Michael Reed

I am a Global GTM executive with two decades of experience transforming presales into strategic growth engines across cybersecurity, AI, and SaaS markets. I build data-driven, customer-centric teams that align technical excellence with measurable business outcomes.

At Palo Alto Networks I unified a 70+ person global presales organization and architected KEYSTONE, a global attribution and competency system linking partner technical engagement to pipeline progression and post-sales success. I implement OKR-driven accountability frameworks and outcome-based dashboards to align partner SEs to sales strategy and revenue impact.

Previously, as Vice President at Jumio, I transformed presales into a unified platform-selling organization and launched proactive Customer Success programs that increased GRR by 20%. At RSA/EMC/Dell I led global presales, scaling ARR from $25M to $250M and growing teams from 7 to 50 while improving win rates by 40%.

I combine operational rigor, executive influence, and storytelling to elevate presales from a support function to a measurable growth accelerator, and I enjoy partnering cross-functionally to turn technical differentiation into quantifiable ROI.