Anirudh Chand
Melbourne,VIC
Summary
Accomplished in leading solutions engineering and presales teams across APJ for Fortra, with a proven track record in enhancing sales engineer skills and client engagement. High-level knowledge of technologies like VM, MDR, and Digital Risk, to name a few, with a flair for strategic planning and team leadership. Achieved a very high success rate in demos and PoCs, leading to the establishment of well-documented and tried-and-tested processes for the same.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Director Solutions Engineering
Fortra
07.2022 - Current
- Take ownership of a larger team across APJ, focused on 14 different products.
- Consolidated on key focus solutions to manage and prioritize our go-to-market strategy.
- Define the internal process around AE-SE 'Rules of Engagement' and 'Partner Enablement.'
- Ensure Sales Engineers are skilled and equipped with the right tools and skills to meet and exceed their targets
- Player-coach role: Act as the Enterprise SE for Digital Risk, Email Security, and FIM/SCM solutions for APJ and ANZ.
- Involved in the process of mentoring and recruiting within the team
- Streamline the SE and sales process, as well as the engagement model, and ensure it is effective and streamlined.
- Work with regional Product Management teams to ensure all customer and engineering product concerns are well documented, and priorities.
- Act as a conduit between the APJ region and headquarters, ensuring the timely delivery of all training (Partner and SE), as well as networking.
- Participate in Public Speaking events on platforms like Gartner Sydney, AISA Melbourne, VSS, Vietnam, Gartner Mumbai, CyberSec Philippines to name a few
- Ensuring Fortra is well-represented in trade shows across the entire APJ region
Director Solutions Engineering Management and Presales
Tripwire
07.2019 - 07.2022
- Provide leadership across all Sales Engineers for the APJ region.
- Ensure Sales Engineers are skilled and equipped with the right tools and skills to meet and exceed their targets.
- Involved in the process of mentoring and recruiting within the team.
- Streamline the SE and sales process, as well as the engagement model, and ensure it is effective and streamlined.
- Work with regional Product Management teams to ensure all customer and engineering product concerns are well documented and prioritized.
- Act as a conduit between the APJ region and headquarters, ensuring timely delivery of all training (Partner and SE), as well as networking.
- Primary SE for the ANZ region; provide full SE support to the local sales team.
- Ensuring Tripwire is well-represented across the entire APJ region
SE Manager ASEAN Management and Presales
BeyondTrust
07.2018 - 06.2019
- Sales Engineering Manager for ASEAN region as well as Enterprise Pre-Sales engineer responsible for the ANZ, Korea and Japan region supporting all Channel, Marketing and the entire BeyondTrust sales team
- Key technical resource involved in all deals across ANZ
- Subject Matter Expert on all PAM and VM technologies for BeyondTrust
- Instrumental in winning various High-Level projects in the State and Federal Government sectors as well as the private sector, including but not limited to: Medibank, Bureau of Meteorology, DHHS, DoD, Energy Australia, Macquarie Bank, ASX, Target
- Responsible for maintaining and promoting vendor-client relationship on a business as well as sales level with all customers
- Provided support and technical expertise to the entire Partner and Channel communities engaged with BeyondTrust
- Hosted talks, seminars, demonstrations, and presentations for Marketing for various stakeholders
- Responsible for all demos and PoCs/Pilots across customer sites and ensured we achieved a 100% success rate
Enterprise Solutions Engineer
BeyondTrust
01.2016 - 06.2018
- Primary SE for all BeyondTrust technologies across ANZ, and SE Asia.
- Work with and support three sales reps across the region.
- Conduct and manage technical partner enablement.
- Refine and enhance demos and PoCs to ensure a high win rate across opportunities.
- Work with the CSM and PS teams to ensure smooth post-sales activity and high customer satisfaction.
