Justin Hook
Carlsbad,CA
Summary
Focused, analytical and goal-oriented cybersecurity sales professional with a channel focus and full cycle sales experience in medium, large and very large enterprise organizations. 15 Years in cybersecurity sales. Experienced but coachable and always willing to listen, learn and expand sales knowledge. Effective and strategic territory planning combined with passion for helping companies solve critical business needs with cutting-edge technology has been the driving force of continued success in this challenging, fast-paced industry.
Overview
17
17
years of professional experience
Work History
Enterprise Account Executive
Rapid7
San Diego, CA
04.2022 - Current
- Platform sales approach into Director, VP and CISO focused on VM, AppSec, Cloud Security, SIEM|XDR, Threat Intelligence, SOAR and Consulting Services.
- Apply needs-based analysis to assess current satisfaction and importance of various product features to customers.
- Employ proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Collaborate with internal teams and channel partners to develop account strategy and in region.
- Developed and executed highly detailed and structured territory plan
- Customers worked with: Walt Disney, Ingram Micro, Qualcomm, First American, Harbor Freight Tools, Live Nation and more...
- Current Channel Partner Focus: SHI, CDW, Optiv, Birdrock Technologies, Trace3, Presidio and more
- Collaborate with Strategic Alliance Partners such as: AWS, Microsoft (Azure), Google (GCP) and more
Enterprise Account Executive
Trend Micro
San Diego, CA
08.2017 - 04.2022
- Full cycle security sales to Fortune 500 and Fortune 100 organizations, from technical champions to C-Level sponsors. Focus on endpoint security, data center security, cloud, network, ICS/OT, XDR and more.
- Team lead and mentor to other sales representatives on team
- Developed and executed highly detailed and structured territory plan
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Worked closely with Channel Partners, attended events, helped build brand within channel and region.
- Met and exceeded sales goals to achieve standards and expectations.
- 210% to quota in year one. President's Club Achiever in 2018 & 2019. Consistent quota achievement and customer growth during tenure.
- Companies worked with: Qualcomm, General Atomics, UC Irvine, UCSD, Teradata, Petco, MedImpact and more...
- Collaborated with Strategic Alliance Partners such as: AWS, Microsoft (Azure), Google (GCP) and more
Enterprise Account Executive
SignalFx (VMware Acquired)
San Diego, CA
09.2016 - 05.2017
- Enterprise sales rep for data analytics and business intelligence startup firm SignalFX, covering Southwest US.
- Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
- Attended networking events to build relationships and identify sales opportunities.
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Given brand new territory: $0 in pipeline to $3mil in pipeline in 6 months
- Customers worked with: Walt Disney, Riot Games, Paramount Pictures, DirecTV, Hulu, Sony and more...
Enterprise Account Executive
Stealthbits (Netwrix Acquired)
San Diego, CA
06.2015 - 09.2016
- Full sales cycle Enterprise sales in data governance and analytics space across Southwest US
- Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
- Attended networking events to build relationships and identify sales opportunities.
- Demonstrated products, responded to questions, redirected concerns and overcame objections to close sales.
- Leveraged marketing channels and sales strategies to develop pipeline and increase profitability.
- Left in Q3 2016 as top sales rep at company (242% to Q1 quota; 110% Q2 quota); Big Revenue closes with Technicolor, American Express, Charles Schwab, Disney
Account Executive
Varonis Systems
San Diego, CA
04.2014 - 05.2015
- Full sales cycle medium to large business sales in the data governance and analytics space in Southern California, with a majority focus on Orange County.
- Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
- Attended networking events to build relationships and identify sales opportunities.
- Demonstrated products, responded to questions, redirected concerns and overcame objections to close sales.
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- 147% to 2014 annual quota. Made plan Q1 2015 (103% to 250K quota)
Sr Account Executive
Forcepoint (Websense - Raytheon Acquired)
San Diego, CA
08.2011 - 03.2014
- Team Leader on Inside Sales team focused on renewals and cross-sell within CASB and Secure Web Gateway market mainly focused on Southern California territory.
