Anthony Grasso

Experience

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  GM Defense

  Jan 1992 - Jan 1993

  C-17 Mission Computer Intern/Associate Engineer

  • Contributed to the development of the C-17 Mission Computer, a critical component for the C-17 Globemaster III aircraft.• Initiated top-down design using CASE tools for preceding.• Collaborated with cross-functional teams to integrate and validate system functionalities.Achievements:• Implemented a process that increased code efficiency and reduced development time.• Promoted, took over lead engineer's role.

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  HP

  Jan 1996 - Jan 1998

  Technical Marketing Engineering Manager

  • Managed troubleshooters for key customer locations to assist in closing large enterprise deals.• Recognized for saving significant deals like Textron ($69M) and SAP ($49M) from loss.• Led efforts to overcome obstacles to deal closures and ensure customer satisfaction.• Storage Solutions: Managed storage arrays for the NetServer, ensuring optimal performance and reliability.

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  Williams

  Jan 1998 - Jan 2000

  Regional Sales Manager

  • Managed regional sales operations for Williams Communications Division in Santa Clara, CA.• Developed network solutions with top partners like Cisco, providing professional services and fiber connectivity.• Led network engineering design services to optimize connectivity and enhance customer experience.

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  Network Computing Architects, Inc. (NCA)

  Jan 2000 - Nov 2006

  Regional Sales Manager

  • iPolicy Networks – Director of Sales, Southwest, Unified Threat Management (UTM), President’s Club (2 years)• NCA – Regional Sales Manager, Cybersecurity, Storage and IT Sales for F500 and Data Centers, EMC Storage. NetApp Storage. Stonefly and Xiotech Storage solutions. President’s Club (5 years)• Cabletron - Network Consultant, South Bay Area #1 territory @ 120% of quota

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  McAfee

  Jan 2006 - Jan 2007

  Director of Sales - Western Region

  Cybersecurity and Intellectual Property (IP) and Privacy Data Protection (DSPM and DLP): [Reconnex acquisition].As Director of Sales for the Western U.S. at Reconnex/McAfee, I led a strategic turnaround of the region's performance, leveraging my expertise in cybersecurity solutions and enterprise sales. I successfully negotiated deals with major corporations and developed strategic partnerships to drive market penetration.🔷 Within 12 months, I transformed the region from worst-performing to tie for first place, increasing sales performance by over 200% through implementing a new sales methodology and enhancing team capabilities. I led the development of our account-based marketing strategy and formed a cross-functional team to improve our solution positioning. Additionally, I implemented a customer success program to drive renewals and upsells, established a partner enablement program, and created a sales analytics dashboard to drive data-driven decision making.🔷 To address market competition, I spearheaded the development of a differentiated value proposition for federal clients, resulting in a $2M deal with NASA and opening new opportunities in the government sector. I also collaborated with our product team on refining our government-specific offerings and engaged key stakeholders in our compliance and security workshops.🔷 Focusing on strategic account management, I drove a major initiative to upsell advanced cybersecurity solutions to our existing client base, which supported a 50% increase in average deal size and strengthened our position as a trusted advisor in the rapidly evolving security landscape.☆Top Competitors: Symantec, Forcepoint, Digital Guradian. Show less

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  Skybox Security

  May 2007 - Jun 2010

  Director of Sales - Western US

  CyberSecurity Risk Management platform to remediate cyber threats that are relevant across hybrid attack surface:As Director of Sales for the Western U.S. at Skybox Security, I spearheaded strategic sales initiatives and cultivated C-suite relationships, driving significant revenue growth and market expansion in the cybersecurity sector. I led high-performing teams, developed channel partnerships, and consistently exceeded sales targets.🔷 Expert prospecting, lead generation, and digital marketing strategies generated 200-300% year-over-year growth by year 3 and increased the enterprise sales revenue contribution from 0% to nearly $10M annually. I led a comprehensive overhaul of our go-to-market approach and created a global partner enablement program. Additionally, I implemented an AI-driven lead scoring system to prioritize high-potential opportunities, established a customer advisory board to drive product innovation, and developed a competitive intelligence framework to maintain our market edge.🔷 To enhance our market position, I convened an advisory board of Fortune 100 executives and steered cross-functional teams in product development and marketing alignment, resulting in major logo acquisitions including eBay, PayPal, VISA, Pepsi, and the Federal Reserve Bank.🔷 As the foundation for scaling our sales operations, I developed a comprehensive enterprise sales methodology, resulting in a 50% reduction in sales cycle time and a 40% increase in average deal size. This program became a cornerstone of our go-to-market strategy, fostering a culture of consultative selling and deep customer engagement.☆Competitors: Forward Networks, RedSeal, Tufin, Firemon, Algosec. Show less

