Andrew Monaghan
Details
Business
University of Abertay Dundee
1988 : 1992
The Edinburgh Academy
1980 : 1988
2020 : Present
Unstoppable.do
CEO and Founder
Host & Editor - Podcast and newsletter with proven strategies to help cybersecurity startups get more leads, more customers, and optimize their marketing and sales processes.
2019 :
Sales Bluebird
Host of the Cybersecurity Startup Revenue Podcast, Editor of the Sales Bluebird newsletter
Helping cybersecurity startup founders and investors build the future of security. I advise security startups about building and optimizing GTM.
The Building Cyber Collective brings cybersecurity startup founders and experienced professionals acting as advisors together so that they can connect and collaborate to build the security of the future. We are a collective of people working in the industry - a 100% free, grassroots initiative with no strings attached.
Learn more and get involved at https : //ventureinsecurity.net/p/buildingcyber
2023 : 2023
Venture in Security
Building Cyber Collective Advisor
2019 : 2019
Symantec
Director, Sales Effectiveness
2017 : 2019
Incorta
Director, Global Sales Enablement
Skills
Account Management, B2B, Business Development, Channel Partners, Channel Sales, Cloud Computing, Coaching, Cold Calling, Complex Sales, Customer Acquisition, Demand Generation, Direct Sales, Enterprise Software, Executive Management, Go-to-market Strategy, International Sales, Key Account Management, Leadership, Lead Generation, Managed Services, McAfee, Networking, Network Security, New Business Development, Pre-sales, Product Management, Resellers, SaaS, Sales, Sales Enablement, Salesforce.com, Sales Leadership Training, Sales Management, Sales Management Coaching, Sales Operations, Sales Presentations, Sales Process, Sales Rep Training, Security, Selling, Software as a Service (SaaS), Software Industry, Software Sales, Solution Selling, Start-ups, Strategic Partnerships, Strategy
About
I help cybersecurity startups transform how they sell. The CEO or CRO brings me in to work on sales strategy, positioning, differentiation, process, playbooks, discovery, pitch, and more. I've been in the cybersecurity sales world since 1998 and since January 2020, I have worked with numerous companies as their advisor, consultant, and trainer.
Critical step in changing our business trajectory. John Mayhall, CRO @ CyberGRX
An extended member of the team. Denise Hayman, CRO @ Sonrai Security
A new approach that got results. Dan Parelskin, VP Sales @ Axis Security
Improved our effectiveness. Amin Tavana, VP Enterprise Sales @ Bluescape
An expert at communicating business value. Tom Fusco, VP Sales @ McAfee / Checkpoint / Imperva
Building a successful sales team from scratch at a cybersecurity start-up is not easy!
You are expected to deliver on the numbers even though everything is so murky...
- Your sales process is being created opportunity by opportunity
- Your discovery questions and pitch are not dialed in
- Your ideal customer profile is not solid yet.
But you don’t have the luxury of months of careful research and tons of resources and data to figure all this out!
Sales leaders intuitively know what needs to be done to navigate the best path, but rarely have the time to do it consistently and effectively.
- Recruiting is important.
- Winning new business is super important!
- Attending prospect meetings is important.
- Coaching and training the sales team is important.
- Working with marketing on top of funnel is important.
Unstoppable.do knows all this and is the glue that keeps the sales team together, on message, learning, adapting, adopting best practices, and motivated to improve.
This results in better conversion rates and faster sales growth.
*** Bottom line: When you use a sales system for startups, you grow faster. ***
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Experienced sales and sales leadership coach with a demonstrated history of working in the enterprise software industry. Skilled in sales enablement, sales training, sales effectiveness, sales coach, sales coaching, enterprise sales, channel sales, software industry, infosec market, cyber security, software as a service (SaaS), pre-sales, inside sales, and SDR / BDR.
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