David Mcculley Email & Phone Number

Pleasanton, California, Us

Provarity is pioneering an evaluation solution to help sales engineers manage and succeed in achieving technical closure. At Provarity I have the distinctive role of both running the sales engineering and operations of the organization by leveraging the Provarity solution as the primary platform for customer engagements in the evaluation process. Additionally, I have the unique opportunity to influence product design and feature functionality concepts based on thirty years of sales engineering experience. It is the experience of analyzing, designing and fixing sales engineering processes and procedures in organizations of all sizes. This includes working with early stage to large enterprise organizations, providing the insight and experience essential for success at Provarity. The work we are doing at Provarity will allow selling teams to achieve technical wins on evaluations easily and on schedule while providing leadership insight on daily technical sales operations.• Integral part of the management team working throughout the organization on company product direction and internal selling.• Construct and create the sales presentations to customers in the qualification of a product fit for technical selling solutions.• Develop and monitor the evaluation program to ensure project management throughout the entire technical sales cycle. This includes managing the collection of prerequisite data, evaluation objectives, timelines and close reports in a consultative capacity.• Collaborate with product management and engineering on solution design and requirements for the technical selling community, ensuring customer requirements and feedback is prioritized.• Fostering customer relationships during the evaluation journey ensuring we partner together and can deliver solutions that solve technical selling challenges. These solutions will ultimately generate more revenue while providing better forecasting and guidance on the organizations future business.

Chicago , Illinois , Us

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San Francisco, California, Us

BehavioSec is a San Francisco, CA based start-up company focusing on next generation continuous behavioral biometrics. The BehavioSec solution is a signal technology that identifies changes in user behavior reducing ATO and signaling IAM/CIAM customers when to initiate a 2FA/FMA event. I am employed as the Sales Engineering Director for BehavioSec working as the Director of Sales Operations. Collaborating close with the executive team on all aspects of the go to market strategy with the BehavioSec solution. In this capacity I have architected a forecasting and evaluation tracking process to properly predict quarterly forecasts. I have implemented extensive redesign work in Sales Force to ensure proper reporting and forecasting. As Director of Sales Engineering, I have worked with other departments to build a solutions-based sales deck and corresponding demonstrations. In addition, I have rebuilt the entire proof of concept (POC) process from the ground up. • Design, develop and deliver sales presentations to customers and assist in the qualification of a solution fit within the prospect• Developed a POC program to ensure project management throughout the entire technical sales cycle is well managed to include the collection of prerequisite data, evaluation objectives, timelines and close reports with a technology that is highly complex and consultative.• Developed the sales forecast model stages and milestones to move between stages to ensure proper forecast.• Worked closely with the partner enablement team to enable the IAM/CIAM go to market strategic partners.

San Francisco, Ca, Us

enSilo is a San Francisco, CA based start-up company focusing on advanced malware attack prevention. Currently I am employed as a principal sales engineer covering the DC, New York and New England regions. In this role, I position the enSilo solution to prospective customers and perform on premise presales evaluations. These evaluations typically include malware detonation testing sessions to prove the technologies core capabilities. I strive to develop strong relationships with my customers from initial demo to technical closure. • Superior presentation and demonstration capabilities coupled with a skillful ability to identify customer requirements and deftly adjust the messaging to meet the needs of potential customers• Designed the procedures and documentation to run a “Proof of Concept” from inception to technical closure to ensure the success of the POC• Demonstrate zero-day next generation cyber-attacks focusing on ransomware and data exfiltration, while working closely with the malware researchers in the products ability to prevent successful breaches during the evaluation• Work with executive leadership on streamlining the sales process from lead generation to opportunity close reviewing best practices and advising on modifications to improve all processes within the sales cycle

Santa Clara, California, Us

Cyphort is a Santa Clara, CA based start-up company focusing on advanced malware detection. Currently I am employed as a principal sales engineer covering the Mid-Atlantic region as well as covering all Federal government activities. In this role, I position the Cyphort solution to prospective customers and perform on premise evaluations. These evaluations typically include malware review sessions to finalize the opportunity to technical closure. • Development and execution of the sales presentation materials required to move customers to the evaluation phase of the sales cycle• Developed the methodology, procedures and documentation to complete a “Proof of Concept” from inception to completion to eliminate potential barriers while ensuring POC success• Execute on Managed Security Service Providers (MSSP) projects to ensure our partners have the technology, training and understanding of the Cyphort solution to deliver new service offerings to the client base.• Evaluating next generation Cyber-attacks and work closely with the malware researchers and engineering teams on new ideas, technical features and overall operations of the Cyphort solution• Work with product management, engineering and leadership to achieve a government certification and accreditation (C&A) to have the authority to operate (AtO) on a government network to include FIPS and common criteria testing and required engineering changes

Austin, Texas, Us

Click Security is an Austin, TX based start-up company focusing on cyber security detection. I was a principal sales engineer covering all Federal Government and the South Eastern United States. In this role I positioned prerelease products and presented the Click Security cyber detection solutions. I was brought on this team to evangelize this disruptive technology into new markets. In this role I performed typical sales engineering duties, evaluated market challenges and recommended new ideas.• Provided product direction and requirements into product development working with engineering to ensure these customer requirements were at the forefront of product innovation• Produced a variety of custom sales and marketing materials targeted specifically towards the cyber security market space• Delivered Click Security sales presentations to perspective customers and partners both in person and through WEB collaboration tools• Key contributor to cyber security marketing events which include RSA, Black Hat, SINET and a variety of other venues. These activities include technology presentations, round table discussions, industry panelist, as well as private suite meetings and industry briefings.

