Tech Sales Insights
276 episodes - English - Latest episode: 7 days ago - ★★★★★ - 121 ratingsTechnology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
E26 - Curve Benders with David Nour
April 21, 2021 12:21 - 40 minutes - 18.4 MBHe is a senior leadership/board advisor, educator, executive coach, and bestselling author. Internationally recognized as the leading expert on applications of strategic relationships in profitable growth, sustained innovation, and lasting change, he is the author of eleven books, including bestsellers Relationship Economics® (Wiley) and Co-Create (St. Martin’s Press), as well as the forthcoming Curve Benders (Wiley, 2021). He serves as a trusted advisor to global clients and coaches corpora...
E25 - Business Case Focus with Greg Scorziello
April 14, 2021 11:20 - 43 minutes - 19.8 MBJoin David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Greg Scorziello from London, UK. Greg is a highly effective leader with over 30 years of experience creating and building international operations for early-stage and mid-size companies such as EMC when it was a sub 100 person entity. Listen to learn how Greg helps leaders quantify the strategic value and commercial impact that their solutions/services deliver to their clients. His pro...
E24 - Coaching the Five C's with Cheryl Cook, Dell Technologies
April 07, 2021 13:20 - 41 minutes - 18.8 MBJoin David Nour and Randy Seidl for this episode of the Sales Community Tech Sales Insights podcast with Cheryl Cook, SVP of Global Partner Marketing at Dell Technologies. Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications, and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the p...
E23 - Two Winners in Every Deal with Colin Mahony, Vertica
March 31, 2021 12:14 - 38 minutes - 17.4 MBHe leads the Vertica business for Micro Focus, helping the world's most data-driven organizations leverage and monetize their business data through advanced analytics and machine learning. Founded in 2005, Vertica offers one of the industry's most advanced analytics platforms for ingesting, processing, and storing large volumes of continuously flowing information. In 2011, he joined HP as part of the highly successful acquisition of Vertica and took over as VP and GM of HP Vertica, where h...
E22 - Leading From Within with Craig Hinkley, WhiteHat Security
March 24, 2021 12:21 - 40 minutes - 18.4 MBHe joined WhiteHat Security as CEO in early 2015, bringing more than 20 years of executive leadership in the technology sector. In this role, he is driving customer-centric focus throughout the company, broadening WhiteHat's global brand and visibility beyond the application security space and security buyers, to the world of the development organization and DevSecOps approach to application development. Prior to joining WhiteHat, he served as VP and GM of the LogLogic business unit for TIB...
E21 - Grit, Passion, and Intellectual Curiosity with Andrew Ettinger, Astronomer
March 17, 2021 12:00 - 33 minutes - 15.1 MBHe is currently the Chief Revenue Officer of Astronomer which is the commercial developer behind the popular open-source project Apache Airflow. With a deep passion for helping emerging and disruptive technology companies build sustainable teams that thrive and deliver significant value to the marketplace, he has a long track record of sales success. He most recently spent 10 years at Pivotal Software leading them from $0-500M in ARR in 4 years to an IPO. He is very active in the start-up co...
E20 - Three 'Ships' with Jennifer Haas
March 10, 2021 13:00 - 32 minutes - 14.8 MBChief Revenue Officer / Executive Vice President of Sales and Marketing, Jennifer Haas, is known for building, scaling and leading high-performance teams focused on profitable revenue growth, customer success, and operational excellence. For two decades, she has had the honor of holding progressive global leadership positions in Fortune 100 companies and start-ups in the technology and healthcare sectors. She brings with her a deep understanding of the sales process, a willingness to roll up...
E19 - Mission-Driven Founders with Ed Sim, Boldstart Ventures
March 03, 2021 13:00 - 41 minutes - 18.8 MBHe is the founder of boldstart ventures, a day one partner, and a true believer in developer first and SaaS founders. boldstart is often the first investor working closely with technical founders at company formation. He is currently a board member/observer of Snyk, Kustomer, BigID, Env0, and Cycle. Notable first check investments include Superhuman, Security Scorecard, and Front. He previously co-founded Dawntreader Ventures where he led first-round investments in LivePerson (NASDAQ: LPSN),...
E18 - Personal Accountability with Peter Quirk, HPE
February 24, 2021 13:00 - 32 minutes - 14.8 MBHe is a VP/GM of Top Accounts, responsible for HPE’s Hybrid IT, Intelligent Edge, Software, and Services. His organization spans 84 countries and owns all aspects of the HPE customer relationship. The accounts are led by the Enterprise Account Executives (EAE), Enterprise Account Manager (EAM), PointNext, Storage, and Server Specialists. The EAEs & EAMs are responsible for the executive relationship and coordinating the HPE specialists who in turn, work with our clients to transform, manage,...
