John Wylie Website V1

Good Day!

I am John Wylie

Enterprise Software sales Executive

EXPERIENCE SUMMARY - Accomplished sales executive with over 25 years of complex solutions experience in software and solutions sales in the Federal (Civilian, DoD, IC, SLED) and Fortune 2000 markets.

ABOUT ME: I have over 25 years of experience in enterprise complex sales. I have worked in the Telecommunications, Financial Services and Enterprise Software markets. I have sold into the Federal Government (Civilian, DoD and IC), Fortune 2000, and State and Local governments. I live in Northern Virginia with my wife of 23 years with two children. My daughter graduated from Boston Collage and is currently working as a teacher in South Korea, and my son is a Junior attending American University. I enjoy golf, fishing, tennis, snow and water skiing, sailing, scuba diving, traveling, gardening, cooking, good food and wine, and time with family and friends.

A little about me

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I have over 25 years of experience in enterprise complex sales. I started my career selling telecommunications solutions door to door in the 90’s - before email, computers or cell phones were in use. I was promoted six times in three years - without the aid of technology.

That was my first role as a sales professional, many years later, I have worked with the largest organizations; both Private and Public, to help them solve their most complex problems. Johnson & Johnson, FedEx, Conseco Insurance, Marriott, Capital One, Freddie Mac, Fannie Mae, the US Federal Government - Civilian, DoD and the Intelligence Community, and with many of the State and Local governments across our great land.

I have significant experience helping start-up organizations break into and build their Public Sector practices, as well as helping established companies build their “green space” territories. My biggest differentiator is my experience and success helping customers across different technologies, mission area’s, solution sets, and target markets.

I am unique because I do not profess to have a Rolodex to help me build my business. Instead, I take ownership of knowing the fundamentals of the art and science of selling complex solutions to some of the most influential organizations through building the ecosystem required to succeed in complex marketplaces.

I was born into an IBM family, as the youngest son. My family history is from the South, I was the first Wylie born north of the Mason Dixon line - in Endicott New York. We moved three times by the time I was ten years old when our family was relocated to Charlotte, NC.

When I was sixteen, we were transferred to Tokyo Japan, where I attended and completed High School at the American School in Japan - 90 minutes from our home required six train trips - daily. After graduating High School, I stayed in Japan for the summer and bartended at a Karaoke Bar in Ropongi, before starting my Freshman year at UNC Charlotte - as an Engineering Major.

I changed my Degree after two years, I graduated with a Double Major - International Business and Marketing, with a minor in Japanese. I continued to tend bar during college for extra money, I was eventually promoted to District Bar Manager for Kabuto - Japanese Steak House.

About my Career

As a quota-carrying sales leader with thirty years of experience selling complex software solutions, I have helped companies like HandySoft, Fuego, BEA, Oracle, ServiceNow, Acquia, and others build their initial Public Sector teams or succeed in new “green space” accounts into thriving practices. For the past fifteen years, I have focused on the Enterprise Complex Public Sector markets.

My experience is building and executing a strategy and a plan to increase market share and/or enter new markets. In addition, I excel at developing long-term relationships with customers and key executives while providing leadership during the sales process. I am effective at leading a team of sales professionals by providing guidance, motivation, and training to exceed quotas in challenging economic times. In short, I have a proven track record of success as a Player/Coach across diverse and ever changing technologies.

Fortune 2,000

I have worked with Johnson & Johnson, FedEx, Conseco Insurance, Fannie Mae, Freddie Mac, Lord Abbot, Pfizer, Capital One, and others.

Public Sector

I have started Federal Practices as a Player Coach, and have focused on building "green-field" territories.

DoD and the Intelligence Community

I have sold across the US Department of Defense with deep account focuses on the US Navy, USMC, Veterans Affairs, DHA, and the 4th Estate.. I have also sold into the Intelligence Community.

Aerospace and Defense

I have "sold-to" and "sold - through" the Federal System Integrator Community. I have worked extensively across the FSI community to to build successful ecosystems.

Sales Skills Assessment

I continually challenge myself to learn something new everyday. I know that I have much to learn in my life.

“Tell me and I forget, teach me and I may remember, involve me and I learn.”

― Benjamin Franklin

96%

Technology

Acumin

90%

Effective

Communication

95%

Solution/

Sandler Selling

96%

Business

Acumin

94%

Empathy

96%

Challenger

Sales

98%

Strategic

Prospecting

90%

Negotiation

Skills

98%

MEDDPICC

88%

Active

Listening

92%

Time

Management

95%

CRM/

Forecasting

93%

Relationship

Building

96%

Creating

Awareness

90%

Business

Development

My Resume

Principle, Public Sector

November 2021 -

August 2022

Company

Description:

HackerOne is a sub-$100M CyberSecurity Software as a Service platform providing continuous testing through access to 1.5M ethical hackers through out the Software Development Lifecycle.

The reason I left: Compliance and FAR Issues

My Role:

As Principle of the Public Sector Team, I am responsible for crafting HackerOne’s fifth attempt at building its’ Public Sector business, and executing sales strategies across the Federal Civilian, Federal System Integrator, Value Added Reseller and Influence channels.

