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George Bertoli

Welcome to my professional website! I'm George Bertoli and I'm truly thrilled that you're here. This site is a reflection of my journey and expertise in the Cybersecurity and Sales domain. I cherish the opportunity to connect with fellow professionals, to foster collaboration and to learn from each other. As you explore, feel free to delve into the diverse sections and do reach out if any queries arise or if there's an opportunity to collaborate. Together, we can play a crucial role in shaping the future of cybersecurity, making our digital world a safer place. Thank you once again for your visit and I eagerly look forward to our potential interactions.

Enterprise Cybersecurity Specialist

(Business Development)

About Me

Hi there, as an experienced Senior Sales Executive with a specialisation in Cybersecurity, I bring to the table over a decade's worth of achievements in amplifying revenue streams through the design and application of sophisticated sales methodologies.

► I am a goal-oriented, entrepreneurial professional proficient in forming, enhancing, and expanding team dynamics and relationships, inclusive of C-Suite executives, with the overarching aim of optimising financial outcomes and business growth.

► My core expertise lies in the field of consultative sales within the Cybersecurity Solutions and SaaS sectors. Armed with exceptional communication skills, I have a proven track record of developing profitable, long-lasting business alliances.

► I am a specialist in pipeline generation and am proficient in managing the full sales cycle, from lead generation through to deal closure. As an expert negotiator, I have a unique ability to create consensus among diverse stakeholders and deliver beneficial solutions.

► My detail-oriented and highly systematic approach allows me to identify and capitalise on opportunities that others might overlook.

Notable Achievements ★ Consistently recognised as a top performer across the EMEA and worldwide, based on various key performance indicators.

★ Honoured with the prestigious CrowdStrike Award for my skills in pipeline generation, leading to the successful acquisition of new business ventures.

★ Exceeded assigned targets consistently for a decade, demonstrating my expertise in driving results.

★ Successfully managed regional sales operations across the UK&I, navigating both internal and external landscapes and across various channels.

Areas of Expertise

★ Business Expansion, Sales Leadership, Achievement-Driven Approaches

★ Account Management, Client Relationship Building

★ Development and Execution of Scalable Sales and Marketing Strategies, Management of Complex Sales Cycles

★ Relationship Management, Strategic Account Planning, Solution-Based Selling

★ B2B Software Sales, SaaS, Cybersecurity, Large-scale Enterprise Sales

★ Engagement and Management of C-Suite Stakeholders

I am always open to expanding my professional network on LinkedIn and eager to dive into stimulating projects. Feel free to connect with me at your convenience.

EXPERIENCE

Vectra AI

Dec 2024-Present

Regional Sales Manager (UK&I)

At Vectra AI, a leader in AI-driven cybersecurity solutions, I am at the forefront of developing and
implementing strategies to protect enterprise networks from advanced cyber threats. My role
involves:

★ Leading regional sales strategy across the UK and Ireland, focusing on high-value
enterprise accounts in the cybersecurity sector.

★ Cultivating and nurturing relationships with C-Level executives, including CISOs, CIOs,
and CTOs, to understand their security needs and offer tailored solutions.

★ Collaborating closely with Sales Engineers to demonstrate the effectiveness of our
cybersecurity products, ensuring a perfect fit for customer needs.

★ Driving the expansion of our customer base and retention strategies, fostering long-term
partnerships for sustained business growth.

★ Overseeing the management of channel partner relationships, enhancing our market
presence and reach.

★ Utilising my expertise in consultative sales within cybersecurity, including areas like
incident response and forensic investigations, to address specific client challenges and
improve their security posture.

★ Lead the development and execution of innovative sales strategies in the cybersecurity domain, achieving across enterprise accounts in the UKI territory.

★ Consistently cultivating and closing new business sales relationships with executive-level contacts, including those at the C-Level, such as CISOs, CIOs, and CTOs.

★ Implementing a disciplined approach to pipeline development, leveraging a blend of marketing initiatives, channel partners, customer interactions, and personal prospecting, resulting in the growth in qualified leads.

As a seasoned professional in cybersecurity sales, I bring a wealth of knowledge and a track
record of success in developing strategies that not only meet but exceed business and security
objectives.

Jan 2023-Dec 2024

Cybereason

Senior Account Executive Enterprise Accounts (UK&I)

★ Hold ownership and accountability for ensuring new account sales, customer retention and account growth within enterprise businesses; up to 75,000 employees and multiple £ Billions in annual revenues.

