Scott Benson
San Ramon,CA
Summary
Motivated Sales Specialist dedicated to maximizing sales and customer satisfaction. Attentive and thorough Sales Specialist with in-depth knowledge of Cyber Security. Relationship-driven sales leader skilled in building trust, educating customers and managing sales processes. Drives growth with quality service and support combined with consultative sales skills. Experienced at creating, building, and expanding sales channels to attain mutually beneficial partnerships. Authorized to work in the US for any employer.
Overview
20
20
years of professional experience
Work History
Cyber Security Sales Specialist
NTT DATA
03.2018 - 06.2024
- Subject matter expert for the NTT DATA Cyber Security portfolio - Responsible for direct sales and positioning of our complete Cyber Security services offerings including Advisory, Implementation, and Managed Security Services
- Delivered quarterly trainings and portfolio updates to strategic business units, as well as 1X1 sales exec support
- Developed sales presentations, marketing campaigns, and cold calling scripts to capture new accounts
- Conducted service presentations and demonstrations for potential customers
- Developed and implemented sales strategies, and participated in quarterly business reviews to achieve revenue growth
- Upsold products and services to satisfy customers and generate business expansion
- Top 3 Cyber Security producer 3 years in a row: 2019 - 2021
- Closed over $20M in annual revenue 2019 and 2021.
Senior Security Sales Advisor
IBM Resilient Systems
07.2016 - 03.2018
- Sales of the Resilient Incident Response Platform, supporting the Western United States
- Integrated Resilient specialists with IBM broader portfolio sellers
- Executed channel strategy within IBM as well as external 3rd party partners
- Established new channel relationships, expanding channel revenue from 20% to over 70% of Resilient revenues
- Helped establish new Western Region office in San Francisco, mentored new Resilient sellers
- Presentations directly to end customers, as well as internal IBM strategic business units
- Delivered Resilient Systems Roadshow to customers and prospects in Western Canada
- Helped grow Western territory from $1M to over $8M in annual sales.
Regional Account Executive
NTT Com Security (Integralis)
04.2012 - 07.2016
- Direct sales of security professional services, security technology, and managed security services to enterprise customers in the Western United States
- Portfolio sold included penetration testing, security architecture, GRC gap analysis, NTA, Data Protection, PCI compliance, Incident Response services, infrastructure protection, SIEM and managed SOC services
- Tracked sales performance, analyzed data, and provided regular updates to management on progress toward regional goals
- Negotiated contracts and pricing structures with clients to secure long-term partnerships
- Implemented successful strategies for account acquisition, penetration and development
- Took over under-performing region, built to one of top performers nationally
- Achievers Club FY 2014 - #2 in sales nationally.
Account Executive
BT Managed Security Solutions (Counterpane)
05.2007 - 03.2012
- Sales of outsourced security monitoring and ethical hacking services to enterprise customers in the Pacific Northwest region
- Direct sales of Security professional services, including network vulnerability assessments, application vulnerability assessments, system hardening, wireless vulnerability assessments
- Developed customer relationships and partnerships to meet or exceed revenue and profit goals
- Identified opportunities for cross-selling or upselling within existing client base
- Recipient of '07-'08 MSS Achievers Award, Western US - Sales Performance & Collaboration
- Ranked #3 nationally for MSS sales FY '09-'10
- Recipient Top BT Counterpane Sales Award FY 2010.
Regional Sales Executive
Mazu Networks
08.2006 - 04.2007
- Sales of Network Behavioral Anomaly Detection (NBAD) systems and services in Pacific Northwest region
- Developed and expanded Channel Partner program in territory
- Increased visibility of Mazu Networks through my own cold-calling and personal marketing efforts
- Accomplished new sales expansion in territory, working closely with technical resources to develop new prospects and entry into new logos.
Account Executive
Internet Security Systems
05.2004 - 08.2006
- Direct sales of network security appliances, software, security professional services, and managed security services to customers in Northern California
- Developed customer relationships and Channel partnerships to meet or exceed revenue and profit goals
- Qualified new prospects from inbound and outbound generated leads, and my own prospecting efforts
- Created and delivered formal written and verbal presentations to clients
- Consistently one of top-performing reps in Pacific Region
- Presidents Club - 151% of quota
Education
Bachelor or Arts in Economics -
University of California at Los Angeles
Los Angeles, CASkills
- Customer Relationship Management
- Sales Enablement
- Team Collaboration
- Sales Strategy Development
- Consultative Selling
- Presentations
- Cold Calling
- Cybersecurity
Timeline
Cyber Security Sales Specialist
NTT DATA
03.2018 - 06.2024
Senior Security Sales Advisor
IBM Resilient Systems
07.2016 - 03.2018
Regional Account Executive
NTT Com Security (Integralis)
04.2012 - 07.2016
Account Executive
BT Managed Security Solutions (Counterpane)
05.2007 - 03.2012
Regional Sales Executive
Mazu Networks
08.2006 - 04.2007
Account Executive
Internet Security Systems
05.2004 - 08.2006
Bachelor or Arts in Economics -
University of California at Los Angeles