Michael DeLuca
Maryville,TN
Summary
Revenue-driven go-to-market executive with 25+ years of success building, scaling, and leading high-performing sales organizations across cybersecurity, cloud, SaaS, and enterprise technology. Proven track record of exceeding revenue targets, opening new markets, revitalizing underperforming territories, and driving sustained ARR growth through direct and partner-led motions. Trusted advisor to C-suite and enterprise buyers across healthcare, financial services, life sciences, public sector, and manufacturing and others. Known for disciplined execution, data-driven decision-making, and collaborative leadership that aligns sales, marketing, product, and services.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Senior Director, U.S. Sales & Strategy (Consultancy)
22by7
03.2025 - Current
- Developed U.S. GTM strategy for Cybersecurity, Cloud, MSS/MSSP, and Advisory solutions
- Led acquisition target analysis to expand U.S. market presence
- Built and led direct sales team while establishing an indirect channel ecosystem.
- Developed distribution channel for U.S. and secured several new technology alliance partners.
Regional Sales Manager – Southeast, Mid-Atlantic & Northeast
Thrive Next Gen
04.2023 - 06.2024
- Built a net-new, whitespace region delivering MSS/MSSP, Cloud, Cybersecurity, Advisory & Assessment and Microsoft solutions
- Led newly formed enterprise sales team selling via direct and partner channels
- Developed GTM strategy and authored the enterprise sales playbook
- Managed all enterprise accounts producing over !B
Regional Sales Manager – Southeast / Mid-Atlantic / Northeast
AppViewX
03.2022 - 06.2023
- Built and launched a 10-state territory from the ground up, driving net-new ARR while expanding existing enterprise accounts
- Owned GTM execution for IAM, machine identity, certificate lifecycle management, and secure application delivery
- Established scalable direct and channel sales motions to accelerate pipeline velocity
- Achieved 130% of annual quota within a 9-month period
Regional Sales Manager – East Coast
Kudelski Security
05.2020 - 03.2022
- Led East Coast enterprise sales strategy and territory development
- Sold comprehensive cybersecurity solutions including IAM, endpoint and mobile security, vulnerability management, MSS, cloud security, DevSecOps, IoT/OT security, risk & governance, and threat intelligence
- Served as trusted advisor to enterprise clients across regulated industries
- Built and expanded Tier 1 partner relationships
- Achieved 116% of annual quota (2021)
Senior Account Manager – Southeast
Internetwork Engineering
06.2014 - 04.2020
- Managed and expanded strategic enterprise accounts across the Carolinas
- Delivered integrated solutions spanning cybersecurity, cloud, collaboration, compute, SD-WAN, wireless, and managed services
- Executed cloud strategies delivered via as-a-service consumption models
- Key clients: Duke Energy, Coca-Cola Bottling Co. Consolidated, Compass Group, CommScope, Rack Room Shoes, Sonic Automotive
- Consistent quota overachievement: 129% (2014), 139% (2015), 140% (2016), 165% (2017), 149% (2018)
- Owned $10M+ annual revenue with $2.5M–$3.5M margin responsibility
Senior Enterprise Territory Manager – New England
NWN Corporation
06.2011 - 01.2014
- Led healthcare and enterprise accounts across New England
- Sold end-to-end data center, cloud, collaboration, cybersecurity, infrastructure, and managed services solutions
- Established strategic state contracts across MA, RI, and NY
Regional Territory Manager – New England
Siemens Enterprise Communications
07.2002 - 06.2011
- Revitalized underperforming territory through net-new acquisition and channel rebuild
- Built and executed partner strategy to expand regional footprint
- Achieved 113% quota attainment (FY04/05) and 102% (FY05/06)
Senior Account Executive
Carousel Industries
07.2007 - 02.2010
- Developed enterprise, healthcare, and public-sector business across Massachusetts
- Delivered converged voice, data, video, and security solutions
- Achieved 143% quota (2008) and 133% (2009)
Education
Bachelor of Arts - English, Advertising
West Virginia University
Morgantown, WVSkills
- Executive Sales Leadership
- GTM Strategy
- Enterprise Account Management
- Strategic Account Management
- Cybersecurity
- Identity Management
- Privileged Access Management
- Public Key Infrastructure
- Managed Security Services
- SaaS
- Annual Recurring Revenue
- Subscription Models
- Direct Sales
- Channel Sales
- Territory Expansion
- Partner Ecosystem Development
- Cloud
- DevSecOps
- Digital Transformation
- Complex Deal Negotiation
- MEDDPICC
- Collaborative leadership
- Strategies and goals
Certification
- MEDDPICC
- SPIN Selling
- Karass Negotiation
- S&MC Sales University
- Solution Selling
- Philip Crosby Training
- Technology Certifications: Cisco, Juniper, Fortinet, F5, Microsoft, AWS, VMware, Citrix, CrowdStrike, LogRhythm, CyberArk
Affiliations
- Rotary International
- Information Systems Security Association (ISSA)
- LinkedIn Advisory Cloud Board
- Spectrum Sailing (Non-Profit)
- WV Foundation
Executive Highlights
- 25+ years in enterprise and cybersecurity sales leadership
- Consistent quota attainment: 116%–165% across multiple roles
- Built and scaled multi-state territories from inception
- Led direct and channel GTM strategies
- $10M+ annual revenue ownership with $2.5M–$3.5M margin responsibility
- Deep expertise in IAM, Cloud, Data Center, MSP/MSSP, AI, Cybersecurity, and Enterprise Infrastructure
Timeline
Senior Director, U.S. Sales & Strategy (Consultancy)
22by7
03.2025 - Current
Regional Sales Manager – Southeast, Mid-Atlantic & Northeast
Thrive Next Gen
04.2023 - 06.2024
Regional Sales Manager – Southeast / Mid-Atlantic / Northeast
AppViewX
03.2022 - 06.2023
Regional Sales Manager – East Coast
Kudelski Security
05.2020 - 03.2022
Senior Account Manager – Southeast
Internetwork Engineering
06.2014 - 04.2020
Senior Enterprise Territory Manager – New England
NWN Corporation
06.2011 - 01.2014
Senior Account Executive
Carousel Industries
07.2007 - 02.2010
Regional Territory Manager – New England
Siemens Enterprise Communications
07.2002 - 06.2011
Bachelor of Arts - English, Advertising
West Virginia University