Results:

Direct

Closed Canadian Digital Services Pilot in my second quarter, enterprise forecasted in Q3.
Created $5.3M in net new pipeline.

Channel

Signed CarahSoft and > four VAR’s.

Awareness

Increased lead generation month over month.

Company

Description:

Ignitio was a sub-$1M start-up SaaS Enterprise Decision Support platform.

The reason I left - the company ran out of money.

Vice President of Sales

As Vice President of Sales, I was one of four on the executive team, I was responsible for Ignitio’s Sales and Marketing strategy, goals, objectives, execution and revenue generation.

November 2021 -

August 2022

My Role:

Results:

Generated and closed $175k in net new business.
Created $1.5M in net new pipeline.
Implemented partner recruitment and on-boarding processes.

Global Account Manager

2018 - 2020

Company

Description:

My Role:

Qlik provides a unified Data Integration, Data Governance and Data Analytic Platform to provide mission critical data from raw to ready analytic insights.

The Reason I left: COVID 19 RIF

US Navy, USMC, DHA and the VA Territory Sales - "Greenfield" Territory

Results:

2018 - Closed $686,000 at NAVAIR in my first six months. (This program grew into the Navy’s Jupiter Program ( $4M Subscription closed 3/2021).
2019 - Closed $2.5M Services Opportunity(NMMES BIP) North America’s largest services contract ever. ($3.5M subscription program, closed 3/2021.)
2019 - Closed $485k in subscriptions to multiple, net new pilots, within the Navy (N8, ASN FM&B, NIWC-LANT, NIWC-PAC, SECNAV).

Business Development

Onboarded over 15 Value Added Reseller and Implementation partners. (Booz Allen, Accenture, Northrop Grumman, Deloitte, Smartronix, General Dynamics, Grey Matters, DESI, and others.)

Company

Description:

Oblong provides an enterprise decision support system by creating situational awareness that enables real-time decision making regardless of location, device or application.

The Reason I left: We lost an enterprise opportunity with the Navy - Management Decision

Regional Sales Manager

2017

My Role:

Territory sales across the DoD - "Greenfield" Territory

Results:

Built the US Navy into one of Oblong’s largest accounts in 9 months. Initial sales of $780,000 in Q2 and Q3 - 2017.
Positioned Oblong as a mission critical platform to help supply, orchestrate and fund the Navy’s and DoD’s mission.
Drove the demand for the Navy to create two Authority to Operate (ATO’s)

Senior Corporate Account Manager

2014 - 2016

Company

Description:

Acquia provides the leading cloud platform for building, delivering, and optimizing digital experiences utilizing the Drupal Open Source platform.

The Reason I left: Income Cap was put in place.

My Role:

Territory Sales into "Greenfeild" Cabinet Department's and DoD

Results:

Produced 208% of ARR (Annual Recurring Revenue) quota and 102% of Professional Services. #1 Rep 2016
Attained Acquia’s first FedRAMP accreditation and Authority to Operate with the Department of Treasury
Sold the largest ARR (Annual Recurring Revenue) opportunity in company history. (Internal Revenue Service - IRS.GOV)

Senior Corporate Account Manager

2012 - 2013

Company

Description:

Citrix Systems is an independent software manufacturer focused on the development and sales of Cloud Based Infrastructure, Virtual Desktop Infrastructure and Networking.

The reason I left: AppDNA was dissolved into Citrix.

My Role:

Territory Sales across the Commercial Mid-Atlantic and the Public Sector

Results:

Built the US Navy into one of Oblong’s largest accounts in 9 months. Initial sales of $780,000 in Q2 and Q3 - 2017.
Positioned Oblong as a mission critical platform to help supply, orchestrate and fund the Navy’s and DoD’s mission.
Drove the demand for the Navy to create two Authority to Operate (ATO’s)

Corporate Account Manager

2010 - 2012

Company

Description:

ServiceNow is an independent software manufacturer focused on the development and sales of IT Service Management Software (ERP for the CIO) as a Software as a Service (SaaS).

The reason I left: I made a big mistake, I should have stayed in Federal vs. Commercial.

My Role:

First Federal Territory Rep in the Company. Built foundation for the Government Practice.

Results:

FY-2011– Achieved 86% of Annual Quota delivering $0.867M vs. a $0.962M Quota
Closed strategic Government accounts–Civilian and Intelligence (Office of the Director of National Intelligence, Johns Hopkins University-Advanced Physics Lab, Department of Energy, and the National Labor Relations Board)

Multiple Positions

2005 - 2010

Company

Description:

I started working with Fuego (Business Process Management) who was acquired by BEA Systems who was then acquired by Oracle.

The reason I left: Oracle Culture/Territory Instability

My Role:

I started the Federal Practice with Fuego, promoted twice at BEA, and was an overlay at Oracle.

Responsibilities:

Business development, BEA sales enablement, partner development/enablement. I was asked to focus on creating, maintaining and support the BEA sales team for BPM opportunities greater than $1M in license and maintenance.

Results: