California State University-Chico

Regional Sales Manager at Synopsys Inc

San Carlos, California

Synopsys Software Integrity Group (SIG) is setting the standard for how companies create and secure software.As the world's 15th largest software company, Synopsys has a long history of being a global leader in electronic design automation (EDA) and semiconductor IP and is also growing its leadership in software security and quality solutions.Through its Software Integrity Platform, Synopsys provides advanced solutions for improving the security and quality of software. This comprehensive platform of automated analysis and testing technologies integrates seamlessly into the software development process and enables organizations to detect and remediate security vulnerabilities, quality defects and compliance issues early in the software development lifecycle, as well as to gain security assurance with and visibility into their software supply chain.Our end-to-end offering gives companies a turnkey, scalable approach for minimizing software-related business risks, maximizing release predictability and speed, and ensuring internal and external standards compliance.

Synopsys Inc

Regional Sales Manager

NCC Group is the largest pure play cyber security consulting firm in the world, focused on delivering security assurance to customers across tech, financials, heathcare, telco, and social media industries. Specializing in offering a full range of security consulting, compliance and threat intelligence, to the global community.  Established all operational foundations including sales strategies, programs and analytics for sales performance that increased revenue an average 20% year over year from 2013 to 2018. Exceeded annual revenue targets. Developed GTM strategy that allowed for 200+ new account acquisition and 1MM+ ARR growth from existing customer base.

NCC Group

Vice President Sales and Operations

Help customers to identify, midigate and manage risk in their critical business systemsWork with customers to develop, deploy and optimize application security and compliance solutions that integrate into software development processesEstablish vendor management and security acceptance testing processes

Hewlett-Packard

District Manager - Application Security Solutions

Now fully on board at HP, I am leveaging the strengh of my collegues and the value of our solutions to help cutomers fully integrate security into the way they build, buy and maintain their business critical software and digital assets.

Application Security Center Sales Specialist

152% of Quota for 2009 Latin America channel sales.Manage Latin American partners providing sales and technical training, sales support, set annual sales performance goals and incentivesWork in team model (field, inside sales, security consultants) to maximize territory revenue from 3 east coast territories.  Penetrate net new Target Accounts ($500 Million annual revenue).  Customer success and additional sales transactions to Fortify customers with potential lifetime sales <$500,000.  Developed and executed three marketing activities in Q4 in order to generate leads for territories

Fortify Software, an HP Company

Inside Territory Manager / Latin America Channel Sales Manager

Responsible for developing and executing on a collaborative and mutually beneficial Channel Partner program by which security consulting firms and Value Added Resellers can work with Fortify's technologies to deliver application security services and solutions to customers throughout North and South America.  Specific emphasis on establishing long term relationships with key market influencers and building targeted program models that map to how partners sell value.

Fortify Software

Channel Program Manager

Quota Club Member 2005 and 2007Identify and make contact with executive management, software development and application security personnel in target accounts with over $500 million in annual revenue. Present Fortify solutions to prospects via phone, web meeting and on site meetings.  Drive entire sales process - identify needs, qualify opportunities, gain business and technical commitment, negotiate contacts and purchase transactions.  Work in a team format that included field sales, pre sales engineers and post sales service delivery to maximize territory revenue.  Took initiative to develop first Fortify opportunities in Taiwan and China.  - Directly led to Fortify China Sales TeamBegan work on Fortify Partner Program prior to becoming a full time position.  Project Manager for selection and initial deployment of Fortify CRM solution.  Develop and execute on territory marketing activities.  Worked to establish Fortify security community presence - Early member of open source community.

Fortify Sofware

Inside Sales Representative

Team Lead to 7 Inside Sales Representatives in Cupertino office.  Responsibilities included management, reporting, training and quota achievement initiatives.  Worked with 5 field teams supporting major accounts in Northern California.  Sold complete product line of software development tools into teams ranging from 10 to 1000+ developers.  Responsible for making complex product/services/industry client calls providing buying advice, solutions, technical and administrative information.  Closed a $450,000 software license agreement with Boeing over the phone.  Sold $125,000 worth of tools, training and support to State of California for new application development.

IBM/Rational Software

Inside Sales Team Lead

Software Sales Professional - IBM/Rational 4 years experience selling software development tools into Integrated & Alligned accounts. Employ consultative sales approach to understand technical needs and business drivers for customers to adopt new technologies. Goals are to work with "high functioning" sales team that consistently exceeds quota. Contribute to fast growing software company and help shape organization into industry leader in 5 years.

Rational Brand Sales Representitive

Exceeded software and printer quotas for 4 consecutive years including 120% in 1999.  Sold fully integrated product marking systems covering complete product line to Electronic Arts in excess of $100,000.  Sold semi-automated packaging solution to SMART Modular locations; Scotland in excess of $300,000. Responsible for conception, development, sale and implementation of complete system solutions to a broad base of industries.  Trained 4 new Account Representatives on Software, Sales Presentations, and Territory Management.  Developed new business with Novell, Creative Labs, Abbott Labs, Boston Scientific, and Trend Technologies.  50% of annual sales from new business.  Honor Council Member in first year of eligibility (1997)

Weber Marking Systems

Account Representative

100% Quota Club Member (1994, 1995, 1996)#1 of 15 representatives in Northern California Region for sales of on-demand label printing software, printers and associated media.  Increased territory sales revenue from $50,000 to $500,000 in 2 years

Michael Harnish