Summary
Overview
Work History
Education
Skills
Accomplishments
Interests
Timeline
Generic

Justin Bortnick

SANTA CRUZ,CA

Summary

Dedicated Sales Engineer with ~20 years of experience providing high level of customer service while increasing revenues. Highly recognized for building strong working relationships with clients, buyers and suppliers. Skillful in identifying trends, structuring dynamic sales teams and developing and implementing strategies to elevate brand. Proficient in SaaS and Cyber Security. Instrumental in closing $26 million + in yearly revenue SaaS and Managed Services. Working Directly with Senior and C-Level IT Professionals throughout US industry leaders including: Nike, Intuit, Aerojet Rocketdyne, Supermicro, Nio, Synaptics, Synopsys, Jabil, Analog Devices, Bechtel, Cadence Design Systems, San Disk, Western Digital, Brocade, Banfield, Intel, US Senate, Capitol Police, US House of Representatives, Halliburton, Allstate, Bank of America, etc.

Overview

19
19
years of professional experience

Work History

Sales Engineering Manager

Forcepoint
06.2023 - Current
  • Develop and deliver product demonstrations as well as produce comprehensive POCs tailored to prospect needs, meet unique security and DLP, CASB, ZTNA, SWG, DSPM requirements, profile applications, Data, Users, and Malicious threats.
  • Serve as subject matter expert on Forcepoint's Security Platforms by explaining and demonstrating all facets of Digital Guardians SaaS software to range of audiences including both technical and business teams
  • Represent Forcepoint's DLP, CASB, ZTNA, SWG, DSPM , NGFW and SD wan solutions to customers on calls, web meetings, and at field events such as conferences, seminars, etc
  • Showcase Data Protection demos on-site and via WebEx/GoToMeeting/Zoom/Teams that match prospect industry and application needs or interests
  • Convey customer requirements to Product Management teams
  • Respond to functional and technical elements of RFIs/RFPs.
  • Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
  • Hired and managed employees to maximize productivity while training staff on best practices and protocols.
  • Cultivated a high-performance culture within the organization by setting clear expectations for employees at all levels, providing regular feedback, and recognizing achievement.
  • Led a cross-functional team to develop and launch a new product line, contributing to significant growth in sales.
  • Championed change management initiatives within the organization to ensure smooth transitions during periods of growth or restructuring.
  • Enhanced overall team productivity with continuous training and mentoring of junior engineers.

VP Sales Engineering

Digital Guardian/ Fortra
01.2014 - 05.2023
  • Created additional revenue streams by introducing new product lines, boosting revenue 25%.
  • Develop and deliver product demonstrations as well as produce comprehensive POCs tailored to prospect needs, meet unique security and DLP requirements, profile applications, Users, and Malicious threats.
  • Serve as subject matter expert on Digital Guardian's Security Platforms by explaining and demonstrating all facets of Digital Guardians SaaS software to range of audiences including both technical and business teams
  • Led a cross-functional team to develop and launch a new product line, contributing to significant growth in sales.
  • Championed change management initiatives within the organization to ensure smooth transitions during periods of growth or restructuring.
  • Resolved issues and recommended actions based on production and compliance reports.
  • Collaborated closely with various department heads on strategic planning initiatives to ensure alignment between corporate goals.
  • Introduced process improvements that reduced operational costs while maintaining high-quality standards across all departments.
  • Implemented cost-saving measures by conducting thorough financial analysis and identifying areas of inefficiency within the organization.
  • Managed multi-million dollar budgets responsibly, achieving cost savings and ensuring resources were allocated effectively.
  • Represented organization at industry conferences and events.
  • Initiated strategy to drive company growth and increase market share and profitability.
  • Represent Digital Guardian's DLP solution to customers on calls, web meetings, and at field events such as conferences, seminars, etc
  • Showcase Data Protection demos on-site and via
    WebEx/GoToMeeting/Zoom/Teams that match prospect industry and application needs or interests
  • Convey customer requirements to Product Management teams Respond to functional and technical elements of RFIs/RFPs. Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for n

