Summary

Overview

Work History

Education

Skills

Timeline

Ted Wueste

West River,MD

Summary

A 25 year public sector focused sales veteran focusing on strategic programs business development and large program capture. Focusing on the intelligence community for the first 15 years as an individual contributor success came early and often with over 300 million in total revenue capture along with several sales achievement awards and eventually working as capture lead running and entire teams in that pursuit. A resourceful senior director of sales teams focused on DOD,DOE and Intelligence Community.

Overview

years of professional experience

Work History

Senior Director DOD Sales and Programs

Rancher Government Solutions

Reston, VA

10.2021 - Current

Manage individual contributor based sales team focused on selling enterprise subscription support for FOSS based software tools and services
Grew net sales from 3.3 Million to 6 Million in first year running the team.
currently at 9 Million for 1HH of sales fiscal year with a "in view" target of 20 Million in sales
Grew professional services in DOD by over 110%
largest growth in additional head count among all sales teams. First to fill all open head count positions among sales team,
created QBR template now being used across all sales teams and reps
largest single deal awarded to date for Lockheed Martin F22 contract
Sales Director of the Year for SUSE worldwide
Sales Team of the year

Vice President Space Ground and HPC

Seagate Federal

Herndon, VA

11.2018 - 11.2021

Responsible for all sales and sales personnel for Seagate enterprise systems for the DOD/IC missions, including but not limited Ground station and DOD&DOE HPC business as well as Seagate's Xorbits Space systems for Low Earth Orbit segment.
Responsible for team revenue goals and quota attainment for both sales and manufacturers rep teams. Develop and assign KSO's for individual contributor sales and systems engineering team members.
Responsible for sales with large Federal Systems Integrators and Federal only Reseller/integrator partners.
Work with parent corporate company on product strategy, roll out and technical messaging to sales staff.
Assist sales team on large program capture management and contract/concept definition for team goals, targets, SOWs, milestones, and mission objectives.
Closed single largest Federal Deal with DOE Los Alamos Labs Campaign Storage Contract
Awarded Joint Development contract with NRL/NRO valued at >$10 Million over 3 years

Co Founder - Sales Strategy and Marketing

DeepSpace Storate Systems

6747 katella Avenue, Cypress California 92647, CA

01.2016 - Current

Create all customer, partner, OEM, and investor facing messaging, documentation and strategy
Identify and establish strategy for OEM, Reseller, and end user targets for intended markets and verticals.
Created partner ecosystem for testing, bench-marking, and interoperability including Seagate, Excelero, WDS, and Super Micro
Identify and Hire CEO and create executive and technical advisory board
Captured first customer sales and revenue engagements with Navy, Army and a large, multi customer/tenant system for Ratheon's Cyber Resiliency Solution. All engagements are large, multi core, multi PB complex systems incorporating real time analytics, high/wire speed data throughput and movement and data/security governance SLAs

Vice President Engineered Systems

RPI-CS

6747 Katella Avenue, CA

01.2015 - 11.2018

Created engineered systems sales team and strategy for RPI consultant's established business and contracts including hiring of staff, building out partner and systems network and ecosystems and go to market strategy
Focusing on USG, HPC markets- teams and partnerships were created to identify programs and build teaming strategy to capture systems sales with customers including NREL, Boeing, and Berkley NERSC
Facilitated the establishment and subsequent growth of an integrated platform around Seagate's Secure Data Appliance- an HPC based Luster platform that incorporated high speed MLS capabilities and was the only partner to have built and delivered an end to end solution around this platform
Communicated regularly with executive team members to deliver pertinent details related to progress status and direction for all projects
Collaborated with the National Renewable Energy Labs to craft the organization's first object storage system replacement traditional NAS infrastructure as a data repository for it's high speed compute system (Luster)

President Advanced Programs Business Unit

Alliance Technology Group LLC

Hanover, MD

05.2009 - 11.2015

Played a key role in the launch of Advanced Programs Business Unit at Alliance, including project management, Sales Staff, ownership and management of BU P&L
Sales Capture of Boeing FIA infrastructure replacement and recap in 2010 totaling over 25 million in sales to delivery and manage delivery of turn-key storage, inter-networking, and software content
Grew team from single sales person to 7 person team with program management, SE, and multiple sales reps. Profitable P&L 16 consecutive quarters
Achieved Partner Excellence achievement from SGI, Data Direct Networks for 10+Million sales contribution to Boeing, Berkley NERSC, PNNL, and Naval Oceanographic Office MSRC
Consistently recognized as the top margin and revenue producing business unit at ATG and is still one of highest revenue producing teams to date

Capture Manager/Global Account Manager

katellaDeepSpaceKatellaRaytheon'sStorageStorageTek/ Sun Microsystems, Oracle

Redwood City, CA

10.1998 - 02.2009

Sales Rep focusing on Special/Classified systems for NRO, NSA, and NGA. with early success in NSA based programs partnering with HPC based software team LSC (later acquired by Sun) and Qlogic to develop the first high performance, fibre channel Storage Area Network that would create a model for over 500 Million in delivered systems
Formed capture team with Sun Microsystems, Qlogic, and Cisco to capture $140 Million in sales in 2 years to Boeing, TRW/NG
Enable build out of entire Advanced Programs line of business with Program Management, Benchmark/POC "Gold Lab", dedicated security officer and DD254
President's Club 1999-2007
Number one sales rep world wide 2001, 2002, and Diamond Club (Top 5 producer) 2003, and 2004
Responsible in 2001-2003 for 80% of open systems disk sales company wide