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  EiQ Networks

  Jun 2010 - Jun 2011

  Director of Sales - Western Region

  Cybersecurity Situational Awareness Platform (SIEM):As Director of Sales at EiQ Networks, I drove significant revenue growth and secured high-value contracts with major corporations. I leveraged my expertise in cybersecurity and enterprise software to position EiQ as a leader in the market.🔷 Within 12 months, I increased new business revenue to $2.2M, achieving 150% of quota through targeted account strategies and solution selling techniques. I led the development of our enterprise sales strategy and formed a cross-functional team to enhance our product-market fit. Additionally, I implemented a data-driven lead scoring model, established a customer advocacy program, and created a sales playbook to streamline our sales process.🔷 To enhance our competitive edge, I designed and implemented a program for EiQ Networks employees to receive advanced cybersecurity certifications, improving our credibility with enterprise clients and resulting in a 30% increase in win rates against established competitors.🔷 I drove the innovation of EiQ's go-to-market strategy to compete with enterprise-level security information and event management (SIEM) solutions, resulting in the company's largest deal, a $1.8M contract with Cisco, and opening new opportunities in the enterprise security market.☆ Top Competitors: Alien Vault, Cygilant, LogRhythm, RSA. Show less

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  Tufin

  Jul 2011 - Apr 2013

  Director of Sales - Western Region

  Network Cybersecurity Change Automation, Policy Management, SOAR, and Security Compliance Suite:As Director of Sales at Tufin Security, I accelerated territory revenue growth and expansion, leveraging my expertise in cybersecurity solutions and enterprise sales. I successfully negotiated deals with major corporations and developed strategic partnerships to drive market penetration.🔷 Expert account management and strategic sales strategies generated 1800% revenue growth within 14 months, surpassing the sales target by 250%. I led a comprehensive overhaul of our go-to-market approach and created a targeted account-based marketing program. Additionally, I implemented a consultative selling framework, established a customer success program to drive renewals, and developed a competitive intelligence framework to maintain our market edge.🔷 To address market competition, I spearheaded the development of a differentiated value proposition for enterprise clients, resulting in deals with Toyota, IBM, Apple, and Amex. I also collaborated with our product team on refining our solution offerings and engaged key stakeholders in our pilot customer feedback program.🔷 Focusing on strategic account planning, I drove a major initiative to upsell advanced security management solutions to our existing client base, which supported a 40% increase in average deal size and strengthened our position as a trusted advisor in the rapidly evolving cybersecurity landscape.☆ Top Competitors: Skybox, Algosec, Firemon, Redseal. FireEye Show less

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  Dhaani Systems, Inc. - Stealth Mode IT Energy Efficiency Startup Software Company

  Apr 2013 - May 2016

  Vice President of Sales and Strategic Partnerships

  At Dhaani Systems, I led strategic sales initiatives and guided the team in securing key wins against major competitors like Cisco and Microsoft. My focus was on creating strategic alliances with partners such as HP for long-term, sustainable revenue growth in the network-based energy management sector.🔷 Within the first year, I increased revenue from $0 to $5M, achieving 50% of the company's 3-year goal through strategic partnerships and an aggressive go-to-market strategy. I led the development of our channel program and formed a cross-functional product innovation task force. Additionally, I implemented a data-driven account segmentation model, established a customer success program to drive renewals, and created a sales enablement portal to streamline our sales process.🔷 To enhance our market position, I convened an advisory board of industry experts and steered cross-functional teams in product development and marketing alignment, resulting in a 40% increase in product adoption rates and a 25% improvement in customer satisfaction scores.🔷 I drove the innovation of Dhaani's pricing strategy to compete with enterprise-level designs, resulting in a 30% increase in average deal size and positioning us as a premium solution provider in the energy management space.☆Top Competitors: Verdiem, Cisco, Symantec, Microsoft. Show less

