Summary
Overview
Work History
Education
Skills
Timeline
Generic

Trish Cagliostro

Occoquan,VA

Summary

Seasoned cloud solution sales executive with a rich tapestry of over 15 years in the industry, encompassing expertise in go-to-market strategies, business development, channel sales, strategic account management, cross-functional leadership, and enterprise security consulting. Demonstrates a proven track record of merit-based growth achieved through adept client management, visionary leadership, and consistently surpassing ambitious growth targets.

Overview

15
15
years of professional experience

Work History

Vice President, Worldwide Channels and Alliances

Wiz
04.2021 - Current
  • Establish and recruited a global channels and alliances organization from inception, rooted in a cloud-first strategy, significantly contributing to Wiz's unprecedented journey as the fastest company to reach $100 million in ARR
  • Orchestrated a rapid launch across all three major cloud marketplaces within an impressive 90-day timeframe, achieving triple-digit growth and consistent overperformance throughout my tenure at Wiz
  • Successfully negotiated and secured multiple cloud commit contracts, totaling approximately $500 million, with each of the three major cloud providers
  • In my second year at Wiz, led negotiations resulting in a groundbreaking Strategic Collaboration Agreement (SCA) with AWS, introducing a pioneering program allowing Wiz to provide customers with Amazon credits for marketplace transactions, thus reducing overall costs
  • Collaborated with Azure and GCP to replicate this innovative program, propelling the cloud marketplace business to nearly $400 million in just 2.5 years
  • Actively engaged in the startup community, advocating for the seamless integration of channel and cloud go-to-market strategies
  • Served as a prominent Wiz spokesperson for partner-related initiatives, earning recognition as a CRN 2024 Channel Chief and recipient of the Amazon Marketplace Sellers Award in both 2023 and 2022.

Head of BD - Security Services WWPS

Amazon Web Services
10.2019 - 03.2021
  • Led the Go-To-Market strategy for Amazon Web Services (AWS) Security Services in the Worldwide Public Sector (WWPS), overseeing a pioneering approach to solution sales
  • Introduced comprehensive solution-based campaigns, integrating ISV partners, AWS Services, and Channel/Integrator partners, resulting in surpassing revenue targets by 109% and exceeding activity targets by an impressive 200% in FY20
  • Collaborated directly with customers and field sales leadership to strategically align solutions with mission objectives
  • Formed strategic partnerships with internal teams such as marketing and enablement, leveraging blogs and scalable assets to facilitate widespread solution adoption within field teams
  • Tailored campaigns to empower account teams to lead with security, providing vital support for other industry mission sales and overcoming obstacles to AWS adoption
  • Successfully identified and pursued security mission opportunities, contributing to significant wins, including a notable 5-year $50 million award for the CDM program
  • Generated 50 direct opportunities and over 300 indirect opportunities through targeted campaigns in FY20
  • Formulated a partner strategy that balanced emerging and mature partners, ensuring immediate impact and fostering long-term growth
  • Certified as an approved public speaker.

Vice President - Sales Engineering - Federal and Alliances, Director of Sales Engineering - Federal and Alliances

Anomali
05.2016 - 10.2019
  • Conceptualized, built, and effectively led a team of Solution Architects responsible for advanced pre-sales initiatives catering to Federal/Civilian, Defense, and Intelligence Community customers, as well as joint solutions with Alliance partners
  • Oversaw the design, delivery, and implementation of multimillion-dollar statements of work within the In-Q-Tel Program, ensuring seamless integration into customer security workflows
  • Managed executive relationships with partners, such as Symantec and Cybersponse, working collaboratively with staff to deliver turnkey solutions
  • Maintained a pivotal role in collaborating with threat intelligence partners, innovating new Go-To-Market strategies
  • Spearheaded initiatives involving offering subsets of data for free or at significantly reduced costs, strategically driving adoption for partners in the SMB market and enhancing Anomali's competitiveness with emerging solutions in the market.

Principal Solution Architect

Anomali
04.2014 - 05.2016
  • Providing technical leadership and management across the entire sales cycle, adeptly delivering product presentations to C-Level executives and overseeing the scoping of proof of concepts (POCs)
  • Collaborating seamlessly with corporate teams to execute on all success criteria, ensuring the securement of technical recommendations
  • A seasoned presenter at conferences, addressing hundreds of attendees on the latest industry topics
  • Additionally, serving as a thought leader and primary authority in the field.

