Michael Riley
7514 Hillsboro Canton, MI 48187
734-453-5323 • mriley9966@sbcglobal.net

PROFESSIONAL SUMMARY
Identify the Problem – Provide the Solution
IT Security professional with CISSP certification and experience in a variety of roles including sales, sales management, technical support, product management, product development, network engineering, consulting and project management. Adept at problem identification and resolution. Able to facilitate communication between parties in the development and implementation of security and networking solutions.

PROFESSIONAL EXPERIENCE
Verizon Business, Managed Solutions Development - Security • 2005 to present
Presales Security SE • 2009 to Present
• Supported Premier Sales Group in sales of more than $1M in Managed Security Services and Professional Services in Michigan; product line included network denial of service, security incident and event management of firewalls, IDS, IPS, and email security.
• Supported the sale of $300K in Security Consulting Services including vulnerability, policy, and compliance assessments, and pen tests.
• Performed Network Design, RFP Response, Proposals, Presentation and Training.
• Technical contact for GM Employee VPN Project; served as liaison between GM, Cisco, ROVA, and Verizon during testing of the VPN for implementation into 8 sites in Michigan and internationally.
Security Sales, Medium Business • 2008 to 2009
• Provided overlay support to more than 100 territory account reps for sale of security products to small and medium business accounts.
• Achieved 105% of $1M quota in manufacturing, health, financial, retail, and government industries.
• Performed solution design, proposal preparation and presentation, contract negotiation.
• Trained and developed 4 security sales, and more than 100 territory sales personnel in security product offerings.
Solutions Development Manager • 2006 to 2008
• Modified standard product to meet client specifications. Provided design, operations statement of work, cost/price modeling, billing approval, and contract terms.
• Developed custom solutions that contributed to more than $15M in revenues in firewall, denial of service, IDS, IPS, email, and professional services.
• Developed repeatable non-standard solution processes that were then turned into standard product
• Managed all security vendor partner relationships, including Cisco, Juniper, Enterasys, and Tipping Point
• Supported Managed Security Services product line for global accounts in Midwest including network denial of service, security incident and event management of firewalls, IDS, IPS, and email security; Provided security consulting services including vulnerability assessments, policy, compliance, and pen tests.
Presales Security SE • 2005 to 2006
• Supported 12 Premier Sales Reps in the sale of Managed Security Services and Professional Services in Midwest; provided network design, product recommendations, and engineering guidance to account teams.
• Prepared and submitted RFP responses with an average contract value $1.5M; managed the team request process for custom bids.
• Proposed risk and vulnerability assessments and recommended technical solutions.

General Motors North America • 2004-2005
Security Project Management (Contract through TEKSystems)
• Provided project management of security vulnerability assessments for 33 sites in General Motors North America; assessments consisted of penetration tests, wireless war driving, WEP cracking, social engineering, and physical security.
• Managed $1M contract for assessments performed by Hewlett Packard Security Consulting, including internal budget approval, and purchase request.
• Consisted of administration, delegation, performance management, audit solutions, documentation, vulnerability remediation and Audit of PCs for Virus/OS Patch update status.

InfoExpress, Market Development • 2003-2004
Business Security Development
• Introduced security software company’s products to Fortune 500 IT Security CSOs.
• Developed and sold 12 new accounts resulting in initial sales of more than $500K, exceeding expectations.

Comerica Bank • 2002-2003
Security Project Management (Contract through AT&T Consulting)
• Implemented Nortel Contivity VPN and RSA Ace Server.
• Developed access control rules with directory and TACAC groups.
• Led group meetings necessary to identify and develop user groups and access rights.

Clover Technology • 2002
Business Security Development
• Evaluated and expanded existing product line to include a broader security consulting offering and security products and services.
• Trained sales force on new products, developed sales presentations, lead lists, and qualifying questions.
• Attended sales calls, evaluated client network problems and proposed security solutions; advised client on costs and benefits of security options.

