Jon Nitto

Senior Technology Executive, Information Technology and Services

My name is Jon Nitto and I am a highly motivated senior executive with 20+ years experience in services sales, with a focus on advances services sales strategies, channel program development, InfoSec, managed services and digital operations.

Jon Nitto's Bio:

Jon Nitto's Experience:

• Vice President - Channels at Reliant Technology

  July 2019 - Present | Atlanta, GA

• Director of Sales at NetEnrich

  March 2018 - July 2019 | Atlanta, GA

  NetEnrich HTML job description Driven to change IT’s value to business, NetEnrich was born from the idea that technology should serve business, and not the other way around. We believe that companies can do great things with technology that’s simple, efficient, effective and innovative. By providing industry-leading Digital Operations expertise, technology and process, NetEnrich is revolutionizing the way organizations meet their IT goals and allows them to fast track their digital transformation with our next-gen, platform-driven, outcome-based services.   NetEnrich had a long-standing Channel program that was born out of a distribution model. While successful, growth was stagnant, and sales scalability was challenged. NetEnrich needed revenue growth and new partners.   ·       Developed and executed a “sell-with” initiative as our primary go-to-market strategy with large strategic global VARs •                Work with the Executive team, Product Managers and Services teams to define and create our engagement methodology §  What will we do (how do we support, where do we start and stop, contracting and finance) §  What should we expect and what do we need (transparency on relationship, market value, current business assessment) §  Who is involved (Executive sponsorship, Regional sales leadership and access to field teams) §  When to engage (RFPs, deal qualification and review) •                Assist with the enablement and training within each Channel Partner organization. •                Identify technical requirements for each opportunity, evaluate against our capabilities and coordinate response resources from across all business units ·       Establish a “land and expand” program for current strategic partners who met revenue thresholds and had service capabilities that were complimentary to the NetEnrich portfolio •                Managed Security Services •                Heatmap to determine greenfield opportunities •                Leveraging our Cloud capabilities •                Creation of professional and advisory services capabilities •                Supported our Partner Account Executives in their existing accounts ·       Redefine our Managed Security Services packaging, allowing partners to easily grow their portfolio, engage on new opportunities and be highly competitive and flexible in their approach to security •                Simplified and clarified service levels and provided pricing methodologies across the offering •                Lead relationship with IBM and AlienVault (AT&T) for sales, pricing and support to bring world-class capabilities by leveraging their solutions with our service delivery capabilities •                Crafted pursuit strategy and channel materials to increase sales activity •                Acted as intra-company liaison for SOC, Sales and Executive Leadership for guidance, development and updates •                Enacted POC/Beta program for early Channel adopters ·       Managed multiple vendor relationships to improve value, reduce internal costs and increase internal and partner adoption of vendor-provided solutions •                Participated in meetings for integration efforts between our respective development teams •                Negotiated contract renewals with volume commitments and sales activity, transparency and pipeline information (IBM, AT&T (AlientVault), IR Prognosis, Nectar, OpsRamp, Mantix4 and Threat Landscape ·       Acquisition & Transformation Team participation – helped identify National Partners that were candidates for our Transformation services (turn-key Platform and Services engagement). •                Worked with newly formed Business Development team to create a new pursuit plan and associated services §  Developed detail dossiers on each partner candidate §  Created custom campaigns to increase outreach to these candidates •                Leveraged all Business-Unit owners within NetEnrich to evangelize capabilities/services across our portfolio §  Owned the deal-review process with BU owners to ensure we we’re pursuing highly qualified opportunities   ·       Channel results: •                Signed 6 large Global SI partners (their top line aggregate was $24b) §  1700+ Accounts Executives across 6 partners §  $400m in potential ACV pipeline •                Significant Pipeline Creation in Sell-with ($1.3m+ in 4Q 2018) •                Increase in total Pipeline value exiting 2018 at $3.3m •                Opportunity increase in Sell-with (28 opps created in 4Q 2018) •                Increased Closed and Booked business, exiting 2018 with $1.6m ACV run-rate and growing •                73% growth from our “Land and Expand” campaign •                Signed 8 new partners for SOC Services, generating $1.1m in pipeline from scratch •                Increased average size of closed SOC deals by 200% NetEnrich had a long-standing Channel program that was born out of a distribution model. While successful, growth was stagnant, and sales scalability was challenged. NetEnrich needed revenue growth and new partners. • Developed and executed a “sell-with” initiative as our primary go-to-market strategy with large strategic global VARs • Work with the Executive team, Product Managers and Services teams to define and create our engagement methodology  What will we do (how do we support, where do we start and stop, contracting and finance)  What should we expect and what do we need (transparency on relationship, market value, current business assessment)  Who is involved (Executive sponsorship, Regional sales leadership and access to field teams)  When to engage (RFPs, deal qualification and review) • Assist with the enablement and training within each Channel Partner organization. • Identify technical requirements for each opportunity, evaluate against our capabilities and coordinate response resources from across all business units • Establish a “land and expand” program for current strategic partners who met revenue thresholds and had service capabilities that were complimentary to the NetEnrich portfolio • Managed Security Services • Heatmap to determine greenfield opportunities • Leveraging our Cloud capabilities • Creation of professional and advisory services capabilities • Supported our Partner Account Executives in their existing accounts • Redefine our Managed Security Services packaging, allowing partners to easily grow their portfolio, engage on new opportunities and be highly competitive and flexible in their approach to security • Simplified and clarified service levels and provided pricing methodologies across the offering • Lead relationship with IBM and AlienVault (AT&T) for sales, pricing and support to bring world-class capabilities by leveraging their solutions with our service delivery capabilities • Crafted pursuit strategy and channel materials to increase sales activity • Acted as intra-company liaison for SOC, Sales and Executive Leadership for guidance, development and updates • Enacted POC/Beta program for early Channel adopters • Managed multiple vendor relationships to improve value, reduce internal costs and increase internal and partner adoption of vendor-provided solutions • Participated in meetings for integration efforts between our respective development teams • Negotiated contract renewals with volume commitments and sales activity, transparency and pipeline information (IBM, AT&T (AlientVault), IR Prognosis, Nectar, OpsRamp, Mantix4 and Threat Landscape • Acquisition & Transformation Team participation – helped identify National Partners that were candidates for our Transformation services (turn-key Platform and Services engagement). • Worked with newly formed Business Development team to create a new pursuit plan and associated services  Developed detail dossiers on each partner candidate  Created custom campaigns to increase outreach to these candidates • Leveraged all Business-Unit owners within NetEnrich to evangelize capabilities/services across our portfolio  Owned the deal-review process with BU owners to ensure we we’re pursuing highly qualified opportunities • Channel results: • Signed 6 large Global SI partners (their top line aggregate was $24b)  1700+ Accounts Executives across 6 partners  $400m in potential ACV pipeline • Significant Pipeline Creation in Sell-with ($1.3m+ in 4Q 2018) • Increase in total Pipeline value exiting 2018 at $3.3m • Opportunity increase in Sell-with (28 opps created in 4Q 2018) • Increased Closed and Booked business, exiting 2018 with $1.6m ACV run-rate and growing • 73% growth from our “Land and Expand” campaign • Signed 8 new partners for SOC Services, generating $1.1m in pipeline from scratch • Increased average size of closed SOC deals by 200%

