Kirk L Horton

Captain
DISC Type : DS

Managing Partner & Chief Revenue Officer at SecureX

Los Gatos, California, United States

Overview

Kirk Horton is a results-driven executive with over 25 years of experience leading sales and channel programs in the IT, data center, and cloud services industries. An alumnus of California Polytechnic State University, he is described by peers as personable, professional, and a "rock-star salesman. "

He has been repeatedly recognized as a CRN Top Channel Chief for building industry-leading partner programs from the ground up.

Personality Overview

Long-Term Thinker

Planner & Achiever

Output-Driven

They are very professional in their approach and can weigh multiple perspectives together.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Channel Program Development
He has built multiple award-winning channel programs from scratch, spearheading go-to-market sales strategy and partner acquisition at several companies.
AI in Enterprise
His current role at SecureX focuses on accelerating AI adoption and technology decision-making for Fortune 5000 organizations, a topic he frequently posts about.
Efficient IT Infrastructure
His background includes pioneering energy-efficient data center solutions, and he emphasizes achieving significant cost savings without performance tradeoffs in IT upgrades.

Media Appearances

Kirk has no verified media appearances

Work History

3-2023
Managing Partner & Chief Revenue Officer at SecureX
5-2023 - 5-2024
Chief Revenue Officer (CRO) at Tego Cyber Inc
8-2021 - 3-2023
Senior Vice President, Channel Sales & Partners at Netacea
10-2015 - 8-2021
Senior Vice President, Sales & Channels at Nautilus Data Technologies
2-2014 - 10-2015
Senior Vice President, Channel Sales & Alliances at IPR Secure

Education

1988 - 1992
Business from California Polytechnic State University-San Luis Obispo

More Information

Social Presence :

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Exp : 10 Location : Los Gatos, California, United States Job Level : Leadership Designation : Managing Partner & Chief Revenue Officer at SecureX
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Insights For Selling To Kirk L

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't go over them unless you are left with no other option
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kirk L is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Kirk L

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Kirk L move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Kirk L take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Kirk L

Personality Compatibility


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