Cyber Security Global Technology

Jeffrey W. Heselton https://www.linkedin.com/in/jeff-heselton-mba-02068b7/ Cell # 972-***-****

– Maximizing Revenue, Building Brand Identity, & Creating Results Driven Teams –

Vice President of Growth & Demand Generation

25 Years of Successful Experience Providing Sales and Operational leadership which has resulted in Fiscal Leadership for Innovative Global Technology Firms

Dynamic results driven business leader & technology entrepreneur with a strong proven track record of performance in launching and building teams from inception through expansion to IPO/acquisition.

Innovative Sales Strategist with deep expertise building and leading teams in sales and business development, strategic marketing, U.S. market entry and scaling. Proven success in selling software SaaS and Enterprise solutions, consulting services, and cybersecurity.

Uniquely skilled in creating winning go-to-market strategies, building winning sales teams that drive brand identity, recruiting strong talented functional teams, and aligning cross functional teams around common goals.

Superior interpersonal skills with strong persuasion ability, customer and strategic alliance negotiation, and establishing trust. Consistently built solid employee and team commitment, and motivating for peak performance.

EXECUTIVE PERFORMANCE BENCHMARKS

Leadership: Managed Teams sizes as small as 10 to over 100, with Directors and multiple LOBs. $250M

Proven leader in starting & building high performance teams that deliver on growth goals.

Elastic: RVP of West Commercial: 40% CAGR, Leading the NorthWest and SouthWest Account Teams

Red Hat: Senior Sales Director: 26% CAGR, Leading the Central, West & Canada Key Accounts Teams

Oracle & BEA Systems: Senior Group Sales Director, Oracle Fusion & Middleware software & services

M-Files: VP of North America Sales, 51% CARG in M-Files NA ARR Revenue from 2013 - 2017

AREAS OF EXPERTISE

●Cloud SaaS & Enterprise Software Sales

●Go to Market Strategy, Vision and Planning

●Sales, Selling, Marketing and Business Development

●Team Building and Performance Management

●Brand Development and Thought Leadership

●Contract Negotiation and Channel Alliances

●Building High performance Sales Teams

●U.S. Market Entry and Business Scaling

●Finance, P&L, Budgeting & Cost Mgmt

●Demand Generation & Pipeline Management

●Channel, Partner & Hyper-Scaler G-T-M

●Cybersecurity Sales & Market Development

PROFESSIONAL EXPERIENCE

Elastic: RVP WEST Commercial, Plano, TX, April 2022 – Oct. 2023

Joined Elastic to enable the West Commercial Sales & Select Key Account teams to refocus and deliver results. Since joining Elastic in FY22, my teams have achieved a CAGR of over 40% YoY growth and delivered over 110% on quota targets. Currently the Sales team consists of two regional RVPs and 11 sales representatives, with dotted lines leadership roles to our Demand Generation and four Sales Engineering teams.

Elastic is enabling and revolutionizing businesses through a focus on open Digital Transformation and our Cloud leading technologies. Elastic Enterprise Platform (Search, Observability & Security) enables our customers and community to further accelerate software development lifecycles with deeper visibility into both serverless architectures and CI/CD pipelines. In addition, Elastic includes new prebuilt detections, malicious behavior protections, and data source integrations to help organizations more efficiently stop advanced adversaries before they are able to cause harm.

Red Hat: SENIOR SALES DIRECTOR WEST, Plano, TX, June 2019 – April 2022

Responsible for leading the Central, West, and Canada Mid-Market Sales teams. The team consists of two Sales Managers and 20 sales representatives, with dotted lines leadership roles to our Demand Generation and four Sales Engineering teams. We deliver on moving customers to a successful Digital Transformation model in a post COV19 world, where a true Hybrid cloud model is mission critical to any businesses success. Red Hat’s open hybrid cloud infrastructure is based on open source and Linux and with technologies like Kubernetes that enables the development of applications to be agile, portable, and scalable across multi-cloud environments.

In FY20, my Mid-Market Enterprise Sales teams delivered 112.8% of our annual business goals. Resulting in a CAGR YoY growth rate of over 26%. We achieved these results while managing and adapting to COV19 & adjusting to conducting business remotely.

In FY19, my Mid-Market Enterprise Sales teams delivered 104% of our annual business goals. Resulting in a YoY growth rate of over 24%. We achieved these results while ramping up new associates and New Sales leaders, with over 50% of the sales teams being net new to Red Hat in the same fiscal year.

Alteryx: DIRECTOR COMMERCIAL EAST SALES TEAMS, Plano, TX, Dec. 2018 – June 2019

Alteryx is a SaaS company. I was responsible for building a net new team within Alteryx from the ground up. This was the East Commercial Sales and a Demand Generation Teams for Alteryx in Plano, Texas from the ground up. Hired 9 Territory Sales Reps and 10 Demand Generation Reps. We started the team at zero ARR $0k in ARR revenue and grew the team to well over $400k monthly SaaS Subscription revenues in less than 12 months. Developed our Go to Market plans and training and enablement programs to drive the sales of the Alteryx SaaS portfolio solution set.

M-Files Inc: VICE PRESIDENT OF DIRECT SALES TEAMS, Plano, TX, Nov. 2013 – May 2018

M-Files (Software SaaS Start-up) is a rapidly growing international ECM (Enterprise Content Management) software development and Cloud (SaaS) corporation. M-Files software manages, secures, and shares information with a unique metadata-powered approach that organizes and processes content based on what it is, rather than where it resides. M-Files ECM solution provides an enterprise information management software platform for digital transformation.

As Vice President of Direct Sales for North America my responsibilities include guiding and directing all sales and operational management functions, leading the North America's business unit to obtain our business and growth targets. Consistent with this role responsibilities include:

Key areas of responsibilities included:

●Built a Go to Market plan to grow the North America Business team & delivered 50% plus per year.

●Lead the North America Direct Sales teams for M-Files for five (5) years.

●Built out the North America Lead / Demand Generation programs to support our growth.

●Developed and set the curriculum to ensure sales reps have the skills and training to deliver results.

●Set KPIs and expectations, then inspect to ensure monthly & quarterly target levels are achieved.

●Engaged directly with clients on contract negotiations from T&C's & redlines to pricing negotiations.

●Actively working with my Sales Management team to provide day-to-day guidance for selling & sales strategies, competitive analysis and pricing, bids/RFPs/RFQs, and corporate policy interpretation.

Notable Accomplishments @ M-Files include:

●Part of the Senior Leadership team that has transformed M-Files Company and brand from a small, little known Finnish-centric company into a global leader and visionary in the enterprise content & information management market worldwide. M-Files named Forbes Magazine #2nd best Cloud Computing Company.

●From '13 to '17, Built a high performing Sales and Operations team for North America Direct Sales.

●51% CARG increase in NA revenue from 2013 to 2017; 349% increase in NA revenue ’13 to ‘17

●220% increase in SaaS bookings from 2015 to 2016; 53% increase in SaaS revenue ’16 to ‘17

●In 2016 and 2015 delivered in excess of 51% YoY Bookings and Revenue growth per year.

●In 2013 & 2014 delivered 100% YoY & 75% YoY growth in Bookings and Revenue.

●From '13 -'16 Built out the Demand Generation (lead generation) team for M-Files North America

Teletrac: SENIOR SALES DIRECTOR for North America, Arlington, TX, 2012 – 2013

Teletrac, (a Danaher Company / Navman) is a rapidly growing GPS vehicle tracking software-as-a-service (SaaS) company with significant mobile asset software experience dating back to 1988. When acquired by Danaher, Teletrac was tracking in excess of 250,000 fleet vehicles. Teletrac provides its customers with SaaS web-based software solutions to improve efficiency and reduce costs of all types for mobile and resource mgmt.

