Thomas R. Gibb
11616 Caminito Magnifica, San Diego, CA 92131
858-531-2889 ~ email: trgibb@gmail.com
Summary
Sales executive with over 20 years experience and a proven record of building successful teams that can execute in a rapidly changing market. Familiar with both domestic and international markets, direct sales to all levels of organizations, from Small-Medium Businesses to Fortune 500 Enterprises. Business Development, Channel Development, and Software as a Service (SaaS).
Websense,
Inc., San Diego, CA 
1998
to 2010
Multiple Management Positions
Websense is a global leader in integrated Web, messaging and data protection technologies and provides Essential Information Protection for more than 42 million employees at more than 50,000 organizations worldwide. Distributed through its global network of channel partners, Websense software and hosted security solutions help organizations block malicious code, prevent the loss of confidential information and enforce Internet use and security policies. Product suite included Data Leak Prevention (DLP), Web Security, Web Filtering, email filter, Anti-Virus, Anti-Spyware, and Secure Web Gateway Appliance.
Sr. Director Inside Sales 2005
to 2010
Managed North American Inside Sales team. 15 Employees, 11 Sales Reps, 2 SE's, 2 Sales Associates. Tasked with customer maintenance and retention as well as new business. Maintained over 8000 existing customers. Annual quota for my team was $35+ million.
* Recruited and coached a team to work with both the end user/customer and reseller channel to renew annual contracts and introduce new products including on premise and hosted email filtering, URL filtering, Secure Web Gateway, and Data Loss Prevention products.
* Worked with management team to develop corporate sales training as well as sales process and channel strategy. Moved from a single tier US sales model to a 2 tier distribution model.
* Successfully worked through two company acquisitions (Port Authority and SurfControl) and integrated their products into the Websense product line.
Director Asia/Pacific Sales2002
to 2005
Responsible for sales and operations in Asia Pacific region, excluding Japan. Managed 3 remote offices and a staff of 13 that supported over 150 resellers and 15 distributors in 14 countries. Reported directly to the President.
* Established offices in China, India and Australia. Hired sales teams that included Regional managers, Sales Engineers and Marketing Managers. Developed a business plan and channel strategy that resulted in a 300% increase in revenue over 3 years.
* Worked closely with premiere partners to close $100,000+ accounts including ANZ Bank, Wipro Spectramind, ONGC, Catholic Education, Cognizant Technologies, Ranbaxy Labs, China Motors, Grace Semiconductor, Taiwan Semiconductor, LG Philips, Cosmo bank, HSBC, Telstra, and BAE Systems, to name a few.
* Traveled extensively throughout the region, meeting with business partners, prospects and media. Presented our enterprise security and management product to prospects of varying industries and nationalities and closed business by showing the value in our solutions regardless of regional or economic criteria.
Strategic Account Manager 2001 to 2002
At the request of the CEO, I developed a business plan that targeted National and Global Service Providers (MSP's). System Integrators and ISP's to form a top-tier channel. Positioned our product as a "must have" addition to their product offering. Reported directly to the President.
* Developed and implemented a new pricing, licensing and support model for Managed Services. Worked closely with National Hosted Security providers to introduce Websense as part of their offering. Program was adopted by a number of partners, the largest being AT&T, and resulted in a $1.2 million dollar recurring order.
Sales Manager, Europe 1998
to 2001
Responsible for sales and marketing in Europe, Middle East and Africa (EMEA) region. Established distribution and reseller accounts in 39 Countries. Designed and implemented European marketing strategies, sales promotions, PR, lead generation and trade shows. Consistently exceeded quota.
* Established EMEA channel by signing 150 Resellers / Distributors in 39 countries and increased revenue by 2000% over 3 years.
* Worked closely with premiere partners to close large accounts including BP global, Cable & Wireless, Natwest bank, HSBC, Seimens, British Telecom, and Nestle as well as global and government opportunities in Austria, Kuwait United Kingdom and the European Union.
* Managed strategic partners including Checkpoint Europe, Cisco Security Div. Inktomi and Bluecoat Europe. Participated in seminars, trade shows, product launches, and channel programs including a 12-city road show with Cisco and KPMG.
* Hired and trained sales teams in the UK, Germany and France. Assisted in recruiting the VP of Sales and Operations for Europe and in establishing offices, marketing and technical support teams. Transitioned operations to new VP.
MindWorks, Sunnyvale, CA
OCR software 1997
to 1998
Director of Channel Sales
Established a two tier sales channel in North America, provided support to distributors, and VAR's. Recruited 50 premier resellers that targeted vertical markets. Managed Channel Sales staff and strategic partners.
Avantos Performance Systems, Emeryville, CA
ManagePro, define goals, organize work, communicate progress. 1994
to 1997
Channel Manager
Responsible for National/International distributors / reseller accounts. Developed a channel marketing plan, launched several new products, forecasted sales, and managed 4 reseller account representatives. Consistently exceeded sales quota
Polaris Software, San Diego, CA
PackRat
Personal information manager for Win
31991 to 1994
Channel Manager
Managed US distributors, developed a channel marketing plan, launched several new products, forecasted sales, managed 4 reseller account representatives.
* Maximized sales by designing and implementing channel marketing strategies, direct mail programs, sales promotions, reseller training tours and collateral materials for sales representatives. Resulted in increased reseller sell-through an average of 140%. Consistently exceeded sales quota.
Microsoft
Corporation, Seattle, WA1988
to 1991
Area Sales Representative
Maintained and managed relationships with over 100 resellers in San Diego and Orange County. Rolled out national sales campaigns. Conducted sales training on both PC and Macintosh products. Coordinated regional shows and demonstrated to user groups and end users.