Justin Black

• Responsible for sales, marketing and commercial activities.
• Generated over 1,472 Million Euro in Vecta AI NACV business since FY22 to FY24, and 600.000+ Euro in new KPMG business.
• Created over 3. + Million Euro in New business pipeline.

• Created and implemented a comprehensive commercial strategy to drive Net Sales growth of 3 to 8% YoY and market expansion.
• Enhanced pipeline management for a team of 4 and optimized tender processes for a team of 2. Improved sales presentation workflows and established reporting structures to increase efficiency and transparency.
• Coaching and training over 43 senior leaders (e.g. partners, directors, senior managers and managers) on Miller Heimen frameworks strategic selling, conceptal selling, LAMP and sales funnel management.
• Identifying and formalizing new business opportunities and partnerships. Including all collaboration contracts, legal documentation and reporting administration. I also play a critical role in building business cadences and go-to-market strategies. (Partnerships include: OneTrust, Vectra, Nozomi)
• Analyzing market trends and adjusting strategies accordingly.
• Creating and managing budgets and forecasts
• Structuring and professionalizing new propositions for MVP and go-to-market-strategies. (Examples: Nation State - What Companies need to know, Rapid Containment Services, Cyber Crisis VR Simulations.
• Organizing and structuring events and Tech sales round tables.

Leading Cyber and Privacy marketing department with a team of 4, providing strategic oversight, editing and ensuring alignment with business goals.

• Responsible for business development across full KPMG NL Cyber & Privacy Portfolio resulting in 1.2 Million Euro in new business acquisition (Net Sales)
• Responsible for leading high-profile sales pitches.
• Recognized across KPMG as a role model and leader in sales planning and execution. Is not unknown to lead cross segment sales pitches with a strong focus on People, Processes and Technology.
• Is a respected and well-known name within the broader Cyber and privacy industry ISF, IAPP, ASIS, I-4, ISAAC, Hague Security Delta, etc.
• Acts as a strategic sparring partner for large clients at the Director and C-suite level, linking their business needs to KPMG solutions and creates buy-in for high profile projects at the C-Suite level of client's organization. Internally acts as a strategic partner for colleagues on Partner level regarding sales and business development opportunities.
• Is well informed on developments in the external and regulatory environments like NIS2, DORA, CRA, R-155, etc. . Briefs and informs colleagues on these developments. Has a solid understanding how these developments can be utilized to expand KPMG Technology's products, solutions and services.
• Organizes 15+ managed events with marketing exposure.

• Business development executive targeting enterprise and large international accounts for B2B sales.
• Pipeline creation activities like organizing events/speaking opportunities, cold calling, networking, scalable lead generation platforms "on-demand".
• Define and execute growth strategies with proven "hunting" activities measurable in KPIs to reach required qualified opportunities, ultimately convert to booking targets.
• Managing and developing partnership programs
• Transfer expertise and knowledge on nurture automation and how advising how this impacts organizational risk and ROI calculations.
• Define deliverables e.g. forecasting sales and pipeline creation reporting
• Negotiating in highly complex deals
• Focus on selling security services, training

• Responsible for overall pipeline targeting new accounts and qualified opportunities (BANT) from 1 to 6 million euros with an average 30% close rate by 2020.
• Exceeded the targets both years, over 10 million in new qualified opportunities with higher close rates
• Building prospect lists on specific industries and value proposition types. Proactively building relationships with prospects at all levels. Keeping a holistic view and eye-level activities.
• Cold calling, sales navigator, email campaigns.
• Identifying niches and business cases in new markets requiring research activities in military drones tech, Screaming Channels with Side Channel Analysis, and Digital Forensics.
• Building a sales strategy to be more scale-able and on-demand, supported by an automated lead nurturing process. Example: welove.fi Designing, marketing, organizing online events, finding guest speakers, reporting to our management, writing content for marketing and video recording.
• Leading business for Riscure Training Academy sales for nearly 3 years, growing from 400.000 to over 1.000.000 euros in revenue.

• Performed business development, portfolio growth, and market research for UL-TS across key sectors including IoT, M2M/eUICC, eHealth, biometrics (liveness, spoofing, performance), API, and mobile payments such as Host Card Emulation (HCE) & secure element 'Tap and Pay.'
• Supported core business functions in compliance, security, and global interoperability for banking, payments, government, and transit industries. Delivered marketing and communication materials including PowerPoint presentations, webinars, whitepapers, and website content. Managed international networking, lead generation, data management, and weekly reporting.
• Focused on targeting new accounts and managing pipelines in the mobile payment and IoT sectors.
• Bridged gaps between business units following UL's acquisition of Collis, concentrating on high-assurance security (e.g. EMVco, MasterCard, Amex, CC, FIPS140-2, UICC, PCI-PTC). Specialized in building comprehensive knowledge of portfolio development, industry requirements, and customer needs

• Portfolio management
• Supporting commercial activities
• Market research

• Expanding North American small and medium-sized manufacturers (SMEs) into the European market.
• Providing knowledge in VAT, European Laws, product certifications, cultural awareness, hiring foreign personnel, creating a European Presence, accelerating business growth and Merging and Acquisitions. I was teamed up with the industrial unit as a US market specialist.
• Identifying the right Ideal Customer Profile (ICP), qualifying opportunities, and organizing handovers with the Vice President of Sales.

• Develop focus as a core business.
• Conducted research and implemented marketing and communication strategies.
• Establish international networks and business partnerships.
• Build team training programs.
• Conducted sales calls and meetings.

• Establishing relationships with the State Departments, Federal Government, Universities, Non-profit organizations and innovative businesses in green and renewable technologies.
• Present new technologies for investment opportunities.

Advanced aircraft electronic countermeasures technicians, at the IMA, inspect, test, maintain, repair, and analyze airborne weapon replaceable assemblies, shop replaceable assemblies, automatic test equipment, and ancillary equipment failures beyond normal fault isolated procedures.