PAUL HARRELSON
Los Angeles,CA
Summary
Strategic thinker and proactive problem solver with expertise in solution selling and territory sales management. Recently moved back to Los Angeles.
I am truly passionate about my work with a focus on building meaningful relationships with my clients and colleagues. I believe organization and knowledge are the foundation that builds success and I have a fierce commitment to that.
Overview
12
12
years of professional experience
Work History
Enterprise Account Manager
Aqua Security Software
Dallas, TX
04.2024 - Current
- Manage 10 key accounts in the TOLA region
- Prospect list of 50 sales target accounts
- Specialize in container security, runtime and supply chain protection
- Generated upsell opportunities for 75% of current account list
- Generated 1.2 million in net new business pipeline in the first sales quarter
- Mentored SDR team on cold approach, email campaigns, co-marketing campaigns and partner engagement
Territory Account Manager
Check Point Software Technologies Ltd.
Dallas, TX
10.2022 - 04.2024
- 105% quota attainment for 2023
- Managed a select key accounts in the TOLA region
- Specialized in XDR, Email Security, Endpoint, Firewalls and Threat Intelligence
- Worked closely with a large team of resources from around the world
Enterprise Account Executive
Rapid7
Dallas, TX
10.2021 - 10.2022
- 100% quota attainment H1
- Closed net new logos such as American Airlines, NRG Energy and Prosperity Bank
- Coordinated and executed many Dark Web tours for net new prospects
- Specialized in external threat intelligence and response
Enterprise Account Executive
VMRAY
Los Angeles, CA
05.2021 - 10.2021
- Advanced detection and response sandbox technology startup
- Studied malware analysis and threat intelligence
- Ran complex POC engagements with Facebook, Latham & Watkins etc.
Enterprise Account Executive
Cofense
Los Angeles, CA
06.2019 - 05.2021
- Top Revenue Producer- #1 in North America- FY20 – Annual quota of 1.2 million – 100% achievement (only rep to hit quota in 2020 for Cofense North America).
- Speaker at Cofense Sales Kick Off – FY20.
- On-site presentations to 100,000+ employee companies.
- Managing 30+ current accounts.
- Closed some of the top names in the world such as Disney, Universal Music, AMEX, Charles Schwab, Sony Group and CBRE.
- Built a global AE dashboard and mentored multiple Account Executives.
Enterprise Account Manager
Varonis Systems
Los Angeles, CA
09.2018 - 06.2019
- Aligning with top tier vendors to collaborate on accounts and generate new sales opportunities.
- On-site presentations to 10,000+ employee companies.
- Managing 20+ current accounts while strategically cross-selling/upselling.
- Relationships with some of the top names in Southern California such as Paul Hastings, Patagonia and Gibson Dunn.
Senior Account Executive
Mimecast
Los Angeles, CA
03.2014 - 09.2018
- FY17 Eagles Club Award- #2 in sales for North America (275% quota attainment).
- Closed $1.3 million in net new revenue.
- Closed 52 net new logos most notably (Cylance, Volcom, Logix Federal Credit Union, Kenwood USA, Wasserman Media Group and Hoehn Motors).
- Strategically interacted with national partners such as CDW, Softchoice and SHI while also account mapping based off sales trends and market drivers.
- FY16- Sales Rep of the Year Award for Mimecast North America (250% quota attainment).
- FY16 Eagles Club Award- #1 in the globe for sales out of 90 sales reps.
- Closed 58 net new business deals earning $880,000 in net new revenue.
- FY15 Eagles Club Award- Top performer in sales (115% quota attainment).
Market Development Specialist Team Lead
Mimecast
Dallas, TX
02.2013 - 03.2014
- Performed, managed and prioritized all cold calling team activities (outbound calling and prospecting efforts).
- Managed 4 call blitzes per month based off of sales trends, market drivers and identified opportunities.
- Interviewed and hired 3 new MDS team members.
- Trained up to 6 team members at once to maximize sales performance of the office.
- Generated 30 net new sales opportunities per month via cold calling.
- Worked closely with marketing and the sales team to develop new business leads.
- Spoke directly with end customers and articulated the benefits of the Mimecast email platform.
- Developed an in depth understanding of all Mimecast solutions quickly including email continuity, email security and email archiving.
Education
MEDDPICC Certified
MEDDPICC
2023
Professional Golf Management (AA) - PGM
PGCC
Kissimmee, FL2008
Skills
- Teamwork
- Demo/Presentation
- Prospecting and cold calling
- Strategic account development
- Strong interpersonal skills
- Proven sales track record
- Pre-Sales
- Strong deal closer
- SaaS solutions
- Upselling and consultative selling
References
- References upon request
Timeline
Enterprise Account Manager
Aqua Security Software
04.2024 - Current
Territory Account Manager
Check Point Software Technologies Ltd.
10.2022 - 04.2024
Enterprise Account Executive
Rapid7
10.2021 - 10.2022
Enterprise Account Executive
VMRAY
05.2021 - 10.2021
Enterprise Account Executive
Cofense
06.2019 - 05.2021
Enterprise Account Manager
Varonis Systems
09.2018 - 06.2019
Senior Account Executive
Mimecast
03.2014 - 09.2018
Market Development Specialist Team Lead
Mimecast
02.2013 - 03.2014
MEDDPICC Certified
MEDDPICC
Professional Golf Management (AA) - PGM
PGCC
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