Jay Gottsman

Background

About Jay Gottsman

In the ever-evolving technology industry, companies have to continuously adapt to industry trends—and sales teams are no exception. As a results-oriented sales manager with extensive experience in security and networking in the tech sectors, I am skilled in positioning AI, automation, SASE, and Zero Trust alongside legacy hardware solutions. By establishing and nurturing lucrative partnerships, I drive revenue growth and client acquisition. I bring a strategic perspective and strong organizational skills to align with company initiatives, whether in startups or large enterprises. With a deep understanding of both niche and broad product portfolios, I deliver results by revitalizing sales operations and aligning strategies to maximize profitability. I excel in building and leading high-performing teams and optimizing talent to boost productivity and sales outcomes. Known for consistently meeting and exceeding customer expectations, I thrive in both individual contributor and team leadership roles. Some achievements I am incredibly proud of in my career are: Achieved and exceeded quotas throughout my tenure at Palo Alto Networks, Inc, notably attaining 182% of a $5.5M quota in 2020, 140% of $11.7M in 2021, 191% of $30M in 2022, and 187% of $36.6M in 2023. Built strategic partnerships with executives at Fortune 100 and 500 companies and managed large, complex deals—including $47M and $72M proposals. Secured C-level participation on Palo Alto’s Customer Advisory Board from 4 of these clients, leading to joint development efforts and expanded platform adoption. Devised sales strategies and account plans at Brocade Communications Systems Inc. that aligned the company’s capabilities with customer goals. I integrated the portfolios of Brocade and Foundry Networks post-acquisition. My efforts yielded a nearly 50% increase in sales. AREAS OF EXPERTISE: Account Expansion (Upselling/Cross-Selling) Executive Client & Stakeholder Relations Financial Engineering Development Team Leadership & Development Sales Strategy Development New Business Development Key Accounts Management Sales Process Optimization Customer Retention TECHNICAL INVENTORY AI & Automation | SASE | Zero Trust | Cloud Security (AWS, Azure, GCP)| CSPM | DSPM | Container Workload Protection | Code Security | IPS/IDS | DNS | Sandboxing | URL | L7 NGFW | SFDC | Clari | MEDDIC