James Wachhaus

FireCompass is cybersecurity startup that is developing a SaaS platform that provides continuous automated red teaming (CART) and external attack surface management (EASM)

RESPONSIBILITIES:

• Create Top of Funnel Content and Email Marketing that will help our digital marketing strategy acquire leads and opportunities for a rapidly expanding sales force
• Creating streamlined and margin preserving pricing and packaging structure that can be easily trained internally and to channel
• Providing market research experience in the CART, EASM, risk management, VRM, and threat intelligence to analyze and surface product and company differentiation in this emerging exposure management market
• Provide integrated marketing for campaigns aligning content and messaging across worldwide geography for both digital, virtual, and physical events and collateral

IMPACT:

• Packaging and Pricing delivered with an easy to use calculator in Google Sheets
• Website revamp with focus on SEO, quantifiable use cases, and enhanced positioning
• Collateral production (website, datasheets, sales presentations, architecture, etc)
• Email campaign conversational messaging focused on three primary use cases, EASM, CART, and ransomware
• Engaged with customers to build rapport and loyalty by Selling Through Curiosity

Seraphic is an Israeli cyber security startup providing a wrapper for the JavaScript engine to prevent attacks on ANY BROWSER

RESPONSIBILITIES:

• Creating digital content for the website, sales presentations, blogs, research, and datasheets
• Market and competitive analysis
• Competitive packaging and pricing creation with a cross-functional team

IMPACT:

• Updated website from stealth-mode to launch-ready content
• Streamlined first call sales presentation from 26 slides to 6 with focused business value use cases
• Updated datasheet based on streamlined website and sale presentation
• Delivered deep market analysis within two weeks of starting on Secure Web Gateways (SWG), Remote Browser Isolation (RBI), and Dedicated Browsers like Talon and Island to CEO
• Considered business demands and customer preferences when developing pricing structures and marketing plans.
• Proposed user based packaging and pricing with a cross-functional team based on market research and need for customers to protect 2.5+ BYODs per user in a modern IT environment

CyCognito is an Israeli startup in the emerging External Attack Surface Management (EASM) space I helped define in 2021.

RESPONSIBILITIES:

• Technical product marketing of the CyCognito platform with leading edge capabilities in external attack surface management, vulnerability management, risk intelligence, risk management, and penetration testing automation
• Build and evangelize product messaging that set CyCognito apart from others in the market including analysts relations, webinars, blogging, social media posts, and podcasting
• Communicate the vision and value of this cutting edge platform with the sales team, prospects, customers, partners, and analysts
• Develop and train on sales tools that facilitate selling our products
• Collaborate with internal stakeholders like R&D, Product Management, Customer Success, Legal, and Operations to successfully launch new product releases
• Create content such as white-papers, presentations, case studies, videos, website copy, data sheets, research papers, podcasts and blog posts
• Research competitor offerings and strategic market analysis especially around total cost of ownership and total costs of risk management including risk acceptance, avoidance, and transfer

IMPACT:

• Cycognito named a Gartner Cool Vendor in 2020
• EASM recognized by Gartner as an Emerging Technology in 2021
• 2020 ESG RESEARCH REPORT FOR CYBER RISK MITIGATION
• 2021 The State of Penetration Testing with Dark Reading
• 2021 ESG Security Hygiene and Posture Management
• Planned and implemented studies to assess market conditions and evaluated results to enhance marketing campaigns especially around Total Cost of Ownership for Risk Management.
• Risk Intelligence Evangelism before CyCognito rebrand in August 2022 to "Rule Your Risk"

Tripwire was a startup for most of my career there known for file integrity monitoring, security configuration management, vulnerability management, security event management, and OT visibility offerings

RESPONSIBILITIES:

• Product messaging and positioning especially with regard to new releases
• Collaborate with and train sales and systems engineering teams
• Develop and train on sales tools
• Plan and launch new products
• Create digital marketing content
• Generate and deliver competitive intelligence
• Responsible for the product marketing of Tripwire Enterprise, Tripwire Apps/Add-ons, Tripwire IP360, Tripwire Log Center, Tripwire ExpertOps, Tripwire for DevOps, and Tripwire Connect

IMPACT:

• Orchestrated launch for 3 new products to expand market share and generate $107M in revenue.
• Lauched new websites for ExpertOps (SaaS) and IP360 (VM)
• Supervised 3 person PMM team

RESPONSIBILITIES:

• Continuously innovate on new joint solutions with our ecosystem partners to ensure the success and satisfaction of our customers
• Utilize Sirius Decisions Framework to assess the relative merits of establishing a technology alliance partnership from both a market innovation and sales expansion perspective
• Define compelling joint solutions and determine the level of investment necessary for success across all relevant organizations
• Create a go-to-market strategy for approved joint solutions and set mutual objectives for promotion, adoption, support, and sales
• Develop integrations, as necessary, through the use of common APIs, SDKs, custom developed interfaces, custom packaging, and possibly joint development
• Bring the joint solution to market
• Assess the progress of the solution on a regular basis and decide the appropriate ongoing investment level as the solution matures in the market
• Identifying new market opportunities, assessing partners qualified to deliver added value to the Tripwire business, and negotiating mutually beneficial OEM / white-label agreements to bring new products to market

IMPACT:

• 2018 Achieved strategic OEM of Claroty for both Tripwire and Belden
• 2018 Achieved strategic OEM of Lastline for Tripwire Enterprise
• 2019 Achieved strategic OEM for Tripwire Connect
• Managed over 200 active partnerships as a player coach within the Office of the CTO
• Pushed Kaizen Process Improvements around OEM process into Belden

Rapidly develop and market new joint solutions with Tripwire ecosystem partners to promote Tripwire as an attractive acquisition target.

