JOHN PATRICK RYAN
North Miami Beach,FL
Summary
Senior Sales Executive with 11 years of experience at SailPoint, specializing in identity security solutions for federal agencies. Achieved 430% quota attainment and generated $100M in revenue through strategic sales planning and strong client relationships. Proven track record in establishing SailPoint as a leader in cybersecurity across civilian and DoD sectors. Expertise in building high-performing sales teams and implementing training programs that drive revenue growth and market expansion.
Overview
31
31
years of professional experience
Work History
Senior Sales Executive
SailPoint
Miami, USA
03.2015 - Current
- Started SailPoint federal along with 2 other people. My territory consists of both civilian and DoD agencies.
- Closed the largest cybersecurity contract in the U.S. Federal government with the CDM (Continous Diagnostics and Mitigation) program, which made SailPoint the de-facto standard across all federal civilian agencies.
- Replicated the success across the civilian agencies with the Department of Defense, making SailPoint the defacto standard for identity security across all DoD agencies.
- Established ELA’s with USPS, SSA, HHS, US Navy, US Air Force and Defense Health Agency.
- Quota Attainment – Overexceeded quota every year at SailPoint. Most notable recent years attainments at 2025 – 430%, 2024 – 450%, respectively.
- Have closed over $100M in revenue (TCV) over my 11 years at SailPoint.
- SailPoint is the undisputed leader in identity security (ICAM, IDAM, IGA). Sold both SailPoint IIQ and ISC - a scalable, AI-driven solution designed to manage and govern identities, access, and entitlements with unmatched precision across major government agencies.
Senior Account Executive
Reston, USA
03.2010 - Current
- Responsible for selling and managing executive relationships with Federal Civilian agencies to include DHS, VA, Department of Energy, US Courts and Department of Commerce.
- Solutions include Business Process Management System (BPMS).
- First year of full quota achieved 95% of quota.
- Second year of quota (2012), exceeded quota by April 30, 2012.
- On target to exceed 150% of quota in 2012 fiscal year.
Senior Account Executive
McLean, USA
02.2013 - 03.2015
- Responsible for selling and managing executive relationships primarily with Veterans Affairs and Defense Health Agency.
- Solutions include Big Data Analytics, Platform as a Service (PaaS) and agile development.
- First year of quota achieved 115% of quota in 9 months.
DHS Account Director
Herndon, USA
11.2008 - 03.2010
- Responsible for managing executive relationships and selling complete portfolio of CA solutions to Department of Homeland Security.
- Solutions include cloud computing, security management, infrastructure management, application performance management, project portfolio management (PPM), business driven automation, service and IT asset management, and records management products.
- Closed large Enterprise License Agreement with DHS worth a total of $40M.
Senior Account Executive, Federal Civilian Government
Reston, USA
07.2004 - 11.2008
- Responsible for selling Business Intelligence, Budget Formulation and Execution, and Performance Management solutions to Department of Homeland Security, Justice, and Energy.
- Exceeded quota for each sales year.
- Number 1 Civilian Sales Rep for 3 out of 4 years.
- Number 1 Federal Sales Rep for Cognos in FY 2008.
Regional Sales Manager – webMethods Government
Fairfax, USA
06.2001 - 07.2004
- Responsible for selling Enterprise Application Integration (EAI), Business Process Management (BPM), Business Activity Monitoring (BAM), Portal, Mobile and Web Services Infrastructure solution suite to U.S. Army, Navy, and Marine Corps.
Strategic Account Executive
Vienna, USA
06.1999 - 06.2001
- Responsible for selling entire B2B eCommerce solution including products for eProcurement, Public and Private Marketplaces, Strategic Sourcing and Dynamic Trade solutions.
Federal Sales Manager – U.S. Army and Intelligence Agencies
Bethesda, USA
05.1998 - 06.1999
- Responsible for selling Enterprise Resource Planning (ERP) software products including HRMS, PeopleSoft Student Administration, PeopleSoft Financials, PeopleSoft Supply Chain Optimization, Enterprise Performance Measurement, Activity Based Management, and Balanced Scorecard applications.
DOD/Intelligence Program Manager
Falls Church, USA
04.1995 - 05.1998
- Responsible for selling enterprise-wide distributed middleware systems software products to the Federal Government (DOD and Intelligence).
- In addition to individual revenue contribution, also managed a team of sales and pre-sales engineers with total revenue achievement of approximately $12M across federal government.
- Formally recognized as the highest performing salesperson in IBM Transarc history. Set corporate records for: highest product revenue deal ($4 million), most deals over $1 million (3), highest margin deal, and fastest growth rate.
Education
Bachelor of Science - Computer Science
UMBC
Baltimore06-1987
Skills
- Identity security
- Federal contract management
- Cybersecurity solutions
- Business process optimization
- Sales forecasting
- Client relationship management
- Strategic sales planning
- Data-driven decision making
- Negotiation strategies
- Effective communication
- Problem solving
- Team leadership
- Sales presentations
- Relationship selling
Timeline
Senior Sales Executive
SailPoint
03.2015 - Current
Senior Account Executive
02.2013 - 03.2015
Senior Account Executive
03.2010 - Current
DHS Account Director
11.2008 - 03.2010
Senior Account Executive, Federal Civilian Government
07.2004 - 11.2008
Regional Sales Manager – webMethods Government
06.2001 - 07.2004
Strategic Account Executive
06.1999 - 06.2001
Federal Sales Manager – U.S. Army and Intelligence Agencies
05.1998 - 06.1999
DOD/Intelligence Program Manager
04.1995 - 05.1998
Bachelor of Science - Computer Science
UMBC