★ Own the complete sales process with strategic oversight of 5 & 6 figure deals and accounts and create opportunity plans for each target account, including competitive tactics to displace legacy platforms.

★ Pursue sales target objectives; develop qualified leads, and provide the sales team with customer and prospect data for cybersecurity and full security maturity sales while working alongside the Sales Director.

★ Ensure multiple connections are established in accounts from various departments and roles to enable deeper account penetration, and develop and maintain healthy relationship with key C-level executives.

★ Work closely with Cybereason Senior Management, Engineering, Development and Marketing to demonstrate the full breadth and depth of our solutions to target customers and enterprise accounts.

★ Focus own and team efforts on the identification and execution of revenue expansion opportunities within existing and target accounts through deliberate and distinct upselling and cross-selling programs.

★ Manage BDR/SDRs for accounts, manage the sales cycle from lead to close and work with the technical and client services teams and project managers to guide the onboarding and transitional processes.

★ Develop a deep understanding of customer pain points for each customer and analyse customer needs in terms of current business challenges, identifying projects and scoping and mapping out potential solutions.

★ Prepare proposals, RFPs, respond to inquiries and support the sales process for other members of the sales team, supporting often large scale and complex deals and bids for multi year service contracts.

May 2021 - Jan 2023

Corporate Account Executive (UK&I)

★ Develop business strategy and hold end-to-end ownership and accountability for Key Accounts, including complete ownership of the Sales Process and sales cycle from initiation to procurement and billing.

★ Pursue sales target objectives; develop qualified leads, and provide the sales team with customer and prospect data for cybersecurity and full security maturity sales while working alongside the Sales Director.

★ Develop and present integrated solutions to prospects, participate in negotiations and help close sales at senior levels, including C-Level, sales facilitated by capturing the technical and business requirements.

★ Contribute to strategic planning and developing the business's sales strategy through gathering client and market intelligence feedback, monitoring industry trends and sharing market knowledge.

★ Establish and continually develop a network of senior managers and decision makers by developing relationships through face-to-face meetings, presentations, networking and hosting events.

★ Develop market strategies and goals for each product and service; understand the strategies, goals, and objectives of accounts through client feedback and deep dives into accounts.

★ Enable Business Partners through core channel initiatives, Business planning, Funnel Management, Training, Strategic Account Planning, Monthly and Quarterly Business reviews, etc.

April 2020 - May 2021

CrowdStrike

Account Executive - Corporate Sales - (UK & NL)

★ Held responsibility for lead generation within the existing client base: adopted a consultative sales approach to identifying client needs and recommended and proposed various integrated solutions.

★ Reported to the VP of Sales EMEA, researched potential new markets, strengthened existing client relationships and networked with key C-Level stakeholders.

★ Helped drive the company's growth by helping to define strategic sales goals, liaised with stakeholders, identified new business opportunities, and kept up to date with market trends and opportunities.

★ Undertook extensive analysis of the market, competitors and opposing solutions in the market.

★ Evaluated reseller partnerships to implement new indirect sales channels.

★ Focused on delivering accurate account and business forecasting and pipeline management.

★ Co-managed Major Accounts, including Top 100 Legal firms and prestigious retail and food sector clients.

★ Reported to the VP of Sales EMEA, researched potential new markets, strengthened existing client relationships and networked with key C-Level stakeholders.

★ Helped drive the company's growth by helping to define strategic sales goals, liaised with stakeholders, identified new business opportunities, and kept up to date with market trends and opportunities.

★ Undertook extensive analysis of the market, competitors and opposing solutions in the market.

★ Evaluated reseller partnerships to implement new indirect sales channels.

★ Focused on delivering accurate account and business forecasting and pipeline management.

★ Co-managed Major Accounts, including Top 100 Legal firms and prestigious retail and food sector clients.

Skills

International Sales · Business-to-Business (B2B) · Direct Sales · Enterprise Software · Virtualization · Managed Services · Training · Sports · Customer Satisfaction · Operations Management · Social Media · Sales Pipeline Development · Teamwork · Sales Management · Marketing Strategy · Contract Negotiation · Sales & Marketing · Communication · Project Management · Problem Solving · credit control · Dispute Resolution · Account Management · Business Development · Business Planning · Due Diligence · Business Strategy · Data Analysis · Analysis · Microsoft Office · Team Leadership · Leadership · Software as a Service (SaaS)

★ Responsible for new business and managing major accounts in the UK & Ireland, focusing on financial, legal, oil, software services and global Managed Service Providers. Operated at C-level, including CTO, COO & CEO's

★ Developed and expanded inside sales prospecting for cybersecurity solutions with customers based on customer-centric stakeholder management and a word-of-mouth reputation for excellence.

