JOHN SHIRLEY
Orinda,CA
Summary
Qualified individual armed with broad-based IT background and skills in the areas of account management, sales, account growth, communications, lead generation, customer service, customer retention, relationship development, strategic planning and execution. Displays outstanding ability to plan, coordinate, and implement best security practices and procedures to bring significant improvements in sales and account management processes towards the successful attainment of goals. Determined to implement earned skills and knowledge for the rapid growth of a prospective organization by working effectively and consistently.
Overview
25
25
years of professional experience
Work History
Regional Sales Director
Exabeam
06.2020 - Current
- President's Club FY22. Over 100% attainment against 1.2M Quota.
- Mid to Large Enterprise Hunter with strategic focus on closing key F500 logos.
- Created strategic partner relationships with GCP Team to position Exabeam in marketplace and help organizations drive down annual committed spend.
- Quarterly channel events with SI, MSSP and VAR partners including Grant Thornton, Optiv, Guidepoint, DeFy and WWT.
Regional Sales Director
Lookout
04.2019 - 05.2020
- Collaborate with clients to assess needs and strategize on best solutions to improve the efficiency and effectiveness of their Cyber-Security Programs
- Aligned with Tech Alliance and Carrier Teams to drive attendance to regional events for new pipeline growth
- Largest Application Defense win with F250 cloud-based software company.
Strategic Account Manager
Forcepoint
02.2018 - 04.2019
- Develop key market positioning and messaging opportunities that increased and streamlined the creation, implementation, and execution of Strategic Cyber-Security Account Plans
- Establish and maintain productive relationship to expand client base and grow corporate brand
- Managed strategic set of F500 Accounts in West Region, while understanding competitive landscape and emerging cyber-threats to our industry and cyber-continuum of intent.
Regional Sales Director
Skyport Systems
02.2016 - 01.2018
- Added F500 logos who went on to become referenceable customers in first year
- Skyport purchased by Cisco to gain added security and attestation for hyper-convergence portfolio
- Worked with Strategic Customers to define specific use cases that went into our product road map.
Regional Sales Manager
Imperva
01.2012 - 02.2016
- Handled the highest volume accounts in assigned territory for Commercial, State Agencies and Education
- President's Club every year by surpassing annual quota for new and existing large enterprise customers
- Developed account plans to enhance data-protection programs for commercial and defense contractor sectors by leveraging our Strategic Partners and Direct Sales.
Regional Sales Manager
Symantec
04.2007 - 02.2012
- Part of Vontu (data-loss prevention) acquisition
- Became Specialist for DLP, Encryption and PKI technologies
- President's Club 3 years
- Managed Large Enterprise accounts in DC and Northern California Territories
- Collaborated with business overlays to understand data-risk of our customers and provide solutions in line with fiscal security objectives.
Corporate Account Manager
Seagate Technology
03.2006 - 04.2007
- Created new sales opportunities through networking and developing long-term partnerships
- Drove front to end sales cycles for Data-Protection and Retention initiatives
- Evault purchased by Seagate Technologies to complete holistic approach for Data-Storage Business.
Combat Controller - Special Forces
United States Air Force
11.1998 - 12.2002
- Elite member of SOCOM (Special Operations Command)
- HALO, SCUBA, Airborne, SERE, ATC certs
- Insert to hostile environments to establish command and control for fixed and rotary wing aircraft
- 8-month deployment to Afghanistan, Bronze Star, Air Force Commendation Medal.
Education
MS -
Brown University
BA -
University of San Francisco
Skills
- Contract Negotiations
- Operations Management
- Customer Relationship Management
- Forecasting
- Staff Training
- Forecasting Skills
Highlight
- Performance Improvement
- Leadership Skills
- Analyzing Information
- Problem Solving
- Communication Skills
- Information Gathering
- Interpersonal Skills
- Critical Thinking
- Process Improvement
- Analytical Skills
- Attention to Details
- Relationship Development
Expertise And Qualification
- Catapulting IT sales and increasing account volume by developing strong alliances with key partners.
- Generating sales through extensive prospecting, networking, and referral development. Remaining in frequent contact with clients in order to understand their fiscal business needs.
- Outlining strategic plan for developing accounts, sales and lead generation. Accelerating cases and resolving issues aiming to customer contentment and the preservation of entrerprise reputation.
- Developing strategic customized plans and solutions to achieve target goals.
- Managing the entire sales cycle from finding a client to securing a deal. Leading and participating in the creation of communication strategies that meet client objectives.
Timeline
Regional Sales Director
Exabeam
06.2020 - Current
Regional Sales Director
Lookout
04.2019 - 05.2020
Strategic Account Manager
Forcepoint
02.2018 - 04.2019
Regional Sales Director
Skyport Systems
02.2016 - 01.2018
Regional Sales Manager
Imperva
01.2012 - 02.2016
Regional Sales Manager
Symantec
04.2007 - 02.2012
Corporate Account Manager
Seagate Technology
03.2006 - 04.2007
Combat Controller - Special Forces
United States Air Force
11.1998 - 12.2002
MS -
Brown University
BA -
University of San Francisco