ANTHONY DI BELLO
Cybersecurity & Digital Forensics Go-to-Market Leader
ANTHONY DI BELLO
Cybersecurity & Digital Forensics Go-to-Market Leader
20 years of global Cybersecurity market experience spanning Executive Sales, Strategy, Product Marketing, Business Development, and M&A roles.
I am a General Manager-oriented and customer-centric executive with a track record of aligning and driving cross-functional teams to industry-leading wins. I have held global go-to-market responsibilities focused on enterprise, government and law enforcement clients. Experienced leader with proven success maximizing sales potential, driving revenue growth, and optimizing go-to-market operations.
STRENTGHS
Cross-functional & Team Leadership
Go-to-Market Strategy & Execution
Sales Methodologies & Forecasting
Pricing & Positioning
M&A Business Case Development
Communications & Public Speaking
Integrity & Resilience
EXPERIENCE
OPENTEXT (NASDAQ: OTEX) / VICE PRESIDENT, SECURITY SALES
Reported to EVP Sales | Managed global team of 6 Directors, 25 AEs & 14 SEs
Responsible for $50M+/year Digital Investigation, Security (EDR, NDR), and eDiscovery software and hardware division
Transitioned 50%+ of perpetual licenses to subscription resulting in a 12% YoY increase in revenue
Defined and drove cross-sell sales motions delivering $3M/year in incremental qualified pipeline
Optimized operating model and strategy, increasing AE and reseller participation rates, customer satisfaction, and renewal rates
Negotiated complex deal types such as enterprise license agreements (ELA) and license management matters including $7M ELA with global bank
Key stakeholder and influencer for definition and planning of XDR product strategy
SELECT PUBLICATIONS
Identifying and Eliminating Blind Spots in your Network
Information Security Magazine
May 5, 2022
Security Practice Brings New Opportunities for Partners
Channel Futures
May 23, 2018
Which stakeholders might prevent the first deadly IoT hack?
Internet of Business
Oct 14, 2017
Equifax and GDPR - What organizations need to know
Information Management
Sep 13, 2017
VICE PRESIDENT STRATEGIC DEVELOPMENT
Reported to VP Security Sales | Managed team of 4 Directors
Responsible for revenue and business development within eDiscovery, Security, Digital Investigation, and AI/ML market segments
Led annual go-to-market planning for a combined $150M portfolio
Identified target, drove sales, marketing, and product due diligence leading to development of 5-year business case validating acquisition of a network detection and response (NDR) technology
Identified, validated, and executed on new Public Safety market opportunity integrating multiple OpenText capabilities generating $150M in qualified pipeline within 6 months
Identified organizational barriers to revenue and drove corrective programs
SR. DIRECTOR, MARKET DEVELOPMENT
Reported to VP Strategic Development | Cybersecurity & eDiscovery focused
Drove due diligence and Sales, Product and Marketing post-acquisition integration for eDiscovery SaaS company
Identified, validated, and executed on new corporate eDiscovery market opportunity bundling relevant OpenText capabilities and generating $3M net new pipeline within 3 months of launch
As cross-functional team leader, led successful integration of Guidance Software Sales, Product and Marketing functions
GUIDANCE SOFTWARE | ENCASE (NASDAQ: GUID. Acquired by OpenText) / SR. DIRECTOR, PRODUCTS
Reported to CMO | Managed team of 7 (PMk, PM, & Alliances)
Responsible for $1.2M P&L, roadmap, pricing, packaging and positioning spanning 5 product lines
Developed and executed corporate branding, product & GTM strategy designed to maximize exit
Drove transition from eDiscovery-focused company to endpoint detection and response increasing investigation and security product line revenue 150% YoY with Q4’17 license revenue at a 6-year high
Pivoted company to a customer-centric development strategy introducing NPS surveys, beta programs, UX/UI testing, Product Advisory Councils, analyst community inputs, and competitive analysis
Represented Guidance Software as subject matter expert by interacting with industry analysts, speaking at conferences, participating in media interviews, conducting webinars, moderating panels, and writing articles
Reported to CMO | Managed team of 2
Developed and executed ISV alliance program. Key partners included ArcSight, BlueCoat Systems,
FireEye, Box.com, McAfee, and Threat Grid
Generated $250k/year in corporate event sponsorships
Drove revenue through technology alliances via referral and royalty programs generating $1M/year
Directed and coordinated operational aspects of partnerships with legal, finance, business systems, and operations
Worked extensively with VAR and distribution partners creating and bringing value-add offerings to market through bundling of newly integrated solutions
In conjunction with Gartner, participated in definition and development of the EDR market segment
Developed and implemented new pricing models for all products
Led cross-functional product launch and GTM teams bringing 3 new products to market within eDiscovery and EDR market segments
Drove overall positioning and developed 100+ session agenda for annual digital investigation industry conference
25% of time dedicated to client-facing engagements assisting AEs in the development of sales opportunities
Subject matter expert and spokesperson (trade shows, user groups, analyst meetings, media interviews), webinar resource, and author
Managed team of 3 graphic designers and 2 corporate writers
Responsible for $300k creative services budget, reduced packing costs by 50%, and standardized process reducing spend on collateral while increasing cost predictability
Produced IPO communications, advertisements and sales tools
Developed branding, messaging, and promotional material for annual digital investigation industry conference
Developed packaging, collateral, website, advertising, and product logos
EDUCATION & CERTIFICATIONS
California State University, Northridge
B.A. Visual Communication
Customer Centric Selling
One-week Private Workshop
Pragmatic Marketing
Effective Product Marketing