Matthew Hubbell
Gibsonia
Summary
Professional with solid foundation in regional management and team leadership. Skilled in strategic planning, operational efficiency, and driving performance outcomes. Strong focus on fostering collaboration, adapting to change, and delivering measurable results. Known for effective communication, problem-solving abilities, and commitment to organizational goals.
Overview
20
20
years of professional experience
Work History
Regional Director
Red Canary
07.2023 - Current
- Led high-performing sales team to 124% quota achievement, ranked first among peers while spearheading ChatGPT integration for enhanced sales efficiency
- Orchestrated channel-first transition and established sales book club initiative, fostering operational excellence and team development
- Cultivated cross-functional partnerships, liaising with product teams to refine messaging and representing commercial segment in early access programs
- Directed recruitment initiatives and mentored team of 5 Account Executives, driving professional growth and sales performance excellence
Global Director, MSSP
Invicti Security
03.2022 - 06.2023
- Led global MSSP program transformation, achieving 121% revenue growth, managing $5M ACV pipeline, while implementing strategic distribution channels and value-based sales framework
- Orchestrated cross-functional initiatives to revamp MSSP program globally, developing comprehensive enablement materials and enhancing channel partnerships
- Streamlined MSSP opportunity qualification process, providing targeted coaching to sales teams and establishing robust pipeline management protocols
- Spearheaded global distribution strategy implementation, creating scalable frameworks for partnership growth and market expansion
- Mentored sales teams in MSSP opportunity identification and qualification, while implementing value selling methodologies to drive sustainable growth
Security Practice Leader
D&H Distributing
11.2019 - 02.2022
- Led security business transformation from $30M to $150M annual revenue while achieving 108% quota, implementing strategic vendor partnerships and MSP growth initiatives
- Orchestrated integration of 5 new vendor partnerships, streamlining operations and enhancing platform capabilities for improved service delivery
- Spearheaded MSP tool revenue expansion resulting in 192% growth through strategic planning and market analysis of ITSM/PSA, RMM, and BDR solutions
- Fostered cross-functional collaboration to break down organisational silos, maximising vendor relationships and client value proposition
- Mentored sales teams while developing comprehensive Go-To-Market strategies, driving operational efficiency and team performance improvements
Manager, Service Provider Partner Development
Netsurion
05.2019 - 11.2019
- Directed territory operations and led 4-person Partner Development team, achieving 90% quota during training period and building 4x quota pipeline through strategic forecasting
- Streamlined team forecasting processes while managing complex sales cycles, providing data-driven market insights to executive leadership
- Mentored Partner Development Managers in sales cycle optimization, fostering team growth and development
- Developed market analysis frameworks and strategic recommendations that shaped executive decision-making in service provider partnerships
- Orchestrated cross-functional initiatives to optimize partner development strategies, resulting in substantial pipeline growth and team performance improvements
Sales Manager, Major Accounts
Continuum
01.2015 - 02.2019
- Orchestrated strategic client relationship management resulting in $10M TCV contract wins and grew MRR from $790K to $904K through targeted account development
- Pioneered Major Accounts Program enhancing cross-functional collaboration between sales, operations, and service delivery teams for streamlined client solutions
- Analyzed client engagement metrics to optimize C-Suite communications, resulting in substantial improvements in goal alignment and strategic planning outcomes
- Transformed account management framework by implementing data-driven strategies, leading to measurable improvements in client satisfaction and retention
Sales Manager, Vertical Accounts
Continuum
01.2017 - 06.2018
- Implemented strategic account management initiatives leading to $300K monthly revenue increase, while mentoring team members on advanced sales techniques
- Developed flexible pricing strategies to accelerate partner adoption rates, fostering strong relationships across diverse market segments
Regional Sales Manager
Continuum
01.2016 - 01.2017
- Orchestrated strategic sales initiatives driving $21MM annual revenue growth, while mentoring a 12-member team to exceed targets and earning CEO recognition
- Implemented dynamic sales strategies across regional markets, fostering team excellence and achieving 102% of annual revenue objectives
Senior Account Manager
Continuum
01.2015 - 01.2016
- Led strategic account growth initiatives resulting in 43% YOY regional expansion, managing $15MM annual recurring revenue while ranking #1 among 12 sales professionals
- Developed data-driven account strategies to identify and secure high-value cross-sell opportunities, enhancing client portfolio value and market penetration
IT Services Consultant
Allcovered/Konica Minolta
01.2013 - 01.2015
- Finished in top 10% of peer group nationally in FY 2014.
- Won Q3 2014 Trailblazer Award for signing the most new revenue nationally.
- Developed and managed IT sales proficiency for 21 copier sales team members.
EHR Sales & Technical Director
Medical Service Associates
01.2010 - 10.2012
- Launched new division and grew to profitability within 12 months.
- Achieved certification on Allscripts Professional EHR.
- Managed infrastructure to support hosting of EHR for clients.
Director of Sales
Star Promowear
07.2008 - 01.2010
- Grew company revenue by 30% and increase total customer base by 17%.
- Increased vertically focused revenue by 400%.
Services & Solutions Executive
Xerox
08.2005 - 07.2008
- Achieved PAR Club in 2005, 2006, and 2007.
- Negotiated $12.6MM in contract renewals in 2005.
- Maintained VP Level engagement in key accounts.
Education
B.S - Accounting
Clemson University
Skills
- Value Selling, MEDDIC, Challenger Sales
- Revenue Growth
- Team Building
- Employee Development
- Executive Selling
- Sales/Account Management
- Salesforce, Clari
- Employee recruitment
- Relationship building
- Staff management
CORE COMPETENCIES
- Facilitating account development through client acquisition, effective sales management strategies, and through consistent networking and follow-up activities with minimal or no assistance.
- Leading teams through change in growing organizations.
- Collaborating with other sales leaders to improve productivity, as well as designing various strategies to meet targeted revenue objectives.
- Unique understanding of how to make complex problems seem simple and motivate decision makers to change
- Strong work ethic and track record of success with a history of developing long-lasting relationships and partnerships based on a foundation of trust, integrity, and outstanding performance.
- Broad understanding of Cybersecurity
Timeline
Regional Director
Red Canary
07.2023 - Current
Global Director, MSSP
Invicti Security
03.2022 - 06.2023
Security Practice Leader
D&H Distributing
11.2019 - 02.2022
Manager, Service Provider Partner Development
Netsurion
05.2019 - 11.2019
Sales Manager, Vertical Accounts
Continuum
01.2017 - 06.2018
Regional Sales Manager
Continuum
01.2016 - 01.2017
Sales Manager, Major Accounts
Continuum
01.2015 - 02.2019
Senior Account Manager
Continuum
01.2015 - 01.2016
IT Services Consultant
Allcovered/Konica Minolta
01.2013 - 01.2015
EHR Sales & Technical Director
Medical Service Associates
01.2010 - 10.2012
Director of Sales
Star Promowear
07.2008 - 01.2010
Services & Solutions Executive
Xerox
08.2005 - 07.2008
B.S - Accounting
Clemson University
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