Netlock Technologies (acquired by Apani Networks) • 2001
Sr. Security Specialist
• Presales support for an endpoint VPN designed to integrate into the application server rather than reside on the network edge to provide a data connection encrypted from end to end.
• Design of Managed Virtual Private Networks
• Implementation of VPN client software on Unix, Linux, Apple, HP/UX and Microsoft NT, 2000 and Windows 9x platforms

Genuity (GTE Networking), Presales Support (acquired by Level 3) • 1999-2001
Security Sales Specialist
• Covered commercial accounts in Midwest including manufacturing, banking, retail, and government.
• Assisted territory managers in closing business in all major markets; provided strategic and technical expertise in sales positioning and presentations.
• Articulated complex technical concepts to various audiences.
• Designed solutions that could be integrated and implemented with customers’ systems.

Automobile Network Exchange (ANX) • 1998-1999
Senior IT Consultant (Contract through Logica)
• Served on the implementation task force, security work group, and the security work group planning management teams.
• Provided analysis and reports on dial-in service alternatives, value added network services, and security alternatives.
• Worked closely with the auto industry manufacturers, their primary suppliers, and Bellcore, EDS, AT&T, Ameritech, MCI/WorldCom, Sprint, and Bell Canada in furthering the development of ANX as a Virtual Private Network.

WorldCom (ANS) (became MCI, Acquired by Verizon) • 1997-1998
Security Sales Engineer
• Responsible for presales design of corporate networks utilizing VPN, dial access, firewalls and encryption devices.
• Served as project manager for several major clients to assure ongoing needs were met.
• Served as representative during early involvement of ISP’s in the recommendation of standards for the ANX standards using a private VPN Network arrived at by Bellcore

IBM, Sales • 1995-1997
Sales Representative, IBM Networking
• Sold more than $750K in IBM Networking Products calling on Fortune 500 industries including manufacturing, insurance, banking, health, and education.
Channel Sales Representative, IBM PC Company (purchased by Lenovo)
• Provided more than $1M in direct and channel sales of desktop and laptop computers.
• Implemented 800-number sales and support services for channel sales to national Platinum PC dealers.
• Acted as technical liaison to IBM PC Networking to integrate LAN/WAN into major RFP bid responses.

Velocity Independent Consulting • 1991-1994
• Provided personnel training for Motorola Data Communications hardware dealers, assisting in the expansion of hardware sales by an average 25% to various Novell Platinum dealers in the Midwest.
• Assisted a North Carolina corporate training facility in expanding their program to key Fortune 100 manufacturers by developing their management personnel; facilitated 10 new accounts totaling initial contracts of $750K

OTHER EXPERIENCE - DATA NETWORKING SALES
Various territory and industry sales and sales management positions providing networking software and hardware to Fortune 1000 companies. Selected achievements include:
• Motorola UDS – Telco channel sales 105% of $2M quota.
• Security Dynamics – Product development/sales SecurId Token – Wrote feasibility study for synchronous protocol application.
• Data Switch – Closed $10M sale of matrix switches to American Airlines; closed $20M in total switch sales.
• Racal Milgo – Regional Sales Manager achieving 115% of $30M sales quota (equaling 25% of the company’s national quota).
• Motorola Codex – District Sales Manager achieving 150% of $6M sales quota.

TECHNICAL COMPETENCIES
IDS/IPS
VPN
Access Control
Custom Bids Firewalls
Word, Excel, Outlook
Physical Security
Bid Response RSA Security Products
Risk Assessments
Security Policy
Cost/Price Acquisition Strong Authentication
Performance Measurement
Identity Management
Process Re-engineering
Denial of Service Encryption Technology Nessus Harris STAT Scanner

CERTIFICATIONS AND AFFILIATIONS
• Certified Information Systems Security Professional (CISSP)
• ISSA Motor City – Founding Member, Board Member
• ISC2 CISSP Review Class Instructor – Walsh College
• Association of Proposal Management Professionals (APMP) – Member
• Previously held Security Clearance: Top Secret-Comint
• InfraGard - founded by the Federal Bureau of Investigation (FBI); focused on protection of the nation’s critical infrastructure and key assets

TRAINING AND EDUCATION EXPERIENCE
• Walsh College 2 years – Masters Track, IT Security Classes
• Walsh College 3 years – ISC2 CISSP Prep class
• Cuyahoga Community College – Associate in Science, Computer Science