Cyber Security Vice President

JOHN W. PAPPAS

480-***-**** ad5pwj@r.postjobfree.com Linkedin.com/in/johnpappas Scottsdale, AZ

SUMMARY

Senior Vice President Global Sales and Business Development SaaS Technology, Cyber Security, Mobile, IOT, and Telecomm Sector Innovative and extremely focused global sales and management executive with over 20 years of experience driving profitable expansion in high-growth technology organizations, including Prophecy International, Ericsson, Verizon and AT&T. Adept at the creation and continued development of diverse distribution sales channels for SaaS solutions. Proven record of forging new customer relationships, advancing new business opportunities, and negotiating profitable contracts. Skilled at leading direct sales teams, indirect representative organizations, and international distributors. Innate ability to motivate and empower cross-functional groups to accomplish objectives and solve complex problems. Extensive practice management and cyber security success.

SKILLS AND COMEPTENCIES

Leadership & Development

Exceeding Sales Quotas

Red Team Expertise

Cyber Security Consultative Solution

Selling Strategic Sales Direction

New Business Development and Implementation

Global Sales Expansion

KEY ACHIEVEMENTS

Contract Negotiations

SaaS Solutions and Services

Delivering P&L Results Focused hunter of new

business

ROI Proposition-Driven Sales Methodologies

Comprehensive knowledge and successful

expertise in IOT solutions and selling

• Successful record of selling through and selling with key Resellers and Operators in the cyber security sector. This generated new revenue at 233% of objective in my first nine months at Prophecy International.

• Achieved record revenue globally for the company in my first three years. Established the two largest sells in history for the company with two Fortune 100 Clients.

• I have numerous relationships and contacts within AT&T, Verizon, T-Mobile, Cox Communications, Bell Canada, Booz Allen, Deloitte, and E&Y.

• I am a trusted consultant and advisor within the B2B segment with expertise in their cyber security and telecommunications business requirements.

PROFESSIONAL EXPERIENCE

Vice President of Sales 2023 - 2024

KMM TELECOMMUNICATIONS

• Leadership responsibility for the U.S. Sales Organization

• Established, and negotiated a new joint venture for the company that will bring in over $300M in new revenue annually

• Successfully re-negotiated a $150M annual contract with an existing customer that was at risk of being lost to competition

• Negotiated and closed a $75M contract with a new client that utilizes a modular data center offer that is new for the company

Vice President / General Manager 2019 - 2022

PROPHECY INTERNATIONAL

• Responsible for leading the Americas Region, which led global results for the company by delivering 75% of the revenue for the firm

• Led the team that provided all of the profitability for Prophecy International on a global scale

• Successfully penetrated new markets on both cyber security and data analytics

• Led the team that achieved the company's all-time highest sale for our data analytics platform with a Fortune 50 client

• Led the team that closed the largest sale of our cybersecurity platform to a Fortune 100 client

• Full responsibility for the Americas' P&L; overseeing sales, operations, finance, support, accounting, and HR functions. Executive Vice President 2014 - 2019

INFERENCE SOLUTIONS

• My role was to develop and increase the organization across the Americas, providing comprehensive Voice Automation solutions derived from a SaaS model to end users focused on a customer automation solution set. Our go to market plan was through U.S. Tier 1 operators, T-Mobile, AT&T, etc.

• Led the Americas sales team, profitability and budget with a 400% increase in results within an eight-month period of time.

• Secured strategic contract with one of the largest US operators that resulted in an immediate $25M increase in revenue. Incorporated within the solution was a comprehensive cyber security capacity

• Created comprehensive partner and alliance channel sales program resulting in multiple three-year reseller relationships

• Developed and created comprehensive go to market plan for the Americas sales organization. This resulted in a 400% increase in results over the prior period

Vice President of E2E Solutions 2006 - 2014

ERICSSON INC.

• Identify and close new services, lead engagements with operators in the areas of fixed and wireless telecommunications and end user solutions.

• Managed sales team, profitability and budget with $700M in sales revenue to meet CU sales objectives and strategic plans. Evaluate high-level improvements to optimize customer's current technology needs and enhance business processes offering solutions and services that integrate both Ericsson and non-Ericsson products to best meet customer's needs. Lead the team responsible for delivering all elements of radio access including microwave backhaul into operators within the U.S.

