Overview
Work History
Timeline
Summary
Skills
Education
Certificates
BusinessAnalyst
Phil Black

Phil Black

Security Sales Specialist
Ottawa,ON

Overview

25
25
years of professional experience

Work History

DevSecOps Sales Specialist

HCL Software
10.2019 - 08.2023
  • Showcased product features to customers and discussed technical details to overcome objections and lock in sales.
  • Managed complex opportunities through entire business cycle and efficiently brought cross-functional teams together internally within HCL
  • Built strong executive relationships with enterprise customers via managing strategic business development activities such as customized technology sessions
  • Collaborated extensively with key business partners which are part of HCL ecosystem which resulted in significant increase of pipeline
  • Superior product knowledge as it pertains to web application security
  • Attained 115% of target in 2021
  • Attained 134% of target in 2022
  • Structured multi million contract in 2022
  • Strong alignment with renewals team to ensure revenue stream targets are achieved

Security Portfolio Sales Specialist

IBM
06.2007 - 09.2019
  • Consulting with C-level executives to develop and implement effective, enterprise-wide strategy to ensure maximum value delivered by IBM's software and services
  • Accomplished, results driven IT Sales Executive including 25+ years of software sales experience in Cyber Security with broad Security knowledge in Application Security (DAST, SAST, IAST, Mobile, Open Source), Security Intelligence (SIEM), Security Analytics leveraging Machine Learning and Behavioral Analysis, Network & Infrastructure Security, Database Security, Endpoint Protection and Security Services
  • Earned IBM 100% Club Award (for realizing 153% of sales targets) in 2015
  • Earned IBM 100% Club Award in 2011 and 2013
  • Contributed to success of my teammates through mentoring and training in regards to our sales process and business tools
  • Achieve sales targets through prospecting, lead conversion, and marketing initiatives including: Webinars, Seminars, and Direct Mail campaigns
  • Successfully implemented customer relationship management tools (Salesforce and Siebel) to successfully manage business and maximize efficiency
  • Results oriented Hunter and Farmer with prospecting skills to effectively generate new business opportunities with proven track record of closing (6-7 figure deals) to over-achieve quota's
  • Channel Partner friendly to drive revenue in new accounts
  • Organized product demonstrations and trial installations of software to promote products
  • Delivered technical presentations matching audience level of expertise to explain products and services to customers
  • Key go-to-market strategist, sales-focused, marketing methodologies, events and partner programs

Application Security Sales Specialist

Watchfire
04.2005 - 06.2007
  • Enterprise security software sales and services, focusing primarily on web application security solutions, namely AppScan
  • Sales responsibilities include cultivating new & existing accounts through opportunity qualification, product demos, executive level presentations, & contract negotiations
  • Effective product positioning by conducting high-level business process analysis through identifying the largest areas of competitive advantage and maximum R.O.I. potential
  • Relocated to Ireland to assist our director in opening and expanding Watchfire's European operations. Responsibilities included training and mentoring of new employees, continuing all sales activities and recruitment of new partners.
  • Grew account responsibilities from 50 to 250 clients
  • Established strong C-Level relationships with clients to ensure consistent value is being delivered and address potential risks early to increase retention and account expansion.
  • Attained 135% of target in 2006
  • Exceeded sales targets through both direct and channel partners specialized in the software security and compliance markets
  • Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.

Timeline

DevSecOps Sales Specialist

HCL Software
10.2019 - 08.2023

Security Portfolio Sales Specialist

IBM
06.2007 - 09.2019

Application Security Sales Specialist

Watchfire
04.2005 - 06.2007

Bachelor of Arts - History And Political Science

Carleton University
05.2001 -

Diploma Network Internet Systems Specialist

Toronto School of Business

Summary

Seasoned Sales Representative with exceptional success in business-to-business and business-to-consumer sales within multiple industries. Proven track record in exceeding sales goals, growing business and expanding territories. Accomplished in overseeing day-to-day business operations and fostering relationships with customers and clients for sustained business growth.

Skills

Needs Assessment

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Education

Bachelor of Arts - History And Political Science

Carleton University
Ottawa, ON
05.2001 -

Diploma Network Internet Systems Specialist

Toronto School of Business
Toronto, ON

Certificates

Consultative Selling Certificate (IBM) 

Top Gun Training Certificate (IBM) 

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Phil BlackSecurity Sales Specialist