Cyber Security Sales Specialist

TED HEIMAN - ENTERPRISE CYBER SECURITY SPECIALIST

San Francisco, CA

• Phone 408-***-****

• E-Mail - ***@*********.***

• www.linkedin.com/in/tedheiman/

Enterprise sales leader with 15+ years of expertise in executing B2B sales/account strategy, optimizing sales processes and cultivating robust relationships with Fortune 100 companies to consistently exceed sales goals and drive customer success.

• Combines expertise in strategic planning, account management, go-to-market strategy, project management, and team development with skills in solutions engineering and innovation to deliver best-in-class cybersecurity solutions.

• Deep technical knowledge in a wide range of cybersecurity solutions and technologies, including identity and access management, network security, private/public cloud security, and application security solutions as well as AI and ML technologies.

• Extensive experience in providing technical expertise and managing technical stakeholders to execute proof of concept projects for prospects while performing deep dives/troubleshooting to resolve technical issues and validate solutions.

• Proven track record of cultivating business relationships with 500+ C-level leaders at Fortune 100 firms by leveraging consultative selling skills, sales processes based on industry best practices, and knowledge of key market trends.

CORE COMPETENCIES:

Identity and Access Management, Strategic Planning, Sales Strategy, Sales & Marketing, Cross-Functional Collaboration, Cyber Security Sales, Cloud Security Sales SaaS, Sales Account Management, Business Development, Strategic Negotiations, Consultative Sales, Solution Selling, Customer Relationship Management, Territory Management Project Management, Strategic Partnerships, Channel Development, Product Management, Customer Insights, Go-To-Market Strategy, Sales Enablement, Team Management.

PROFESSIONAL EXPERIENCE

Enterprise Security Consultant CISO Guru, San Francisco, CA 2020 to Present

• Provide strategic direction to C-level leadership in enterprise and start-up organizations to deliver industry-leading security solutions

(including data protection and identity access management solutions).

• Guide private equity companies on the viability and growth potential of next-generation enterprise security technologies/solutions through Third Bridge, GLG Investments, and GuidePoint.

• Develop GTM and growth Strategies for Series A and B startups and bootstrapped companies in growth mode.

o Optimeyes.ai (Series A enterprise risk modeling company) established relationships with Grainger, Juniper, Citibank, Unilever, Rockwell, Colgate, and American Express. o Series A secure data management platform – Fractional CSO involved in $100 million series B funding.

o TacFire (Bootstrapped Law Enforcement Instruction and Military Firearms Training). Business advisor, GTM strategy for military and law enforcement opportunities.

o ActiveArmor (Bootstrapped Digital Printed Firearms Components) Launch strategy including Strategic Plan, GTM, Website and funding plan.

o CarbonKicker (Bootstrapped Employee-based carbon reduction platform). Sales and business coaching to close early beta installations.

Sales Director - Enterprise Accounts West Entrust, San Jose, CA 2019 to 2020

• Spearheaded all strategic plans, account management, channel development, and client program/contract management efforts with all major accounts worth $5B+ for a public key infrastructure and authentication security solutions company.

• Established consultative client relationships to understand their business requirements, communicate a customer-oriented value proposition, and deliver tailored solutions to meet customer needs while securing upselling and cross-selling opportunities.

Key Achievements:

o Closed a $1.5M enterprise deal with Southern California Edison for a PKI next-generation grid infrastructure project.

o Secured a $1M security contract with Visa to provide 2-factor authentication for 22K Visa US employees.

o Negotiated and closed a deal with Tesla to provide a customer digital signing solution to track vehicle sales.

o Partnered with and secured a deal with Uber to develop and deliver an IoT issuance platform. Senior Security Specialist Oracle, Redwood Shores, CA 2018 to 2019

• Directed a team of 14 account representatives in executing customer-centric sales and marketing strategies to drive sales of Oracle security and cloud solutions across a portfolio of 75 national accounts.

• Owned the entire sales cycle with national accounts in a fast-paced environment, including pre-sales, proposal development, product demos and sales presentations, negotiations and closing, solutions delivery, and ongoing sales support.

