Independent Consultant Mobil

John Johnson Enterprise Sales

************@*****.*** www.linkedin.com/in/johnsonjohnd 702-***-****

More than 20 years of success selling solutions and consulting services in both start-ups and public companies. Proven ability in cultivating new business and existing client accounts, delivering customized strategies and solutions to achieve short-term and long-term objectives, enhancing satisfaction and retention.

QUALIFICATIONS

Exceeded revenue expectations in 15 of 17 years with individual quotas ranging from $1.5M-2.5M. As a leader, took teams from zero to $12M in annual revenue.

Nine (9) years of success selling Cyber Security solutions; SIEM, SOC, EDR, GRC, Source Code Analysis and Vulnerability Management, Pen Testing, Consulting and Training Services. Familiar with ISO 27001, PCI, HIPPA, GDPR, FINRA and NIST.

Well versed in sales methodologies, processes, and tools: MEDDEC, Miller Heiman, Strategic Selling, Solution Selling, Consultative Sales, Spin Selling, and the Psychology of selling; prospecting, lead generation, pipeline management and forecasting.

Knowledge of Manufacturing, Aerospace, Financial Services, Energy, Tech, and Healthcare verticals. Sold to companies like Amazon, eBay, Microsoft, Cisco, HP, Google, Nortel, Ericsson, Juniper Networks, Qualcomm, Honeywell, Northrop, Panasonic Avionics, WestJet, Alaska Airlines. Otis Elevator, United Health, Kaiser, Aetna, Mass General, Charles Schwab, Bank of America, Bloomberg, Visa, Credit Suisse, Wells Fargo, and Deutsche Bank etc.

Many years of success selling SaaS and Cloud solutions, for Cyber Security, CMS, ITSM, SFA, and CRM applications

EXPERIENCE

VP of Sales & Business Development, Vijilan Security (Contract) 2021 – Present

Start-up providing SaaS cybersecurity monitor solutions (SIEM, EDR and SOC). Responsible for all revenue, owning and managing the sales process/cycle from top to bottom; shaping the sales strategy, closing deals as an individual, while recruiting, hiring, and coaching the sales team.

Sales Director D Studio (Start-up) 2017 – 2021

Responsible for sales of design software in the western U.S.

Exceeded quota in 2019-2020, generating $4M in revenue.

Founder, Impact Business CS, Inc. 2012 – 2017

As an independent consultant, I worked helping start-ups plan for and launch Sales, Business Development and Services efforts. I have served in numerous individual contributor Sales functions on a contract basis, as well as VP of Sales & Corporate Development in an interim capacity.

Exceeded revenue targets, generating more than $10M in revenue.

Western Region Sales Director, Agiliance (Start-up) 2011 – 2012

Responsible for sales of Security Risk Management and IT GRC solutions across the Western US, and Canada.

Exceed 2011 quota. Left due to funding issues.

Closed numerous new business deals and expanded footprint within existing customer base. Working with accounts like Blue Cross, Safeway, Kaiser, Cisco, Experian and Qualcomm.

Managed reseller pipeline and co-selling activities (Accuvant, E&Y, Accenture etc.)

Western Region Sales Manager, Gale Technologies (Start-up) 2010 – 2011

Responsible for sales of Lab and Data Center automation software enabling Infrastructure-as-a-Service and cloud computing across the Western Territory which included the West Coast, South West, North West and Western Canada. Also addressed Asia opportunistically and a managed couple of Global accounts.

Top Sales Rep - exceeded 2010 quota, generating $2.6M in revenue

Closed numerous deals with Cisco, Juniper Networks, Ericsson, Extreme Networks, Cienna Networks, AT&T, NetApp, Brocade, Qlogic, Amazon, Microsoft, Hewlett Packard, Google, Hitachi and many more.

Managed reseller relationship with Spirent.

District Sales Manager at Fortify Software (Start-up acquired by HP) 2007 – 2010

Territory Manager responsible for selling software security testing and vulnerability management solutions that addressed business risk and software security. Offering incorporated service methodologies, source code analysis, application firewall and runtime testing technologies. Company was acquired by HP.

Closed new customers in working to develop new territory selling to Citrix, University of Phoenix, UCLA and Boeing. Managed large accounts globally such as Honeywell and Experian.