• Secured strategic alliance with influential third-party software provider to deliver the As a Service application, obtaining contractual agreement with largest customer resulting in a three-year multi-million- dollar commitment. This solution incorporated a multi-year software licensing agreement with a total contract value of $200M.

• Produced $150M from PaaS (Platform as a Service) solution sells with a gross profit margin of 40% and a three-year contract. This comprehensive agreement includes both OSS and BSS solutions for this customer.

• Led sales organization focused on infrastructure services and solutions sales for multiple operators within North America.

Regional Sales Director, Western United States 2006 INTEGRATED MOBILE INC.

• Recruited to lead enterprise sales organization with revenues of $75M and 10 reports

• Grew Western region revenue by 75% in 12 months, restructuring sales organization to focus on specific segments of the territory for selling customized wireless applications

• Led company in new revenue generated, ranked first in annual sales results of $131M Executive Vice President of Business Development 2004 – 2005 NAVICOM CORPORATION

• Managed $75M P&L, 6 direct reports and oversaw strategic negotiations. Developed sales strategy and created revenue generating strategic partnerships.

• Secured contractual agreements equating to $20M in new revenue after establishing and implementing comprehensive contractual book of business with clients, including General Motors, TelCel, and John Deere.

• Generated $2.5M in gross profit, establishing and implementing business relationship with key wireless carrier, TelCel, providing access to wireless data network exclusively in United States and offering a 35% cost advantage over nearest competitor.

Regional Director of Sales 2003 – 2004

VERIZON WIRELESS

• Recruited to fully re-design the enterprise sales organization for Verizon Wireless across US, including resource deployment and go-to-market strategies. Instituted and trained on comprehensive solution selling approach. Led staff of 155 with division revenues of $300M.

• Reduced hardware discounting by $1.2M within three-month period, implementing monthly analysis and reviewing all sales directors and managers for hardware discounting, following the establishment of specific MBO’s and the implementation of an approval process.

• Generated $35M in new revenue, focusing the enterprise organization on application/solution selling and selecting winnable opportunities.

• Restructured entire enterprise sales organization focusing on SMB (size of business) and Fortune 2000 corporations, initiative grew revenues by 12%.

• Provided specific vertical training on banking, finance, manufacturing and GEM, allowing Verizon team to solve diverse industry challenges with applicable wireless applications. Senior Vice President of Worldwide Sales & Marketing 2002 – 2003 ENFORA

• Hired to lead global sales and marketing division in USA, Europe and South America and oversee 10 direct reports. Managed $50M budget, Fortune 2000, telecommunications operators, and OEM customers.

• Won OEM contract and executed $2M agreement with key client, identifying client requirements for device functionality and working with engineering team to incorporate requirements.

• Reduced on-hand inventory by $7M over 12-month period, and improved capability to fill orders in 30 days versus 60 days, instituting formal strategic forecasting and production planning process.

• Executed agreement with Deutsch Telecom, growing new revenue $5M from first European source. Sales Vice President, Mobility Solutions 1998 – 2002 AT&T

• Progressively promoted to lead and direct the wireless data sales organization of 185 employees, including 12 direct reports covering the United States and Europe. Instrumental in leading Mobility Solutions to explosive revenue growth during four-year tenure.

• Turned around underperforming sales organization and grew annual revenue from $150M to $600M over four-year period. Gross margins increased from 12% to 30% over same period that resulted in the organization’s contribution of $8M in profit to the company.

• Increase of product sales from $4M to over $75M in three-year period, creating and implementing a new partner and alliance channel sales business.

• Produced 25% increase in channel activations over 12-month period and negotiated agreements with 50 productive channel partners over 18-month period, creating and developing strategic sales plan.

• Established comprehensive relationship and contracts with Department of Defense resulting in a $25M contract. Previous Positions at AT&T:

Region Sales Director

Area Manager AT&T GIS

Data Branch Manager Computer Systems

EDUCATION

Executive Leadership, Darden School of Business

University of Virginia

Strategic Leadership Development

Harvard Business School

Managerial, Sales & Technical Training

Cambridge University

Bachelor's Degree in Business Administration

Westminster University

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