★ Devised a sales campaign and expanded customer base by supporting integrated marketing/advertising campaigns and promotion of product lines at trade shows and industry events.

★ Redefined client relationships, with a specific focus on the development of strategies for client retention, revenue growth and overall expansion of the client relationship for solutions and services.

★ Held responsibility for forecasting revenues and co-production of the forecast sheets and business plans to be presented to the Executive Board.

★ Worked with channel partners and distributors in EMEA and identified opportunities to seek deeper market penetration.

★ Facilitated and participated in account planning/forecasting sessions and hosted channel training sessions to increase knowledge, motivate, and inspire channel and partner teams to achieve results.Twitter - @CS_Bertoli Instagram - @CS_Bertoli ★ Responsible for new business and managing major accounts in the UK & Ireland, focusing on financial, legal, oil, software services and global Managed Service Providers. Operated at C-level, including CTO, COO & CEO's ★ Developed and expanded inside sales prospecting for cybersecurity solutions with customers based on customer-centric stakeholder management and a word-of-mouth reputation for excellence. ★ Devised a sales campaign and expanded customer base by supporting integrated marketing/advertising campaigns and promotion of product lines at trade shows and industry events. ★ Redefined client relationships, with a specific focus on the development of strategies for client retention, revenue growth and overall expansion of the client relationship for solutions and services. ★ Held responsibility for forecasting revenues and co-production of the forecast sheets and business plans to be presented to the Executive Board. ★ Worked with channel partners and distributors in EMEA and identified opportunities to seek deeper market penetration. ★ Facilitated and participated in account planning/forecasting sessions and hosted channel training sessions to increase knowledge, motivate, and inspire channel and partner teams to achieve results.

Skills

April 2020 - May 2021

Business Development - Corporate Sales (UK&I)

Jan 2018 - Dec 2018

Nikec Solutions

Senior Business Development Manager

(contract)

★ Held responsibility for expanding existing accounts, generated new contacts and sales leads, identified potential customers, and maintained strong relationships with company contacts, partners and alliances.

★ Managed the entire sales process as well as Inside Sales and own shops teams.

★ Provided leadership direction and mentored account management team on client strategies and market and competitor trends.

★ Instituted sales forecast and marketing goals to achieve aggressive company growth goals.

★ Built and managed a field and inside sales teams focused on driving revenue, adoption, and market penetration while ensuring customer service, worked alongside partners & internal business operations.

★ Managed the entire sales process as well as Inside Sales and own shops teams.

★ Provided leadership direction and mentored account management team on client strategies and market and competitor trends.

★ Instituted sales forecast and marketing goals to achieve aggressive company growth goals.

★ Built and managed a field and inside sales teams focused on driving revenue, adoption, and market penetration while ensuring customer service, worked alongside partners & internal business operations.

Skills

Apr 2016 - Dec 2018

Phoenix Business Solutions

Senior Business Development Manager

★ Acquired new logos and developed and grew strategic relationships with key partners up to C-Level.

★ Championed "Voice of Client" and a customer-first culture that delivered additional value, built stronger relationships, drove increased product usage, and shaped customer experience and success.

★ Strengthened product and service by driving cross-functional internal partnerships with Finance, Marketing, Operations and Product teams to improve product and the customer journey.

★ Led all project management and ensured operational efficiency among the sales department and that all deliverables were met or exceeded as set out in the overall sales strategy and project plans.

★ Actively and successfully managed the sales process, lead generation, credentials pitching, asking questions, solution sales pitches, negotiation, closing and handover to the account management team.

★ Acquired new logos and developed and grew strategic relationships with key partners up to C-Level.

★ Championed "Voice of Client" and a customer-first culture that delivered additional value, built stronger relationships, drove increased product usage, and shaped customer experience and success.

★ Strengthened product and service by driving cross-functional internal partnerships with Finance, Marketing, Operations and Product teams to improve product and the customer journey.

★ Led all project management and ensured operational efficiency among the sales department and that all deliverables were met or exceeded as set out in the overall sales strategy and project plans.

★ Actively and successfully managed the sales process, lead generation, credentials pitching, asking questions, solution sales pitches, negotiation, closing and handover to the account management team.

