Rob Mccall

Director of Client Success - X-Force Managed Red Team Services

2024

Director of Customer Success

2020 - 2024

AQUIRED BY IBM - June 2022 Randori is your trusted adversary. Our unified attack surface management (ASM) & continuous automated red teaming (CART) platform unlocks the attacker's perspective helping defenders continuously identify gaps, test their defenses, and bring clarity to cyber risk. * First hire (employee ~20) to build a full post-sales program, from scratch, covering onboarding, training, ongoing success, and technical support for SMB, Mid-Market, and Enterprise customers in their adoption of an early stage cybersecurity product in an emerging industry vertical * Recruiting and directly managing a team of non-technical customer success managers (CSMs) and technical customer success engineers (CSEs) to deliver an exception customer experience * Responsible for initiating and leading multiple cross-functional initiatives across the organization (Randori's Hacker Operations Center, Sales/Marketing, and Product/Engineering) to deliver a cohesive customer experience and ensure the customer voice is infused through everything Randori does * Evaluated, procured, designed, implemented, and continue to maintain Randori’s first customer success platform (Gainsight) * Evaluated, produced, designed, implemented, and continue to maintain Randori's Customer Help Center (Zendesk) covering technical support ticketing and knowledgebase * Managed the integration of Randori's post-sales processes into the broader IBM organization after acquisition

Investor

2015 - 2020

* Seed/Series A Investor and portfolio support for: Randori (Acquired by: IBM), AuthAir (Acquired by: LogMeIn), Simon Data, Terbium Labs (Acquired by: Deloitte), Edgewise Networks (Acquired by: Zscaler), indico data, GreatHorn, Gamalon, HYPR, Promethium, Sevco Security * Sourcing, diligence, and investment analysis with a focus across .406's cybersecurity and data & cloud verticals * Built and/or maintained multiple internal projects and processes: Executive Recruiting across the investment portfolio; Cybersecurity Executive Council management; Data & Cloud Executive Council management; Student Fellows and university outreach programs; Data-Driven sourcing initiative with Pitchbook * Lead for Summer Internship Program (recruitment, hiring, and management yearly summer interns) * Support fundraising and internal portfolio valuation processes

Mid Market Account Executive & Associate Inside Sales Representative

2014 - 2015

* Identified, grew, and closed opportunities within Dallas, TX and surrounding areas, forecasting and tracking key account metrics * Developed and nurtured relationships with key clients and partners to educate them on the growing EMC portfolio, uncover new business needs, and assist with high severity requests and escalations * Before promotion, while in the the Associate Inside Sales Representative (business development representative) program, was responsible for outreach to existing and prospective customers across North America to discover qualified opportunities and drive demand generation for the inside sales organization. During my first quarter, set appointments converting $2.5m in qualified opportunities (250% of goal; #1 of 77 for the quarter)

Account Manager & Product Specialist

2011 - 2014

* Joined as employee #6, reporting directly to the CEO shortly after the companies inception, responsible for market research and prioritization of go-to-market targeted accounts * Owned project scoping, roll-out, sell through, technical support, and overall relationship across partner bank channel * Led the company’s transition from outside channel based sales model to inside direct sales, creating sales collateral (presentations, battle cards, ROI calculator, demo scripts, etc.) and training inside sales team * Conducted client testimonials to develop marketable case studies and drive MineralTree's product roadmap