Paul Kim
Annandale,VA
Summary
Dynamic leader with a proven track record selling and supporting U.S. Public Sector organizations, supporting revenue group through innovative training and enablement strategies. Expert in sales methodologies and the development of go-to-market strategies. Skilled in leadership and public speaking, adept at driving team performance and engagement.
Overview
12
12
years of professional experience
Work History
Sr. Manager, Global Public Sector Revenue Enablement
Zscaler
08.2023 - Current
- Oversee all sales and partner enablement for U.S. Public Sector to include Federal Civilian, DoD, State & Local agencies, and Healthcare industries. Developing the Global Public Sector practices in support of EMEA and APJ ministries, utilizing U.S. Federal policies around Zero Trust frameworks, compliance mandates, and required certifications for both Civilian and DoD applications. Duties entail the creation of customized assets relevant to Public Sector, manage and oversee in-person and virtual trainings, and coordinate all Public Sector go-to-market initiatives.
- Pioneered the creation and adoption of the "Quad Chart" methodology to present the Zscaler value proposition to Public Sector prospects in lieu of the commercial Value Pyramid methodology. Focuses more toward C-level use of SWOT analysis through presentation of Organizational Priorities, Capabilities Gaps, Initiatives, and Headwinds. 80%+ adoption of methodology within Federal Civilian and DoD account managers and 40% adoption within State & Local.
- Conduct regular trainings, both virtual and in-person, to all U.S. Public Sector Channel Partners on the Zscaler Public Sector value proposition, positioning, and competitive differentiators. Increase in partner-generated leads by over 60% with improved quality of deal registrations both in pain identification and deal qualification.
Manager, Revenue Enablement
Zscaler
05.2021 - 07.2023
- Managed Americas Large Enterprise and Majors lines of business in the development of assets, trainings, and go-to-market strategies to further sales competency and revenue generating activities. Entailed the development of "back to basics" sales process training with a greater focus on discovery and qualification methodologies, pain identification, value propositioning, champion building, and economic buyer positioning. Resulted in 25% increased adherence to early sales stage processes within the H1 of the fiscal year and over 40% by H2 of the same fiscal year.
- Re-architected the entire onboarding program and co-led the global "Bootcamp" initiative to support AMS, EMEA, and APJ. Heavy focus on early sales stage requirements like discovery and qualification, persona messaging, use case positioning, objection handling, and competitive intelligence. Decreased time to ramp by 15% and increased participation rate to revenue generating activities by 20%.
- Led and oversaw the development of regional in-person enablement sessions across the AMS geography in conjunction with Regional Vice Presidents and Regional Directors, Channel Partner leadership, and Solution Engineering leadership. Reinforced early sales stage processes through informational sessions and role playing exercises to hone in on sales methodologies.
Channel and Partner Enablement
Zscaler
12.2019 - 04.2021
- Delivered trainings to channel partners and technology alliance partners around the Zscaler solution, its alignment to critical business initiatives around Digital Transformation and Cloud Migration, and created custom content for each partner based on their business areas
- Developed custom sales playbooks on Zscaler's technology alliance partners, focusing on the integrations, joint solution positioning to customers, joint competitive positioning, and best practices around discovery questions
- Created and maintained internal page for Zscaler's technology alliance ecosystem to house sales playbooks, technical documents, customer-facing presentations, and other multi-media content
- Coordinated with internal business development, partner product marketing, sales, and technical teams to develop stronger go-to-market strategies with channel and technology alliance partners
- Hosted a monthly partner-facing webcast series focused on delivering training on Zscaler's products and solutions, new integrations with technology alliances, upcoming events, and new product releases
Sales Director
Gemini Data Inc.
02.2018 - 08.2019
- Restructured Gemini N. America by focusing on increasing transactional business, evangelizing the ZeroCopy Data Virtualization platform, establishing sales methodology, and concentrating on process-oriented approaches, while ensuring thorough enablement of Gemini's suite of solutions to the sales team.