Skills

Sep 2014 - Mar 2016

Senior Account Manager and Business Development

★ Taken on to drive sales growth across target organisations within the UK market.

★ Proactively pursued the development and execution of strategic account plans to ensure the achievement of assigned business goals.

★ Conducted weekly, monthly, quarterly, and annual sales and product mix forecasting and analysis for major lines of business, including legal and accountancy for Senior Management.

★ Contributed to annual & monthly business planning and played an integral role in strategic decisions.

★ Developed and implemented strategic direction initiatives designed to optimise key account performance.

★ Taken on to drive sales growth across target organisations within the UK market.

★ Proactively pursued the development and execution of strategic account plans to ensure the achievement of assigned business goals.

★ Conducted weekly, monthly, quarterly, and annual sales and product mix forecasting and analysis for major lines of business, including legal and accountancy for Senior Management.

★ Contributed to annual & monthly business planning and played an integral role in strategic decisions.

★ Developed and implemented strategic direction initiatives designed to optimise key account performance.

Skills

Aug 2012 - Aug 2014

Account Manager

★ Managed 40 top accounts with the responsibility of retaining, up-selling and cross-selling across multiple platforms and Phoenix Business Solutions in-house services.

★ Strategically managed large account base, forged and cultivated productive relationships with diverse customers to ensure quality servicing and ongoing account management.

★ Negotiated, developed, and implemented category sales strategies for managers, buyers, and business owners to achieve maximum profit margins throughout a competitive/diverse market.

★ Conducted analysis and developed presentations that increased feature and display activity, expanded distribution and optimised channel positioning that increased volumes and market share.

★ Managed and maintained a pipeline and ensured all sales administration was fully maintained.

★ Managed Major Accounts, including Howard Kennedy, Norton Rose Fulbright, Linklaters, Herbert Smith Freehills, Bird & Bird, Stephenson Harwood, Ashurst, Appleby and Estera.

Jun 2011 - May 2012

Town & Country Legal Services

Business Development Executive

Town & Country Legal Services are recognised as a national leader in terms of providing the complete professional Debt Collection and Credit Management package. This Surrey based company provides debt collection with private investigation to optimise results.

I began my role as an Account Executive. Working with partners, I was given leads to debtors who varied from individuals to organisations, both from the UK and overseas, from whom I had to manage accounts and repayment terms, whilst working under the laws of the specific country/jurisdiction.
Communicating with the parties that the money was owed to, I had to effectively manage repayment terms, settlements as well as Legal Court Action enforcing CCJs, Whilst working under FCA guidlines and rules and an AML (anti-money laundering) policies.

I on occasions had to supervise and serve legal documents and provide reports to my clientèle on a weekly, bi-weekly or monthly basis.Town & Country Legal Services are recognised as a national leader in terms of providing the complete professional Debt Collection and Credit Management package. This Surrey based company provides debt collection with private investigation to optimise results. I began my role as an Account Executive. Working with partners, I was given leads to debtors who varied from individuals to organisations, both from the UK and overseas, from whom I had to manage accounts and repayment terms, whilst working under the laws of the specific country/jurisdiction. Communicating with the parties that the money was owed to, I had to effectively manage repayment terms, settlements as well as Legal Court Action enforcing CCJs, Whilst working under FCA guidlines and rules and an AML (anti-money laundering) policies. I on occasions had to supervise and serve legal documents and provide reports to my clientèle on a weekly, bi-weekly or monthly basis.

Skills

International Sales · Business-to-Business (B2B) · Direct Sales · Managed Services · Training · Sports · Customer Satisfaction · Operations Management · Social Media · Sales Pipeline Development · Teamwork · Sales Management · Marketing Strategy · Sales & Marketing · Communication · Problem Solving · credit control · Dispute Resolution · Account Management · Business Development · Business Planning · Due Diligence · Business Strategy · Data Analysis · Analysis · Microsoft Office · Team Leadership · Leadership · Software as a Service (SaaS)

Equity Sales & Trading/Legal & Compliance Internship

Credit Suisse

Jun 2011 - May 2012

Credit Suisse Group AG is a Switzerland-based multinational financial services holding company headquartered in Zürich that operates the Credit Suisse Bank and other financial services investments.

During my summer internship I was based in the London headquarters (Cabot Square).

