Wade Lance

Thought leadership and story development for strategic security testing solution. Work with the founders, sales and marketing leadership to create and amplify our message to customers, ICP prospects and the analyst community. Develop targeted collateral for various market segments, and support digital marketing campaigns. Managed sales enablement and marketing coordination with sales organization. Worked with sales, field engineering, customer success and technical account management to optimize customer interactions and support growth. Highly-rated conference speaker at global security events.

Check out my RSA 2019 interview with Paul Asadoorian at Security Weekly.

Vice President, Solution Engineering (VP-SE) is a hybrid engineering, sales and product marketing position that implements executive team priorities in the field to achieve product adoption velocity. The focus is to drive sales while continually improving the Sales/Marketing message. The VP-SE also helps guide product priorities through field feedback and communicates market response to message and product to internal leaders in an endless improvement loop that builds repeatable, referenceable sales. The role reports to the C-level sales executive as the primary engineering resource for sales and marketing. Priorities: New Territory/Sales Channel Development • Close key prospects for referenceable sales to jump start new territories • Train sales team and channel partners to identify prospects and close volume sales • Industry/trade show presentations and panel discussions, vendor speaker/representative at partner events Executive Sales Support/Field Engineering • Support senior sales staff with presentations/demonstrations to technical and non-technical audiences (customers, partners, investors) • Develop compelling demonstration capability and real world use cases • Develop POC/POV program and manage critical evaluations for technical win • Subject Matter Expert and escalation point for executive meetings or customer issues • Recruit, manage and develop sales engineering team Technology Productization/Product Management • Partner with Product Management to prioritize requirements against need for product adoption velocity and build internal executive consensus • Identify technology integration opportunities with third-party systems and design the integration (functional specification) • Map customer requirements and use cases to product roadmap • Technical product marketing and sales collateral design/edit- use cases, success stories, product spec sheets, sales cards, objection handling, competitive analysis, sales/investor/channel presentations, etc.

Wade was the Technical Evangelist at CounterTack, and also had roles in Technical Project Management, Product Management, Sales Engineering Management and Technical Business Development. He also managed New Territory Development for direct accounts and the partner channel in Europe, Asia and the Middle East. Additional responsibilities included solution design for product integrations with third-party systems, and public speaking at conferences and trade shows

Director, Deployment Engineering Sales Engineering, Technical Marketing, SE team management and development, product presentations, proof of concept design and management- training/certification program design and delivery- product requirements feedback to engineering and management- sales team technical training and field support- investor briefings Technical Project/Product Manager (consultant) Technology Productization, Software Project/Product Management- created productization plan for cutting-edge computer network security system and managed technical team through last phase of v2 release- project management system implemented and product delivered on time

Technical Projects Manager Software Product Management, Technical Marketing and Public Relations- product management for version 1 community networking website- the system grew from 700 to 17,000 users in the first 3 months and served over 40,000 users, 1200 organizations and hundreds of schools

9/2000 - 2/2002 Vice President, Product Management 7/2000 - 9/2000 Interim Vice President, Sales 2/2000 - 7/2000 Linqware General Manager/Founder 4/1999 - 2/2000 Technical Projects Manager, Microsoft Systems Team Leadership, Strategic Planning and Business Case Development- managed industry research, competitive market analysis and business case development for a new secure instant messaging platform- worked with the executive team to develop the business plan, pro forma and executive summary- wrote Marketing Requirements Documents (MRDs) Sales Engineering, Technical Marketing and Public Relations- created strategic and tactical sales programs- developed relationships with clients: Qwest, Boeing, Hewlett- Packard, Dept. of Defense (U.S.M.C., U.S. Army, U.S. Navy) Citrix, FLUKE, etc. Product Implementations, Customer Support Process and Training Program- oversaw product implementations, system integrations and customer training Software Development- directed meetings with vendors, client representatives, development team and technical writers to create and maintain system functional specifications that defined the end user experience in multiple n-tier enterprise applications