Joe Burns

Background

About Joe Burns

Proven channel sales executive with success accelerating best of breed /emerging security vendors by leveraging channel and distribution community growth. Most recent experience includes driving an enterprise GTM strategy by setting strategic direction with top national security VARs such as Optiv, GuidePoint, Tevora, Defy Security, Trace3, WWT and others. Hold strong relationships with key stakeholders. Accomplished software/ SaaS cyber security industry sales leader and contributor that delivers! Have over 18 years' experience selling solutions around threat intel, MDR, mobile endpoint and appsec, endpoint protection, data protection(encryption), authentication and compliance. Experienced with opening lines of distribution, channel sales (VAR), retail channel (big box and e-tail), field and direct call center sales management, business development (OEM) and contract negotiation. Direct oversight across three sales channels with full P&L responsibility and large annual budget. Strengths include effective decision making, strategic thinking, emotional intelligence, pipeline management, VAR recruitment, mentoring & sales team management and strong negotiation skills. Pride myself in creating an environment for superior customer satisfaction. Capable of coordinating efforts across multiple departments, to drive effective business results as a team. Accustomed to exceeding large sales quota while maintaining budget. Hold an analytical mindset and possess high business acumen. Maintain a high degree of initiative. Core Competencies: Channel sales management / MEDDPICC, methodology Strategic account planning Partner recruitment Distribution channel growth Forecasting & pipeline management Business development & contract negotiation GTM planning Sales coaching Accomplishments: Grew new pipeline with national security VARS by 4x in 18ths 113% Distribution Revenue Growth YoY Expanded Distribution VAR channel by 7% YoY Developed/Enhanced relationships within the SBU at Dell, Ingram Micro, Synnex/Westcon, Optiv, Zones and other large and national security partners. Grew retail channel sales by 400% and from one account to over 30+ big box partners such as Amazon, Apple, Best Buy, Staples and Target. Coached Inside sales team resulting in 117% of Quota attainment