Kieran Grogan
Midway,USA
Summary
Results-driven Strategic Account Manager skilled in driving digital transformation and managing complex sales cycles in Tier-1 enterprises. Focused on executing Platformization strategies to replace legacy solutions and optimize security investments. Proficient in utilizing MEDDPICC and consultative selling to align Third-Party Risk Management and Zero-Trust architectures with business objectives.
Overview
9
9
years of professional experience
Work History
Strategic Enterprise Account Manager–Healthcare
Palo Alto Networks
11.2023 - Current
- C-Level Alignment: Orchestrated executive-level alignment with C-Suite members at Intermountain, Keck Hospital USC, and El Camino Health, prioritizing cybersecurity as essential for patient safety.
- Territory Strategy: Architected and executed high-growth sales strategy for $70B+ Net-Patient Revenue territory, targeting Tier-1 and 2 Health Systems to drive market share.
- Quota Attainment: Consistently exceeded annual sales targets, contributing to a 32% YoY growth in Next-Generation Security ARR.
- Risk-Based Selling: Spearheaded the Platformization movement to displace legacy competitors, consolidating security spending onto a unified platform while reducing vendor sprawl.
- Supply Chain & Compliance Advocacy: Empowered healthcare organizations to navigate HIPAA/FDA compliance by implementing automated compliance monitoring and Software Bill of Materials (SBOM) mapping to secure the third-party ecosystem.
- Cross-Functional Leadership: Directed Systems Engineers and Specialists in delivering tailored security blueprints and Cyber Range initiatives, enhancing client breach readiness.
Territory Sales Manager – Mid-Market
Palo Alto Networks
01.2019 - 01.2023
- Business Growth: Retired over $16M in net new business and successfully transformed 3-8 accounts annually from Commercial to Enterprise by closing $1M+ contracts.
- GTM Strategy: Developed analytical Go-To-Market strategies for 100+ current and 100+ whitespace accounts, resulting in a maintained 3-6X pipeline.
- Channel Orchestration: Cultivated relationships with GSIs and local channel partners to enhance channel-centric go-to-market execution.
Senior Sales Development Representative
LogRhythm
01.2017 - 01.2019
- Achieved 138% of YTD quota, earning Presidents Club honors (2018).
- Generated $5.6M in net new business while managing 100,000+ North American prospects.
Education
Bachelor of Arts - Political Science, Physics
Hobart College
Geneva, NYSkills
- MEDDPICC
- MEDDIC
- FLIGHT Sales Processes
- Consultative Value Selling
- Third-Party Risk Management (TPRM)
- Zero-Trust Architecture
- SOC Modernization
- Medical IoT Security
- Cloud & AI Security
- Territory Planning
- Accurate Forecasting (SFDC/Clari)
- Channel-Centric GTM
Timeline
Strategic Enterprise Account Manager–Healthcare
Palo Alto Networks
11.2023 - Current
Territory Sales Manager – Mid-Market
Palo Alto Networks
01.2019 - 01.2023
Senior Sales Development Representative
LogRhythm
01.2017 - 01.2019
Bachelor of Arts - Political Science, Physics
Hobart College