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Overview
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BRIAN WILLIAMS

San Antonio,TX

Summary

VP SALES AND CYBERSECURITY EXECUTIVE Accomplished VP of Sales in the cybersecurity sector, adept at strategic planning, sales development, and fostering growth. Skilled in managing P&L, implementing processes, and building dedicated sales teams. Has a proven track record in transforming customer requirements into actionable tasks, leading to efficient project execution. Secures significant accounts, launches innovative products, and enhances profitability.

Overview

38
38
years of professional experience
1
1
Language

Work History

CRO/VICE PRESIDENT

BOLDEND Inc
San Antonio, TX
11.2022 - 03.2024
  • Bastille - leading cyber automation company that builds software products to scale cyber capabilities to offset demand, delivery, and resource gaps
  • SALES
  • Spearheaded strategic planning, sales development, and growth initiatives, reporting directly to CEO
  • Managed P&L, process implementation, and establishment of a dedicated sales organization
  • Developed comprehensive sales and marketing business plans, devised strategies, and recruited sales and business development professionals
  • Collaborated with design, operations, and finance teams to align goals throughout the program life cycle
  • Communicated the value proposition of products and services to prospective clients
  • Transformed customer requirements into actionable engineering tasks, ensuring efficient project execution
  • Presented pitches to government executive staff, demonstrating the company's value proposition
  • Supervised development of testing stage requirement of the company’s CI/CD pipeline
  • Leveraged AFOTEC operational testing expertise to oversee testing requirements
  • Core Accomplishments:
  • Spearheaded enforcement of best practices, developed innovative pricing structures, and seamlessly implemented company's CRM system
  • Secured two lucrative accounts totaling $7 million through strategic sales efforts
  • Instrumental in launching two groundbreaking product offerings, driving company growth
  • Devised and implemented pricing program that significantly enhanced company profitability
  • Achieved remarkable increase of over 400% ($470K to $2.7M) in annual recurring revenue through strategic initiatives
  • Established company's inaugural dedicated Sales Division with comprehensive compensation plans and innovative lead-generation programs
  • Diversified product portfolio and closed company's first multi-year deal, three-year contract valued at $3.86 million.

DIRECTOR

BASTILLE NETWORKS
San Antonio, TX
03.2021 - 11.2022
  • Bastille Networks is a cybersecurity company that provides innovative solutions for government and enterprise clients, providing intelligent and comprehensive, continuous monitoring for wireless threats within classified areas and controlled spaces
  • FEDERAL/DoD ACCOUNTS
  • Spearheaded the establishment and management of Bastille's Federal and DoD presence
  • Drove revenue growth across the Federal and DoD enterprise
  • Updated senior leadership on Federal contracting practices and processes
  • Formulated the DoD sales strategy and provided the sales team with DoD and Federal contracting training
  • Architected the secure virtual cloud deployment of Bastille Enterprise Systems
  • Directed the Bastille Fusion Center (BFC) deployment/configuration as a SaaS client in the AWS Cloud
  • Allowing the BFC to be accessed using HTTP Rest commands
  • Using a single Fusion center to be horizontally scalable and support multiple sites
  • Core Accomplishments:
  • Secured the company’s largest DoD deal, totaling $6,250,000 over 5 years
  • Orchestrated the integration of Bastille Network Flyaway Kit with the Air Force’s CVA-H Weapon System for comprehensive cyber operations support
  • Led the integration of the Bastille Network Enterprise System into the Air Force’s Air Operations Center
  • Developed and implemented innovative operational use cases.