Starting out in the Legal & Compliance department, I worked under the Chief Operating Officer, General Council EMEA and Head Of The Corporate Legal Group. Here I learnt how the organisation ensures that it observes and complies with the external statutory laws and regulations

I was given an insight into the various roles in Equity Sales & Trading (Equity Sales. Equity Trading & Equity Sales Trading). From an understanding of investment styles and needs of each client to optimize their returns, executing client and proprietary orders, over the counter cash securities, convertible and derivative securities as well as serving as a communication conduit for market trends and "market colour" (what is actually happening).Credit Suisse Group AG is a Switzerland-based multinational financial services holding company headquartered in Zürich that operates the Credit Suisse Bank and other financial services investments. During my summer internship I was based in the London headquarters (Cabot Square). Starting out in the Legal & Compliance department, I worked under the Chief Operating Officer, General Council EMEA and Head Of The Corporate Legal Group. Here I learnt how the organisation ensures that it observes and complies with the external statutory laws and regulations I was given an insight into the various roles in Equity Sales & Trading (Equity Sales. Equity Trading & Equity Sales Trading). From an understanding of investment styles and needs of each client to optimize their returns, executing client and proprietary orders, over the counter cash securities, convertible and derivative securities as well as serving as a communication conduit for market trends and "market colour" (what is actually happening).

Skills

Direct Sales · Training · Sports · Customer Satisfaction · Social Media · Sales Pipeline Development · Teamwork · Sales & Marketing · Communication · Problem Solving · credit control · Credit Risk · Dispute Resolution · Account Management · Business Development · Business Planning · Due Diligence · Business Strategy · Data Analysis · Finance · Analysis · Economics · Microsoft Office · Team Leadership · Leadership

EDUCATION

2009 - 2013

Bachelors Degree

University Of Kent

Business/Finance School

Activities and societies: -Kent Business School
-Economics
-Current Affairs & Politics
-UKC Rugby

I attended the University Of Kent to study Business Management with a year in Industry (BA Hons). Having been given an unconditional offer and full rugby scholarship whilst playing for a National 2 rugby team, Canterbury RFC - the university rated 22 in the UK with an overall score of 811 was a very good choice.

Through my degree, I was taught theories, methodologies and applications of academic knowledge relevant to the business world. In addition, it provided me with a wide range of opportunities to develop my business skills, I learnt how to analyse a wide range of business problems and policies and identify solutions.

My lecturers had been involved in various areas of the business world - from former CEOs, entrepreneurs and financial traders. The exposure to these people with their real world experience put me in a great position to the start of my working career.I attended the University Of Kent to study Business Management with a year in Industry (BA Hons). Having been given an unconditional offer and full rugby scholarship whilst playing for a National 2 rugby team, Canterbury RFC - the university rated 22 in the UK with an overall score of 811 was a very good choice. Through my degree, I was taught theories, methodologies and applications of academic knowledge relevant to the business world. In addition, it provided me with a wide range of opportunities to develop my business skills, I learnt how to analyse a wide range of business problems and policies and identify solutions. My lecturers had been involved in various areas of the business world - from former CEOs, entrepreneurs and financial traders. The exposure to these people with their real world experience put me in a great position to the start of my working career.

Skills

Training · Sports · Customer Satisfaction · Social Media · Sales Pipeline Development · Teamwork · Sales & Marketing · Communication · Problem Solving · credit control · Credit Risk · Dispute Resolution · Account Management · Business Development · Business Planning · Due Diligence · Business Strategy · Data Analysis · Finance · Analysis · Economics · Microsoft Office · Team Leadership · Leadership

2002-2009

Whitgift School

Whitgift School was founded in 1596 by John Whitgift, Elizabeth I's last Archbishop of Canterbury, and opened in 1600, making it Croydon's oldest school.

I attended Whitgift School from the ages of 12 through to 18. Whitgift helped to nurture me as an individual, realise and utilise my strengths and place me on the tracks to a correct mindset for accomplishing my dreams and aspirations and ultimately furthering my education with a finance related degree at university.

I received the highest quality of teaching and therefore completed my GCSE and A-Level qualifications with top of the table results, whilst on a full rugby scholarship. I at this time performed at county and national levels as well.

As a result of top grades, I was accepted at all my university choices but was given an unconditional offer and full rugby scholarship to the University Of Kent, to study Business Management with a year in industry.

Skills: Training · Sports · Customer Satisfaction · Social Media · Sales Pipeline Development · Teamwork · Sales & Marketing · Communication · Problem Solving · Dispute Resolution · Business Development · Business Planning · Due Diligence · Business Strategy · Data Analysis · Finance · Analysis · Team Leadership · Leadership

EDUCATION