Sales Manager

Ted R. Heiman Cell 408-***-****

**** **** ***** *-****:*********@*****.***

Dublin, California 94568

Enterprise Sales Executive

Experience

Western Regional Sales Manager 2/2011 - Present Fast Wrap USA, Dublin, CA

Industrial Shrink Wrap and Containment Services (sales consulting client

converted to full time position)

-Generated over $1.5 Million dollars of sales opportunities in a new

territory with a company that has limited name recognition. We have

assumed the position of market leader in this industry.

-Established strategic relationships with leading builders and scaffold

vendors pre-negotiating all terms thereby eliminating the standard bid

process.

-Closed largest deal in company history with a contract value of over

$300,000. The project was with DPR Builders at the new Alta Bates Summit

Medical Center in Oakland.

Vice President of Sales 2010 Addonics Technologies, San Jose, CA

Encrypted Storage Solutions - Hardware Based Encryption (consulting project

for former CEO of Enova)

-Charted with introducing a new encryption technology via identifying and

evaluating needs and shepherding the acceptance and procurement process

across all levels of the DOD including NSA, DMDC, DHS, Army, Navy, Air

Force and OSD.

-Worked directly with the Director of Cyber Security-DHS (Rich Marshall)

and the Deputy Assistant Secretary of Defense/Deputy Chief Information

Officer-DOD (Dave Wennergren), Cyber Pack Ventures (Dan Wolf), & USS

Sequoia (Gary Silversmith, President)

- Signed key reseller agreement with Telos Identity Management Division

(Robbie Brandewie) for GSA acquisitions (leveraged this key relationship

from ActivIdentity and others)

-Recruited multiple channel partners to promote and sell new encryption

technology in public sector

Director of Sales 2009 RedSeal Technologies, San Mateo, CA

Enterprise Network Security - Configuration Management (Rehired by Tom

Arthur former CEO ActivIdentity)

-Managed key strategic enterprise accounts including Oracle, Microsoft,

Google, Barclays, US Airways, McKesson, Avnet, Stanford Hospital,

Autodesk, nVidia & Federal Home Loan Bank SF

-Managed Inside Sales team to improve our prospecting success rate and set

up meetings and webinars with Chief Security Officers of Fortune 500

Companies to present our solution.

Western Regional Sales Manager 2008 ForeScout Technologies, Cupertino CA

Enterprise Network Security - Network Access Control (Attractive startup &

opportunity to locate to Silicon Valley)

-Generated several million dollars of new business opportunities in the

Western US & Canada

-Closed and managed Fortune 500 accounts including SalesForce.com, eBay,

Kaiser, EnCana, Nexen, CNRL,

ERCB, Nintendo, Echelon, Costco, Sybase, FM Bank, Bank of the West,

Interwoven & Patelco

-Signed National VAR agreement with Forsythe, the largest security reseller

in North America

-Departure as company under significant financial duress (reference Alan

Bain, ex-VP, Sales, ForeScout)

Vice President of Sales 2007-2008 Keneisys, Reno NV

Enterprise Data Security - Data Encryption Seed Stage

-Built and managed sales and marketing operations for entire US operation

-Oversaw launch of new encryption product into the US market and set sales

& marketing strategy

-Participated in funding raising process and engaged high networth

individuals to invest over $1 Million each, but lead institutional

investor did not commit

-Departed as company did not secure funding (contact reference CEO Kerry

Neovicher)

Owner & Vice President of Sales 2004 - 2007 IQ Design, LLC. Kailua-Kona, HI

Home Automation and Security Systems (family business, investors based in

HI)

-Established the largest home automation solution provider in Hawaii

including security, access control, computer networks, IP phone networks,

home theater systems, distributed audio, electronic lighting & blinds &

Crestron overlay control systems.

