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John H. Hicks
Phone: (703) 344-1753
Email: john.h.hicks1@gmail.com


SUMMARY
12 years of Sales, Project, & Product management experience in Fortune 500 companies, earning a reputation
for meeting & exceeding goals and deadlines.
Global business developer that creates and executes innovative, customer-focused, highly-targeted initiatives that
drive revenue, add value, improve market share, and increase margins.
Product Management in the SaaS Information Security sector that includes product launch planning &
execution, as well as marketing collateral for internal and external targets.
Experience in developing and facilitating training sessions on products, methodologies, and processes across
multiple organizations.
Proven success in leading, recruiting, developing, and motivating cohesive, high-performing teams.
Experience managing projects in process improvement, organizational restructuring, and technology piloting and
implementation at both small and large scale, managing multiple projects simultaneously.
Leverage qualitative and quantitative capabilities to analyze KPIs and devise strategies that drive improved
outcomes, customer experience, productivity, and profitability.
Dynamic leader that motivates, trains, and develops teams through a personalized, individualized approach to
performance management through implementation of best practices and effective methods/tools.
Mission-focused: provides leadership based upon a mixture of analysis, experience, and judgment; integrating
information from a variety of sources in order to make decisions in difficult or ambiguous situations.
Knowledge of the current landscape/environment of multiple industries, verticals, & cultures; & utilizes this tacit
knowledge to make good decisions and prioritize initiatives.
Designated "change agent" consistently delivering enhanced operational efficiencies, methodology, and systems
which greatly improve performance and productivity.


PROFESSIONAL EXPERIENCE:

INTUIT, INC, Fredericksburg, Virginia 2013 to 2014
The global leader in tax and finance software, business services, and innovating solutions to important
business problems. Executing against a singular focus on finding solutions that are better, faster, and more efficient
than ever before, Intuit has evolved into a portfolio of consumer and business offerings that help people and
organizations simplify the business of life.

Global Sales Consultant , (2013-2014)
Leverage a consultative methodology to introduce prospects to a SaaS relational database program, analyze
their existing workflow and configure the product to solve business issues.
Develop the relationship with prospects with the goal of becoming a trusted advisor in order to expand
their lifetime value.
Manage all aspects of the sales pipeline from introduction, needs analysis, product demonstration, proof of
concept, sequence of events, and closing.
Drive revenue acquisition against individual, team, and corporate goals.


VERISIGN, INC, Reston, Virginia 2011 to 2013
As the trusted provider of Internet infrastructure and security for the networked world, VeriSign manages the
.COM/.NET infrastructures and helps companies and consumers across the globe engage in trusted communications
and commerce billions of times every day.




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John H. Hicks
Phone: (703) 344-1753
Email: john.h.hicks1@gmail.com


Product Manager, iDefense Cyber Security Intelligence (2012-2013)
Focus on sales enablement, new product launch plans and execution, channel partner enablement, and
interacting with prospects and customers to understand the problems facing Information Security teams
and how to create services to solve them.
Project planning for new product launches utilizing the Pragmatic Marketing framework, managing and
contributing across teams to coordinate efforts of engineers, marketing, sales, legal, and others to ensure
that the launch plan is communicated, understood, and executed while solving for all key stakeholders.
Liaise between Sales, Product, and Operations to drive sales opportunity creation and maturation for
cyber-security intelligence services.
Develop technical proficiency in the product offerings as well as the basic information security architecture
that is employed by businesses today.
Responsible for training sales teams on: prospecting, qualification of opportunities, product knowledge,
and setting expectations of service delivery.
Collaborate with analysts to gain insight into service capabilities, limitations, and market strengths in order
to translate to an effective value proposition for mature security organizations.

Global Sales Manager, Network Intelligence & Availability (2011-2012)
Development and execution of a viable sales strategy for a newly formed business unit competing in a
mature market segment.
Team contributed to customer growth of 267% during 2011.
Charter includes creating an environment that breeds success through individualized performance
management.
Utilize both strategic and tactical mindset to solve for both short and long term business needs through
analysis of the current state and trends.
Exploit opportunities to expand market share through identification of under and non-represented
customers and verticals.
Establish relationships across enterprise and SMB businesses for delivery of a SaaS product solution.
Develop current talent to create bench strength for progression into management.
Remain up to date on current events in network security as well as the threat landscape in order to
communicate effectively with subject matter experts across multiple industries.