Key Achievements:

o Generated $3M in ARR by selling into strategic accounts such as Intuit, Adobe, EA, Autodesk, Facebook, Tesla, and Veritas. Key Account Executive Venafi, Palo Alto, CA 2016 to 2018

• Strategized and executed sales, go-to-market, and account planning/management initiatives to maximize product sales and meet all sales targets for the company’s certificate lifecycle management solution.

• Cultivated and maintained robust relationships across all levels of client organizations, ranging from C-level and executive leadership to line of business leaders and security stakeholders. Key Achievements:

o Produced $2.5M in revenue in 14 months with accounts such as Salesforce, PayPal, eBay, Chevron, and Blue Shield.

o Closed a $1.5M deal with Salesforce to establish an expanded digital marketing platform (Marketing Cloud) for its clients.

o Closed deals worth $295K with Autodesk, $235K with Relay Health, $218K with Everi, and $136K with PayPal.

Key Account Manager Thales e-Security, San Jose, CA 2013 to 2016

• Drove the planning and implementation of direct/channel sales and business development strategies, programs, and partnerships to drive new client acquisition and strengthen competitive advantage within the assigned territory.

• Built relationships with leadership and internal stakeholders at accounts such as Google, Cisco, Symantec, Safeway, and Wells Fargo to deploy enterprise-grade PKI architectures in line with security policies and customer requirements.

• Grew a partner ecosystem comprising distributors and channel partners such as Optiv, SHI, and Trace 3 and executed partner enablement programs while collaborating closely with partners to drive joint selling initiatives.

Key Achievements:

o Closed 30 new logos (more than the rest of the sales team combined) while exceeding quotas from $1.6M to $5M. Regional Sales Manager FastWrap, Dublin, CA 2011 to 2013

• Built a new territory for an industrial shrink wrap and containment company with limited brand recognition, resulting in the firm becoming a market leader in Northern California and being acquired by the Shrinkwrap Company.

• Leveraged strong sales experience to support management of sales operations, in addition to providing thought leadership on emerging market trends and sales challenges to influence leadership decision-making.

Key Achievements:

o Generated $1.5M+ in sales, including closing the company’s largest deal at the time (with a TCV of $300K+). VP of Sales Addonics Technologies, San Jose, CA 2010 to 2011

• Delivered consulting for an encrypted storage solutions company, including managing needs analysis and acceptance and procurement processes for a new encryption technology for all levels of the Department of Defense (DoD).

• Engaged with leadership of DoD agencies, including the Army, Navy, Air Force, Office of the Secretary of Defense (OSD), Department of Homeland Security (DHS), National Security Agency (NSA), and Defense Manpower Data Center (DMDC).

ADDITIONAL EXPERIENCE

• Owner & VP of Sales • IQ Design, Kailua-Kona, HI

• VP of Sales • EnovaTech, Inc., Milpitas, CA

• Regional Sales Manager • ActivIdentity, Fremont, CA

• Western Regional Account Manager

• Nortel Networks (Bay Networks), Santa Clara, CA

• Account Executive • Desktop Products, Emeryville, CA

CAREER ACCOMPLISHMENTS

• Closed the world’s largest identity management implementation (DoD Common Access Card) for ActivIdentity, resulting in the initial issuing of 4.5M biometrics-enabled military IDs and 25M IDs being issued to date with a total project value of $25M+.

• Drove technology innovation and deployment of the first US online banking solution for Sumitomo Bank while serving at IntelliSpan.

• Led the first installation of a full-service bank branch (Wells Fargo) into a supermarket chain (Safeway) while at Desktop Products.

• Featured in a book titled “Stop Selling and Start Leading” through a chapter dedicated to the DoD Common Access Card project.

EDUCATION, TRAINING, AND CERTIFICATIONS

• BS in Electronic Engineering - California State University, Long Beach

• Conceptual Selling Strategic Selling Large Account Management Process

• Miller Heiman

• Sales Mastery Social Selling Mastery

• Sandler Training

• Effective Communications

• Decker Communications

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