Jeff Brooks
Senior Vice President, Global Channels and Alliances @ Tenable
About
Jeff has 25+ years' experience in complex software/hardware/cloud cybersecurity sales and channel leadership. Successful history in bringing new technologies to market globally in early-stage startups, to multinational, publicly-traded companies. Broad experience at startups that IPO'd (Pure Software, and Powersoft), startups that were acquired (Q+E Software), startups that IPO'd and were ultimately acquired (Rational Software by IBM; Powersoft by Sybase), and publicly traded companies that were acquired (RSA by EMC; and EMC by Dell). Jeff has scaled sales teams with tenfold growth while serving clients in the Enterprise, Federal, SLED, Commercial, ISV, and International sectors. Specialties: Sales, Sales Management, Sales and Field Strategy: Due diligence/M&A on GTM; Direct sales and sales management; Overlay sales and sales management; Account and market segmentation; Conversion from perpetual to ARR/MRR models; Alliances/Advisories/Defense Industrial Base; Channel; Negotiating complex IP and enterprise licenses; International (direct and indirect), Managed Security Services (MSSP); OEM; Cloud (private, public, hybrid) Technologies and Standards: SaaS; SOC-as-a-Service; Network monitoring; Security Analytics; SIEM; EDR/endpoint; UBA and UEBA; Security Orchestration and Automation (SOAR); AppDev/DevOps; IoT Security; Industrial Controls Security (ICS); Operational Security/OT; Vulnerability Management; Vulnerability Assessment; Encryption & key mgmt; DLP; Database connectivity; Source code control & testing; FIPS; Common Criteria; GSA; Smart Grid, Big Data Analytics, HDFS/Hadoop (Pivotal, MapR, Horton) Additional Certifications: Force Management Executive Coaching client, via Seth Levenson Consulting, Inc. Hogan Assessment client Spencer, Shenk, Capers - Leadership Process Motivation Achievement (LPMA) Spencer, Shenk, Capers - Leadership Process Motivating Dialogue Spencer, Shenk, Capers - Process Communication Model (PCM) Spencer, Shenk, Capers - Change Management DDI - Targeted Selection and Interviewing Jack B Keenan (JBK): Strategy Jack B Keenan (JBK) - Selling Beyond the Product Executive Conversation - Focused Executive Selling Holden - Power Base Selling Other: Ingram Micro Advisory Board Member Channel Leadership Forum Member, The Channel Company
United States
Wellesley Hills
Computer & Network Security
Enterprise Software, Security, Encryption, Data Security, SaaS, DLP, Solution Selling, Selling, Sales Enablement, Network Security, Cloud Computing, Business Alliances, Computer Security, Information Security, Go-to-market Strategy, Identity Management, Direct Sales, Professional Services, Virtualization, Channel
Experience
Senior Vice President, Global Channels and Alliances
Tenable
Vice President, Global Channels and Business Development
Tenable
Boston, Massachusetts, United States
Channel Leadership Forum Council Member
The Channel Company
Boston, Massachusetts, United States
The Channel Leadership Forum® brings together elite channel leaders in a private venue multiple times per-year to explore emerging trends, operational challenges and business opportunities with other top channel executives.
Board Member - Ingram Micro Security Vendor Advisory Board
Ingram Micro
Boston, Massachusetts, United States
Vice President, SaaS Sales
Secureworks (acquired by Sophos)
Greater Boston Area
Hired and led team of Sales Specialists (SME's) to take Secureworks' AI/ML-based Threat Detection and Response, and MDR/XDR (cloud-native SaaS) Taegis offering to market.
Vice President, Field Strategy and Channels
Secureworks
Greater Boston Area
Channel role: - Rebuilt Channel team, and Channel Program, including building new Deal Registration system and related processes - Changed charter of Channel Mgrs to Channel Sales Reps; acquisition-focused - Refreshed Reseller Agmt, including which offerings were available via channel - Refreshed partners, and partner enablement process - Drove record incremental revenue from new Program as a result Strategy role Talent and Hiring: - Developed new hiring profiles, interview guides for sales mgrs, and re-launched interview process Onboarding, Ongoing Training and Enablement: - Introduced prioritized field training schedule in partnership with PdM and PMM, with certification and testing - Evolved new hire training in partnership with Sales Enablement and HR toward prioritized refreshed content, added role plays, etc. - Launched video-based certification platform for select content - Ran field-wide, in-territory, updated Corporate Messaging workshop in partnership with PdM and Mktg - Added pre-built architectural decks (in partnership with Pre-Sales Leadership) for prioritized offerings - Trained Field Sales on new Security Maturity Model - Built Win Wire template and process Solutioning: - Helped launch company's MDR/XDR offering Operational Excellence: - Developed weekly Productivity dashboards to show certification status, trng completion, progress toward priority goals - Drove field OKRs aligning to ELT's OKRs - Ran Regional Director Council meeting to align Corporate to main Field challenges - Ran global Voice of Field survey to identify and address top challenges Selling Journey/Methodology: - Built and launched Sales Plays in partnership with PdM and PMM to clearly identify message and motion around offerings; by market segment
Vice President Worldwide Sales, Threat Detection and Response
RSA Security (the Security Division of Dell Technologies)
Bedford, MA
Managed worldwide sales for RSA's NetWitness (formerly RSA Security Analytics) product line. Encompasses Network Monitoring and Forensics, Threat Management and Intel, logging/SIEM, Endpoint Detection and Response, malware analysis, User Behavioral Analytics (UBA) and User Entity Behavioral Analytics (UEBA). Grew business since acquisition >9x to $311m. Achieved President's Club each year.
Director of Sales, Data Security Group
RSA Security
Managed team of field Sales Specialists in the Americas selling RSA's Enterprise Data Protection solutions (Encryption, Key Management, and Data Loss Prevention (DLP) to Fortune 1000, Public Sector, and OEMs. President's Club each year.
Director, Eastern Region Sales
MS2, Inc. (owned by Oracle)
Managed Eastern North American sales and pre-sales teams selling enterprise collaboration platform for product lifecycle management.
District Manager, New England
IBM
Lexington, MA
Managed New England sales teams and supporting Systems Engineers selling Rational's development and testing platform.
Account Executive
Rational Software (acquired by IBM)
Lexington, MA
Account Exec selling Rational's developer, requirements mgmt, modeling, and testing software into New England territory.
Education
East Carolina University - College of Business
Business Administration and Management
Northeastern University
Growth & Innovation Strategies for Today's Global Economy
Harvard University
C++ Programming
Jeff Brooks's Contact Information
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