Sold managed services, software and training for PCI compliance, code review and vulnerability management.

Sales Director at Ounce Labs (Start-up acquired by IBM) 2005 – 2007

Sales Executive for a venture funded start-up which got acquired. Ounce provided software security assurance testing solutions (managed services, vulnerability assessments, and source code analysis and application security tools). Initial responsibility included all of the US, Canada, Europe and Latin America, as the sales team grew my territory became the western region. Company was acquired by IBM.

Closed many six figure deals, signing new Channel Partners such as VeriSign, Entrust and new direct customers such as USC, WestJet, American Airlines, Deutsche Bank, CIBC, Credit Suisse, Intel, Charles Schwab, Lockheed Martin, Northrop Grumman and Countrywide.

Achieved record revenue in 2006 and closed 9 new customer deals of $150K+ through Q2 ’07.

Regional Sales Manager at Coverity (Funded Start-up) 2003 – 2005

As the first Sales Executive I worked out of Boston, selling source code analysis software and training for security and quality in the SDLC.

Closed several six figure deals, negotiating numerous license agreements and signing new customers in target segments.

Achieved quarterly revenue goals and set record for most new customers in a quarter (8).

Sold to Cisco, Nokia, Marconi Networks, Sycamore Networks, Juniper, Lucent, EMC and Hitachi Data. Ant to government agencies like NASA and the Canadian Dept. of Defense.

Sr. Channel Sales Manager at Software AG 2000 – 2003

Responsible for selling database and integration products into new and existing customers. Focused on named accounts within financial services and transportation, as well as ISV’s.

Sold to MassMutual, Hartford, Bank of Montreal, PNC and other named accounts in the Insurance space.

Achieved 117% of quota in 2003 and 110% in 2002.

Account Executive of the year in 2003.

Promoted to senior role, managed small team.

Vice President of Channels at EcomXML (Venture Funded Start up) 2000 - 2000

Reported directly to the CEO in this venture funded start-up that provided XML-based Integration Solutions. As a

member of the executive team I was responsible for strategic planning and execution of indirect revenue channels. We competed with companies such as WebMethods, Tibco, Vitria and See Beyond. The investors shut the operation down 8 months after I joined.

Defined indirect channel strategy, product bundling and pricing.

Enterprise and SaaS delivery models.

Hired and trained BD team.

Recruited and negotiated several early partnerships including an initial OEM deal for $1.6M.

Developed a solid pipeline of VAR and SI prospects.

Director of Sales at ArcadiaOne (Angel funded Start-up) 1998 – 2000

As a member of the management team in this small start-up I was responsible for sales.

We provided content aggregation and syndication via a SaaS model to direct customers and a traditional licensing to OEMs. Company was acquired by iMediation (Haht Software).

Closed $3M license deal that sustained the company.

Defined sales strategy and plan hired and managed sales team.

Negotiated complex licensing agreements with early VARs & OEMs.

Developed and delivered sales training.

Strategic Account Sales at Remedy 1995 – 1998

As an early member of the company’s ‘enterprise sales’ team I was responsible for direct sales of Helpdesk, CRM and Defect Tracking applications into named accounts.

Achieved 200% of quarterly quota thru Q3 1998, 254% in 1997.

Closed $4M in 10 months with 1 account.

Worked with Exxon/Mobil, Nortel, MCI and Ford Motors.

Successfully unseated a major competitor.

Sr. Manager, Technical Support at Sybase 1989-1995

Directed the efforts of Technical Support teams responsible for providing phone support. Managed a team of support engineers responsible for developing technical action and pulling together resources required to retain key customers.

Worked closely with executive management, partnered with hardware vendors and managed support and sustaining engineering efforts in addressing product defects.

Regularly handled communications with Wall Street IT Executives under extremely difficult circumstances.

Sr. Manager, Product Support Engineering at Sybase

Responsible for design partner, alpha and beta programs on all product releases.

Hired and managed a team of Program Managers located in North America, Europe and Japan.

Performed capacity planning, change management and process engineering for customer services organization.

Developed and delivered training to technical support engineers on new products.

EDUCATION

Peralta College, English Major

Western Governors University, BS in Cyber Security & Information Assurance Programs (in progress)

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