Self Study using Online tutorials such as Udemy via YouTube

Reading Technical College

Little Heath

Cyber & Tech Evangelist and Senior Business, Partner / Channel and Market Development specialist with extensive UK & International Experience

MaaS is your virtualized sales team with a highly diverse skill set, able to work remotely for lower level, volume work; or meet with a CISO of a FTSE 100 company and present to them in the boardroom of their London based HQ - thus creating a flexible cost structure. Driving growth / success through increased uptake by targeted audience, or New Logo'sWorking with start-up vendors looking for their first deals or partners; disruptive vendors looking to win business away from established players, or vendors looking to manage geographically distributed regions more cost effectively using remote communications and resource for day to day account / deal management.Highly experience at new business and new engagements, I am very comfortable pitching CISO, CIO, Head of App Sec Testing, Network Managers, Head of Enterprise Infrastructure etc. Experienced working across multiple markets including Banking and Finance, Retail, Professional Services, Manufacturing and Capital Markets; from SMB through Mid Market to Very Large Enterprise, depending on where solutions fit best.Experience as first person in EMEA for a VC backed Bay Area Cyber SaaS Vendor, working out Where We Fit / Where We Dont, and creating solid high quality business engagements and deals having inherited a highly "enthusiastic" pipeline.  Experience identifying and successfully engaging with the Channel Community to grow or diversify channel focused businesses. (Reseller / SI / VAR, Distribution, MSP / Telco)Flexible pricing in line with an *aaS model, with pricing based on the level of work required, not my 25 year experience.

MaaS

Cyber Subject Matter Expert & Business Development

Started Digital Content Creation for YouTube & Twitter Feb 2021 - increasing success with Twitter saw a 2 minute clip being viewed 17K times and 120+ hours in the first 24 hours & after struggling with YouTube Ive had a video viewed 3K+ times in a few days. Initially using this as a Social Media experiment I am currently at 411K impressions & 40K+ video views for last 28 days, and also find myself engaging massively withe Cyber community here too. Started with the view to learning new skills & filling lots of spare time during the Covid pandemic, and being unimpressed with the lack of activity with the "large" established Apex Legends RT sites & Communities, I started @ApexPawn and we're currently at over 800 active contributors & members across EMEA, APAC &  the Americas. This also provides a solid & growing distribution network for the content I create with followers on line 24/7 - meaning I have had 10's of thousands of views in just months,Working on the quality of content & presentation, I have also significantly increased Viewer RetentionSupporting New Content Creators with no network to help get their content seen, whilst also starting to attract Pro Gamers, which will in turn increase our viewers / community members

@ApexPawn

Founder & Community Mod

Working with the CEO and Exec Team at Gamma AI to assist with GTM and engagements (Direct and Indirect) as well as commercialising Gamma 's AI/ ML & Natural Language Processing driven Next Gen DLP & Security Awareness Training SaaS platform.

Gamma

Advisory Board

Recruited as one of three new people to sell their little known and under marketed RMM / Endpoint Management and protection SaaS platform "Managed Workplace" which was subsequently sold to Barracuda Networks.Assisting Senior Alliance Management for forthcoming Zscaler partnership providing support around capabilities, pricing and SMB and Mid Market value propositions.

Avast Software

New Business MSP / MSSP Account Manager - Avast Business  UK

Employed as first person in region and responsible for securing the first Enterprise clients in the EMEA region for the global no.1 Managed Bug Bounties Provider for Digital Threat Management & Application Security TestingWorking with CISO's and their teams for EMEA HQ'd companies, my responsibilities include setting GTM, engaging single tier channels, defining and developing key markets such as Banking and Retail/Etail, and ultimately winning Enterprise New Logo's by being a Thought Leader. Won their first Enterprise customer in region working directly to supply an ongoing program to a global Print Business seeking to underpin their new Digital Platform, increased revenues 300%, up sold successfully to mid market and built a solid $1M+  (200% of target) enterprise pipeline for H1 2017 mainly within tier 1 Automotive,Banking and Retail.Reason for leaving - company retrenched from International expansion for a period.

Bugcrowd Inc

Regional Sales Manager EMEA

Sabbatical in Italy

Exploring property development opportunities

Focused on providing solutions for SMB to Mid Enterprise Businesses to Manage Web Based (HTTP and HTTPS) Advanced Threats, DLP, Cloud Application and Web 2.0 Control, whilst maintaining high performance in an Internet and Cloud focused world with a direct to cloud offering to support Digital and Network Transformation.Part of the early team for this highly successful Cybersecurity SaaS Unicorn that IPO'd in 2018 and delivering over target performance. Working in a hybrid role requiring strategy and delivery for all New Business for my assigned region. Supporting prospects directly and with partners, managing all resellers and distribution along with tier 2 telcos including COLT and Easynet. Additionally, worked closely with the EMEA Channel Director to present to Vodafone vertical sales teams and Cloud Sales Specialists.  Reported directly into the VP EMEA for Zscalers most successful region.Responsible for over $1M TCV new business. Final quarter 107% of target. Multiple $100K+ TCV multi-year wins (largest $260K), whist also managing increasing levels of "volume" business from SMB and Mid Markets.Key Wins include: Primark, LearnDirect, DAC Beachcroft, Hoares Bank, Scope.Responsibilities included:•	Supporting  all UKISA Resellers, MSP’s and tier 2 telcos and distribution. •	Support all 1 to 3,000 user leads and enquiries (direct and indirect) •	Driving tier 2 telco recruitment including  Easynet and COLT due to their alignment with my market.•	Meeting with CxO and Senior IT Management within mid enterprise prospect customers, managing the full sales cycle with support of Pre Sales after qualification.Part of the initial Alliance Team working with Ipanema Technologies, Zscalers first SD-WAN technology alliance.

