WESLEY G. PULLEN 10073 PADUA WAY, OWINGS MILLS, MD 21117

CELL: (240) 444-7208 | EMAIL: WGPULLEN@YAHOO.COM

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SENIOR SALES, TECHNOLOGY INNOVATION & BUSINESS STRATEGY EXECUTIVE

Extensive experience in complex sales, product development and design, R&D, Go-To-Market (GTM) analysis

and planning, as well as early adopter phase technical solutions

High-energy executive leader known for mobilizing teams to accomplish extraordinary objectives with limited resources

and time – for example, increased new product sales by 175% and new product development 3-fold in most recent role,

resulting in over 20% EBITDA margin.

Areas of Expertise:

Executive Leadership Technology Development GTM Messaging

Strategic Technology Planning Emerging Technologies Sales/Pre-Sales Leadership

Process Reengineering Requirements Definition Project/Program Management

Global Contract Negotiation Development Methodologies P&L / Budget Management

Further details on the web at www.linkedin.com/in/wgpullen/

PROFESSIONAL EXPERIENCE

Electric Cloud, Inc.

General Manager and Vice President, Deployment Solutions August 2014 – present

Recruited by CEO (Steve Brodie) for executive oversight, strategic direction, technical guidance and revenue attainment for

the Application Release Automation (ARA) and Continuous Delivery (CD) business. Executive responsible for growth and

expansion initiatives within business unit to align with CEO and board expectations. The total business unit count across

APAC, EMEA, and USA is 65+. Since joining in August 2014, we have increased sales from $0 to over $15M and have

reached #1 status in Gartner Magic Quadrant (MQ) for Application Release Automation (ARA) domain space. We are on

pace to be a $30M business in 2017.

Press Release Coverage:

Article #1: http://electric-cloud.com/company/news/press-releases/item/2014/08/electric-cloud-adds-industry-veteran-

wesley-pullen-general-manager-vice-president-deployment-solutions

Article #2: http://talkincloud.com/cloud-companies/devops-software-company-electric-cloud-adds-former-automic-

software-executive

CollabNet

Executive Consultant to CEO (Marketing, Sales, and Product Alignment & Enablement) May 2014 – August 2014 (Consultant); August – September (Advisor)

Recruited by President & CEO (Bill Portelli) to transform marketing and sales engine and create innovative NEW solutions

to sell. The company desired to increase sales velocity, marketing awareness, uplift existing messaging, and create a solid

Go-To-Market (GTM) plan. I worked as a consultant and advisor to Vector Capital and CollabNet Executive Team to

establish a new market position, train entire sales and marketing staff, and develop new sales enablement tools and solutions.

Impact: Increased Marketing Qualified Leads (MQLs) through top of the funnel activities by 30%. Created and

delivered successful GTM plan to Vector Capital and CollabNet Executive Team.

Expanded market reach through new messaging of pre-packaged solutions (entitled “Solution Packs”) which

provided a new revenue stream for CollabNet to sell.

Created and led team to building new marketing, sales, and technical artifacts (whitepapers, data sheets) to train and

equip existing sales and marketing staff on new solution packs.

Designed whiteboard presentation in alignment with board expectations for rapid and immediate growth.

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Automic Software (Rebranded from UC4 in May 2013)

Vice President, Emerging Solutions Group & Global ARA Technologies October 2011 – May 2014

Recruited by CEO (Jason Liu) to jump-start business unit and become #1 in the Application Release Automation (ARA)

arena via world-class technology and significant revenue attainment. The company was just starting in the ARA domain with

a stalled product development team and limited resources and expertise in the market. Led team of 40 people with global

product development, global product management, global sales management, and global services management. I was

responsible for oversight, strategic direction, executive leadership, and technical guidance on Global Application Release

Automation (ARA) technology within Automic Software. This spans Continental Europe (CoEU), Americas (USA), Great

Britain/Ireland (GBI), Nordics, Middle East/Africa (MEA) and APAC.

Impact: Increased new product sales by 175% and new product development by 300%. Successful exit and

acquisition of UC4 Software by EQT Partners (August 2012)

Cut development cycle by 30% by reengineering testing and hand-off processes, motivating and training

employees, upgrading tools and technologies, improving project management, and installing granular testing

practices with accountability. Added $12M+ in new product sales over the course of 2 fiscal years as a result of

better product development and design.

Grew Application Release Automation (ARA) Revenues over 5000% from prior Fiscal Year. Added a new

HTML5-based dashboard for CxOs within the product which attributed to growing new products to an existing

automation platform.

Increased Average Deal Size (ADS) over $300K USD in less than 12 months including personally driving the Top

5 deals in the company with the CEO’s involvement.

Expanded market reach from local to international and global presence through direct channels, partnership within

the ADLM (Application Development Lifecycle Management) space, and countless meetings and conferences

where I personally evangelized the automation platform and our release automation technology.

Created and led team to building one of the most innovative solutions in the ARA space and noted by analyst group

Gartner in their May 2013 report. This was a direct reflection of growing the actual product development by

300% including personally driving and spearheading the development and design of the snapshot & comparison

technology leveraged in the solution.

Biz Lending Solutions, LLC

Executive Board Member June 2006 – December 2012

BIZ Lending Solutions (BLS) is a nationally recognized full service commercial financing company providing innovative

solutions for small to medium-sized businesses. Whether a customer needs to get new equipment, finance their accounts

receivable and inventory, raise working capital, or acquire a company, BIZ Lending Solutions provided funding for all of

these opportunities.