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Trained and coached sales team members
- Promoted company offerings to diverse customers with targeted and disciplined approach.
- Consistently made plan | Managed over $2 Million in annual renewal quota
Account Executive
ESET
San Diego, CA
02.2009 - 07.2011
- Managed diverse set of channel partners selling endpoint anti-virus within the United States
- Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
- Evaluated client needs and developed tailored solutions to increase positive customer ratings.
- Educated clients on new products or services to increase customer engagement with brand.
- Team leader | Employee of the month in June 2011
- Left company during Q3 2011 | 165% to quota for Q2 2011 | 145% to quota for Q1 2011 | 144% to quota for 2010 | 198% channel growth for 2010 (Over 2009)
- Inherited most underperforming channel in company | More than doubled territory revenue in one year
Business Account Executive
Verizon Wireless
Honolulu, HI & San Diego, CA
10.2005 - 02.2009
- Account Executive focused on managing pipeline of existing customers and new logo prospects.
- Engaged in daily cold calls in-person and via telephone and followed up with small business prospects monthly to verify pipeline sufficiency.
- Cultivated long-term relationships through focused effort on customer's unique needs and finding best solutions.
- Developed in-depth knowledge of each client's business through research and regular on-site meetings.
- Established close relationships with new small business prospects.
- Mastered and constantly improved sales prospecting, follow-up and upsell processes.
- Consistently made plan | Top Account Executive in Hawaii for 2006
Education
Technical Degree in Audio Engineering - Sciences
Conservatory of Recording Arts
Tempe, AZ01.2002
No Degree - Liberal Arts And General Studies
Lake Michigan College
Benton Harbor, MI04.2001
Skills
- MEDDPICC BANT SPIN
- Customer Relationships
- Detailed Territory Planning (can provide example upon request)
- Sales Play Strategy and Planning
- Sales Strategies Implementation
- Customer Presentations
- Forecast Preparation
- Product and Service Sales
- Verbal and Written Communication
- Product Knowledge
- Client Rapport-Building
- Channel Relationship Building
- Strong Presentation Skills
- Contract Negotiation
- Key Account Management
- Client Base Retention
https://www.linkedin.com/in/justinhooksandiego/
Hobbies
- Musician (Piano, guitar, drums, audio engineering...)
- Travel
- Photography
- Writing
- Gaming
- Cooking
- Gardening
- Hiking and climbing
- Adventure and road trips
- Snowboarding
- Golf
- Bowling
Interesting Facts
- Countries visited: Egypt, Turkey, Cyprus, Greece, Italy, Switzerland, France, England, Germany, Mexico, Canada, Bahamas and Japan
- Bowled a USBC Sanctioned 300 (perfect score) in 2018
- Was in a Pink Floyd / Doors cover band for several years
- Has lived in Michigan, Arizona, Washington, Hawaii and California
- Favorite place on Earth so far: It's a tie between the Swiss Alps and Kyoto, Japan
Timeline
Enterprise Account Executive
Rapid7
04.2022 - Current
Enterprise Account Executive
Trend Micro
08.2017 - 04.2022
Enterprise Account Executive
SignalFx (VMware Acquired)
09.2016 - 05.2017
Enterprise Account Executive
Stealthbits (Netwrix Acquired)
06.2015 - 09.2016
Account Executive
Varonis Systems
04.2014 - 05.2015
Sr Account Executive
Forcepoint (Websense - Raytheon Acquired)
08.2011 - 03.2014
Account Executive
ESET
02.2009 - 07.2011
Business Account Executive
Verizon Wireless
10.2005 - 02.2009
Technical Degree in Audio Engineering - Sciences
Conservatory of Recording Arts
No Degree - Liberal Arts And General Studies
Lake Michigan College