JEREMIAH FALOPE
Denver,CO
Summary
Innovative professional in technical sales, known for productivity and efficiency in task completion. Possess specialized skills in solution selling, customer relationship management, and technical presentations. Excel at problem-solving, communication, and adaptability, ensuring successful client interactions and project deliveries.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Sales Engineer, Consultant (Part-Time)
Kenyetta Computer Services
Denver, CO
01.2024 - Current
- Developed and executed a comprehensive technical strategy for the KCS MSSP program, enhancing partner engagement by 40%, which led to an increase in revenue contribution from MSSPs.
- Spearheaded over 20 successful technical pre-sales engagements, including customer demos and Proof-of-Concepts (PoCs), resulting in a 30% boost in partner satisfaction scores and contributing to an accelerated sales cycle by reducing time-to-close by an average of three weeks.
- Established robust communication channels with Channel Sales, Partner Success, and Product teams, facilitating seamless collaboration that increased resource accessibility for partners by 50%, thereby improving overall operational efficiency across the MSSP ecosystem.
- Attended industry conferences and events to build relationships with key partners and stakeholders.
- Developed and delivered technical presentations to prospects, customers, and internal teams.
- Engaged with technical stakeholders such as CISO, IT team leaders, and CTO to evaluate unique technical and business requirements contributing to 15% rise in closed won opportunities
Account Executive, Emerging Tech Hubs
Built In
Denver, CO
06.2022 - 11.2023
- Drove new business development through qualifying leads, building relationships and executing a strategic sales process while owning the entire sales cycle from prospecting to onboarding customers.
- Collaborated with managers and SDRs to develop a strong pipeline.
- Utilized various sales enablement tools creatively to determine the best companies to contact.
- Identified key stakeholders to determine their specific needs to drive the sale forward.
- Contacted 70 customers weekly, 6-8 discovery calls in order to exceed KPI.
- Presented technical demos on average three times a week with late-stage sales opportunities.
- Placed the first sale ($24,000) within the New Business team within my ramp up period while leading the team in pipeline generated ($128K).
- Closed Q3 at 87% to goal ($38,000) while still on-ramp.
- Collaborated with my manager and marketing team to develop a visual aid for discovery calls.
- Prepared and delivered presentations to prospective customers to highlight offerings and secure new business.
New Business Account Executive, Mid-Market
CircleCI
Denver, CO
02.2020 - 06.2022
- Responsible for seeking out new customers and communicating the value of the CircleCI product.
- From prospecting through closing, led the entire sales lifecycle while collaborating with colleagues in Engineering and worked closely with cross-functional teams to help influence product roadmap based on market and customer requirements.
- Prospected into DevOps Managers, Engineering Leaders, CTOs & technical end-users.
- Utilized existing customer data and insights to overcome objections and craft a compelling value-based solution.
- Built, coordinated and forecasted my pipeline using platforms including Salesforce, LinkedIn Sales Nav, Gong.io, Outreach.io, and Looker.
- Conducted 3-5 technical demos, 250 weekly customer contacts to reach my annual quota of $550,000.
- Demonstrated Challenger sales methodologies to execute on deal strategies while handling contracting reviews.
- Closed Q4 of 2021 at 87% to quarterly goal of $100,000, closed Q1 of 2022 at 95% of $112,000.
Inside Sales Associate
Arrow Electronics
Greenwood Village, CO
01.2017 - 07.2019
- Qualified prospecting leads across North America currently buying on consumer websites with objective of converting into core customers.
- Engaged with OEM/CM engineers and C-suite executives in needs analysis to identify the business segment, comprehensive product line, and projected spending.
- Provided technical service before and after the sale to maximize customer satisfaction.
- Recognized as the top sales representative in the Digital team for three consecutive quarters.
- Managed over 150 accounts, with over 70 active accounts, while prospecting at least 35 new daily leads.
- Exceeded quarterly sales, contact, and customer conversion goals by an average of 20%.
- Increased top revenue accounts' spending by 19%, while maintaining a gross profit margin above 20%.
- Accounted for over 25% ($155,365) of Q4 team goals ($550,000) and led the entire Digital team in all regions (Asia, Europe, NA) in revenue.
- Successfully piloted a work-from-home incentive within six months of my tenure.
Education
Diploma - Cybersecurity Boot Camp
University of Denver
Denver, CO11.2023
Some College (No Degree) - Biological Sciences
University of Colorado
Denver, COSkills
- Wireshark
- Windows administration
- Linux administration
- Secure network design
- Network architecture
- Vulnerability assessment
- Identity management
- Access management
- Cloud security
- Digital forensics
- Penetration testing
- Security operations
- Security analytics
- Kali Linux
- Burp Suite
- Web vulnerabilities
- Salesforce CRM
- Outreach
- Looker
- Lusha
- G-Suite
- ZoomInfo
- LinkedIn Sales Navigator
- Compliance reviews
- Application engineering
- Pipeline forecasting
- Proof-of-concept development
Phone
cell, 720-995-3347
Certification
- CompTia Security + (In Progress)
Timeline
Sales Engineer, Consultant (Part-Time)
Kenyetta Computer Services
01.2024 - Current
Account Executive, Emerging Tech Hubs
Built In
06.2022 - 11.2023
New Business Account Executive, Mid-Market
CircleCI
02.2020 - 06.2022
Inside Sales Associate
Arrow Electronics
01.2017 - 07.2019
Diploma - Cybersecurity Boot Camp
University of Denver
Some College (No Degree) - Biological Sciences
University of Colorado