MIKE EAST
Farnham,United Kingdom
Summary
A highly focussed and driven global sales leader with proven expertise in building a business from ground up through to General Management of a $70M+ business.
Experience has been accumulated over thirty-four years in multiple disciplines including Software Development, Technical Support, Consultancy, Pre-Sales, Channel, Sales, and Sales Leadership. Developed a broad and deep understanding in Security, Cloud and SaaS solution sales. Have played key roles in Mergers and Acquisitions, as well as working with Venture Capitalists and Private Equity firms.
Take pride in being able to relate, understand and collaborate with the whole organisation to push them along in unison towards a common goal. Guiding principles are integrity, empathy and humility.
Overview
35
35
years of professional experience
9
9
years of post-secondary education
Work history
Founder, EMEA
Accelerate GTM
London
2023.05 - 2025.11
- Set up advisory service to provide consultancy to cyber security start-ups, who could not hire Sales Leadership full time. Have been delivering GTM strategy, ICP profiling, pricing strategy, sales process, sales methodologies and pipeline generation activities.
- 2023 – Cado Security
- 2025 – Tulpa and ShadowHQ
Senior Vice President of Sales, World-wide
Cado Security (Acquired by Darktrace)
London
2023.06 - 2025.06
- Contracted with Cado Security as advisor, before taking on role of Vice President of EMEA/APAC full time in August 2023. Was promoted to Senior Vice President of Sales, World-wide in May 2024.
- Defined GTM strategy, introduced rigorous sales hygiene, created new price list, increased average deal size, shortened POC cycle, created new market segment and doubled ARR
- Responsible for GTM section of quarterly Board Meetings
- Responsible for presenting GTM for due diligence process for acquisition
Vice President of Sales, EMEA
Menlo Security
Bracknell
2020.01 - 2023.04
- Was hired as Vice President of Sales for EMEA to scale existing business in preparation for IPO or acquisition.
- In 2020 Recruited 4 new sales and moved to 100% channel
- In 2021 Introduced distribution in Europe and Middle East
- In 2022 Opened up Middle East operation
- In 2023 Left after Three years having grown revenue by 66% and increased average sales price by 40%.
Vice President of Sales, EMEA
Duo Security Inc (Acquired by Cisco)
London
2017.12 - 2019.10
- Hired as Vice President of Sales for EMEA to scale established business in preparation for IPO.
- In 2019 grew revenue by 72% largely through Enterprise (106% of plan)
- In 2019 successfully migrated to 100% channel and introduced distribution in UK
- In 2019 won best Authentication Technology at SC Awards in EMEA
- In 2019 EMEA led way with Cisco sourced pipeline
Vice President of Sales, EMEA
CrowdStrike Inc
Reading
2016.01 - 2017.10
- As Vice President of Sales for EMEA, Built go to market business from ground up. Was first GTM hire in EMEA and built team of 32 employees, including Internal Sales, Field Sales, Marketing, Facilities and Human Resources.
- In 2016 added 30 net new customers across 15 countries
- In 2017 opened offices in Milan, Dubai and Amsterdam
- In 2017 delivered 600% growth YOY
Senior Director and Country Manager, UK&I
FireEye Inc
Reading
2015.01 - 2016.12
- As Country Manager for FireEye in UK&I, was responsible for direction, strategy and sales leadership for team of 27 Sales and SE’s.
- In January 2015 was promoted internally to restructure and turn around performance of UK&I for both FireEye and Mandiant
- Spent 6 months rebuilding and growing team, channel and pipeline
- The team delivered UK&I’s biggest ever quarters in Q3 & Q4 of its 5-year history
Senior Director, Advanced Technology Sales, EMEA
Mandiant UK Ltd (Acquired by FireEye)
Reading
2013.08 - 2014.12
- As Director of Sales in EMEA for Advanced Technology Group (Mandiant), was responsible for direction, strategy and sales leadership for team of 28 Sales specialists and SE’s that worked across Europe, Middle East and Africa region.
- 2013 – Started Mandiant in EMEA from ground up
- Spent 5 months building team, channel and pipeline
- 2014 – Mandiant acquired by FireEye
- 2014 - 500% growth YOY
Director, Endpoint Management & Mobility Sales – EMEA
Symantec Ltd
Reading
2010.08 - 2013.07
- As Director of Sales in EMEA for Endpoint Security, Management and Mobility at Symantec, was responsible for direction, strategy and sales leadership for team of 45 Product and Sales Specialists that worked across Europe, Middle East and Africa region.
- 2010 - Picked up business in decline 14% YoY ($51.7M)
- Spent 6 months rebuilding team and channel
- 2011 - 119% of plan, 8.2% Growth ($55.7M)
- 2012 - 100% of plan, 3.97% Growth ($57.6M)
Enterprise Security Sales Specialist - UK
Symantec Ltd
London
2009.04 - 2010.08
- Responsible for selling all of Symantec’s security solutions into UK Financial Services
- 2010 - 201% of plan
- Top performing Sales Specialist globally
Regional Manager - UK
Altiris Ltd (Acquired by Symantec)
London
2006.03 - 2009.04
- Came back to Altiris to temporarily manage Public Sector business and mentor two under-performing sales people. In 2007 Symantec acquired Altiris and continued to sell Altiris portfolio in number of verticals.
