Kieran Grogan
Strategic Account Manager
Midway,UT
Summary
High-performing Strategic Account Manager with a proven track record of driving digital transformation and complex sales cycles within Tier-1 enterprise environments. Expert in executing Platformization strategies to displace legacy point solutions and consolidate security spending. Specialized in leveraging MEDDPICC and consultative selling to align Third-Party Risk Management (TPRM) and Zero-Trust architectures with executive business priorities.
Overview
7
7
years of professional experience
Work History
Strategic Enterprise Account Manager–Healthcare
Palo Alto Networks
11.2023 - 02.2024
- Strategic Enterprise Account Manager working with key large health systems in CA, NV, UT, and AZ for customer acquisition and customer expansion. Working with SOC, Network, Infrastructure, DevOps, and C-Suite to consolidate point products enhance security and visibility while streamlining operations to meet business objectives.
- Risk-Based Selling: Spearheaded the Platformization movement to displace legacy competitors, consolidating security spending onto a unified platform while reducing vendor sprawl.
- C-Level Alignment: Orchestrated executive-level alignment with C-Suite members at organizations like Intermountain, Keck Hospital USC, and El Camino Health to prioritize cybersecurity as a pillar of patient safety.
- Quota Attainment: Consistently exceeded annual sales targets, contributing to a 32% YoY growth in Next-Generation Security ARR.
- Cross-Functional Leadership: Directed teams of Systems Engineers and Specialists to deliver tailored security blueprints, including Cyber Range initiatives to enhance client breach readiness.
- 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.
Territory Sales Manager
Palo Alto Networks
04.2019 - 11.2023
- Core Account Manager covering Los Angeles and Southern California. Managed, built, and ran multiple campaigns at once for new customer acquisition and customer expansion across our entire portfolio. Managed between 250-600 accounts in a given year prioritizing strategic accounts to meet and exceed quota each year
- 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 to manage 100+ current and 100+ whitespace accounts, maintaining a 3-6X pipeline.
- Channel Orchestration: Cultivated high-impact relationships with GSIs and local channel partners to drive a channel-centric go-to-market approach.
Sr. Sales Development Representative
LogRhythm
01.2017 - 04.2019
- Inbound and outbound lead generation working closely with the Field Teams. Running numerous accounts from Pipeline through PO throughout the years
- Generated $5.6M in net new business while managing a 100,000+ North American prospect pipeline.
Education
Bachelor of Arts - Political Science
Hobart College
05.2014
Skills
Operations leadership
Key account management
Sales presentations
Collaborative mindset
Sales process optimization
Client engagement
Sales strategies
CRM proficiency
Revenue growth
Influencing skills
Industry expertise
Territory management
Timeline
Strategic Enterprise Account Manager–Healthcare
Palo Alto Networks
11.2023 - 02.2024
Territory Sales Manager
Palo Alto Networks
04.2019 - 11.2023
Sr. Sales Development Representative
LogRhythm
01.2017 - 04.2019
Bachelor of Arts - Political Science
Hobart College