E17 - Action-Oriented Executives with Ken Dougherty, Dell EMC
February 17, 2021 13:00 - 29 minutes - 13.4 MBHe is the Vice President, Americas Enterprise Preferred Sales at Dell EMC. In this role, he oversees the go-to-market strategy and field sales organization for a $1.5 billion business across the Dell Technologies portfolio. He brings over 20 years of experience leading sales at storage and enterprise software companies. He excels at building high-performance sales teams and driving significant revenue growth. Prior to joining Dell EMC, he served as Vice President of North America Sales at K...
E16 - Thinking Big Enough with Kevin Haverty, ServiceNow
February 10, 2021 13:00 - 30 minutes - 13.8 MBHe serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Dri...
E15 - Purposeful Obstacles Beyond Your Comfort Zone with KC Choi, Samsung
February 03, 2021 13:00 - 37 minutes - 17.2 MBAs the Corporate EVP and GM of the Global B2B/B2G Team at Samsung Electronics, he is responsible for the sales and go-to-market leadership for Samsung mobility products, services, and solutions including 5G, Knox Security Galaxy, Note, Galaxy Tab, wearables and IoT to Samsung's global enterprise customers and partners. Previously, he was the SVP of Global Systems Engineering of Dell EMC's world-class technical presales engineering organization that helped its customers and partners transform...
E14 - Undetracted Learning with Bill Swales, VMWare
January 27, 2021 13:00 - 29 minutes - 13.4 MBHe is the Vice President and Channel Chief of the Americas Partner Organization at VMWare, where he is responsible for indirect routes to market for the Americas: United States, Latin America, and Canada, which includes Solution Providers, Corporate Resellers, Public Sector Partners, OEMs, Systems Integrators and Outsourcers, ISVs, and Distributors. Prior to VMware, he was Group Vice President for the Alliances and Channels Sales organization in Oracle's North America Technology Division w...
E13 - Sales Operating Plan with Mark Stephenson, Evisort
January 20, 2021 13:00 - 27 minutes - 12.7 MBHe’s a Silicon Valley tech sales veteran, and the Chief Customer Officer for Evisort, an artificial intelligence (AI) technology company, having recently closed a $15 million Series A funding round led by Vertex Ventures and M12, Microsoft’s venture fund, with participation by Amity Ventures and Serra Ventures. Overseeing marketing, sales, and customer success, he has complete accountability to build strategy and execution around the full customer lifecycle. He helps clients optimize the us...
E12 - What's Your Brand with Peter McKay, CEO - Snyk
January 13, 2021 13:00 - 34 minutes - 15.9 MBHe is Chief Executive Officer of Snyk (pronounced Sneek), leading a worldwide organization that is disrupting the security industry. Prior to Synk, he was the Co-CEO, President, and Board Member at Baar, Switzerland-based Veeam Software with over 3,500 employees, 240K customers, and $1 Billion in bookings. His previous leadership roles include SVP and GM of the Americas at VMWare, GM of Watchfire at IBM, EVP of Sales at PTC, and SVP at Computer Associates. He is a graduate of Northeastern Un...
E11 - Keep Flying the Airplane with Brian Bell, CEO - SportsEngine
January 06, 2021 13:00 - 31 minutes - 14.2 MBHe is Chief Executive Officer at SportsEngine, responsible for setting the overall direction and product strategy for the company, as well as new growth initiatives. Prior to SportsEngine, he held several executive positions at technology companies including President/COO at Code42, Executive Director, Americas Sales at Dell, and Vice President of Worldwide Sales at Compellent Technologies. He holds a Bachelor's degree in Human Factors from the United States Air Force Academy and a Master's ...
E10 - Making Bold Moves with Jas Sood, HPE
December 16, 2020 13:00 - 31 minutes - 14.6 MBShe is the Vice President and GM of HPE’s North America Infrastructure and Services Business. Over her 25-year career at HPE, she has held roles of increasing responsibility and gained a unique depth of management and leadership experience. She has strong Sales, financial, and business acumen and has spent her entire career in the technology industry. She has a reputation for personal integrity, independent thinking, and collaboration with others in order to drive business results. Prior ...
E9 - Out of Your Comfort Zone with Jeff Casale
December 09, 2020 13:00 - 33 minutes - 15.3 MBHe has a consistent track record of leading and scaling high growth organizations from sub $20M to billions through complex and often ambiguous go-to-market challenges. Success has required creating and executing bold strategies to enter new markets and build predictable revenue growth. The most important foundational element has been a proven track record of servant leadership. Creating an environment where people are growing and developing as they take risks and make the mistakes necessary...
