MICHAEL CLASS

• Recommend and implement practices across all BSIMM domains to significantly improve security posture
• Oversee the application security program
• Administer and operate the SAST program
• Design new application security policies and configured and deployed new SAST scanner
• Oversee the selection process as well as draft and publish RFPs for DAST and SCA scanner vendors
• Oversee the application security aspects of new automated CI/CD pipeline solution
• Application security subject matter expert on the committee to select a new automated CI/CD pipeline solution
• Draft and publish architectural design documents approved by internal committee for continuous CI/CD automated pipeline with application security scanning
• Assist developers in remediating application security vulnerabilities

Achievements:

• 2nd Quarter 2022 "Deal Buster" award for largest net new logo: Raytheon Technologies, $550k
• Awarded additional ISO grant of 10,000 options in April 2022
• Met or exceeded sales targets and contributed to year on year record growth from 2018 - 2022
• Developed External Asset Surface Management solution with other team members which factored into wins at The New York Times, Raytheon Technologies, Rite-Aid, and others

Responsibilities:

• Worked closely with East Sales VP for past 4 years on closing, managing, and expanding strategic enterprise accounts such as City of New York (3 year, $1.5m annual). McKinsey (3 year, $1.3m annual), and Accenture
• Worked closely with East Sales VP to close strategic accounts such as Kroger's brought to us by Synack's lead Series D investor Boston Consulting Group (BCG)
• Broke down technical security ideas and issues into non-technical terms for executives, practitioners, developers, and others to help organizations achieve the highest security posture possible
• Worked closely with clients on building out-of-the-box as well as custom API integrations into their existing Secure SDLC components such as Splunk, Qualys, Kenna, JIRA, ServiceNow and others
• Provide GRC and Audit & Compliance subject matter expertise including PCI, HIPAA, SOX, and NIST to help customers meet regulatory compliance
• Worked closely with product management on API, Cloud Security, and External Attack Surface Management projects to ensure market and existing client needs were built into product
• Contributed heavily to product development lifecycle of both back-end and customer-facing solutions such as Synack's internal BOSS system and Synack's customer-facing Assessment Creation Wizard self-service portal
• Mentored team, sharing skills and expertise and encouraged each member to bring forward ideas and suggestions for improvement within and beyond East Sales territory

• Delivered technical sales presentations to prospects and presented benefits and value of products
• Delivered POC's and pilots for large strategic enterprise prospects and customers such as CBS throughout North America
• Integrated Checkmarx SAST products into SDLC components such as IDE's, Source Code Repositories, CI/CD pipelines, and issue tracking systems to help win deals and elevate existing customers' security postures
• Provided technical troubleshooting and problem solving for clients with installed equipment or system issues
• Prepared cost estimates and bid documents by studying customer RFPs and consulting with project managers
• Gained customer acceptance by demonstrating cost reductions and operations improvements
• Contributed to record growth from 2016 - 2018

• Worked closely with the North American VP of Sales and the Chief Business Officer to provide pre-sales engineering presentations, demos, and POC's to prospects
• Deployed and implemented our leading edge in-memory APT malware detection and response solution on-site at our first North American customer, Yaskawa Motoman in Dayton, OH

• Achieved 100% renewal rate in first quarter Q4 2015 in role
• Upsold $160,000 of new product, Cloud Agent, in single opportunity in first quarter in role Q4 2015 thereby achieving 45% of annual $359,000 quota for upsell in single deal in first quarter in role
• Upsold deal worth $250,000 for Policy Compliance in Q1 2016
• Maintained and renewed base of 20+ current customer accounts while simultaneously uncovering new opportunities and upselling within accounts to develop new subscription revenue within for global market leading SaaS information security and compliance cloud solution company
• Promoted to pre-sales TAM role in February 2016

• Worked in product management on Web Application Security product line reporting to Chief Product Officer
• Worked closely with Sales, provided demos, presentations, and proof of concepts to new prospects as well as existing customers on Web Application Security product
• Working closely with QA and Development, responsible for troubleshooting support cases that required highest levels of expertise and for evaluating and prioritizing feature requests and defining roadmaps for Web Application Security product

• 2013 Solutions Architect Leadership Award
• 2012 Solutions Architect RFP Excellence Award
• Project manager for implementation and deployment of global sales enablement solution (SAVO).
• Managed Veracode's global RFP response effort
• Led Solutions Architect effort to automate embedded application security testing in SDLC
• Presented customized product demonstrations for prospects and existing customers
• Performed pre-sales and post-sales POC's and paid pilots
• Worked closely with IT, Engineering, Operations, and Research on behalf of customers to elevate their security posture
• Provided expertise on application and information security internally to marketing, sales, and professional services
• Relayed product feedback and feature requests from customers to product management and development teams to improve products to elevate customers' security posture