Jay Valentine

Vice President--Cost Take Out Analytics jayvalentine@me.com

Summary
Angel investor, led the development of the EBAY cyber security engine, vaulting almost bankrupt company to $96 million valuation. Angel investor, ExerciseFriends.com, largest health and wellness site on the web helping people help each other get fit, lose weight and live better lives---all proceeds go to our women's health charity and equine rescue charity. Leading sponsorship funding for Fearless America Tour, 50 city tour, Emmy-award winning personalities, Trump Celebrity Apprentice Stylist, over 2 billion Facebook hits, reality television show, celebrating the quiet heroes in each of our communities. Featured speaker at Univ. of Texas MBA Program 3 years--"How To Launch a Startup" As CEO, won "Company of the Year" Award from National Technology Incubator Association for most successful incubator-based startup in the United States. Austin Entrepreneur of the Year Award Personally raised over $53 million in venture capital Launched 5 high tech startups in Texas and Southwest, winning luminary logos to get them funded and capture market share against major competitors.

Experience
Vice President at Cost Take Out Using Technology and Process December 2011 - Present (1 year 9 months) . Take innovative, big data, predictive analytics, cost take out products and services to market for less known, highly innovative technology company. Goal is to get to luminary logos, without high cost sales cycles against far better funded competitors. Won partnerships with one of world's largest software firms and world's largest audit firm to take our

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technology to their largest customers. Built "wholesale sales model" where one sales call generates multiple active cycles. Now being brought into deals for one of world's largest software vendors to provide advanced analytics with almost now cost of sale. Thus found way to get to market fast, while competitors are dialing endlessly, for dollars that will never come to them.

. 2 recommendations available upon request Start Up Launch at Apptio August 2010 - December 2011 (1 year 5 months) . Launched Southwest territory to win major logos, penetrate the top 5 largest IT spend companies from totally dead territory. Won selections at AT&T, Shell, BP USA, Dell, Amerisource Bergen and other luminary logos. Personal pipeline was over 40% of active company pipeline with 21 reps. Personally won worldwide strategic partnership with world's largest audit and compliance firm for Fortune 500, KPMG. Built the largest partner pipeline in company history. My partner brought Apptio into their largest accounts. Created $10 million partner pipeline in Fortune 50 accounts. Built out repeatable sales process of "finding the customer looking for you" to win fast, non-competitive luminary logo sales. . 3 recommendations available upon request Texas Territory Launch at CSI November 2007 - August 2010 (2 years 10 months)

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. Implemented massively disruptive "permission-based selling" sales campaigns with major integrators to win largest deals in the territory with little competition. "Find the deal looking for you" strategy to get quick results and large, unidentified deals. Won deals from $1 million to over $20 million enabling a liquidity event for otherwise stalled software company. Launched almost bankrupt startup to top of their field with big, non-competitive wins. . 4 recommendations available upon request Southwest Area Launch at Servigistics January 2005 - November 2007 (2 years 11 months) . Hired to increase pricing optimization/analytics product selling price from several hundred thousand dollars to 7 figures. Had to turn around a totally dead operation with not a single customer and no pipeline. Found technology partners and together we increased selling price 10x and delivered millions of dollars in new services revenue within 8 months. Closed largest deal in company's history, $3.7 million in license and over $3 million in consulting. This deal was the equivalent of a non-dilution equity round. Closed U.S. Postal Service for $1.3 million license and over a million in services. Competitor had 80% market share and every time we beat them in their renewals, we told all their investors, cutting off their funding. Thus, they could not survive. Understood software marketing is more hype than reality and demonstrated for customers why hype did not get their problems solved. Thus, collapsed the valuation of hyped competitors and gave customers great value. Won major deals at Maytag, Home Depot, UPS and others for very complex, technical product. Won two selections by U.S. Air Force, the single largest network optimization organization in the world. .
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2 recommendations available upon request Territory Launch at Yantra Corporation January 2001 - December 2004 (4 years) . Brought into dead operation where Yantra had never sold a single web order management deal. Found and won deal at world's largest distributor for $6 million in license and over $12 million in consulting and $1.2 million recurring revenue. Generated more new account revenue than other 14 reps combined. Delivered "permission-based selling" briefings with key integrators on the disruptive value of distributed order management/analytics to drive consulting sales. Won deals at JC Penney, Cellstar for price optimization order management of web and direct channels. Positioned product as transformative to significantly raise selling price. Large deal output enabled the company to get a 10x liquidity event selling for $167 million. Single largest revenue producer in the history of the company. . Angel Investor, CEO at Infoglide Software November 1999 - December 2001 (2 years 2 months) . InfoGlide delivered the first Similarity Search Engine, a massively disruptive search technology. Brought in as the lead private angel investor and CEO, where the company had $50,000 in revenues, three employees and was almost out of business. Repositioned product from tracking serial murderers for local police forces to the leader in cyber fraud detection where the data was intentionally modified to avoid detection. Took company to over $100 million valuation and personally raised over $12 million in investor capital through personal sales and marketing repositioning. Won huge deal as the Ebay Fraud Detection Engine by personally cold calling Ebay CEO Meg Whitman for

