Sales Manager

Randy R. Ridley

*** ******* ****

Vienna, VA ****0

*********@***.***

703-***-**** (Cell)

PROFESSIONAL PROFILE

Sales and General Management executive with track record of success in selling enterprise software as well as hardware and

consulting with an extensive background in product and program management and marketing. Produced sales and gained new

first time customers across the federal and state and local marketplaces. Has also pursued business in the international public

sector marketplace. Built sales teams from scratch. Well known enough in Federal circles to be featured on the cover of Federal

Computer Week. Has managed up to 45 people in past positions. Average sales transaction size 700K plus; has sold

multimillion dollar enterprise licenses.

• Active DOD Top Secret; current CIA TS/SCI; in processing for NSA TS/SCI

EXPERIENCE

Business and Decision (Mi-Case Software BU), Vienna VA Mar 2011-Currently

Case Management software business unit with over 30 customers in the Public Sector marketplace in the U.S. and

internationally.

Vice President of Sales and Operations, North America, Mi-Case Product Line; start up situation, will have up to 12 direct

reports by the end of the calendar year. Federal and State and Local focus.

• Assessed entire marketplace and put together a multi-year business plan to address the market

• Identified weaknesses in the company’s ownership and IP of software and put together plan to fix it

• Identified consulting and ISV partners to accelerate sales and build immediate pipeline

• Began exploratory sales calls and interaction with senior decision makers at customers in the U.S.

Narus, Sunnyvale CA Feb 2010-Jan 2011

Cyber Security Enterprise Software Company doing business with the Federal Government and customers in Asia and

the Middle East. Marquee customers include AT&T and Boeing (since acquired by Boeing.) Under 200 employees.

Director of Business Development; had three dotted line reports, covering Fed Civilian, COCOMs, OSD, DISA.

• # 1 Sales Leader in Federal Group

• Closed 1.5 M, for 2010

• Pipeline of 7M for 2011

• Managed a number of indirect channels including Carasoft, Harris Inc.

• Managed a team of tech staff including Program Manager, SE, Solution Architect

Siemens Government Services, Reston VA 2008-2009

Proxy company for Siemens (Fortune 5 Company) doing business with the Federal Government. Product line sold was

Product Life Cycle Management (PLM) Enterprise Software. Over 400 employees.

Director of Sales; managed a team of 5. Responsible for all Federal Civilian and Intelligence Community sales of the

enterprise software TeamCenter PLM product suite

Upon arrival, addressed underperforming staff moving two individuals to VAR positions.

Initiated hiring process for inside sales and new rep

Help adjust strategy for major contract pursuits (10 Million plus) at Coast Guard and with integrator partners (i.e.

Northrop Grumman)

Within a few months of new assignment, obtained teaming agreements with Northrop Grumman and L-3

Communications for contracts in excess of 6 Billion for key agencies in the intelligence community

MetaCarta, Cambridge MA 2002-2008

Start-up Enterprise Software Company; had customers across the Federal Government, the Energy Market and

overseas Allied Governments. 50 employees

Vice President of Sales….Vice President and General Manager, Public Sector. Responsible for all Public Sector vertical

sales, marketing, product management, and customer satisfaction activities. Managed a budget of over 3.6 Million and

1

staff of 11. Public Sector included all U.S. and International Federal and Local government agencies. Had full contract

signature authority for the company. Company revenue was zero upon arrival in 2002.

Average growth over the last 4 years: 30%. Top growth year: 80%

Grew the customer base from zero in 2002 to DOD, Federal Civilian, DHS, The Intelligence Community, State and Local,

and International Government segments by 2008

In 2006, landed the two largest contracts in the company’s history. One of the contracts had a 6 year payout of licenses

and services at 20 Million

New first time customers added include: USN, USA, USAF, SOCOM, EUCOM, DNI, DIA, NSA, NGA, DHS, EPA, USGS,

USDA, DOS, Government of Australia, Government of Singapore, State of Alabama, North Texas Fusion Center

Formed working partnerships with L-3, Raytheon, Lockheed Martin, Northrop Grumman, CSC, IBM, ManTech, and SAIC

Achieved significant repeat customers despite very challenging annual license model; never lost an operational customer

Designed company’s reseller program and recruited the company’s first reseller

Obtained GSA and multiple contract vehicle listings for the company's products and service

Played a major role in assisting the company to obtain 6 Million dollars in series B funding from an investment group led

by Sevin Rosen; regularly briefed the board of directors

Primary negotiator for the company’s 2004 successful equity investment and enterprise software sale to In-Q-Tel (CIA)

Elumens, Inc., Cary NC 2000-2002

Start-up Software and Hardware Company. Under 50 employees.

Director of Federal Sales; responsible for all Federal sales, had staff of 1 and two channels.

Number 1 Sales Director at the Company

New customers include Army, Navy, Air Force, NASA, CIA, DOE, and major integrators such as Lockheed Martin, and

CAE

EQE/PLG Inc., San Francisco CA 1996-2000

A Software and Consulting Company. Software product for countering terrorist attacks. Under 50 employees.

Director of Federal Programs; responsible for all Federal sales.

• Sold $1.6 million enterprise license to the USMC

• Exceeded goal by 180%. Successfully closed companies largest Enterprise License Agreement

TASC, Inc., Reading MA 1990-1996

A consulting company doing business almost exclusively with the Federal Government. Over 2000 employees.

Manager; had 8 direct reports. Built staff up from scratch.

• Generated $3 million plus in consulting and professional services sales

• 70% capture rate for all full and open competitive bids

Defense Nuclear Agency, Alexandria VA 1986-1989

A DOD Defense Agency devoted to the protection of U.S. Nuclear Weapons

R&D Program Manager (COTR)(LT USN); managed Booz-Allen and Hamilton, SAIC, BDM, Sandia National Labs and other

firms and organizations all under contract.

• Extensive work as Source Selection Authority (SSA) developing Requests For Proposals (RFPs). Convened Source

Selection Evaluation Boards (SSEBs). Wrote requirements documents and statements of work

United States Naval Officer 1980-1989

Publications: Washington Post, Defense News e.g. and numerous published papers.

Education: BA, History, University of Iowa, 1979; MA, National Security Studies, George Washington University, 1992.

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