territory
- Selling to “New Logo” Large Enterprise accounts
- C level sales/negotiations with AMD, Insight, VCA, Seagate, Taylor Made, Chevron FCU, Quest, TripActions
- Working closely with large and boutique partners to penetrate new accounts
- Optiv, SHI, NTT, Presidio, TachTech, VIP Cyber Security, Armature, ePlus
- Work closely with Marketing, SDR and Inside Sales teams to drive pipeline and new business revenue
- Brought outside copywriter onboard to create unique content for sales campaigns
- Created unique virtual events for executives during the Covid-19 pandemic
- Virtual Wine/Beer/Whiskey tasting events, virtual concert, virtual cooking class for execs and families
- Help Sales and Marketing teams craft meaningful customer focused messages for campaigns
- Utilizing LinkedIn Marketing/Sales outreach to connect with C level execs for net new meetings
- Training and mentoring of SDR team
- Work closely with C level executives before and after the sale through our customer advisory committee
- Help the company identify and define the road map through customer needs and requests.
Field Sales
Imperva
Foster City, CA
11.2017 - 01.2019
- 205% quota achievement in 2018 – Achieved: $4,500,000 Quota: $2,200,000
- Presidents Club attendee for 2018
- First year at Imperva
- Northern California territory
- Selling to “New Logo” Large Enterprise accounts
- Complex C level negotiations with SAP, SAP Ariba, Albertsons, First Republic, AppDynamics, CISCO, Shutterfly, for Web Application Firewall, Database Activity Monitoring and RASP solutions
- Working closely with Bay Area partners to penetrate new accounts
- Optiv, SHI, Dimension Data, Presidio
- Work closely with Marketing, SDR and Inside Sales teams to drive pipeline and new business revenue
- Help Sales and Marketing teams craft meaningful customer focused messages for campaigns
- Training and mentoring of existing and new ISRs
- Work closely with C level executives on the customer side and our internal Product and SE teams to improve existing products and help shape the development/road map of new products.
Field Sales
SecureAuth
01.2017 - 11.2017
- Hit 2017 Quota
- Northern California territory
- Selling to Medium and Large businesses + SLED accounts in Sacramento
- Complex C level negotiations with Samsung, BART, Fujitsu, Cal Lottery for Identity Access Management Initiatives and company wide access management system upgrades
- Building out Sacramento SLED account base from ground zero and growing existing footprint in Bay Area
- Organize and host field marketing events for C level executives with CSA (Connected Security Alliance) partners
- BeyondTrust, CyberArk, LogRythm, Sailpoint, OPTIV, InterVision
- Built out channel partnerships in Northern California with OPTIV and InterVision
- Helped Marketing team revamp messaging for front line communications to potential customers
- Trained and mentored ISRs
- Continual collaboration and feedback for product team to improve product features and functionality.
Field Sales
Symantec
05.2010 - 12.2016
- Quota achievement in 2015 - Achieved: $10,085,678 Quota: $9,189,348
- 137% quota achievement in 2014 - Achieved: $14,358,107 Quota: $10,492,327
- 133% quota achievement in 2013 - Achieved: $9,531,115 Quota: $7,147,201
- 124% quota achievement in 2012 – Achieved: $6,560,789 Quota: $5,310,789
- 121% quota achievement in 2011 - Achieved:$4,780,673 Quota: $3,955,673
- Successful relationship and account management selling to key decision makers in the Information Technology and Financial community
- Customers include: Salesforce, Microsoft, Apple, HPE & HPI, Wells Fargo, Capital One, Charles Schwab, Hitachi, IBM, Verizon, Yahoo, Autodesk, Lenovo
- Closed biggest SaaS Code Signing deal in Enterprise team history
- 5.2 million - 3 Year Deal
- Selling Enterprise and Mid-Market complex deals
- Negotiating complex contracts for custom projects and deals
- Symantec Top Talent mentor and training program achiever
- Training team members on sales methodology and field training/mentoring business development representatives
- Collaborate with internal Product Management teams and Enterprise Customers to enhance products and develop new products for the company portfolio
- Competitive team player and strategic planner enabling successful execution to win in challenging business environment.
Senior Account Executive
Quick Start Intelligence
05.2007 - 04.2010
- Quota achievement in 2009
- 134% quota achievement in 2008
- Development and execution of strategies to achieve committed business plans
- Demonstrated high level of productivity through outbound calls and onsite client sales meetings
- Complex contract negotiations for training services
- Collaborated with internal teams to design custom training programs for customers
Owner
Agile Web Designs
09.2003 - 04.2007
- Responsible for all sales, marketing & operations management
- Proficient in market analysis, purchasing and inventory management
- Ability to select, train and retain self-motivated employees
- Develop skills in people, mentor individuals to achieve personal and company goals
- Sold and implemented website design, 3D design and development projects for small to mid-size businesses and corporations
- Managed key customer accounts and European sales team
- Negotiated contracts for design and development services and sold customer support contracts
- Successfully performed Search Engine Optimization services for client sites
- Worked with development and graphic design team to create new administrative counsel and custom user interface products for clients.
Senior Account Manager
AccuImage
11.1999 - 08.2003
- Average quota attainment last three years
- Team player who successfully achieved corporate objectives and satisfy customer demands
- Clients included: PALM inc, 3Com, KLA-Tencor and Fortune 500 Companies
- Assisted in implementation of all jobs sold
- Additional responsibilities included: technical and customer support to clients
- Delivered training classes for customers on document imaging and HR product usage
- Tested and installed software on servers and desktop computers
- Worked closely with developers to trouble shoot computer/software related issues.
Education
Bachelor of Science - Business Administration (Marketing
San Jose State University
San Jose, CA05.1999
Skills
- Goal Setting
- Forecasting skills
- Sales Presentations
- Key Account Management
- Contract Negotiations
- Revenue Growth
- Customer Relationship Management
- Territory Management
- Expanding territories
- Channel Development
- Deal Closing
- Pipeline Development
- Cold-calling
Timeline
Regional Sales Director
Kiteworks
01.2022 - 09.2023
Regional Sales Director
Appgate
03.2021 - 11.2021
Regional Sales Director
Agari
06.2019 - 03.2021
Field Sales
Imperva
11.2017 - 01.2019
Field Sales
SecureAuth
01.2017 - 11.2017
Field Sales
Symantec
05.2010 - 12.2016
Senior Account Executive
Quick Start Intelligence
05.2007 - 04.2010
Owner
Agile Web Designs
09.2003 - 04.2007
Senior Account Manager
AccuImage
11.1999 - 08.2003
Bachelor of Science - Business Administration (Marketing
San Jose State University
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