SCOTT PELLETIER
- |-| /in/scottpelletier1/ | Southeast FL & Central NJ
SALES, CHANNEL, & OPERATIONS PROFESSIONAL
Cybersecurity, Software as a Service (SaaS), Information Technology (IT)
Sales professional with 20+ Years in Sales & Sales Engineering experience in the cybersecurity industry, driving key revenue growth
through channel & direct selling efforts. Known as an expert in building rapport with partners & clients to identify, qualif y, and close
new business. Analytical, driven, and collaborative with a proven progressive career in outperforming quotas in mid -market and
enterprise business accounts, leveraging a consultative selling approach and managing internal and external stakeholders.
PROFESSIONAL QUALIFICATIONS
• Quota Outperformance – Surpassed $3.6M+ average annual quota for 4 years at Verizon Business Group by targeting large
enterprise clients in the mid-Atlantic region; outperformed $3.9M quota by 300% in FY 2019.
• Business Development – Secured $4M deal with General Electric for comprehensive cloud-based web security services at Verizon.
• Account Management – Oversaw satisfaction and renewal of 100+ mid-market accounts in eastern region worth $16M at
Proofpoint; achieved 40% growth YoY with $1M in add-on sales.
• Mentoring, Coaching & Training – Mentor junior & associate SE team members, to help ensure their growth & development;
Coached/Trained/Shadowed regional partners Sales & SE teams to assist in their endeavor to grow revenue and value to customers.
AREAS OF EXPERTISE
Sales & Business Development
Sales Operations
Vendor & Supplier Management
Data & Metrics Analysis
Outcome focused Problem Solving
Account Management
Relationship Development
Partnering & Collaborating
Customer & Client Success
Entrepreneurial Solution Selling
PROFESSIONAL EXPERIENCE
ADVISOR / CONSULTANT - IT/Cybersecurity/Operations [Sales & Biz] | Florida
June 2023 – Present
• Helping Small Biz secure, connect, & unify technology, people, and processes to enable their business growth.
• Ad-hoc contracting engagements, across various sales & business operations, SFDC/CRM administration, and coordinating & managing
process improvement initiatives.
• Improved Account & Legal firms’ overall cybersecurity risk profile; optimized their MS-O365 subscriptions and enhanced their employee’s
mobility & collaboration capabilities.
Thrive Networks | Florida
November 2022 – March 2023
NextGen focused Managed Services Provider (MSP), specializing in Security, Cloud & Hosting, DraaS, & Compliance.
REGIONAL CHANNEL DIRECTOR
• Responsible for Regional relationship development of the technology solution brokers, and their corresponding Partners/Sub-Agents, to
build & strengthen trust with Channel Managers, Sales Engineers, Agents, etc.
• Align key sales/technical/marketing resources with efforts of the Brokers/Partners/Agents during deal life cycles and pertinent regional
events.
• Supported key Technology Brokers / Master Agents such as: Telarus, Avant, Sandler Partners, ScanSource, Intelisys, & TBI.
SecureWorks | New York, NY
November 2020 – October 2022
Global cybersecurity leader and cloud-native solution to detect, investigate & respond to cyber-attacks with revenues of $560M+.
SENIOR SECURITY SALES & CHANNEL EXECUTIVE
• Driving New Logo business of SecureWorks' XDR, Managed-XDR, & Vulnerability solutions with the help of our Security partners.
• Leverage relationships within CDW, SHI, & DELL to grow business in Mid-Atlantic region.
• Mentor junior & associate team members, to assist with their on-boarding & ramp.
• Support the CDW, SHI, & DELL sales & technical teams throughout the East region, as a resource for Deal Registration, territory alignment,
product and certification knowledge support & training, and occasional sales calls.
• Leverage experience in prospecting, qualifying, selling MDR/XDR within region in support of channel community's pipeline development,
driving opportunities & sales efforts.
Verizon Business Group | New York, NY
May 2014 – Oct 2020
Multinational telecommunications and technology solutions company with $132B in revenue.
CYBERSECURITY SALES EXECUTIVE
• Drove 12% revenue growth YoY resulting in $23M in new business for managed and security professional services by fostering
relationships with decision- and budget-makers.
• Outperformed $3.9M quota by 300% in FY 2019. Surpassed average annual quota of $3.6M+ over 4 years consecutively by targeting large
enterprise clients in the Mid-Atlantic region including PSEG, TE Connectivity, SB&D, Buckeye Partners, SiemensHealth, American Std,
Chemours, GE, Corning, Colgate, & Quest Diagnostics.
• Nurtured 2-year sales cycle to close $4M deal over 3 years for next generation VPN and remote worker security with Synchrony Financial.
• Closed $4M deal with General Electric for comprehensive cloud-based web security services though competitive analysis.
• Enjoyed the opportunity to work with and develop working relationships with top-notch security providers, such as Zscaler, Palo Alto,
Fortinet, Qualys, Splunk, Tanium, Cylance, & BitSight.
Websense (now Forcepoint) | Austin, TX
February 2013 – May 2014
Data protection, cybersecurity solutions company with $658M in revenue.
ENTERPRISE ACCOUNT MANAGER
• Managed enterprise and mid-market accounts for integrated web, data, and email security software and hosted security solutions in NJ
and NY territory.
• Secured new logos worth $500K+ annually with NGC, State of NJ, and Heartland Payments.
Proofpoint | Sunnyvale, CA
August 2010 – Feb 2013
Next-generation cybersecurity company for threat protection and compliance risks with $888M in revenue.
FIELD ACCOUNT MANAGER
• Attained 100% renewal of existing East region mid-market accounts worth $16M.
• Maximized add-on products directly and through 4 channel partners including email security, data encryption, data loss protection (DLP),
and cloud-based archives.
• Reduced churn by performing quarterly reviews of 3-year subscription cycles, reviewing open cases, and refreshing hardware.
• Boosted existing account growth by 40% YoY -) with $1M in new business through prospecting and upselling
inbound/outbound security.
ADDITIONAL EXPERIENCE
PRINCIPAL SALES ENGINEER & ASSISTANT MANAGER, Websense, Austin, TX, August 2005 – August 2010
EDUCATION
BACHELOR OF SCIENCE | Engineering Technology
Thomas Edison State College, Trenton, NJ
COMMUNITY INVOLVEMENT
Popcorn for the People | Freehold, NJ – Part-Time
October 2014 – May 2015
Director of Operations / Advisor [Non-Profit, Volunteer]
• Supported & advised a family-owned non-profit organization created to foster the development of young adults with autism.
• Implemented, simplified, & automated any procedures & processes of the operations and for the Team.
• Sales Operations / Payroll Administration / Vendor & Supplier Management / Financial Accounting / Inventory Management
TECHNICAL SKILLS
Google Project Management Certification, Jul 2024
Google Data Analytics Certification, Jan 2024
AWS Certified Cloud Practitioner, Sept 2022
MS O365 Suite [Excel, PPT, etc]