-Designed and implemented systems for 10,000 square foot plus homes along

the Kona Coast including Finis Conner (founder, Conner Hard Drives) Jerry

Ungerman (CheckPoint), Chuck Schwaab ( Founder Charles Schwaab)

-Closed Multi-Million dollar projects with private resort communities

including Kukio, Kauna' oa,

Wai Ula Ula, Kulalani & Nanea (Charles Schwab Private Golf Course -Top

100 Golf Courses in USA Getty)

Subcontractor to Centex's homes Kolea project most profitable project in

its history ; (Bruce Sloan, President HI-Centex Homes)

-Closed company due to severe economic decline and collapse of housing

market

Vice President of Sales 2002 - 2004 Enova Technology Corporation,

Milpitas CA

ASIC Design Engineering and Manufacture for High Speed Encryption (Seed

Stage)

-Established OEM relationships with leading hard drive manufacturers

Seagate and Conner

-Established OEM relationships with leading note book manufacturers

Panasonic and HP

-Initiated new product launch into US market and instituted sales and

marketing strategy for the entire US.

-Company faced technology issues and suspended their sales efforts and

closed US operations

Western Regional Sales Director 1999 - 2002 ActivIdentity, Inc.

(previously ActivCard) Fremont, CA Digital Identity Management and Smart

Card Authentication Technology (Professionally recruited to this French

technology company) NASDAQ IPO

-Closed world's largest Identity Management implementation incorporating

PKI and Smart Card Technology with the DOD. Issued 1.3 Million new Smart

Card Military ID badges for access to all DOD bases, facilities and

networks worldwide. Incorporated first Biometric Match on Card technology

with Precise Biometrics. (An Award winning government project - 2001

Government Gracie Award resulting in a personal commendation including

official DOD letter of recommendation) !3 Million Cards Issued To Date

-Closed over $4,000,000 in revenue exceeding 2000 quota of $1,300,000;

Closed over $8,000,000 in revenue exceeding annual 2001 quota of

$4,000,000 dollars;

-Closed pivotal deals with Sun 50K Users World Wide, Netscape, AOL,

Chevron, Citicorp & Visa

-Federal government customers included: DOD, SPAWAR, DMDC, NSA, DISA, NIST

& NASA

-Management turmoil including questionable management practices lead to

departure

Account Manager 1995-1999 Nortel Networks (Formerly Bay Networks) Santa

Clara, CA Wellfleet/Synoptics Merger Networking Technology Routers, Hubs,

Switches (opportunity to join the leading networking manufacturers)

-Territory - Western US

- Top producer on sales team; Identified and closed over $5,000,000 worth

of networking opportunities in less than one year.

- Worked with Reseller Channel to Position Nortel networks products sold

through the distribution network

-Networking University - Extensive education on enterprise networking

technology

National Account Executive (1991-1995) Desktop Products Emeryville, CA -

Privately Owned

Computer System Integrator and Reseller

-Wells Fargo Bank - Super Market Banking Project: First Global Installation

of a full service bank into a national grocery chain (Safeway).

-Designed computer & networking technology from beginning to end including

hardware and software.

-Generated revenues in excess of 1 million from Wells Fargo Bank, Safeway,

Dow Corning, Bechtel, AutoDesk

Projects:

DOD Common Access Card Deployment

Closed world's largest Identity Management implementation incorporating PKI

and Smart Card Technology with the DOD. Issued 1.3 Million new Smart Card

Military ID badges for access to all DOD bases, facilities and networks

worldwide. Incorporated first Biometric Match on Card technology with

Precise Biometrics. (An Award winning government project - 2001 Government

Gracie Award resulting in a personal commendation including official DOD

letter of recommendation) 3 Million Cards Issued To Date

Qualifications

. Consistent history of generating millions of dollars of revenue

. Success penetrating corporate structure within fortune 500

companies

. Demonstrated significant success in selling to C level

executives

. Complete understanding of channel strategies and multi-tier

distribution

Education

. BS Electronics Engineering - California State University, Long

Beach Honors Graduate 1991

. AS Electronics Technology - Los Angeles Pierce College Graduate

1987 3.8 GPA

Training

. Miller Heiman, Inc: Strategic Selling, Conceptual Selling,

Tactical Telesales

. Decker Communications: Effective Communications

. Anthony Robbins: Power of Positive thought

. Heart Math: Inner Quality Management

. Emergency Rescue: BSA High Adventure First Aid

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