Senior Security Consultant Presales and Consulting
Microfocus
10.2012 - 12.2015
Senior Sales Engineer Presales and Consulting
Trend Micro
10.2011 - 10.2012
Security Consultant Consulting
The Attachmate Group
10.2009 - 10.2011
- Instrumental in winning various High-Level projects in the Local and Federal Government sectors, including but not limited to the Department of Social Services, Attorney Generals' Department, CenITex, Roads and Maritime Services NSW, TMR Queensland, WorkSafe Victoria
- Worked on, and was required to be a Subject Matter Expert on NetIQ proprietary technologies like Sentinel (SIEM), Secure Configuration Manager (Compliance), NetIQ Identity and Access Manager(IDM), Change Guardian etc
- Contributed significantly to various wins and deals across the private sector ranging from smaller organizations like Allens Law to multinationals like St Georges Bank, Coles Group, Endeavor Energy etc
- Currently the sole Security Pre-sales consultant across Australia
- Key responsibilities include supporting BDMs and Sales Execs in major accounts across the ACT, NSW, Queensland, Victoria and SA
- Presented to various stakeholders within organizations, ranging from Technical Analysts to C-level Execs
- Responded to RFTs/RFPs for a number of projects and ensured they were accurate and technically sufficient
- Demonstrated solutions via Webex and/or customer site PoCs and Demos
- Understood business needs and adapted them to technical requirements for a successful solution implementation
- Experience in deploying and administrating SIEM solutions to multiple clients, government included
Security Consultant Consulting
The ANZ Banking Group
11.2006 - 10.2009
- Proven experience in managing a vulnerability and patch management process for PCI DSS infrastructure
- High awareness of current threat and vulnerability landscape and how this relates to business risk appetite
- Provided Security and Penetration testing across a diverse range of new and existing projects
- Provided Vulnerability Management services to Business Units across the Bank
- This included all locations and most platforms
- Provided support and expertise to the SOC team with regards to creating and revising new and existing firewall rules
- Delivered and contributed to after-hours support for the NOC and SOC team to manage security incidents and threats
- Exposure to critical Bank Key infrastructure like Hardware Security Modules and the Banks' key management procedures
- Managed and coordinated various pen-test projects across the Bank with external contractors from E&Y, Delloitte, Wipro and PWC
- Consulted business on discovered risks and provided mitigation strategies
- Established from scratch the Vulnerability Management platform for the Bank
- Still used by the Security team to date
Security Team Leader Team Leading and R&D
PCTools Research
10.2004 - 11.2006
Education
Master of Applied Science - Information Security (Honors)
RMIT
Melbourne01.2004
Bachelor of Engineering - Computer Science (Grade 1)
HP University
India01.2002
Skills
Professional Strengths and Soft Skills:
- Sales engineering
- Technical presentations
- Team leadership
- Client engagement
- Product knowledge
- Performance coaching
- Problem solving
- Strategic planning
- Goal setting
- Coaching and mentoring
Technical Skills
- Vulnerability Assessment and Compliance Tools
- Digital Risk
- Email Security
- Security Awareness and Training,
- DMARC, DKIM, and SPF
- IPS/IDS
- MDR/XDR
- Trend Micro Deep Security
- Data Protection
- FIM, SCM, and System Hardening
- Global Compliance: PCI, ISO, ISM, SOX
- Privilege Access Management
- Databases: SQL, MySQL
- Operating Systems: Windows, Linux (RHEL, SuSe SLES, Ubuntu, Centos)
- Storage automation and orchestration
- Cloud:Azure, AWS
Certification
- CCNA
- RHEL
- OWASP
- Trend Micro Certified Expert
- BeyondTrust Security Professional
- Certified Tripwire Enterprise Administrator
- Forescout SilentDefence Administrator
References
Upon request.
Timeline
Director Solutions Engineering
Fortra
07.2022 - Current
Director Solutions Engineering Management and Presales
Tripwire
07.2019 - 07.2022
SE Manager ASEAN Management and Presales
BeyondTrust
07.2018 - 06.2019
Enterprise Solutions Engineer
BeyondTrust
01.2016 - 06.2018
Senior Security Consultant Presales and Consulting
Microfocus
10.2012 - 12.2015
Senior Sales Engineer Presales and Consulting
Trend Micro
10.2011 - 10.2012
Security Consultant Consulting
The Attachmate Group
10.2009 - 10.2011
Security Consultant Consulting
The ANZ Banking Group
11.2006 - 10.2009
Security Team Leader Team Leading and R&D
PCTools Research
10.2004 - 11.2006
Master of Applied Science - Information Security (Honors)
RMIT
Bachelor of Engineering - Computer Science (Grade 1)
HP University
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