INTUIT, INC, Plano, Texas 2002 to 2010
Sales Operations Manager (2008-2010)
Develop, lead and manage telesales operations across domestic and international locations.
Analysis of inputs to improve processes and organizational structure to maximize outputs.
Design and manage development and maintenance of call flow structures.
Contribute to projects focused on reducing phone channel activity while increasing awareness and usage of
alternate communication channels with the goal of enhancing the customer experience and driving cost
savings.
Development of a consistent forecast for inbound call volume to multiple sales teams for capacity and
budget planning.
Develop data mining and reporting tools for trend analysis of productivity metrics that resulted in
eliminating 600 man hours of work annually through automated delivery and real-time data updates.
Design and implement unique tracking mechanism to measure marketing effectiveness for inbound sales
calls.
Develop a call volume forecast for the sales group that averaged 5% variance in the first year.



Page 3 of 4

John H. Hicks
Phone: (703) 344-1753
Email: john.h.hicks1@gmail.com


Sales Manager (2006-2008)
Form strategy, mentor and guide teams (up to 28 direct reports) with annual aggregate revenue goal of
over $150M.
Effectuate ability to properly measure performance and productivity through design of key metrics and
performance modeling tools, contributing to delivery of consistent and sustainable results. Create uniform
performance guidelines and standards which were implemented across the organization.
Direct sales and business development functions including development of annual offerings, coaching &
mentoring, and customer relationship development.
Define priorities and strategies for achieving year over year revenue growth and retention rates through
existing customer channels.
Manage change of organizational structure and strategy, including compensation plans, while engaging a
team of sales professionals by proactive development of their skills.
Drive or contribute to working teams focused on strategic initiatives including increasing revenue,
improving the customer experience, development and communication of product offerings, and resource
allocation across cross-functional teams for seasonal business models.
Championed a variety of customer enhancement initiatives, including an online instant messaging feature
resulting in significantly reduced call volume.
Manage online renewal project achieving significant reduction in inbound call volume (55% in first year).
Ideate, plan, implement and execute outsourcing of domestic activities to a third party service provider
resulting in cost savings of $2M per year project completed within required eight-week deadline, well
ahead of a normal project timeline of 4-8 months.

Sales Performance Coach (2004-2006)
Primary function of managing and coaching a team of sales agents by designing and implementing regular
incentive plans aimed at maximizing sales (10.5% increase), productivity (9.7% increase), and quality
(20% improvement) during tenure.
Continuously assess and improve processes within scope, including the impact on upstream and
downstream groups, and recommend improvements in processes they interact with.
Build and leverage relationships with influencers or process owners outside of business unit, and leverage
those relationships to develop and improve processes.
Consistently analyze the internal and external business to identify trends and deliver high impact results.
Manage a coaching process re-engineering initiative within the sales group that incorporated Six Sigma
techniques to design a comprehensive coaching process bringing continuity and consistency across all sales
teams.

Technical Support Manager (2002-2004)
Responsible for resolution of various software issues across multiple software platforms and operating
systems.
Respond to complex inquiries of a technical or functional nature.
Assess needs and suggest/promote/sell alternative or additional products or services.
Deliver customer experience at or above expectations as measured by key metrics, including: Contact
Resolution Rate (98%) and Customer Satisfaction (97%).

EDUCATION:

Master of Business Administration (MBA) Project Management, University of Mary Washington, 2009
Master of Science (MS) Neurobiology, University of Alabama at Birmingham, 2001
Bachelors of Science (BS) Biology, University of Mary Washington, 1996

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John H. Hicks
Phone: (703) 344-1753
Email: john.h.hicks1@gmail.com


CERTIFICATIONS & ACHIEVEMENTS:

PRESIDENT, MARY WASHINGTON MENS RUGBY ALUMNI ASSOCIATION - 2014
CEOS EXCELLENCE IN LEADERSHIP AWARD, INTUIT ACCOUNTING PROFESSIONALS DIVISION 2007, 2008, & 2009
INTUIT LEADERSHIP DEVELOPMENT TRAINING - 2006
OPERATIONAL PROCESS EXCELLENCE TRAINING & CERTIFICATION 2006
PUBLISHED AUTHOR IN MULTIPLE PEER-REVIEWED JOURNALS (CITATIONS AVAILABLE UPON REQUEST)
LinkedIn references: www.linkedin.com/in/johnhhicks