- Established the Inside Sales organization consisting of 4 members, led the onboarding sessions in partnership with engineering and marketing, conducted Sandler Sales Methodology and MEDDIC training, educated sales staff on GPCT (Goals, Plans, Challenges, Timeline) when processing new leads, and instilled the 3 Why's system (WHY buy anything, WHY buy now, WHY buy Gemini).
- Secured partnerships with multiple VARs to assist in promoting Gemini Enterprise. Ran training operations with their sales and engineering staff, coordinated with their marketing teams on outbound campaigns, and strategized with leadership on integrating other technology solutions with Gemini Enterprise to promote a full-stack solution offering.
- Drove engagements with C-level executives at industry trade shows focusing on AI/ML and Industry 4.0 initiatives. Discussed business priorities, challenges, and discussed how the Gemini solution would propel their digital transformation projects forward.
Technology Alliances Manager
Splunk
02.2017 - 01.2018
- Captured new technology alliance partners focusing on strengthening the Splunk platform, encouraging increased ingest through alliance-generated data, and increasing insights into the customer's environment.
- Conducted training for partner sales and engineering staff on Splunk's capabilities, strategized with sales leadership on addressing key Public Sector Big Data initiatives and assisted with negotiations with leading Cloud Service Providers.
- Coordinated meetings with sales leadership at alliance partner sales kickoff events, acquired knowledge of future product releases and development plans, negotiated stronger alliance activities, and educated partner engineering staff on upcoming Splunk product developments.
Federal Inside Sales Manager
Splunk
08.2014 - 02.2017
- Built and managed Splunk's Federal Inside Sales division from a staff of 4 team members to 15. Afterward, focused on the DoD, Intelligence Community, and Aerospace & Defense. Set quotas, MBO requirements, conducted training and enablement of Splunk capabilities, organized outbound campaigns and focused activities towards increased penetration into whitespace territories.
- Led Sandler Sales Methodology training for the Inside Sales division, focusing on consultative selling. Developed a system of information-gathering requirements for opportunity generation and trained the Inside Sales staff on the process. Designed and created custom "Splunk Handbook" used for onboarding new sales reps on the technology, use cases, competitive landscape, and email/call scripts.
- Developed and nurtured net new Channel partner relationships based on territory needs. Devised outbound campaigns with strategic partners focusing on whitespace territories, upgrade opportunities and attacking key cyber initiatives within Federal agencies.
DoD Inside Sales Representative
Splunk
10.2012 - 07.2014
- Account management for OSD, Air Force, DISA, and Marine Corps. Scheduled onsite meetings with C-level members and directors to propagate the importance of harvesting machine-generated data, help address key cyber initiatives around log analysis, cybersecurity and application management.
- Supported the Business Development team with market intelligence research on key programs of interest, identification of government points of contact, proposal writing, and establishing relationships with strategic Federal Systems Integrators.
- Onboarded new inside sales representatives through the creation of training schedules, development of Public Sector course material package, assisting with online demonstrations, and reporting metrics to sales theater directors.
Education
Bachelor of Arts - Art Studio; Graphic Design
University of Maryland
12-2003
Skills
- Training and Enablement
- Sales Methodology
- Go-To-Market Strategies
- Leadership
- Organization and time management
- Public speaking
Timeline
Sr. Manager, Global Public Sector Revenue Enablement
Zscaler
08.2023 - Current
Manager, Revenue Enablement
Zscaler
05.2021 - 07.2023
Channel and Partner Enablement
Zscaler
12.2019 - 04.2021
Sales Director
Gemini Data Inc.
02.2018 - 08.2019
Technology Alliances Manager
Splunk
02.2017 - 01.2018
Federal Inside Sales Manager
Splunk
08.2014 - 02.2017
DoD Inside Sales Representative
Splunk
10.2012 - 07.2014
Bachelor of Arts - Art Studio; Graphic Design
University of Maryland
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