Foster City, Ca, Us

Norse Corporation, a start-up company focusing on cyber security data feeds for threat intelligence. I was employed as a principal sales engineer covering the Eastern United States, all public sector, financials and critical infrastructure. In this role I positioned prerelease products and evangelized Norse technologies and future concepts. I was brought on this team to help highlight Norse as a cyber-security thought leader with plans to grow the business. Norse is very much a startup in security tools and cyber data collection systems. In this capacity I provided guidance and helped work through many of the unique challenges in selling cyber security technologies.• Provided product direction and requirements into product development working with engineering to ensure these capabilities were operational as required• Developed a variety of custom sales and marketing materials targeted specifically towards the cyber security market space in all verticals including an analysis of the competitive landscape • Attended and developed relationships with key executives and ISAC communities bridging federal concepts and practices to the commercial market space• As a member of the sales team, my sales rep and I successfully closed the company’s first revenue generating deals • Provided essential feedback of customer’s needs and requirements and ensured these requests were addressed in engineering product road-map planning sessions

Arlington, Va, Us

I am currently employed by Endgame Systems Inc. as a sales engineer on two sales teams supporting the Department of Defense (DoD). In this role I support my sales team and our partners with Endgame Systems products and services. I was brought on this team to help grow the Federal Business unit. This environment is very much a startup in security tools and big data technologies. In this capacity I provide guidance and help work through many of the unique challenges in selling technologies into the Armed Forces and Department of Defense(DoD) community. • Provide guidance on the challenges of operating on DoD networks in this sensitive security space• Develop a variety of custom sales and marketing materials targeted specifically towards DoD agencies• Key contributor in working through many challenges facing Endgame Systems when selling, marketing and developing security and big data technologies and solutions• Worked closely with the product management teams on emerging technologies including Cyber, Cyber reconnaissance and BigData (Apache Hadoop and related modules including Accumulo)

Sunnyvale, Ca, Us

I am currently employed by FortiNet as a sales engineer on a sales team supporting the United States Air Force, United States Army many COCOMS and NATO. In this role I support my sales team and our partners with the FortiNet product lines. I was brought on this team to help grow the Federal Business unit. In this capacity I provide guidance and help work through many of the unique challenges in selling technologies into the Armed Forces and Department of Defense(DoD) community. • Provide guidance on the challenges of operating on Air Force networks and non internet connected network enclaves• Develop a variety of custom sales and marketing materials targeted specifically towards Air Force and other DoD agencies• Map the unique challenges of the DoD environment to FortiNet’s solutions • Work closely with the Business Development team to create a strong relationship with the systems integrator community so they may understand our capabilities and how they apply to future Air Force opportunities• Leadership role in mentoring fellow sales engineers in many aspects including the rules and regulations around selling into the DoD community• Key contributor in high level meetings working through many challenges facing FortiNet when selling into this extremely sensitive vertical.

San Jose, California, Us

I successfully held many Sales Engineering positions within Symantec, including Account Sales Engineer to Specialist Sales Engineer. I was part of the United States Air Force account team as an Account Sales Engineer. I supported my sales team and our customers across all Symantec product lines. I specialized in the security product lines, including the Altiris product suite. I also supported backup and storage product lines. During my years at Symantec I was consistently part of successful sales teams for over achieving quota and was recognized within the company.• Awarded multiple Presidents Club’s which include only the top 10% of the sales organization world wide• Achieved multiple Star Awards which are quarterly awards based on going above and beyond and assisting teams and winning deals outside of my territory• Awarded SE of The Year for the Symantec Availability Division within Symantec• Developed a variety of custom sales and marketing materials targeted specifically towards my customer• Strong solutions sales with the understanding of solving customer challenges with Symantec products• Strong blend of technical understanding and relationship building which I credit to my success• Strong understanding of sales cycles and procurement processes both in the commercial and federal territories• Take the initiative in developing documentation and procedures to streamline SE processes within the team• Have been invited to work with a variety of organization within Symantec such as product development, customer support, sales, marketing and sales engineering• Requested to work with the Symantec Executive Team to help design a strategic key note address to be delivered by the CEO for AFITC 2010, which is the largest technology event for the Air Force• I strive to win the deals and be the best while also assisting and mentoring fellow team members

Owner of Hinge Technologies, a small business initiative to deliver IT and networking services to homes and small businesses requiring support for high speed internet connectivity. Responsible for every aspect of Hinge Technologies, including the business model, service offerings, pricing, suppliers, customers, strategic and business partners. • Successfully developed a business model supporting customers of high speed internet connectivity• Developed core service offering, segmented into the networking and consulting categories• Networking included the options to wire the premises for ethernet cable or worked with wireless technologies• Consulting consisted of installing Cable/DSL routers, PC network cards configured email, accessed accounts and any other system configuration requests• Managed and implemented all administrative and operational activities required of a small business• Provided professional consultation for enterprise Video/Conferencing solutions. • Developed solutions with IT service providers and business to evaluate the video conferencing needs. • Proposed recommendations on down-sizing or converting from H320 to H323 networks, which lead to significant

Responsible for the direction and design of Veritop’s products and services based on market requirements and managed the development team for Violet, a mobile point of sale payment system. Responsible for Business Development direction & activities for key targeted technology and business alliances, including financial processors and gateway organizations.• Successfully developed and presented business strategies and technology direction to business development partners, customers and venture capital firms• Launched Violet 2.0, the core product for Veritop’s product & services offering which was a mobile credit card authentication system that operated on standard handheld devices over mobile wireless networks integrating card swipe and printing peripherals• Established relationships with key technology partners, including Novatel Wireless, Handspring, Extec Instruments, Xircom, Palm, Atomic Software and US Wireless Data• Integration of key wireless technology into Veritop’s products & services including WLAN (802.11B), WWAN’s (CDPD, GSM, CDMA and others), 3G Wireless & Bluetooth, Palm OS and Microsoft Pocket PC devices• Developed and authored company presentations used for fund raising, sales, and marketing activities• Implemented pilot and beta programs surrounding Veritop’s products and professional services to several pilot customers

Responsible for defining the corporate direction and developing strategic business models as a member of the management team. Responsible for the execution and direction of all core-marketing activities. Established business development strategies and targeted key technology partners. Developed a product roadmap based on market demands and conditions of mobile wireless data trends. Built a public relations plan focusing on key analysts and publications in the mobile wireless data industries.• Successfully deployed products and services to technology partners and customers• Contributed to the marketing and business development segments of the corporate business plan which helped the company close bridge financing totaling US$1.4M• Managed product development from specification to release of Marbles Skyfire 2.0• Established relationships with key technology partners, including Novatel Wireless & Handspring, accelerating the adoption of mobile wireless terminal server technology• Executed a marketing events strategy designed to build market awareness, support key partners and generated qualified customers at focused events including CTIA, Wireless IT, and many others• Planned and managed the sales & marketing budgets • Implemented a new corporate standard image including logos, product names and constant messaging

Strategic member of the core marketing team providing key marketing analysis, management trends and product positioning in key vertical markets. Provided competitive evaluation of related management technologies and products. Developed all product demonstrations and educated the sales force and systems engineers. Worked with the Wired For Management specification and other management technology companies for standards integration and interoperability. Developed and managed marketing event goals and concepts geared towards market awareness and lead generation. • Developed strong marketing events strategies, producing several successful major events including Comdex, Networld/Interop, Gartner Symposium IT Expo, and many others• Successfully engaged with key OEM and technology partners including Intel, Microsoft, Tally Systems and Funk Software• Positioned CCM as the technology of choice to many key strategic hardware partners including Dell, Micron, Gateway and Hewlett Packard• Successfully presented On Technology to targeted media outlets which successfully led to published lab reviews and articles

Provided pre-sales technical consulting support as a member of a sales team in the New York City and New England sales territories. Successfully positioned and sold On Technologies On Command CCM, a suite of PC management technologies. Provided post-sales support ensuring product success and customer satisfaction.• Performed On site customer demonstrations, presentations and infrastructure evaluations• Provided Post sales support, including customer installations, and rollouts• Presented and provided product demonstrations of CCM at seminars, tradeshows and marketing events • Positioned products and services in MIS and IT organizations addressing TCO, Y2K, software deployment, PC management, security, viruses, data protection & recovery and other related IT and helpdesk issues• Managed and supported key strategic national accounts

Responsible for marketing and technical support of PictureTel’s H323 and H320 video conferencing products. This included marketing support for PictureTel’s LiveLan, LiveManager, LiveGateway and LiveMCU products. A key member of the product management team providing technical and marketing requirements for the LiveMCU products.• Organized and managed the LAN/WAN setup and operation for H323 network products for all trade shows and corporate events• Evaluated and integrated complimentary and competitive products for H323 standards compliance and interoperability • Provided all briefings for channel partners and national and regional sales conferences and seminars• Provided beta and pilot support with key technology partners and beta customers• Responsible for prototype LAN/WAN and wireless LAN environments to prototype H323 video conferencing over new network technologies including ISDN, dialup technologies and virtual private data networks (VPDN’s)

Bachelor Of Arts, Business Administration

Associates, Science; Computer Science