Director, CloudHASH Security

InfoReliance (Now ECS and Tychon)
11.2011 - 04.2014
  • Successfully established and led a new business focused on delivering comprehensive cybersecurity solutions
  • Through strategic collaboration with McAfee, we developed a strong partnership involving product development, resale, and service delivery
  • This partnership culminated in a significant achievement—a $134 million deal to provide Host-Based Security System (HBSS) as a service to the US Army
  • As the leader of a cross-functional team, I played a key role in designing, developing, and launching an enterprise endpoint security suite, successfully bringing two products within the suite to market
  • My responsibilities included evaluating and managing product requirements, roadmaps, and overall strategy based on industry expertise
  • I meticulously planned and executed our go-to-market strategy, overseeing marketing, messaging, and delivery
  • I actively engaged with prospective customers and partners, providing product demonstrations and capturing valuable feedback to enhance our offerings
  • Additionally, I trained employees to effectively qualify leads and communicate compelling value propositions
  • Expanding our McAfee relationship, we ventured into product resale and service delivery, leveraging our corporate competencies to provide end-to-end solutions to our customers
  • To further boost our business, I initiated new lead generation capabilities, collaborating with Amazon to create guided customer demos through Amazon Web Services 'Test Drives' for products, including CloudHASH Security modules, McAfee Enterprise Security Manager, and RSA Archer
  • Lastly, I developed and implemented a technical strategy for Security as a Service, leveraging cloud offerings for products such as McAfee Enterprise Security Manager (SIEM as a Service).

Senior Subject Matter Expert Host Based Security System (HBSS)

Accuvant (Now Optiv)
03.2010 - 11.2011
  • Most requested SME on team for subject matter expertise for McAfee endpoint security products
  • Architected enterprise implementations of HBSS for sites including Special Operations Command (SOCOM) and Southern Command (SOUTHCOM)
  • Worked with numerous stakeholders from different agencies and services to capture feedback for product improvements
  • Acted as both a technical lead and a project manager to lead site level and agency level projects
  • Designed and taught the first operational training course focused on Computer Network Defense analysis for the HBSS program
  • Wrote whitepapers on advanced tuning procedures for McAfee Host Intrusion Prevention System (HIPS), Device Control Monitor (DCM) and SQL procedures
  • Technical lead for several pilots testing advanced techniques including Policy Auditor and Application Whitelisting.

Computer Systems Security Analyst 2

Northrop Grumman
05.2009 - 03.2011
  • Responsible for the implementation and configuration of Network Security Products to be used in the protection of the Marine Corps Enterprise Network (MCEN)
  • Refined security policies to reduce events determined to be false positives
  • Maintained and recommended solutions for the SQL database used with HBSS to ensure operational stability and performance
  • Created multiple Standard Operating Procedures (SOP) for use with HBSS and the SQL database to include but not limited to maintenance of the SQL database, HBSS EPO Server Roll-up Reporting and HBSS System tree sorting
  • Developed and delivered multiple custom reports targeting HBSS compliance and signature trips
  • Assisted with the advanced troubleshooting of HBSS installation, configuration and connectivity issues within the MCEN to ensure compliance and customer relations
  • Developed multiple tools utilizing Visual Basic to ensure HBSS deployment compliance and assist in reporting of said compliance.

Education

Bachelor of Arts - Business Administration

George Washington University, The
Washington, DC
12.2009

Skills

  • Go-to-market Strategy
  • Channel sales
  • Strategic account management,
  • Cross functional leadership
  • Global B2B Sales
  • Public Speaking

Timeline

Vice President, Worldwide Channels and Alliances

Wiz
04.2021 - Current

Head of BD - Security Services WWPS

Amazon Web Services
10.2019 - 03.2021

Vice President - Sales Engineering - Federal and Alliances, Director of Sales Engineering - Federal and Alliances

Anomali
05.2016 - 10.2019

Principal Solution Architect

Anomali
04.2014 - 05.2016

Director, CloudHASH Security

InfoReliance (Now ECS and Tychon)
11.2011 - 04.2014

Senior Subject Matter Expert Host Based Security System (HBSS)

Accuvant (Now Optiv)
03.2010 - 11.2011

Computer Systems Security Analyst 2

Northrop Grumman
05.2009 - 03.2011

Bachelor of Arts - Business Administration

George Washington University, The

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Trish Cagliostro