E8 - Going Above and Beyond with Rich Wenning, CyberArk
December 02, 2020 13:00 - 31 minutes - 14.6 MBHe is the Senior Vice President of North American Sales for CyberArk. In this capacity, he leads an organization focused on CyberArk’s identity security portfolio. CyberArk protects against advanced cyber threats, supports compliance initiatives, and empowers digital transformation. Anchored in privilege access management, CyberArk adaptively manages access for a broad range of human and machine identities, from any location or device, across cloud and hybrid environments, and throughout the...
E7 - Passion for Learning with Peter Bell, Amity Ventures
November 25, 2020 13:00 - 38 minutes - 17.6 MBHe is the General Partner at Amity Ventures where he focuses his energy and expertise on partnering with entrepreneurs to build companies of consequence. He has spent three decades starting, building, and investing in technology businesses. His thematic areas of focus include Machine Learning, Big Data, Cybersecurity, Internet of Things, Autonomous Logistics, Data Analytics, Cloud Computing, Personal/Mobile Commerce, FinTech, and Enterprise Software. He has served on the boards of numerous t...
E6 - Love to Build with Bill Hogan, SecurityScorecard
November 18, 2020 13:00 - 39 minutes - 18 MBHe is a recognized industry leader in the IT and Security Field. As the Chief Revenue Officer of SecurityScorecard, the leader in security ratings, his team serves global clients such as GE, McDonald's, Charter Communications, All State, AIG, and Bank of NY Mellon to name a few. He is a seasoned executive with a proven track record leading high performing teams solving enterprise-class problems. He previously ran Global Financials and Strategic Accounts at Fortinet. Before Fortinet, he ser...
E5 - Make the Number with Ken Grohe, WEKA
November 11, 2020 13:00 - 41 minutes - 18.8 MBHe is a technology veteran, bringing more than three decades of SaaS and storage leadership to his role as President and Chief Revenue Officer (CRO) for WekaIO. Prior to joining the company, he was CRO of Samsung’s Stellus Technologies, a leading data systems company that addresses the way companies capture, store, access, and process unstructured data. Prior to Stellus, he served as President of SignNow, SVP, and GM of Barracuda Networks, and CRO of Virident, a Western Digital Company. He ...
E4 - First in a Role to Grow Something with Paola Doebel, Ensono
November 04, 2020 13:00 - 33 minutes - 15.5 MBShe joined Enonso in May 2020 from Hewlett Packard Enterprise (HPE) where she served as the Vice President and General Manager for the North America Compute, Software Defined, High-Performance Computing (HPC) and Artificial Intelligence (AI) team. Prior to her North America roles at Ensono and HPE, she lived with her family in Asia-Pacific for 8.5 years where she held various technology leadership roles at Dell Technologies and HPE. She has held multiple roles at HPE in Asia-Pacific from str...
E3 - Imagining the Possible with Frank Rauch, Check Point Software
October 28, 2020 12:00 - 39 minutes - 18.3 MBHis responsibilities include strategy, execution, and results for Check Point Channel Partners around the globe. His last position was Vice President of VMware’s Americas Partner Organization. In this role, he was responsible for indirect routes to market for the Americas, which include national and regional solution providers, public sector partners, original equipment manufacturers, system integrators and outsourcers, ISVs, and distributors. Prior to VMware, he was Hewlett-Packard’s Ameri...
E2 - High-Performance Culture with Jim Sullivan, President & CEO - NWN Corp.
October 21, 2020 12:00 - 40 minutes - 18.6 MBWith more than 30 years of enterprise technology industry experience, he has a track record of scaling both emerging and established companies for rapid global growth. As President of Actifio from February 2011 until May 2019, he helped drive this copy data management software pioneer to a unicorn valuation of $1.3 billion, more than 3,500 global customers, and a 50% CAGR. He co-developed the company’s strategy and led sales, presales, channels, and OEM distribution, from pre-revenue to ach...
E1 - Sales Community Vision with Randy Seidl, Founder and CEO
October 14, 2020 12:00 - 20 minutes - 9.31 MBHe is a global technology board director, CEO, CRO, executive recruiter, sales community leader, consultant, advisor, and investor with extensive sales and executive leadership experience. Put simply, he helps companies and individuals grow. He is known for his unique ability to scale emerging growth and Fortune 500 technology companies as well as individual’s careers. Uniquely, he has worked in startups/smaller companies and industry-leading organizations such as Hewlett Packard, Sun Micr...