LERENYAE "Ray" WATKINS

• Manage a five-account financial portfolio ranging from $8B AUM-$20B+ AUM. C-suite alignment across cybersecurity, digital banking, AI, and operating model initiatives.
• Achieved 318% YTD attainment through disciplined pipeline construction, multi-threading, and timely advancement of capability, IPW, and proposal meetings.
• Lead discovery and qualification with CIO/CTO/CISO stakeholders; map commercial challenges to research, analyst inquiry, benchmarks, and Executive Partner support.
• Build tailored Engagement Plans and business cases that tie research and advisory support to cost transparency, SOX/public-company readiness, modernization, and project acceleration.
• Navigate complex expansions and renewals; structure multi-year agreements with contract flexibility and measurable value expectations.
• Coordinate cross-functional teams (Executive Partners, analysts, product specialists) to support client initiatives during M&A integration and rapid growth cycles.

• Managed a $1.8M portfolio across food & beverage, life sciences, and CPG accounts; finished FY24 at 135% quota.
• Closed $170K+ in incremental revenue through renewals, upgrades, and controlled account expansion across 30+ clients.
• Supported adoption of cybersecurity and network modernization offerings; aligned OT security needs with plant-level and enterprise teams.

• Ran a 100% hunting territory, building pipeline to 81% of annual target through prospecting and partner motions.
• Qualified complex opportunities using MEDDPICC; advanced deals in state/local government environments with long procurement cycles.
• Developed joint security and connectivity solutions with Cisco, Fortinet, Palo Alto, and Microsoft to expand reach into new accounts.

Mid-Market Partner Sales

Oct 2017 – Oct 2021 | Plano, TX

• Managed network and security accounts in the SLED vertical; supported proposal cycles, renewals, and technology refresh motions.
• Identified expansion paths and coordinated onboarding for public sector clients during operational and compliance shifts.

Jul 2016 – Oct 2017 | Plano, TX

• Supported mid-market organizations ($30M–$250M revenue) with tailored network and cybersecurity architecture.
• Drove consistent revenue growth by strengthening partner channels, forecasting accurately, and uncovering renewal and expansion opportunities.

• Designed and implemented customized network and cybersecurity solutions, empowering clients with $30M-$250M in annual revenue to achieve operational excellence and enhanced security.
• Drove exceptional revenue growth by mastering pipeline optimization, data-driven forecasting, and strategic account expansion, consistently exceeding targets and setting performance benchmarks.
• Led QBRs and technology refreshes while uncovering renewal opportunities to drive revenue growth across domestic and global client portfolios.

• Reached 123% rolling quota and sourced high-value opportunities, including a $1.3M data center project for UAB.
• Managed 11 commercial accounts in the Southeast region, contributing to the top commercial team in 2015.
• Executed high-volume outbound sequences across phone, email, and social channels to identify whitespace.