Responsibilities Included:

• Provide guidance and direction for strategic objectives

• Meet quarterly to review finances and mentor Executive team on ways of expanding the business

• Help the Executive Team architect messaging around their core strengths

BMC Software

Director of Solutions Architecture – USA & EMEA April 2008 – October 2011

Led team of 5+ Application Development specialists and software consultants for Java EE/J2EE and MS.NET problem

solving through Application Performance Management (APM) software

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Impact: Transformed unstructured and inefficient department by upgrading talent, improving sales workflows for

leveraging technical talent and developing field operational utilities (e.g. Web UI display page for installation errors)

that resulted in a significant competitive advantage

Cut installation and setup of software by 70% by adding the Web UI display page to showcase installation and

setup errors. This change in workflow resulted in a POC to close success rate increase of 20%.

Increased technical demonstration capability by 50% by re-architecting the demonstration platform and automating

the actual VMWare setup and reusability. This resulted in Presales and my team being able to confidently repeat the

technical demonstrations which in turn increased our ability to drive revenue.

Expanded our market reach by personally sitting on panels on new technologies, methodologies, and solutions

Implemented a new sales tracking system in Siebel that improved productivity and cut loss rate by 75%. The

business ROI calculator was a MS Excel Spreadsheet that allowed any sales account manager to hold intelligent

discussions with their champion and confidently walk through the business value of acquiring our solution.

Department of Defense (DoD) / Business Transformation Agency (BTA)

Executive Advisor and Chief Technical Testing Expert (with Secret Clearance through 2011)

August 2009 – September 2011

Executive advisor for DoD with Secret Clearance (clearance from 2009 through 2011). This was an appointed position

through the DoD BTA Project Management Office (PMO) for advising, leading, and sponsoring expertise in the testing of

mission critical systems. The actual system under development and test was the Virtual Interactive Processing System

(VIPS) designed to streamline how the DoD would allow entrants into the armed forces (e.g. from manual to fully

automated). I led the effort to ensure quality testing and validation of all systems based on Defense Acquisition University

(DAU) standards and guidelines.

Impact: Transformed entire department through upgrading software testing tools and processes which resulted in

increased testing efficient by 50% and decreased software costs by 35%.

Increased testing efficiency and speed by 50% through process reengineering. I personally advised and lead ALL

testing initiatives for DoD BTA based on Defense Acquisition University (DAU) standards and updated the testing

tools used to validate and verify defects.

Decreased software costs for PMO by 35% through mentoring, leading, and validating ALL testing initiatives for

Virtual Interactive Processing System (VIPS) within BTA. PMO software spend was reduced and monies reallocated

to other critical areas when I was able to leverage SOA-based design standards and SOA-based testing solutions which

reduced the cost and time to test systems presented to the government.

Personally resolved a critical defect in VIPS code and eliminated design flaw in the system.

Lead and Reported on Systems Qualification Testing (SQT) and Systems Integration Testing (SIT) at the United States

Military Entrance Processing Command (USMEPCOM). Reduced the testing cycle by 20% by leveraging service

virtualization software which allowed for testing to continue even though aspects of the application were down.

Reviewed and verified any code that exposed DoD BTA to harmful attacks (i.e. cyber security reviews)

Lead and Implemented Service Virtualization within testing framework which resulted in an overall testing efficiency

for the department of 50%.

BMC Software (Acquired Identify Software in May 2006)

Software Consulting Manager – USA South January 2005 – April 2008

Led team of 5+ senior software consultants using problem resolution software and best practices to deliver high value

solutions to enterprise customers in the Southeast and Central regions of the USA.

Impact: Launched new technology in an undefined space (e.g. Problem Resolution) and drove 150% sales growth.

Successful exit and acquisition of Identify Software by BMC Software (May 2006).

Overhauled all aspects of the Java EE/J2EE technology platform and Proof of Concept (POC) execution steps which

resulted in 100% increase in POC to deal closure ratio.

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Expanded our market reach by personally getting involved in Product Management meetings and R&D discussions on

new technologies, methodologies, and solutions within the Problem Resolution arena.

Implemented a new sales tracking system that improved productivity and cut loss rate by 50%.

Built and maintained business partnerships with key clients that desired to extend the software solution.

Created a Technical Engagement Management (TEM) system which allowed presales resources to offer lunch and

learns to spend quality time with our customers. This resulted in an increase of existing customer revenue by 15%.

Early Career:

Identify Software, Inc. – Senior Software Consultant (2003 - 2005)

IBM Corporation – Technical Engagement Manager (2000 - 2003) [Successful exit and acquisition of Rational Software

by IBM Corporation]

Rational Software, Inc. – Corporate Sales Engineer (1998 - 2000)

Anderson Consulting, LLP – Consultant (1997 - 1998)

International Paper Company – Senior Project Manager (1995 - 1997)

EDUCATION

University of Pittsburgh, Pittsburgh, PA B.S., Electrical Engineering

PROFESSIONAL AFFILIATIONS/ACTIVITIES/AWARDS

2009 BMC Software Executive Briefing Center Level of Excellence, Rated 4 out of 4

2006 Software Consultant Manager of the Year Award, BMC Identify

2006 AppSight J2EE Sales Revenue Award (Q4FY2006)

2005 Software Consultant Manager of the Year Award, Identify Software

2005 Identify Software Founders Club Award (110% Revenue Attainment)

2004 Software Consultant of the Year Award, Identify Software

7/01 Chesapeake District (Rational Software) Employee of the Month Award

3/99-3/00 Rational Founders Club Award

9/96-5/97 Advisor, National Society of Black Engineers (NSBE) Penn State Erie Chapter