My role at Teletrac was to build out the US Telesales (Inside Sales) organization. My team’s ultimate success was a key component in enabling Teletrac's acquisition by Danaher Corporation in July 2013. Duties in this role

Include building and developing a comprehensive Telesales (Inside Sales) and Demand Generation strategy for North America. This included building, developing, managing and guiding the all Telesales regional sales teams.

Notable Accomplishments @ Teletrac include:

Key leadership member of the team tasked with Teletrac getting acquired by Danaher.

●Started the team with zero ARR revenue and no sales teams from the ground up.

oEverything from building a staffing and recruiting plan to a “GO To Market” growth plan.

●Hired and trained 35 plus Telesales Reps, 16 Demand Gen, Reps and 4 Regional Sales Managers

●Achieved over 50% YOY revenue growth in 2012 & 2013.

●Chairman’s Club Award winner for 2012-2013 (Results & Leadership)

Additional Professional experiences includes:

Trend Micro: Trend Micro Security Software, Arlington, TX (2009 - 2012): Cyber Security Sales:

●Senior Sales Director for North America (5 Teams):

oDuties included leading Trend Micro's SMB segment in North America and managing all the teams supporting and covering 1 employee to 2,500 to drive sales growth for Trend Micro. Our Go to Market model was a two-tiered Channel Sales model:

oResponsible for the following teams.

On-line Store & Sub - 100 sales team

Small Sales Team 100-500 segment & Mid-Market Team 500 - 2,500 segment

Renewal Team for North America

oThis includes directing and overseeing four Sales Managers & the cross functional teams such as marketing, channel sales, finance and operations to ensure we obtain the growth goals. Sales teams consistently achieved targets, on a quarterly basis closed in excess of 18,000+ transactions.

oRapidly progressed within Trend from Sales Manager to Senior Sales Director of NA.

Oracle: Oracle Corp & BEA Systems: (1998 – 2009): ERP, Database, SOA and Middleware Software Sales.

●Oracle - Group Senior Sales Director for Oracle Direct (Oracle Fusion), Plano, TX

oRetained post-merger to integrate BEA's inside sales force into Oracle, execute knowledge transfer and achieve revenue and growth targets. Managed all Fusion Middleware sales West Region. We achieved 50% YoY growth in Fusion middleware software licenses growth

●BEA - Senior Sales Director for BEA Systems, Lewisville, TX • 2005 to 2008

oManaged Directors, Sales teams and business development lead generation team with total headcount of 46. Had full management and P&L accountability. Large budget of $93M. Achieved goals and obtained CAGR of 40%.

oLaunched Business Development and Prospecting (BDR) team that generated $100M+ in 1 year.

oRapidly progressed within BEA Systems. Having obtained 3 promotions within 5 years.

●Oracle - Irving, TX 1998 - 2005

oDirector of Consulting & Business Operations: (Central, South, & West regions) 2003 - 2005

oManager of Consulting & Business Operations (Central & South regions) 2001 - 2003

oFinance and Operations Manager for Core Technologies group - five teams for NA 1998-2001

AT&T: AT&T Wireless - Dallas, TX, 1997 - 1998: Strategic Marketing Mgr. Analytics, Focus groups, Insights

Xerox: Irving, TX 1991 - 1997: XBS Controller: Rapidly progressed within Xerox, 3 promotions in 6 years.

EDUCATION

MBA, Amberton University, Garland, TX

Masters of Business Administration (MBA) 3.83 / 4.0

SUNY - New York State University at Geneseo, Geneseo, NY

Bachelor of Science in Business Administration (BS)

Awards AND MEMBERSHIPS

Awards,

Recognized as Top Performing Sales Leader - (2013, 2015, 2016, 2017, M-Files)

Chairman's Club for Sales Leadership - (2012, Teletrac)

Presidents Club for Sales Leadership - (2007, BEA)

Presidents Club Sales & Consulting Services Leadership - (2003, Oracle)

Community Activities

BSA - Boys Scouts of America - Scoutmaster, Committee member (8+ years, to 2019)

Member, City (Oak Point) Long Term Planning Committee (3 years)

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