RESPONSIBILITIES:

• Create a technology alliance program (TAP)
• Promote Tripwire as a “good citizen” of the cybersecurity ecosystem
• Evangelize at physical and virtual events about Tripwire
• Product management of integrations
• Program management for alliances
• Product marketing of integrations and channel marketing

IMPACT:

• Created alliances with over 40 ISVs and IHVs in 2014 on a goal of 20 Delivered 123% of revenue goal in 2014
• Developed and Marketed Tripwire Enterprise App for Splunk Enterprise Signed Belden into TAP in March 2014
• Belden acquires Tripwire for $710M on January 2015
• Developed and marketed four primary integrations around Splunk and ServiceNow with Tripwire Enterprise and Tripwire IP360

A staff-level systems engineer strategically positioned reporting to marketing, sales, and product management as a deeply technical product marketing engineer.

RESPONSIBILITIES:

• Develop technical and non-technical marketing presentations, public relations campaigns, articles and newsletters.
• Maintain inventory of sales tools, archive files and sample files particularly around RFIs/RFPs and customer requirements
• Perform technical due diligence on merges and aquisitions.
• Contribute to sales engineering effectiveness by identifying short-term and long-range issues and recommending courses of action.
• Develop and maintain demonstration environment and scripts for all Tripwire products and services.
• Be the subject matter expert on Tripwire Log Center, Tripwire Enterprise, Tripwire IP360, Tripwire Configuration Compliance Manager for sales, marketing, business development, and product management

IMPACT:

• Circle of Excellence 2013
• Circle of Excellence 2009
• 2009 delivered technical due diligence for acquisition of Activeworx
• 2010 delivered high-level technical overview of company for Thoma Bravo acquisition
• 2013 delivered technical due diligence for acquisition of nCircle

Technical sales role covering Maryland, Virginia, and Washington, DC for the world leader in configuration audit and control software.

RESPONSIBILITIES:

• Master company product line and configured live product and software demonstrations.
• Facilitated functional and technical discovery sessions with team members, customers, potential customers and vendors.
• Communicated complex sales and engineering concepts to prospective users clearly and with constant customer focus.

IMPACT:

• Onboarded my replacement who was still at Tripwire more than 13 years later
• Achieved 100% quota in 2007
• Achieved 169% quota in 2008

Technical SME overlay in the security compliance sales team working with Symantec's largest customers with average deal sizes >$2M

RESPONSIBILITIES:

• Provide project management and address post-sales implementation details of complex, large enterprise security software deployments
• Technical SME in security information and event management (SIEM)
• Technical SME to marketing and product management for SIEM and compliance solutions
• Provided deep and broad security overviews and roadmaps to CISOs for Fortune 1000.
• Offered friendly and efficient service to customers, handled challenging situations with ease.

IMPACT:

• 172% of quota achievement in 2006
• 120% of quota achievement in 2005
• Worked tirelessly with America's #1 telco, #3 wireless, and #1 financial customers along with PwC and EY to deliver enterprise cybersecurity solutions.

Software Quality Assurance Manager on development of CyberWolf, Symantec Incident Manager, and dozens of third party security event management aggregators and collectors

RESPONSIBILITIES:

• SME in Symantec Enterprise Security Architecture (SESA), Symantec Enterprise Security Manager, Symantec AV, Host Intrusion Detection (Formerly Intruder Alert), Symantec Network Intrusion Detection (Manhunt, Riptech), and Symantec Firewalls (Raptor)
• Training of global support technicians on software releases
• Recruit, hire, and train top performers to add talent and value to R&D
• Supervised labor costs and departmental expenses to remain in line with budget.
• Keep detailed daily records of SDLC to track product quality and delivery timeframe.

IMPACT:

• Achieved integration of CyberWolf into the Symantec Enterprise Security Architecture
• Built a first of it's kind cyber range for Symantec by reusing old PC hardware by installing and maintaining several different cybersecurity technologies such as NIDS, HIDS, AV agents, and hardware devices to create an end-to-end attack lab for simulating breaches to be detected by correlation logic
• Attack lab became a corporate wide coop lab for Symantec researchers, partners, and engineers.
• Expanded cross-functional organizational development and QA capacity by collaborating across development centers in Santa Monica, CA, Waltham, MA, and American Fork, UT on priorities, functions and common goals.

Software quality assurance test lead on Gauntlet and Sidewinder L7 and L3 firewalls

RESPONSIBILITIES:

• Testing of software developed on UNIX operating systems SecureBSD, Solaris, and OpenBSD
• Coordinate work with various teams to solve problems and improve efficiency for software testing and automation.
• Defined, created and controlled testing environments for successful software deliverables.

IMPACT:

• Helped integrate Gauntlet HTTP, FTP, and SSH proxies in Sidewinder
• Optimized test cases to maximize success of manual software testing.
• Monitored resolution of bugs, tested fixes and helped developers tackle ongoing problems by providing QA perspective.

SQA Manager of team testing Gauntlet Firewall and VPN, GEMS, Webshield for Nokia, Webshield for Solaris, and related technologies.

RESPONSIBILITIES:

• Maintained professional, organized and safe environment for employees and visitors to Rockville R&D offices
• Recruiting, hiring and training top performers to add talent and value to department.
• Cross-training existing employees to maximize team agility and performance.
• Controlled costs and optimized spending via restructuring of budgets for labor, capital assets, inventory purchasing and technology upgrades.
• Delivered feedback to decision-makers regarding employee performance and product quality
• Maintain BIND DNS for labs

IMPACT:

• 1998 Installed and tested the first example of what would become to be known as XDR.
• 2000 Tested and released the Webshield for Solaris 100 and 300 E-ppliance products
• 2000 Launch of Webshield for Nokia
• Managed a team of 20 QA engineers in three dedicated secure lab facilities.