Anthony Mercho

Senior sales leader with 13+ years of experience in cybersecurity and SaaS, specializing in building scalable GTM strategies, leading high-performance sales teams, and developing strong channel ecosystems. Proven success collaborating with MSPs, MSSPs, VARs, and strategic vendor partners to drive partner-sourced pipeline, execute co-selling motions, and accelerate enterprise and mid-market growth. Track record of delivering predictable revenue, strengthening partner alignment through enablement and joint business planning, and transforming GTM operations through structured KPIs, modern tech stack adoption, and best-in-class sales processes. Expert at coaching, developing, and managing high-performing Account Executives, consistently elevating rep productivity, quota attainment, and overall team performance. Skilled at building lasting, trust-based relationships with business partners and co-workers to strengthen collaboration and accelerate shared goals.

Experience

VP, North America Sales and Channels

CYGNA LABS

Jan 2025 – Present

Developed and executed a North American sales strategy, building strategic pipelines with Fortune 100/500 firms in healthcare, financial services, education and technology for DNS, DHCP, IP-Address Management, AD Security, and professional services, both cloud hosted and on prem.
Built and enabled a high-performing outbound Account Executive team, designing and implementing compensation plans, scalable sales processes, KPIs, and enablement frameworks.
Recruited, hired and trained team, managed opportunities hands on and progressed opportunities with team.
Overhauled Partner Program, created and scaled around Ideal Partner Profiles, Created co-selling playbooks and joint solution messaging to accelerate partner-sourced pipeline and deals, enabling channel partners to displace competitors through bundled licensing, flexible service delivery, and TCO advantages.
Established a scalable outbound GTM model to include Direct and Channels aligning Sales, Product, and Marketing for unified messaging, and represented the company at industry events to drive leads and pipeline.
Increased Partner sourced pipeline by 120%, established account mapping, and co selling motion, expanded partner eco-system.

Senior Director of Sales

CORO

May 2022 – Jan 2025

Chicago, IL

Developed a complete sales cycle process, tracking KPIs from outreach to conversion, and creating battle cards and product matrices, and vertical specific collateral to enable my team.
Led the top-performing team for five consecutive quarters (Q4 2022, Q2-Q4 2023, Q1-Q3 2024,), with 70% of reps consistently hitting or exceeding quota through a tiered system and structured methodologies (MEDDPICC, GAP Selling).
Provided Strategic Channel Overlay, offering sales and cybersecurity expertise to close partner opportunities.
Streamlined sales by introducing a modern tech stack (Salesforce, ZoomInfo, Salesloft, Nooks, Orum etc.) to automate lead generation, improve efficiency, increase pipeline, and provide accurate revenue forecasts to C-level executives.
Collaborated cross-functionally with Marketing, Sales Ops, product marketing and Customer Success to align go-to-market strategies, enhance post-sale experience, and achieve sales objectives.
Hired, managed team of 10 Account Executives, distributed remotely across North America.

VP of Sales

FIREWALLS.COM

May 2017 – Jun 2022

Indianapolis, IN

Grew managed services to 7 Figures annually, boosting customer lifetime value via upsell/cross-sell, and maintained 15%+ AE headcount growth annually.
Improved Closed Won win rate to 72% with simultaneous services attachment rate increase.
Built and deployed a standardized, scalable sales process, including advanced forecasting and pipeline tracking in CRM, enhancing revenue predictability and accelerating sales cycles.
Collaborated with Marketing on email campaigns, sales collateral, and demand generation.
Launched a partner program with comprehensive onboarding and enablement for smaller regional MSPs and resellers, growing partner revenue YoY, including, hardware sales, renewal management, cloud backup, SaaS, etc.
Added new vendor partners like Fortinet, Palo Alto diversifying solutions, building new service offerings, and driving revenue; achieved platinum partner status within 12 months with Fortinet.

Account Executive, Majors

FIREWALLS.COM

Apr 2013 – May 2017

Indianapolis, IN

Top Professional Services Revenue Producer
Managed full sales cycle for net-new business and account expansion (mid-market, SLED, enterprise), selling cybersecurity/SaaS solutions, including prospecting and relationship building.
Handled RFP submissions, government procurement (E-Rate), and compliance-aligned security solutions.
Led product demos, POCs, and executive presentations for technical/business audiences.
Built lasting customer/partner relationships, generating repeat/referral business.
Full sales cycle solution selling for Sophos/Fortinet/Palo Alto/Watchguard/Sonicwall/Cisco/Barracuda security/networking solutions.

Account Executive

Firewalls.com

March 2012 - April 2013

Indianapolis, IN

Hunted and closed new business, managed existing customer renewals and upgrades, built and executed win-back campaigns.
Grew existing customer relationships, and expanded Pro Services/Managed Services attachment.
Led product demos, POCs, and executive solution presentations to technical and business audiences.

Education

Bachelors in Management

Indiana University

Dec 2011

Office Address

Huntsville Alabama

Opening Hour

Mon - Fri: 9:00am - 6:00pm

Contact Us

dave@channel-brokers.com

Office Address

Huntsville Alabama

Opening Hour

Mon - Fri: 9:00am - 6:00pm

Contact Us

Partnerships@channel-brokers.com

About Us

Welcome to Channel Brokers, where connections transcend boundaries and opportunities flourish. At Channel Brokers, we specialize in bridging the gap between businesses, key executives, and dynamic opportunities within the ever-evolving landscape of channel sales.

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Contacts Us

Opening Hour

Mon - Fri: 9:00am - 6:00pm

Call Us

938-666-0448