Tony Grossman
Summary
- 20+ years of hands-on experience in Presales, Customer Success Management, International Partner Management, Strategic Bid Management, and Deal Closure.
- Deep practical expertise in Cybersecurity, Blockchain, and Networking technologies.
- Blend of business acumen and technical depth with a forward and strategic thinking, analytical mindset.
- Proven Record in leading and securing large-scale deals with Fintech, Enterprise, Government, and Telecom sectors.
- Strong Background in global and local sales, as well as partner management.
- Effective Communicator with strong presentation skills and a collaborative mindset.
- Professional in customer success with rich experience in driving client satisfaction and retention. Skilled in relationship building, problem-solving, and delivering tailored solutions.
Overview
25
25
years of professional experience
Work History
Head of Customer Success
GK8
01.2023 - Current
- Leading the Customer Success, Support, and Implementation team. Hands-on in designing and executing onboarding and training processes, including a detailed onboarding plan that enabled rapid customer activation and early billing (2 weeks for MPC and 3 weeks for Cold Vault solution).
- Implementing ticketing systems and a documentation portal to enhance product adoption and satisfaction. Actively utilizing HubSpot (CRM and Ticketing systems with over 10 CS metrics dashboards), Jira, Confluence, Monday.com, and Archbee to streamline customer operations, drive retention, and integrate customer feedback into continuous improvement.
- Engaging directly with enterprise-grade customers in EMEA, US, LatAm & APAC, overseeing the implementation of Custody, DeFi, Smart Contracts, and Crypto Exchange services while working closely with C-level executives, senior stakeholders, and operating teams.
- Maintained a 0% customer churn rate to competitors, accelerating account growth (higher ARR), overcoming complex challenges, and serving as a trusted advisor, consistently maximizing GK8's product value.
- Fields of activity: Crypto Blockchain Technology and Crypto Assets Protection, MPC, Impenetrable Vault
Presale Engineer and Technical Manager, EMEA
Cyberint
01.2021 - 01.2023
- Actively led technical presales across EMEA and APAC, delivering live demos, tailoring POCs, and managing over 10 RFPs, successfully converting 30+ prospects into Cyberint's customers. I designed a strong and effective two-week POC cycle that kept prospects engaged, showed the product's real value, and sped up their decision to buy.
- Drove technical engagement of dozens of new customers from Financial Services, Retail, Insurance, Energy, Government, Advertising, and other sectors by aligning Cyberint's capabilities to specific business and security needs.
- Developed and strengthened MSSP partnership to increase sales through MSSP channels in EMEA.
- Field of activity: Threat intelligence, Digital Risk Protection, External Attack Surface Management.
Cloud Guard CSPM Partner Manager
Check Point Software Technologies Ltd
01.2020 - 01.2021
- Provided technical enablement to MSSP partners, ensuring seamless integration and deployment of Dome9 and Check Point Cloud Security offerings, helping the partners optimize their cybersecurity capabilities. Led presentations, meetings, and workshops to drive adoption of CloudGuard CSPM solutions across AWS and Azure.
- Played a hands-on role in shaping go-to-market strategies with MSSP partners, co-created an MSSP enablement brochure to enhance sales alignment and technical onboarding.
Cloud Guard CSPM Customer Success Manager
Check Point Software Technologies Ltd
01.2019 - 01.2020
- Oversaw all Dome9 customer success activities across 25 Israeli and MEA customers and partners, including onboarding, integration, renewals, and driving new ARR. Supported key accounts such as Amdocs and Via Transportation, maintaining high engagement and satisfaction across customer teams.
- Fields of activity: Security in AWS and Azure public clouds, CSPM, workload protection.
Channel & Presale Manager
Cytrox - Cyber Intelligence Solutions (acquired by WiSpear)
01.2017 - 01.2019
- Presented solutions to Enterprise and Government customers, promoting offensive/defensive offerings and developing markets for Cytrox Solutions.
- Recruited channels & conducted presale activities worldwide for reselling Cytrox Intelligence & Cyber Endpoint defensive solutions, supporting them technically and commercially.
- Fields of activity: Cyber Offensive for Governments and Endpoint defensive solution for Enterprises.
