Matt Forslund

• Manage a diverse portfolio of 10 high-value clients, ensuring retention and loyalty by helping them plan, build and run successful cybersecurity programs
• Leverage Optiv sales tools and methodologies for generating pipeline and closing deals (OMS, Structured QBRs, 12 Month Journey, etc.)
• Drive customer engagement through weekly, monthly and quarterly meetings fostering strong relationships between clients and Optiv
• Mentor 1 - 2 Client Managers a year by leveraging my industry and company specific experience to help them be successful in their own roles
• Partner with Optiv services delivery practices to ensure smooth delivery of engagements, and act as primary coordinator for escalations when they do not
• Act as Team Lead to Regional Director, helping to run team meetings, conduct partner enablement sessions and execute in-market events
• Responsible for achieving Gross Profit revenue targets through Security Technology product resale and selling Optiv Professional Services capabilities, with specific attainment from last three years outlined below:

2024: SS ($950k, 104%), ST ($1.28m, 82%)

2023: SS ($1m, 78%), ST ($1.68m, 140%)

2022: SS ($1.0m, 100%), ST ($1.1m, 100%)

• Sold market leading governance, risk and compliance cloud platform to Fortune 1000 Accounts in Central Region
• Advised on information security, risk management and compliance best practices across multiple verticals
• 130% of Quota ($1.3 million in bookings) for FY ’16 – second highest attainment on sales team
• 146% of Quota ($1.1 million in bookings) for FY ’15 – second highest attainment on sales team
• Closed six figure deals with 3M, JLL, Bridgestone & State of Michigan (sample of total logos)
• Worked closely with national partners such as Optiv, PwC, and Guidepoint on territory planning and sales execution
• Mentored new reps on value based selling strategies and GRC best practices
• Conducted majority of initial technical demonstrations of the Keylight Platform to prospects
• Streamlined internal processes by working closely with operations teams to improve efficiency in handling client requests and inquiries

• Sold vulnerability management and threat intelligence solutions to named verticals up to 20k employees
• Advised on effective proactive vulnerability and threat management best practices to prospects
• 171% of Quota ($750k in bookings) for first half of FY ’14 – highest attainment on sales team
• 120% of Quota ($1.2 million in bookings) for FY ’13 – second highest attainment on sales team
• Renewed 90% of existing clients (company average of 75%) in territory producing revenue of $500k in FY ‘13
• Mentored new sales representatives on cold calling skills, negotiations and principals of information security
• Conducted majority of customer technical demonstrations of Secunia CSI + Microsoft System Center Configuration Manager

• Sold endpoint security and compliance management solutions to named accounts up to 1k employees
• Asked to take leadership role and help with build out of new Shavlik SMB sales division
• 500k in new business bookings for FY ’12 – second highest on SMB team
• Mentored new reps on value based selling strategies and vulnerability management best practices
• Trained and acted as SME on Shavlik solutions to VMware core reps selling virtualization solutions
• Ran training campaigns with geographically aligned reps at major VMware VARs such as CDW, SHI and Dell

• Independently sold and enabled partners in selling market leading vulnerability management solutions
• 187% of Quota ($5 million in bookings) for FY ’11
• Guided over 30 international partners through turbulent acquisition of Shavlik by VMware in Spring 2011
• Provided training on Shavlik’s renewal process to channel partners and achieved bookings goal of $2 million
• Worked with leadership to design and implement channel sales training and onboarding for new partners
• Maintained key aspects of channel program including a Salesforce.com partner portal and KPI dashboards

• Sold maintenance renewals and upsold new licensing for leading vulnerability patch management solution
• Top producer of renewal revenue on team from 2005 – 2010 averaging $1.5 million per year
• Introduced new anti-spyware/anti-malware solution to existing customers to expand Shavlik footprint
• Top producer of net new revenue from upselling on team from 2005 – 2010 averaging $500k per year
• Managed Shavlik’s top 3 enterprise agreements with IBM, Citigroup and L-3 achieving 100% renewal rate
• Trained new Inside Sales Representatives on Shavlik’s renewal process, licensing and sales methodologies