Keith Ferullo

Proven leader in Cybersecurity strategic sales and account management, notably Lockheed Martin Commercial Cyber., I excel in deploying sales strategies and CRM proficiency to secure pivotal deals, including a landmark $50M agreement. Recognized for transforming business development through innovative marketing and negotiation tactics, I consistently exceed sales targets, demonstrating unparalleled territory management and business planning acumen.

• Regional Sales Manager, Top Layer Networks
• District Sales Manager, Broadbase Software/Servicesoft, Inc./Kana
• Senior AE|Team Leader, Pre-Owned Electronics
• Senior Account Executive, NEC Computer Systems Division

• Strategic Account Manager, Capgemini | Leidos | Lockheed Martin, 02/01/14, 06/30/23, Executed Direct and Channel sales initiatives targeting the Manufacturing vertical, with a specialized focus on OT security., Consistently made, or exceeded assigned quota. Average yearly quota was 11 million., Recognized for 'CLUB' status three times., Orchestrated the culmination of the most substantial independent Cyber agreement in the history of Lockheed Martin Commercial Cyber. Led negotiations for a deal exceeding $50M in value, encompassing the implementation and oversight of next-generation firewalls for a worldwide manufacturing entity spanning 50 facilities and 3 data centers., Assumed control of the GE partnership's Cyber sector, previously the least-performing segment. Spearheaded a shift in focus from price-centered negotiations to highlighting solution value, resulting in three consecutive years of record-breaking sales in the segment., Oversaw the cyber affiliation with Capgemini for GE, resulting in significant growth in revenue and margin. Fostered a strategic partnership centered on premium-margin services, contributing to a mutually advantageous growth trajectory.
• Security Sales Analyst, CISCO Systems, Inc., 01/01/12, 11/30/13, Spearheaded the achievement of sales goals for Cisco security products and technologies within assigned regions, ensuring seamless collaboration with sales teams., Attained distinction as one of the four recipients of the 'PSS of the Quarter' award, a testament to securing the highest sales performance within the SLED vertical., Assumed leadership of an expansion territory, driving substantial growth and expansion into new areas. Achieved territory sales exceeding $10M within the inaugural year., Directed sales initiatives across the New England and PA Regions, optimizing territorial outreach and impact., Cultivated trusted advisory relationships spanning from technical decision makers to executive business counterparts within Tier 1 & 2 clientele., Strengthened channel partner connections while implementing aligned strategies to enhance cooperative endeavors., Devised, executed, and accurately monitored sales strategies aligned with Cisco's directives, customer preferences, and prevailing industry trends.
• Director of Sales, Integralis Inc. | NTT Communications, 04/01/08, 01/31/12, Played a pivotal role within Integralis, a subsidiary of the NTT Group, renowned for its expertise in Managed and Professional Security Services., Drove the expansion and fortification of the Integralis relationship with Verizon, a role centered around serving as a Security Services Sub-Contractor. Responsibilities encompassed promoting security services within the Verizon client base, implementing up-selling strategies for existing accounts, and pioneering growth in new territories., Earned recognition as the recipient of the esteemed 'Golden Panda' award, attesting to top sales achievements during both 2008 and 2009., Garnered the distinguished accolade of 'Deal of the Decade' for orchestrating the closure of Integralis, Inc's largest-ever agreement. Secured a momentous $14M deal in 2010 with The Commonwealth of PA, inclusive of a contractual commitment amounting to approximately $4M annually, extending through 2019.