Strategic Account Development Manager (Russia, CIS, Africa, Europe, APAC)
Allot
01.2011 - 01.2016
- Developed channel activities with 3 global partners (Cyberbit, Comverse, NSN).
- Led RFP processes with over 25 strategic customers, including Vodafone, MTN, Vimpelcom, Tigo, Megafon, Safaricom, and others by tailoring response strategies to meet each client's specific needs, priorities, and budget constraints. Expanded Customers Base.
- Negotiated contracts and closed strategic deals with key accounts, including MTN, Safaricom, VOO, and others, contributing directly to revenue recognition and growth.
- Supervised and shaped Allot's 3rd-party solutions to formulate a compelling offer in a competitive environment (Cisco, Openet, Volubill).
- Delivered presentations to Strategic customers. Designed SaaS pricing models.
- Fields of activity: Security, PCEF and Monetization, DPI, Video Optimization, PCRF, Mobile, VOIP, QoE.
Sales Manager for Russia and CIS
Comability
01.2009 - 01.2011
- Developed business and product awareness in Russia & CIS countries with local and global (Cisco) Partners and Customers. Expanded market reach to new mobile and fixed telecom customers.
- Led Sales and presales process to ISP and Mobile Telecom Companies in Russia & CIS markets (Russia, Kazakhstan, Azerbaijan, Georgia, Belarus, Ukraine, Moldova).
Presale Manager (APAC, Europe)
Comability
01.2007 - 01.2009
- Developed ComAbility product market awareness in Europe, APAC, Russia & CIS.
- Presented solutions to customers. Built an integration plan with the Comability product for International Telecom Companies (Broadband and Mobile Operators). Successfully led complex POCs.
Engineering Manager, Head of ISP Communications & Services
Golden Lines 012
01.2000 - 01.2007
- Managed a team of Network Engineers responsible for the design, implementation, and maintenance of the entire 012 MPLS IP Network communication and services in Israel and overseas POPs.
Education
Master of Business Administration - undefined
University of Derby
01.2003
BA - Sociology
Tel Aviv University
01.1997
B.A. - Electricity
Technical University of Karaganda, Kazakhstan
01.1993
Skills
- Blockchain Technology
- Digital Asset Protection
- Cyber Intelligence
- Threat Intelligence
- Networking
- Endpoint Security
- Cloud Security
- Channel Development
- Third-party Partnerships
- Technical Sales
- Contract Negotiations
- Solution Presentations
- RFP Management
- Mobile Carriers
- DPI
Websites
Languages
English
Hebrew
Russian
Military Experience
01/1998, 12/2000, Interviewing Officer, IDF Drafting Office, Tel HaShomer, Tel HaShomer, Israel
Personal Information
Title: Customer Success Manager
Professional Courses
- Multiple professional courses in the fields of Cloud: AWS Architecture Professional
- Checkpoint Cloud Ninja
- Azure architecture and security
- Networking
- Cyber Security
- Ethical Hacking
- Mobile and Wi-Fi
- IPTV
- Effective presentation
- Executive negotiation
- Salesforce (CRM)
Timeline
Head of Customer Success
GK8
01.2023 - Current
Presale Engineer and Technical Manager, EMEA
Cyberint
01.2021 - 01.2023
Cloud Guard CSPM Partner Manager
Check Point Software Technologies Ltd
01.2020 - 01.2021
Cloud Guard CSPM Customer Success Manager
Check Point Software Technologies Ltd
01.2019 - 01.2020
Channel & Presale Manager
Cytrox - Cyber Intelligence Solutions (acquired by WiSpear)
01.2017 - 01.2019
Strategic Account Development Manager (Russia, CIS, Africa, Europe, APAC)
Allot
01.2011 - 01.2016
Sales Manager for Russia and CIS
Comability
01.2009 - 01.2011
Presale Manager (APAC, Europe)
Comability
01.2007 - 01.2009
Engineering Manager, Head of ISP Communications & Services
Golden Lines 012
01.2000 - 01.2007
Master of Business Administration - undefined
University of Derby
BA - Sociology
Tel Aviv University
B.A. - Electricity
Technical University of Karaganda, Kazakhstan
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