Juan Odriozola — Government & Enterprise Cybersecurity Sales

Channel & Enterprise

Corporate Account Manager

OnRetrievalReseller of third-party technology.

A reseller-side role, selling technology built by third-party vendors to large Spanish corporates.

Selected evidence

• Sold and positioned third-party technology to corporate accounts, including IBEX 35 companies such as BBVA, Iberdrola, Telefónica and Enagás.
• Generated commercial opportunities around third-party technologies.
• Supported technology vendors through the commercial process.
• Built customer trust around third-party technology.
• Account planning and negotiation with executive decision-makers.
• Developed a practical understanding of reseller operations and vendor–reseller dynamics.

Cyber Threat Intelligence

Country Manager — Spain & Portugal

Responsible for the Spain and Portugal market: go-to-market, partners and in-country execution for KELA's cyber threat intelligence platform.

Selected evidence

• +90% revenue growth in Spain during tenure.
• +270% revenue growth across Spanish law-enforcement accounts during tenure.
• Sold directly to government, law-enforcement, critical infrastructure and enterprise customers.
• Sold intelligence on the cybercrime ecosystem: underground activity, compromised credentials, ransomware and extortion, threat actors.
• Built MSSP, technology and channel partnerships; led sales, pre-sales, customer success and marketing in-country.

Government

Public Sector Sales — South & East Europe

Searchlight CyberDark-web investigation, dark-web monitoring and exposure management.

Joined Searchlight Cyber to develop its public-sector business in Southern and Eastern Europe, in countries with no existing customer base.

Selected evidence

• Public-sector business development across Southern and Eastern Europe.
• Engaged government stakeholders, technology partners and local ecosystem players.

National Security

Government Regional Sales Manager — EMEA & LATAM

The mandate widened to government accounts across EMEA and Latin America. In greenfield markets, entry was often supported by local resellers and integrators that already held the customer relationship.

Selected evidence

• Across Searchlight Cyber roles: 16 greenfield markets opened in EMEA and LATAM, generating business and opening commercial relationships in those markets.
• At least one reseller or integrator established per greenfield country; discovery often supported by partners.
• Government customers from national and local police to ministries of interior and defence and intelligence agencies.
• Participated in government tenders and direct procurement processes.

Government & Enterprise

Regional Sales Manager — EMEA & LATAM: Government & Enterprise

The current role adds enterprise customers to the government mandate across EMEA and LATAM, selling directly and through resellers and integrators.

Selected evidence

• Average deal size in the six figures, with experience across seven-figure deals.
• Depending on the account, supports the process from demonstration through technical evaluation, solution design and procurement to final contract.
• Stakeholders include SOC, CISO and CTI teams, police directors and senior police officials, and senior ministry and intelligence-agency officials.
• Products: dark-web investigation (Cerberus), dark-web monitoring of mentions and phishing domains (DarkIQ), and exposure management with hourly vulnerability scanning (Assetnote).