- 2007 - 141% of plan, Top Performer in EMEA
- 2008 - 110% of plan
- 2009 - 118% of plan
Account Director – Enterprise Sales, Northern Europe
Cramer Ltd
London
2005.11 - 2006.03
- Was recruited to build Cramer’s non-Telco business for Northern Europe. Left after 4 months having discovered Cramer was about to be sold to Amdocs.
Regional Manager - UK
Altiris Ltd
London
2003.03 - 2005.10
- Was one of three Enterprise Account Managers in UK. Managed Retail, Transportation, Utilities, Oil & Gas and Public Sector North verticals.
- 2003 - 240% of plan, Top performer in EMEA. Highest overachiever globally.
- 2004 - 134% of plan
- 2005 - 100% of plan at time of leaving
Global and Strategic Alliances Manager
RiverSoft Ltd (Acquired by Micromuse)
London
2000.04 - 2003.03
- Joined RiverSoft to build their Strategic and Global Alliances in EMEA. Grew indirect revenue from 0% to 29%. Transacted first mainland European deal; Completed company’s largest ever transaction and was single biggest contributor in company. In October 2002, RiverSoft was acquired by Micromuse.
- 2000 – 130% of plan, Top performer
- 2001 – 79% of plan, Top performer
- 2002 – 130% of plan, Top performer
Outsourcer Sales EMEA
Tivoli Systems UK Ltd (Acquired by IBM)
Stoke Poges
1997.07 - 2000.04
- Joined Tivoli as Pre-Sales Engineer. Progressed into Channel and Outsourcer Sales. Successfully building channel from scratch in UK and built successful sell-to and sell-through relationship with number of SME outsourcers across EMEA.
- 1998 – 179% of plan, Top performer in first year of sales
- 1999 – 130% of plan, Top performer
Multiple roles
Sun Microsystems Ltd
Farnborough
1993.10 - 1997.07
- At Sun Microsystems progressed from Support Engineer to Professional Services and finally Sales Engineering, supported Systems Integrator Sales team in UK.
Field Support Engineer
G&A Technical Services Ltd
Barking
1991.01 - 1993.10
- Joined G&A from University. Senior Field Service Engineer, working on behalf of Sun Microsystems in Southern and Home Counties region.
Education
Bsc - Electronic Communications
University of Salford
1987.10 - 1990.06
OND - Technical Engineering
North Trafford College
1985.09 - 1987.07
6 O level’s and 6 CSE’s -
Ashton on Mersey Secondary School
1980.09 - 1985.07
Skills
- GTM strategy development
- Sales methodology design
- Pipeline generation techniques
- Channel partnership optimisation
- Market segmentation analysis
- Sales performance metrics
- Revenue growth strategies
- Sales process innovation
- Competitive pricing analysis
- Team building and leadership
- Strategic sales planning
- Performance Management
- Investment fundraising
- Strategic decision-making
- Sales strategy execution
Interests and hobbies
I am married with three teenage sons. When time permits, I compete in international level Motorsport (Rallying), I enjoy water sports, and I am a lifelong cyclist.
Accomplishments
Multiple top achiever awards as an individual contributor and leader.
Timeline
Senior Vice President of Sales, World-wide
Cado Security (Acquired by Darktrace)
2023.06 - 2025.06
Founder, EMEA
Accelerate GTM
2023.05 - 2025.11
Vice President of Sales, EMEA
Menlo Security
2020.01 - 2023.04
Vice President of Sales, EMEA
Duo Security Inc (Acquired by Cisco)
2017.12 - 2019.10
Vice President of Sales, EMEA
CrowdStrike Inc
2016.01 - 2017.10
Senior Director and Country Manager, UK&I
FireEye Inc
2015.01 - 2016.12
Senior Director, Advanced Technology Sales, EMEA
Mandiant UK Ltd (Acquired by FireEye)
2013.08 - 2014.12
Director, Endpoint Management & Mobility Sales – EMEA
Symantec Ltd
2010.08 - 2013.07
Enterprise Security Sales Specialist - UK
Symantec Ltd
2009.04 - 2010.08
Regional Manager - UK
Altiris Ltd (Acquired by Symantec)
2006.03 - 2009.04
Account Director – Enterprise Sales, Northern Europe
Cramer Ltd
2005.11 - 2006.03
Regional Manager - UK
Altiris Ltd
2003.03 - 2005.10
Global and Strategic Alliances Manager
RiverSoft Ltd (Acquired by Micromuse)
2000.04 - 2003.03
Outsourcer Sales EMEA
Tivoli Systems UK Ltd (Acquired by IBM)
1997.07 - 2000.04
Multiple roles
Sun Microsystems Ltd
1993.10 - 1997.07
Field Support Engineer
G&A Technical Services Ltd
1991.01 - 1993.10
Bsc - Electronic Communications
University of Salford
1987.10 - 1990.06
OND - Technical Engineering
North Trafford College
1985.09 - 1987.07
6 O level’s and 6 CSE’s -
Ashton on Mersey Secondary School
1980.09 - 1985.07