• Director of Channel Sales - Eastern Region at Proficio

  July 2017 - February 2018 | Atlanta, GA

  Proficio is a Next-Generation Managed Security Service Provider (MSSP) providing 24×7 security monitoring and advanced data breach prevention services to mid to large-sized enterprises. Our rapid growth is being fueled by the rise in cloud-based services, the acceptance of the Software-as-a-Service (SaaS) model, and the increasing number of cyber security attacks on businesses, hospitals and government. We have developed proprietary security content and threat intelligence tools to identify and proactively defend against advanced attacks and insider threats. Proficio’s founders are veterans of the security and networking industry who have helped guide multiple companies to successful exits. Proficio’s customers benefit from the most advanced security monitoring and 24×7 managed security services that until recently were outside the budget of all but the very largest enterprises. Proficio’s ProSOC service offerings include the following: • 24×7 security event monitoring, alerting, and remediation • Advanced SIEM correlation analysis • Protection against complex attacks and insider threats • Actionable intelligence that enables internal IT teams to effectively and quickly resolve issues • Threat Intelligence • Active Defense that blocks targeted attacks in real time 24×7 • Worry-free compliance audits for: PCI, HIPAA, SOX, GLBA, FFIEC, NERC CIP, and FISMA regulations • Visibility to event logs with easy-to-use web portal, powerful reporting, dashboards, and drill-down analytics • Full management of security devices including patching, health and performance monitoring, and tuning • Free 12 month log retention • Out-of-the-box support for 400+ log sources • Scalable cloud-based deployment – fast implementation and no software or hardware purchases • Advanced scanning eliminating vulnerabilities before they can be exploited

• National Channel Manager at NTT Security

  January 2017 - July 2017

• Area Sales Director at NTT Security

  June 2016 - January 2017 | Atlanta

• Sales Consultant - Managed Services at Dimension Data

  September 2015 - June 2016 | Alpharetta, GA

• Business Transformation Specialist at Nexus IS - A Dimension Data Company

  June 2014 - June 2016 | Alpharetta

• Director of Cloud and Managed Services at Adcap Network Systems

  August 2013 - June 2014 | Atlanta, GA

  A 20+ year industry veteran, Jon Nitto knows what it takes to earn a clients’ business. Nitto was previously the President of a regional MSP, as well as an active board member of Ingram Micro’s VentureTech Network. Having channel, vendor and service provider experience, he possesses the knowledge, energy, drive and real-world insight to help clients thrive in this new era of cloud computing and remote management. In his new role with Adcap Network Systems, Nitto is responsible for the overall strategy and execution of Adcap’s best-of-class PREMIERnet™ Advanced Network Support Services, as well as continuing to grow Adcap's already successful Cloud Services portfolio. Nitto spends significant time evaluating and continually improving our offerings. Nitto is leveraging his past experience and success as an MSP to help Adcap’s clients understand the value of remote management and the Cloud, enabling them to create focus around meeting business objectives, improving their scalability and reducing internal costs. By inquiring, listening and adjusting, Nitto has repeatedly demonstrated that Adcap has not only the ability, but also the flexibility, to offer a tailored solution that allows our customers to comfortably and confidently deploy advanced technology solutions without being concerned about how to support them. By identifying technology trends and evolving client requirements, Adcap has become not just a technical extension for our clients, but rather an integral part of their organizations. Supporting all sales efforts, Jon works with the Account Management teams in GA, FL and SC, investing the majority of his time on developing these opportunities, through client and internal meetings, creating custom solutions, with proposals and presentations, pricing, on-boarding documentation and business reviews. Operationally, he manages service delivery and logistics, including weekly team meetings to review ticket status, time reports and SLA measurement. Jon is also involved in discussions of overall company strategy, reviewing new solutions, vendor meetings and marketing efforts. • Attend on-site client meetings with our Account Management team, developing individual opportunity sales strategies • Review solution offerings, create pricing strategies and maintain/refine our statement of services • Educate existing clients on our frequently updated portfolio of services, building relationships and driving deeper and wider within their organization • Establish and continually develop strong partner and vendor alignment, fostering a joint-effort mentality in our respective go-to-market sales strategies • Created a Vendor Guideline document that provides consistency and allows our Account Management team to quickly understand the logistics of engagement with new vendor partners • Instrumental in the creation consistent marketing, training and sales enablement materials • Facilitate clear communication between department heads to define sales tactics and strengths, as well as marketing strategies • Manage NOC team and develop/improve internal processes to ensure best of class service delivery and response times • Act as Executive point of contact for any client issues related to support, responding quickly and enabled to resolve issues • Increase operational efficiencies by creating Support FAQs/Knowledgebase, adding detail within our ticketing system for new technologies being supported and a thorough update to our client information database (network tables and discoveries, asset lists and backups) • Redefine service descriptions and ticketing processes to help identify what technologies are most requested and then work with our Talent Management team to either train existing team-members along those paths, or create team openings and actively recruit candidates

