Matthew Lawrence

• Initially brought on to create their relationships with MSP's (managed service providers) Creating dozens of contracts with said verticals for former Cryptographer / Threat Hunter with NSA / Battlefield Cyber Security Operative US Army (Iraq) CEO Dennis Underwood
• Contingent on funding I was to create, train and manage business develop team.
• Moved into SMB and Enterprise Account Creation, Penetration.
• Created and passed 100's of MQL's (Marketing Qualified Leads)
• Brought in some of Cyber Crucibles largest opportunities. 75% of their new business.
• Worked in tandem with CFO, CRO, front and back end developers to expand our market share.
• Global Account Penetration & Creation
• Ultimately promoted to Regional Sales Manager
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships

• Identified business development challenges and customer concerns for proactive resolution.
• Implemented innovative business development strategies to increase customer base and expand market share.
• Collaborated with sales and marketing departments to support client acquisition.
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
• Met existing customers to review current services and expand sales opportunities.

Acting business manager to 7 branches in southern NH and northern Massachusetts. I served the regions small to mid sized businesses. Activities included: leading kick off meetings at all locations, deep dive financial conversations with business leaders in my given geography concerning: cash flow injections, lines of credit, term loans, operating accounts, parleying ADP partnerships into said businesses, community charity events, public representation.

• Closed millions in revenue
• International sales training at Corp HQ
• Trusted advisor to scores of business owners
• World class written and verbal communication

• After a 50 million dollar investment from Ikoniq Capital Partners, I was asked by a former manager, to assist in implementing her sales process, testing metrics and doing customer reconnaissance to determine past outcomes, as well as inspire temporary users to convert to customers
• Transitioned an average of 30 leads a month into paying customers, achieving 140% of quota
• Managed and recorded all leads from outbound telephone marketing as well as national event prospect tracking and client conversion
• Set up new accounts, established customer credit, and set up payment methods
• Implemented Sandler sales techniques and methodology for new team members (Training)

• Cold calling - cold deal creation
• Developed sales strategy for specified geography
• Isolated and identified qualified organizations
• Originated a million dollar pipeline
• Met with senior decision makers across the nation
• Developed and presented quarterly business reviews for chief revenue officer
• Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth
• Conducted product demonstrations and presentations to potential clients to capture more sales

• Represented 10x Gartner Magic Quadrant winner Courion
• Cold called and created opportunities among The Fortune 500 (110% of quota)
• Expressed compelling and complex business cases to senior decision makers
• Created more than 60 qualified opportunities in less than 2 years. Closing significant percentages of that business.
• Managed and recorded all leads from outbound telephone marketing
• Prioritized daily workflow's, including all inbound calls, quotes and sales-related inquiries
• Met or exceeded sales targets and quotas to contribute to overall sales goals and revenue of company. 110% To Quota

• Transitioned self-generated leads into paying customers quarterly (100% of quota)
• Set up new accounts, established customer credit, and set up payment methods
• Built strong client relationships and provided high value-adding services, resulting in a 15% company market share increase
• Communicated regularly with territory, regional, strategic managers for daily support and strategic planning for accounts

• 150% of quota met
• First business development rep in their 11 years history to create net new business from cold calls and close them
• From a cold call, sold The Boston Globe a $280,000 Firewall system from Palo Alto Networks in my first quarter there.
• Set meetings and created opportunities at The E Ring in The Pentagon with the CTO of USAF