Don Drehoff

About Don Drehoff

I build new or revitalize existing routes to market – creating and optimizing multi-million dollar SaaS revenue streams - with software, security and cloud providers. Leveraging my enterprise sales and sales management experiences as a foundation - my proven specialty is taking charge of, giving birth to, and then executing upon strategic Channel, Alliance, Partnership and Customer Success monetization paths - for my partner companies and the companies I work for. Have a passion and successful track record for establishing and nurturing trusted and sincere relationships with customers and client senior executives. Seasoned and successful at developing, mentoring, challenging and leading high performing teams.I\'m also the world\'s biggest Baltimore Oriole baseball fan, best bogey golfer and greatest mediocre song writer -)STRATEGIC ACCOUNTS: Developed alliances and partnerships with companies such as Amazon, AT & T, Bell Canada, Cincinnati Bell, Comcast, Cox Communications, Google, Microsoft, ServiceNow, Siemens. Delivered top sales production as an account executive and sales manager to Comcast, AT & T, MCI/WorldCom (Verizon), other Fortune 500 companies and the U.S. Federal Government. TURNAROUNDS: A history of taking charge of business relationships “in jeopardy” - first building consensus and alignment across organizations - then initiating new sales/product/marketing/GTM partnership models to “save” and dramatically expand revenues.CUSTOMER SUCCESS MODELING: Vision, strategy, execution and best demonstrated practices that help shape \"Customer Success\" models for partners - with monetization and joint success metrics.SPECIALTIESEnterprise Sales and Management / Executive Relationship ManagementPartnership Creation / Monetization | Operationalizing Strategic AlliancesComplex Contract Negotiating | Spotlight on Vision / Strategy / ExecutionTeam Leadership / Mentoring | Always Exceeding Targeted Revenue Goals

Experience

1. Director of Cloud Alliances

   Tenable

   Oct 2019 — Present · Columbia, MD, US

   Built from scratch and now leading/nurturing our strategic relationship with AWS. Includes the cross-functional development and coordination of our joint product, marketing and co-selling efforts. Established sales alignment and engagement between both sales teams, moving from zero to seven-figures of new pipeline and revenue. An expert in constructing, then powering - AWS partner messaging, motion and organizational execution.JOINT DESIGN WINS: Incubated and delivered key product innovations, such as integrating into AWS Security Hub, improvements to Graviton2 and Linux2, and the creation of a Golden AMI professional services practice.NEW SALES PLAYS: Developed and coordinated the selection and incubation of joint selling campaigns in selected AWS field regions worldwide.AWS MARKETPLACE: Constructed our GTM strategy and sales/channel enablement for both self-serve and the more complex/lucrative Private Offers (AWS-only and CPPO).

Education

• United States Naval Academy

  B.S., Economics

• National Intelligence University (formerly Defense Intelligence College)

  M.S., Strategic Intelligence

• The George Washington University School of Business

  M.B.A., Marketing

Skills

• Complex Contract Negotiation
• Channel Management and Development
• Direct Sales
• Sales
• Selling
• Business Alliances
• Managed Services
• Professional Services
• Executive Management
• Solution Selling
• Strategic Partnerships
• Cloud Computing
• Security
• Enterprise Software
• Sales Management
• Unified Communications
• Saas
• Cross-Functional Team Leadership
• Business Development
• Go-to-Market Strategy
• Business Strategy
• Strategic Alliances