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months and when Ebay tested our software, they bought it within 30 days. Ebay deal written up in Forbes feature article and in Ebay annual report as massively disruptive, innovative new search technology. Won deals at Hartford Insurance, GEICO, USAA, State Farm, and over a dozen major insurance firms for cyber fraud detection. Filed 6 Similarity Search Patents. Drove major Neural Net competitor, with $40 million in revenue, out of business by forcing head-to-head benchmarks where we showed they could not find cyber fraud with a map. Raised such doubts about their technology we stalled their sales and forced the sale of the company. As we repeatedly beat them, we let their investor team know it and they cut the valuation 85% selling the company for a song. We understood over funded, VC fed marketing machines fall apart when a competitor can prove their product is all hype. Works every time. 2 recommendations available upon request

Skills & Expertise

Enterprise Software SaaS Strategy Start-ups Sales Process New Business Development Sales Management Business Development Channel Strategic Partnerships Pre-sales Selling Solution Selling

Education
Georgetown University Bachelor of Science in Foreign Service, International Economics, Econometrics, Statistics, Computer Programming, 1978 - 1982 Activities and Societies: National Merit Scholar
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Honors and Awards

KPMG Entrepreneur of the Year National Tech Incubator, Company of the Year Top software sales person in 12 year history of Yantra Top software sales person in 25 year history of ADR National Merit Scholar

Interests
World travel, languages, archaeology, philanthropy

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Jay Valentine
Vice President--Cost Take Out Analytics jayvalentine@me.com

13 people have recommended Jay

"Jay, as I consider you one of my foremost mentors who has been extremely instrumental in my career choices, guiding me through difficult circumstances, understanding corporate culture, and defining how I should package and market myself, which is contrary to the advice I receive from almost everyone else. Thanks to your inspiration, I am about to produce a television show and documentary on cyber security and routinely am chose as a speaker and leader for multitudes of venues from all walks of life. I will let you know about my next venture!!!" Christine Robinson, President - Strategy, Architecture, and Security, Christine Robinson & Associates, LLC, worked with Jay at ContingencySales.com "Jay is the consummate sales professional. He has an acute ability to understand a customers perspective, not just the vendors. He knows how to take a complex sales situation, and make it palatable. He taught me the basics of sales. I'm forever indebted to him for my successes." Mark Losh, Account Manager, Applied Data Research (ADR), reported to Jay at ADR "Jay is the unassuming superstar. You could spend a day with him and not know whether he works for your company or a supplier/partner. He simply engages in, and leads, productive conversation. What I enjoyed most about Jay's approach is that he responds and follows through on EVERYTHING he commits to. The reason I use caps is because he does what he says ASAP, which stands-out in an awesome way versus many who merely see something through to completion whenever that may be. Having partnered with Jay while he worked at Apptio and Inpensa, he certainly has an eye for talented companies with great vision, which is to say that Jay too has great talent and vision." Andrew Schroepfer, VP of Enterprise Strategy, Rackspace Hosting, was with another company when working with Jay at Apptio "As both a consultant at a major corporation and now an owner of an up and coming small business, Jay has provided me with invaluable techniques and information to radically improve my approach. Jay possesses the unparalleled ability to enable small, unknown firms to win large complex deals they would otherwise have tremendous difficulty landing. By contrast, he also develops new relationships with multi-billion dollar consulting organizations with whom he may have had no prior relationship--enabling them to win as well. There are farmers, there are hunters and there are "franchise players." Jay is the ultimate "franchise player" who helps transform the future of the firms he represents."

