Kevin Wai
Details
Wipro
Sales Director - Cybersecurity Risk Services
HCL AppScan is a comprehensive solution for application security testing and management activities that integrates directly into your software development lifecycle (SDLC) tools and DevOps toolchains and processes. AppScan offers fast, agile, accurate scanning for DAST, SAST, SCA and IAST with greater accuracy, and provides you with an expanded testing and compliance reporting capabilities.
2019 : 2023
HCL Software
Application Security & DevOps Sales Specialist
• Provided deep understanding of clients' security related business problems, and the related people, process, and technology, to propose the right Security SaaS solutions and ensure client adoption and return on investment.
• Leveraged deep Security SaaS business and technical expertise to drive client return on their IBM Security SaaS investment and help achieve IBM Security business goals.
• Responsible for specific KPIs such as annual new and expansion signings, Annual Recurring Revenue (ARR), and Net Promoter Score (NPS).
• Industry-specific background and expertise in the Communications/CSI and Industrial market allowing for rapid engagement into discussions with client business and security.
• An industry leader with deep experience solving critical client issues via agile SaaS-based offerings.
• Worked closely with the North America Markets, the North America “Top” Security team, and with the WW Security team to remove roadblocks, leverage appropriate resources and managing key issues to ensure overall client success.
• Design and execution of SaaS PoCs; leading SaaS contract negotiations and driving Client adoption of our solutions.
2018 : 2019
IBM
North America Application Security Sales Specalist
• Supported the sales of IBM Collaboration and Watson Talent solutions to Enterprise, Industrial and white-space accounts in the West Region as the technical sales leader.
• Cultivated high-trust relationships with customers, key decision makers, and stakeholders throughout the sales cycle.
• Developed and identified new transactional opportunities by fostering customer relationships, understanding their pain points to capture and promote high-value solutions.
• Developed and presented custom demonstrations, technical presentations, security, architecture, competitive differentiators, and future roadmap solutions to customer’s C-level management, IT and Line of Business stakeholders.
• Technical sales progression responsibilities included sales strategy development, business value presentations, client consultations, technical architectural workshops, social adoption workshops and collaboration assessment workshops.
• Partnered with the IBM ecosystem including GBS/GTS, IBM Lab Services, and IBM Support on net new, expansion and upsell opportunities.
2016 : 2018
IBM
Collaboration and Talent Technical Sales Specialist
Good Technology is the leader in secure mobility, delivering solutions across all stages of the mobility lifecycle for enterprises and governments worldwide. Good offers a comprehensive, end-to-end solutions portfolio, consisting of a suite of collaboration applications, a secure mobility platform, mobile device management, unified monitoring, management and analytics, and a third-party application and partner ecosystem.
All together, the Good Dynamics platform has enabled over 13,000 software developers to create more than 1,600 custom applications. More than 6,200 organizations in 189 countries use Good Technology, and we are trusted and deployed in 100% of the FORTUNE® 100 commercial banks and aerospace and defense firms as well as leaders across healthcare, manufacturing and retail.
2007 : 2016
Good Powered by BlackBerry
Senior Sales Engineer
About
Business savvy high tech Software Sales professional with 20+ years of experience in Technology Sales, Cybersecurity, Application Security (SAST, DAST, SCA & IAST), Development, Training, SaaS, Collaboration, Messaging and Enterprise Mobility in SMB and large enterprises. Results oriented Hunter and Farmer with prospecting skills to effectively generate new business opportunities with a proven track record of closing (6-7 figure deals) to over-achieve quotas. Channel Partner friendly to drive revenue in new and existing accounts.
Outstanding presentation, communication and solid technical development background complemented with strong customer facing skills. I bring a wealth of experience, domain expertise and people skills to any consultative sales cycle and have become an expert at mapping customer business needs to technical solutions. I pride myself on putting my customers first, my adaptability and my attention to detail.
Specialties: Sales Engineering, application security, solution selling, social, collaboration, technology, architecture, integration of enterprise software, web collaboration, messaging, mobile application access, client relationships, cybersecurity.
Experience in additional IT disciplines including DevOps - Value Stream Management/Deployment Automation/Test Automation/Change Issue Management/Modeling, IT Service Management, Systems Management, Desktop Management, Applications Management, Operations Management and Database Management.
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