Zscaler Inc.

Account Exec & Head of - SMB to Mid Enterprise (sub 3K users) - UK&ISA

Channel Moves (Europe) was a Management Consultancy focused on helping early stage and disruptive Tech Vendors increase sales revenues and achieve greater success across EMEA through Business Development, Channel Development and managed recruitment to build out sales teams.Key projects include:  Ipanema (2 years) -Ipanema Technologies were a French SD WAN / WAN Optimisation software vendor (now Infovista) I sold and delivered a Channel Development campaign for the VP&GM UK to break them out of their Telco / MSP only channel model where they were a White Label service to the likes of BT APN.  I engaged and chaired numerous meetings with leading Network Integrators and wider solution providers such as Logicalis, Computacenter and Azzurri, then introducing them to 2 tier engaging them with both disruptive and major distributors including Westcon, Azlan / TechData, Wick Hill, and then partnering with Arrow ECS to facilitate 2 tier partnering with the Tier 1 Network Integrators and Solutions Providers who had shown major interest but pushed back on Ipanema's Partnering requirements. Also worked with the team to deliver sales training to their partner Easynet.Engaged Ipanema with the head of London 2012 at BT GS, a long standing close industry contact of mine regarding the Olympics Multi Service Network project.iSys Capital Technologies (2 years)  - FinTech Solutions & High Performance Computing & Analytics / Low Latency Business Development Project their forthcoming Low Latency Trade Benchmarking service into UK and US Capital Markets, with a primary focus on High Frequency Trading, Prop and Quant Trading. Created numerous engagements.Blue Coat Systems Inc (3 years)- sold and delivered RPO for the EMEA Business during time a time of aggressive growth working with the VP EMEA and his senior management team.

Channel Moves (Europe)

Founder and Managing Consultant

Using my Tech Sector Industry sales background, I started, built and managed a team focusing on Senior Sales, Marketing and Management / Executive roles across EMEA within Cyber Security, Networking and Storage Vendors  as well as key channel partners  within this established volume IT recruitment firm, and having foreseen the growth in Cyber Security, I started one of the first teams focusing on Cyber Sales in the UK.Multiple successes in a highly competitive market including creating a GBP 26.5K fee in my first 6 months – 50% bigger than their previous record in their 17 year history. - Sales Director – Synstar (now HP) - achieving me the Consultant of the Month award out of 50+ consultants working very established markets and clients. Built a small successful team and one of the first truly Cyber Security Sales desks in the UK working with early stage vendors to develop their initial EMEA teams.Retained by Bell Micro (now Avnet)to recruit their first Cyber Security Sales Team (2 sales, 1 pre sales)Developed and delivered Sales and IT/ Technology Industry Masterclass Training Sessions to all consultants  and team leaders in Reading and London office.

Team Manager - Sales & Marketing

Overlay sales specialist for Cisco's no.3 and Nortel's no.1 UK partner at the time, owning the £6M target for their 3 Northern Offices working with and through 50+ commercial sales reps (Birmingham, Manchester and Leeds). Working with major organisations within public and private sectors to propose and win LAN based switching and routing based solutions as well as Managed Firewall Services.Key Wins (between £250K and £1 miilion in value) included: GE Capital, Halifax Treasury, The Post Office, WM Mercer, Bank of America, NFU Mutual and Addleshaw Booth and Co.

Computacenter

Networking (and Security) Sales Specialist (NSS) - North

CSI was a boutique network & security integrator and consultancy focused on Cisco (Premier Partner) for broader LAN solutions, and emerging vendors and new tech  such as F5 and Cacheflow / Bluecoat as door opening differentiators; selling some of the first BIG IP''s in the UK to Yellow Pages as early digital transformation for security (DoS) and Web Application Performance.•	Following 12 months in new business I was promoted to Manage our key client Yellow Pages for whom we were their main Networking provider. •	Early evangelists of layer 4-7 switching and proxying for security and increased performance and control of business websites saw us working with Arrowpoint (now Cisco), Alteon, and Toplayer,  then settling with F5 and Cacheflow (now Bluecoat).  •	Initiated partnerships with Telco's (Level 3 Communications and NTL) to extend their solution capabilities and generate additional new business engagements for CSI.

Michael Rack