THOMAS WOOD

Carlsbad, CA. 92010 | H: 619-995-3062 | woodyvwood@att.net

Summary
Account Manager / Business Development / Cyber Security Market Vision-driven, goal-focused development leader
with extensive experience formulating high-impact business strategies. Focused and articulate in conveying
sophisticated security and network based concepts to C-Level Executives, vendors and business partners.

Highlights
Key Partner Account Management
Team Building
Sales / Pre-sales Presentations
IT Solutions Consultant
Technical Knowledge in Security and Network Based
Solutions
Closing Sales

Accomplishments
At Exinda, led initiative that reached out to PennyMac Mortgage with our application performance solution. The VP of IT
Infrastructure was in the process of looking at another solution to replace a competitor. After 6 months able to close the
largest deal for the company in 2015.
At Websense, promoted to the SLED position covering the Northeast and Mid Atlantic territory. Developed NYC-DOE as
an account, able to bring a $4.5 million sale.

Experience
EnterpriseTerritory Sales Account Representative - Southwest
Exinda Networks- Network monitoring, Application Shaping Software

02/2015 to 07/2016
Toronto, Canada, CA

Outside sales position calling into customers from home office and traveling to the field.
Territory covering California.
Exceeded quota last two quarters of 2016.
Developed and worked with new logo clients calling on IT Directors, CTO's, CIO's to expand our solutions.
2015 166% growth over 2014
Sold to PennyMac, Polycom, iMortgage, SanDisk/WD, U of Pacific-Stockton.
Named Account Sales Manager - SLED
Websense, Inc- Security Software Solutions

04/2014 to 01/2015
San Diego, CA

Hybrid sales position calling into customers from home office and traveling to the field.
Territory Northeast and Mid Atlantic.
Responsible for maintaining, migrating, upselling current Websense customers with our security solutions for
Web, Data and Email.

Developed and worked with new logo clients calling on IT Directors, CTO's, CISO's to expand our security
solutions within the state, local, education market.
2014 106% over quota.
Salesforce proficient.
Mid-Market Sales Account Executive

07/2013 to 04/2014

Hybrid sales position calling into customers from corporate headquarters and traveling to the field.
Territory covering VA, WV, IN and MI.
Responsible for maintaining, migrating, upselling current Websense customers with our security solutions for
Web, Data and Email.
Developed and worked with new logo clients calling on IT Directors, CTO's, CISO's to expand our security
protection within Insurance, Medical and Banking Industries.
101% over quota in 2013.
Developed 10 New Logo Customers.
Technical Account Sales Manager

03/2011 to 07/2013

Atomic Group- Managed Service Provider

Irvine, CA

Outside sales position calling on the Southern CA Territory.

Developed our IT managed services and reseller products.
Calling on CEO's, Presidents, and business owners of SMB's along with engineers of larger businesses.
Atomic Group has two data centers located in Irvine, CA and Las Vegas, NV for disaster recovery services.
Key partners were Barracuda Networks, VMWare, Citrix, HP and Intel.
Grew territory 66%
Closed 90% on new Leads.
Enterprise Sales Account Manager
Incaption Inc. / Disaster Recovery Corp-Backup Recovery Solutions

01/2009 to 03/2011
Castle Rock, CO

Started out with Incaption as their California territory manager in 2009.

Led initiative to develop a new division along with his partner to sell a backup and recovery cloud based solution.
It was a low cost solution to compete against Barracuda Networks.
The solution never got off the ground due to lack of funding and the division was dissolved in Feb 2011.
Owner / General Manager
Woody's Gourmet Java Service, LLC

03/2006 to 01/2009
Carlsbad, CA

Started my own business in the gourmet coffee vending business.

Purchased 16 machines and landed a contract with Camp Pendleton to provide the machines on base.
Grew the business to $33,000 in sales but due to the economy crashing in 2008 was unable to expand because of
tightening of credit and had to dissolve.
Channel Sales Account Manager
Secure Computing-Firewall Security Solutions

11/2004 to 02/2006
San Jose, CA

Assigned to develop the channel for Secure Computing UTM application layer firewalls, two-factor authentication
and content filter products.
Territories included Southern CA, Arizona, Nevada, and New Mexico.
Added 20 new resellers.
101 % of quota in 2005.
Account Sales Manager
Alternative Technology-Security Solutions Distributor

01/2004 to 11/2004
San Marcos, CA

Selling to top security reseller's in Los Angeles, Phoenix, and Las Vegas.
Alternative was a distributor of security based solutions which included Secure Computing, Fortinet, Sonicwall,
Watchguard, Blue Coat and many others.
2014 112% over quota
Added 30 new reseller accounts.
01/2002 to 01/2004

Enterprise Account Sales Manager

Promicro Systems, Inc-Cluster Intel Super Computers

Poway, CA

Eastern United States Territory selling high performance computing solutions.

Markets included the federal government, commercial, and life science vertical markets.
Designed multi-node Intel/Xeon based clustered super computers.
Customers included the Air Force, CIA, NSA, and SAIC.
2003 212% over quota.
Sold 45 node cluster to SAIC. Largest company deal

Education
Business Information Technology
San Marcos, CA

Cal State San Marcos

Business Information Technology
Industrial Electronics

Walnut, CA

Mt. San Antonio College

Industrial Electronics

Skills
Account Management, Air Force, backup, Banking, Citrix, Closing, CA, Consultant, content, SC, credit, clients, disaster
recovery, Email, firewalls, government, HP, home office, Insurance, Intel, Team Building, Logo, market, Network,
Networks, Outside sales, Presentations, reporting, Selling, Sales, Sales Force.
www.linkedin.com/in/tomwood7