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 Christine Robinson, Principal - Strategy, Architecture, and Security, Christine Robinson & Associates, LLC, was with another company when working with Jay at ContingencySales.com "Jay excels at new business development and is relentless in building a well qualified sales pipeline. He never waits for the phone to ring and can always find a way into a deal. Jay creates new relationships and partner networks for each new client and makes it a win-win for everyone." Bill Aicklen, Business Development Manager, KPMG and BearingPoint, was with another company when working with Jay at TDI Corporation "Jay is one of the most knowledgeable salespeople with which I have worked. Jay did an exceptional job seeing a number of global deals through to completion. He's an insightful and very good person to work with and is exceptionally gifted at territory management with an in-depth understanding of the do's and don'ts." Chris Amet, Chief Architect, Servigistics, worked with Jay at Servigistics "Jay was the most successful sales executive at Servigistics - the company that was our biggest competitor. He was so effective that we called recruiters to get him hired away. I was pleased to see him leave, and since then he has become a trusted friend that I look to for advice. Jay is the ultimate hunter - hope that he doesn't join your competitor, and if your company is looking for a "franchise rep" to supercharge your revenue growth, I recommend him highly." Tim Andreae, SVP Global Marketing, MCA Solutions, was with another company when working with Jay at Servigistics "Jay Valentine was our top sales manager. At Servigistics, we could count on him to succeed with our most important opportunities. Jay works well with the other sales team members -- pre-sales, SME's, solutions architects, etc." William Huyler, President, Servigistics Pricing Services, worked with Jay at Servigistics "Jay is one of those rare salespeople who can and often does close deals for only the commission. He is an unbelievable sales talent that can drive revenue and margin in your company!" Mark Kuta, Global Account Manager, Servigistics, Inc., worked directly with Jay at Servigistics "Jay is the consumate Sales Executive. He exemplifies most every characteristict needed for success in consultative executive sales cycles. His keen understanding of his clients and their needs allow him to craft the best possible solutions, and in most cases, using creative and new methods. I worked with Jay in several accounts and was impressed by his ability to quickly understand the issue, and develop a strategy for success." Brenan Hardy, Business Development Manager, Retail Industry, BearingPoint Inc, formerly KPMG Consulting, was with another company when working with Jay at Yantra Corporation

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"Jay and I worked closely together on a number of very complex transformational opportunities at Yantra. A master of the cold call and using the partner network to create demand, Jay's uncanny ability to sniff out an opportunity and doggedly drive it to close resulted in the largest transactions in the company's history. Jay is organized, driven, persistent without being pushy, understands the value of the little things like following-up and unlike the vast majority of sales professionals today, he clearly understands that sales is a contact sport!" Jim Caudill, VP, Distribution & Logistics, Yantra Corporation, worked with Jay at Yantra Corporation "I have known Jay for over 20 years. We have competed against each other and have worked together at the same comany. Jay is one of the most effective and productive sales people whom I have met in the high tech industry. He knows how to get the job done, he executes, and brings results to his companies. I highly recommend Jay for any role associated with sales, sales manasgement, and sales execution in the high tech industry." Dennis O'Leary, Director of Executive Sales, Cullinet Software, worked directly with Jay at Legent "Jay is one of the hardest working and smartest sales executives I've ever worked with. He has a positive outlook that is reflected in all of his dealings and makes it a pleasure to work with him. He has a varied background which is a statement on his ability to learn different technologies and different industries. If you have the opportunity to work with Jay in a business relationship I'm sure you will find it a positive experience." J. Alan Bird, Director, Strategic Development, Legent Corp., worked directly with Jay at Legent

Contact Jay on LinkedIn

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