DoD ACCOUNT EXECUTIVE

ELASTIC FEDERAL
San Antonio, TX
10.2019 - 03.2021
  • Note: Endgame through acquisition)
  • Elastic is a trusted partner for IT modernization, AI, government cybersecurity, and federal data strategy, offering search, observability, and security
  • Supervised a team comprising Inside Sales reps, Customer Service Managers, and Solution Architects
  • Expanded Elastic's presence within the USAF and assigned COCOMs
  • Served as a strategic resource supporting the sales force with endpoint security and cybersecurity defense deals
  • Leveraged consultative and reference selling techniques to drive value and enhance product credibility
  • Coached the team to drive product value and identify more significant opportunities
  • Led the team responsible for deploying Elasticsearch Kibana into the DoD Platform One DEVSECOPS environment
  • Crafted technical requirements for the deployment of Elasticsearch into the following cloud environments (AWS; Azure; Google Cloud)
  • Core Accomplishments:
  • Achieved over 80% of the previous year's quota within the first half of Elastic's fiscal year
  • Closed nearly $16M in business within less than 6 months, including the company's largest multi-year deal
  • Attained membership in ElasticClub within 6 months at Elastic
  • Demonstrated ROI and product benefits while engaging with key stakeholders to advance new objectives around Elastic enterprise.

Senior Account Executive

ENDGAME
San Antonio, TX
05.2018 - 10.2019
  • Endgame provided a cyber operations platform supporting the detection, exploitation, and mitigation of cyber threats.

Senior Account Manager

ACCENTURE FEDERAL SERVICES, AFS
San Antonio, TX
03.2017 - 05.2018
  • Accenture offers U.S
  • Federal government consulting services to stay ahead of the most pressing economic, environmental, social & safety changes
  • Accenture Federal Services uses human-centered design and agile methods to help providers and their employees design services that advance the mission and deliver benefits to the public
  • Adversary Research & Reconnaissance Team (ARRT) (Note: Endgame Services Division through acquisition)
  • Led the delivery of advanced cyber capabilities for offensive and defensive cyber operations as the Senior Account Manager for the Adversary Research & Reconnaissance Team (ARRT) within the Endgame Services Division at Accenture Federal Services (AFS)
  • Achieved pipeline, sales, and business development targets, exceeding assigned goals and ensuring operational efficiency.

AIR FORCE SENIOR CAPTURE MANAGER

ENDGAME
San Antonio, TX
04.2015 - 03.2017
  • Endgame provided a cyber operations platform supporting the detection, exploitation, and mitigation of cyber threats
  • Pursued business leads, managing them through contract execution and fostering continued growth
  • Core Accomplishment:
  • Responsible for closing the company’s largest Offensive Cyber opportunity within the USAF
  • Helped define the requirements and delivery timeline
  • Worked with customer test organizations to develop test and evaluation criteria.

SYSTEMS ENGINEER

MITRE CORPORATION
San Antonio, TX
05.2006 - 04.2015
  • MITRE is a not-for-profit corporation committed to the public interest, operating federally funded R&D centers on behalf of U.S
  • Government sponsors
  • Applied engineering and research principles, computer technologies, and organizational dynamics to design and implement information systems meeting customer operational needs
  • Core Accomplishments:
  • Developed operational enterprise architectures for the AF and Joint IO communities, serving as technical advisor to the Air Force IO architecture lead
  • Conducted architectural analyses and developed enterprise architectures and operational scenarios
  • Led the development of the Cyber Command System (CyCS), an operational prototype for mission-cyber dependency mapping, facilitating the Air Force's transition from network assurance to mission assurance
  • Served as the staff systems engineer for the Air Force Distributed Common Ground System (AF DCGS)/AN/GSQ-272, the premier globally networked intelligence, surveillance, and reconnaissance weapon system.