Sales Engineering Manager

Verivo Software
10.2009 - 12.2014
  • Act as technical sales manager west of the Mississippi river Started as Implementation Lead Consultant, then promoted to Pre- Sales Engineer
  • Build Boeing App for the Boeing Airshow in 2008
  • Managed 20 customers and successfully deployed Mobile Apps for NY511, North Eastern University , Haliburton
  • Develop and deliver product demonstrations as well as produce comprehensive POCs tailored to prospect needs, demonstrating ability to connect to back-end systems, and meet unique security and/or UI requirements Serve as subject matter expert on Verivo's Enterprise Mobility software by explaining and demonstrating all facets of software to range of audiences including both technical and business teams
  • Represent Verivo's enterprise mobility solution to customers on calls, web meetings, and at field events such as conferences, seminars, etc Showcase mobile application demos on-site and via WebEx/GoToMeeting that match prospect industry and application needs or interests
  • Convey customer requirements to Product Management teams Respond to functional and technical elements of RFIs/RFPs
  • Build apps for internal company use as well as research new technologies that may either complement or compete with Verivo software.
  • Verified construction documentation conformed to quality assurance standards and client requirements.
  • Reviewed project goals and objectives on monthly basis with project manager and design team.
  • Conducted research, gathered information from multiple sources and presented results

Customer Support Manager + Sales Engineering

Onset Technologies
03.2006 - 07.2009
  • Held composite of three positions including, IT Operations, and Sales Engineer.
  • Provided support for METAmessage Server for customers via Email and Phone 24/7.
  • Analyzed issues and provide solutions or report to development team for further debugging.
  • Managed all aspects of achieving maximum Customer Satisfaction; Consistently meet or exceed goals of greater renewal of existing customer maintenance and support
  • Provided desktop support to local and remote users (including Wireless users), provide internal support of Windows 2000/2003/2008 Server and Workstation systems, Oversaw all aspects of User and Mailbox Management via Active Directory/Exchange, for internal employees 2000/2003/2008, Outlook Web Access, Blackberry Enterprise Server and devices, Firewall and VPN, and critical network-based services, including telephony, connectivity, printers, copiers, etc.
  • Planned and implemented VM Ware ESX 4.0, collaborated with VM Ware to create partnership between Onset and VM Ware.
  • Led process improvement and problem-solving efforts to create standard procedures and escalation policy for customer support team.
  • Established and monitored customer service standards by employing recognized and comprehensive benchmarks.

Education

Some College (No Degree) -

University of California Santa Cruz

High School Diploma -

Harbor High School
06.2001

Skills

  • Coaching and Mentoring
  • Sales
  • Employee Training
  • Sales Training
  • Sales Strategy
  • Sales Team Leadership
  • Business Planning
  • DLP Security
  • Insider Threat
  • Cyber Security
  • Sales Engineering
  • Technical Sales
  • SIEM
  • CASB/ZTNA/SWG
  • API
  • Project Management

Accomplishments

  • SE of the Year 2016
  • Presidents Club for 2016
  • Exceeded 150% of quota 3 years in a row
  • 4 time SE of the Quarter at Digital Guardian

Interests

  • Hiking
  • Running
  • Virtual Reality
  • Coding and Programming
  • Web Development and Design
  • Artificial Intelligence (AI) and Machine Learning
  • 3D Printing
  • Developing software, websites, and apps in various programming languages
  • Supporting STEM education initiatives and mentorship programs

Timeline

Sales Engineering Manager

Forcepoint
06.2023 - Current

VP Sales Engineering

Digital Guardian/ Fortra
01.2014 - 05.2023

Sales Engineering Manager

Verivo Software
10.2009 - 12.2014

Customer Support Manager + Sales Engineering

Onset Technologies
03.2006 - 07.2009

High School Diploma -

Harbor High School

Some College (No Degree) -

University of California Santa Cruz

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Justin Bortnick