• Solutions Architect at Adcap Network Systems

  August 2012 - August 2013 | Atlanta, GA

  As a dedicated resource responsible for promoting Adcap’s best-of-class PREMIERnet™ Advanced Network Support Services, Nitto spends significant time evaluating and continually improving our offerings. Working with Operations, Engineering, Project Management and Adcap’s Account Management team, Jon is involved in both pre-sales and post-sales discussions, client management, management of our PREMIERnet™ Advisory Services and performing business reviews with detailed reporting for PREMIERnet™ clients.

• Southeast Account Executive at NetEnrich

  February 2012 - November 2012

  NetEnrich: A Better Way to Manage IT from the Closet to the Cloud NetEnrich offers the IT channel a comprehensive suite of “Closet to Cloud” packaged services for remote IT infrastructure management and enterprise IT operations. The company’s innovative Service Delivery Framework gives solution providers and MSPs instant access to a proprietary NetEnrich Service Gateway (NSG) and Agent technology platform which powers a highly secure ISO 27001 Network Operating Center (NOC) available 24x7x365 using ITIL-based Standard Operating Procedures (SOPs) and methodologies, for a better way to grow and scale an IT services business. Partners purchase NetEnrich services on a annual or monthly service contract to enhance or augment their IT operations, some choose to resell NetEnrich services directly to their end customers. Specialties IT Infrastructure management, NOC services for MSPs

• President at The RetroTechs

  September 2003 - January 2012

  As President, my primary role was to provide coordination of all major sales and operating efforts and to assist in the continued development of The RetroTechs through the delivery of accurate information to the Executive Management Team. Improved company’s visibility and reach by establishing strategic relationships with multiple technology partners, resellers, manufacturers and distributors. • Sales: Plan, execute and evaluate all activities required to maintain and improve our client relationships. Managed sales and consulting teams, with weekly reporting for client and prospect contact. Assist Sales and Consulting staff with complex opportunities requiring expertise in project management, solution recommendations or expansive scope of work. Continued development of my key accounts and assist with transferring those accounts to new consultants when necessary. Developed sales compensation plan for consultants with incentives for service and hardware targets, resulting in higher sales, profit margins and employee satisfaction. • Development: Created managed services division, , which was developed over 15 month period, with it’s own business plan, marketing effort and dedicated team. Evaluated tools and support options, negotiated contracts for clients and vendors, created pricing structure for our tiered support offerings, defined processes for on-boarding new clients, established templates for service level reporting to assess our ability to meet the standards and assisted in the creation the QBR templates. • Partnership: Established relationships with other VARs to assist in the expansion of our SmartSupport™ efforts, providing our capabilities to clients in other states, as well as extended our partner VARs reach into our region.

• VTN Advisory Council Member at VentureTech Network

  January 2009 - August 2010

  The VentureTech Network is Ingram Micro’s premier community for top-performing SMB solution providers. Members benefit from long-term sustainable growth in the SMB market via valuable networking opportunities, membership-driven programs and a North American reach that only this community can provide. Sponsoring vendors benefit by being directly connected to the community’s $2 billion in combined purchasing power, a sales force that’s 4,000 strong and more than 10,000 certified technicians. Ingram Micro’s VTN helps SMB solution providers grow their businesses through relationships with key vendor and reseller contacts, exclusive offers, and SMB-focused programs and services that aren’t found anywhere else in our industry. The Power of Partnership: Members benefit from long-term sustainable growth in the SMB market via valuable networking opportunities, membership- driven programs and a North American reach that only this community can provide. As a highly active member in VTN, The RetroTechs has been recognized for its efforts. We are proud that The RetroTechs received the VTN Rookie of The Year in 2005, Jon Nitto, President of The RetroTechs, was elected President of the Southeast Chapter of the VentureTech Network for 2007. Jon was also awarded the VTN Spirit award at the 2007 VTN Fall Invitational in Las Vegas. Most recently Jon was appointed to the 2009 VTN Advisory Council, as well as being nominated for VTN Chairman's Award in 2009. The Advisory Council was formed to help develop and improve the VTN program by encouraging communication, creativity, ingenuity and responsiveness between members, manufacturers and Ingram Micro. Providing direction and promoting strong community relationships, the Advisory Council acts as a representative of the members as a whole.