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  Consulting & Advisory Roles

  Jan 2016 - Jun 2019

  Sales Leader | Market Expansion & Revenue Growth in Tech & Cybersecurity

  Contract/Project Experience in Cybersecurity and Enterprise Software:• European Stealth SaaS Software Startup (2018-2019): Head of National Enterprise Sales/Marketing for a software snippet developer/database, successfully penetrating the US market.• Valimail | 2018: Head of Sales (Enterprise Team). Built and led a team targeting deals over $250,000.• Firemon | 2017: Lumeta: Led territory and pipeline development at Lumeta, supervising new business team and achieving $1.3M in six months. Transformed the lowest-performing region into the #1 territory, attaining 120% of quota in six months.• Layer42 | 2017: Led Data Center Sales, focusing on Cage Real Estate, significantly increasing sales performance in this niche market.• Israeli Stealth Security Management Vendor | 2016-2017: VP of US Sales. Developed GTM strategy and built robust pipeline in the USA, generating over 50 new opportunities and driving substantial revenue growth. Show less

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  RedSeal, Inc.

  Jun 2019 - Dec 2023

  Sr. Director of Sales - Western Region, LATAM, and APAC

  At RedSeal, I spearheaded international sales strategies and cultivated C-suite relationships, driving significant revenue growth and market expansion in enterprise security management solutions. My role involved leading high-performing teams, developing channel partnerships, and consistently exceeding sales targets.🔷 Strategic Prospecting & Market Penetration: Developed a comprehensive prospecting framework that integrated AI-driven lead scoring and account prioritization, resulting in a 200-300% year-over-year growth. This approach helped expand the enterprise sales revenue contribution from 30% to 70%. I led a comprehensive overhaul of our go-to-market approach and created a global partner enablement program.🔷 To address the challenges of the global pandemic, I led the development of a strategy to leverage AI-powered sales tools and influenced stakeholder buy-in. As part of the strategy, I joined the Sales Management Association, created a digital marketing fund, and guided strategies for remote selling, resulting in a 25% increase in virtual deal closures.🔷 As the foundation for scaling our sales operations, I developed a comprehensive onboarding and training program for new sales hires, resulting in a 50% reduction in ramp-up time and a 30% increase in first-year quota attainment. This program became a cornerstone of talent development strategy, fostering a culture of continuous learning and performance excellence.☆Top Competitors: Skybox, Forward Networks, Algosec, Tufin, Firemon, NetBrain, Wiz, Orca. Show less

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  Contract Role

  Jan 2024 - Sept 2024

  Regional Sales Manager | Advanced Networking & Cybersecurity

  • Leading team of 4 AEs, increasing growth in advanced networking and cybersecurity sectors.• Focused on enterprises software (cybersecurity & analytics) sales, strategically aligning with industry leaders to prioritize deal opps.• Successfully building and nurturing strong relationships with key manufacturers, ensuring optimal sales potential.• This is focused on achieving specific short-term objectives with long-lasting results, highlighting my ability to quickly adapt and lead in fast-paced, growth-focused demanding environments. Show less

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  Cybeta

  Oct 2024 - now

  Chief Revenue Officer (CRO)

  At Cybeta, I drive the company’s growth and revenue transformation, leading efforts to scale recurring revenue streams, craft innovative go-to-market strategies, and solidify Cybeta’s position as a market leader in predictive cybersecurity analytics. Cybeta isn't just another cybersecurity company--its a revolution in predictive cyber defense through the lens of the threat actor.Cybeta is redefining cybersecurity with intelligence-driven solutions, powered by the expertise of former CIA, NSA, and DoD professionals, delivering unparalleled external threat defense.• Proactive Threat Intelligence: Advanced monitoring of the deep and dark web to detect and neutralize emerging threats.• Quantifiable Risk Insights: Analytics that quantify financial and operational impacts of cyber risks, enabling organizations to prioritize actions with confidence.• Enterprise-Grade Protection: Defense-grade security tailored to safeguard critical infrastructure and global enterprises.• Actionable Business Strategies: Bridging the gap between technical risk assessment with business objectives, ensuring cybersecurity investments align with ROI-driven outcomes. Show less