Test Director

AF Operational Test and Evaluation Center, AFOTEC
Kelly AFB, TX
05.2003 - 05.2006
  • Information Warfare Systems, and Chief of Operating Location (OL-KT

Deputy Chief of Staff

DCS
07.2000 - 05.2003
  • Washington, DC Chief, System

Chief

Joint Information Operations Center
Kelly AFB, TX
07.1997 - 07.2000

HQ USAFE/Director of Operations

TBM
Ramstein, AB
07.1995 - 07.1997
  • Chief, Unit-Level Theater Battle Management (, ) Systems

Chief

USAFE Warrior Preparation Center, Einsiedlerhof Air Station
07.1994 - 07.1995
  • Operations Control and Requirements Branch

Software Development

552nd Airborne Computer Squadron, Airborne Control Wing
Tinker AFB, OK
08.1989 - 06.1994

Quality Assurance Evaluator

Bay Canada
Cambridge, NWT
07.1988 - 08.1989

AF Systems Controller

rd Communications Group
, CA
08.1986 - 08.1988

DOD ACCOUNT DIRECTOR

FEDERAL
  • Proactively prospected and sold cybersecurity solutions to federal government and Department of Defense (DoD) customers, emphasizing value creation
  • Pinpointed customer needs, customized solutions, and effectively closed deals, fostering lasting business partnerships for future growth
  • Demonstrated ROI and product benefits while prioritizing customer satisfaction and relationship-building
  • Acted as a liaison between customer requirements and engineering teams, ensuring functional and appropriate technology solutions
  • Core Accomplishments:
  • Surpassed sales quota by 150%, achieving $15M in sales against a $10M target
  • Collaborated with customers to develop test plans and cases, ensuring product compliance with operational requirements.

Education

Doctor of Science - Information Assurance

Capitol College
Laurel, MD

Master of Science - Psychology, focusing, Industrial, Personnel, and Human Relations

University of Oklahoma
08.1993

Bachelor of Science - Computer Science, Math

Louisiana Tech University
04.1986

Skills

  • Executive Leadership/Team Leadership
  • Cybersecurity Sales
  • Strategic Planning & Execution
  • Business Growth Initiatives
  • Risk Management/Change Management
  • Stakeholder Relationship Management
  • Team Building
  • Customer Requirement Analysis
  • Pricing Strategy
  • Revenue Growth Strategy
  • Strategic Partnerships
  • Business Development
  • Forecasting
  • Salesforce/CRM Implementation
  • Sales Process Management & Implementation
  • Sales & Marketing Strategy
  • Sales Forecasting
  • Finance Management
  • Negotiation Skills
  • Account Management
  • Relationship Building

Work Availability

monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote

The best way out is always through.
Robert Frost

Timeline

CRO/VICE PRESIDENT

BOLDEND Inc
11.2022 - 03.2024

DIRECTOR

BASTILLE NETWORKS
03.2021 - 11.2022

DoD ACCOUNT EXECUTIVE

ELASTIC FEDERAL
10.2019 - 03.2021

Senior Account Executive

ENDGAME
05.2018 - 10.2019

Senior Account Manager

ACCENTURE FEDERAL SERVICES, AFS
03.2017 - 05.2018

AIR FORCE SENIOR CAPTURE MANAGER

ENDGAME
04.2015 - 03.2017

SYSTEMS ENGINEER

MITRE CORPORATION
05.2006 - 04.2015

Test Director

AF Operational Test and Evaluation Center, AFOTEC
05.2003 - 05.2006

Deputy Chief of Staff

DCS
07.2000 - 05.2003

Chief

Joint Information Operations Center
07.1997 - 07.2000

HQ USAFE/Director of Operations

TBM
07.1995 - 07.1997

Chief

USAFE Warrior Preparation Center, Einsiedlerhof Air Station
07.1994 - 07.1995

Software Development

552nd Airborne Computer Squadron, Airborne Control Wing
08.1989 - 06.1994

Quality Assurance Evaluator

Bay Canada
07.1988 - 08.1989

AF Systems Controller

rd Communications Group
08.1986 - 08.1988

DOD ACCOUNT DIRECTOR

FEDERAL

Doctor of Science - Information Assurance

Capitol College

Master of Science - Psychology, focusing, Industrial, Personnel, and Human Relations

University of Oklahoma

Bachelor of Science - Computer Science, Math

Louisiana Tech University

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