• Member of the VLAN Committee at VentureTech Network

  February 2008 - July 2010

  Work with Advisory Council and entire membership to ensure that all members are receiving the maximum value of the program. Acting as mentors for new members, the VLAN facilitates a deeper engagement within the community by making introductions to current members, manufacturer's representative and Ingram Micro executives. As "seasoned" members, the VLAN is able to quickly explain how all of VTN's programs work. The VLAN also tackles special projects, big and small, working independently and at times in conjunction with the Advisory Council.

• President of VentureTech Network's Southeast Chapter at VentureTech Network

  January 2007 - January 2008

  Organize Chapter meetings, including content, speakers, activities and agendas. Work with Ingram Micro's VTN team on locations and logistics.

• Director of Business Development at The RetroTechs

  September 2003 - January 2005

  Identify opportunities within our target market and establish contact, introducing our recently re-branded organization. • Created a marketing campaign to announce the acquisition of Computer Integration Group by The RetroTechs organization. It was primarily meant to assist in the transition of CIG clients by explaining the benefits of the new organization. • Client acquisition efforts were balanced with a focus on growing key accounts, by learning about their business objectives and aligning IT plans to assist in meeting those needs. • Worked with marketing firm to better define our value proposition, reinforced by a slight refresh of our brand, sponsoring local business events, marketing to both dormant and new prospective clients (based on Business Intelligence research of our own historical data, as well as available data on our market). • Investigated and joined a VAR network (VentureTech Network) to help us better position our strengths, identify partnership possibilities and share best-practices in successful marketing, sales, management and technology used in the Southeast, as well as nationwide.

• Partner at COMPUTER INTEGRATION GROUP, INC

  January 1996 - January 2003

  Manage service and sales of a VAR supporting the SMB community Operations: Performed multiple roles within the organization, from HR, Finance, Vendor Relations, Internal IT Director Sales: Managed key accounts from a sales and technical standpoint. Project planning and hardware procurement through a variety sources allowed me to consistently offer the best solutions to our clients.

• Partner at DYNAMAC SOLUTIONS, LLC

  January 1995 - January 1996

  Founded an IT consulting firm focusing on provided and end-to-end professional services solution for the Creative Community (Advertising Agencies, Design Firms, Commercial Printers) Responsible for all areas of operations, sales and support.

• Technology Consultant at Demographics

  January 1993 - January 1995

  Provided technical support and sales for IT Consulting firm Lead technical resource for established client-base. Performed troubleshooting, technical support, training and installation for a diverse set of clients with a broad range of equipment and Identified larger opportunities for the partners and assisted in providing quotations for hardware solutions.

• Inside Corporate Sales at VANSTAR/APPLE

  January 1992 - January 1993

  Member of Vanstar's team that opened their first SuperStore concept, which combined their typical B2B approach with an inside corporate sales team and a 30,000sq/ft retail space - managing the development of core Internet connectivity products to be launched to small and medium sized businesses. Personally met all objectives and milestones leading-up to the commercial launch of the business. Reported directly to the Corporate Sales Manager and provided support to the Outside Sales Executives by processing orders, preparing & reviewing quotes and researching and submitting RFP documents/quotes. Met all individual sales quotas and targets, measured on a weekly, monthly and quarterly basis, including call metrics, closure rate, attach rate for services/warranty extensions. Responsible for cold-calling local businesses to introduce our company and its services on a weekly basis

Jon Nitto's Education:

• Binghamton University

Jon Nitto's Interests & Activities: