Increased the conversion rates of both Demo to POC and Demo to purchase.Defined a process for intaking feature requests utilizing JIRA, which improved our Product team’s ability to prioritize and effectively determine effort and product impact.Created SOPs using Asana/confluence/Notion/Miro to ensure steps are well documented for SEs activities and cross-functionally for customer support.Maintained SaaS demo environment. Assisted in creating content for marketing, including video demos, blog posts, and community portal contributions.

Defined criteria & SOPs for business cases to determine the viability of a Censys partnership/alliance.Defined a roadmap for alliances and marketplace expansion.Launched Censys into the Amazon marketplace by working cross-functionally with Legal, Operations, Sales, Marketing, and Engineering in the first 90 days in the role. Developed training collateral for internal stakeholders upon launch.

Player/Coach - Responsible for all initial demos from VC referrals and technical wins on all POCs.Worked with sales, PM, customer success, and executive sponsors to define the POC process using Miro and Confluence for various POC phases. Identified training paths for each SE to take to up-skill, created a new hire onboarding template using Asana and built a technical questionnaire to be used when interviewing to gauge skill gaps in new hires. As a player, I closed the largest deal in company history and as a coach, my SE team exceeded the quota.

Hybrid SE and PM role. As a PM I defined and documented a new process in Confluence for intaking feature requests from prospects/clients and the SE team. I also created a new board in JIRA to store the incoming requests. This resulted in our PM team effectively prioritizing and determining engineering effort and product impact.As a SE I hosted demos that highlighted of the value proposition of managing one's external attack surface. I also led guided evaluations with prospects, logged any bugs, filed features as well as contributed to the knowledge base, blog posts, and video content.Increased conversion rates of both "demo to POC" and "POC to purchase"

As a partner, I covered anything involving technology as it relates to the business. My responsibilities ranged from sales engineering (SE), vendor management, IT, IS, technical training, office management, and mentoring.From a SE perspective, my core responsibility was to ensure that customers understand the value and differences of various technologies & services in the cybersecurity space. Researched competitive solutions while determining which would be ideal for the line card. Trained the sales staff on determining a product fit given a client maturity scale. I supported all clients, including Fortune 500 and smaller 100-employee-sized organizations. In my first 6 months, I discovered and closed record-breaking deals. From a business owner's perspective, I trained employees on using the systems in place, including Salesforce, Discover.org, and G-Suite. I evolved the sales operations processes to ensure no renewals were missed. I created stop-gap measures to prevent mistakes from being made using automation. I found and addressed discrepancies and inaccuracies in the accounting, payroll, and benefits systems. From a Vendor Management perspective, I maintained all existing vendor partnerships. I expanded the line card with strategic vendors and organically grew the install base. I worked closely with the sales team to make sure account manager relationships were being established.From the IT and IS perspective, I was responsible for the infrastructure and security operations of the network, endpoint, and cloud. I continuously assessed and improved our operations and 24/7 support functions. Soup to nuts, including asset identification and management, compliance, email hygiene, endpoint security, secure file transfer, Comcast VOIP, website support, DNS Records, DMARC set to enforce, Fortinet firewall refresh & device provisioning, supporting O365, G-Suite, LastPass, Kiteworks, JAMF, ValiMail, Sentinel One, CrowdStrike & FireEye.

Trained Partners in a way that their sales team can easily identify opportunities for FireEye. Worked closely with partners to enable them to take deals from the cradle to the grave with a low touch from FireEye sales.Created and delivered training material to System Engineers for certification and knowledge transfer.Presented at conferences and events both solely and with Alliance Partners and/or Channel Partners.Supported Channel Partners in evaluations and understanding the competitive landscape.Assisted nationally in partner relationships covering events and provided localized training.Worked closely with Sales Operations and Channel support teams to improve processes for efficiency.Tested pre-releases for both products and internal tools to support the sales teams.Interviewed inbound candidates for engineering roles, management roles, and account management roles.

Worked closely with channel partners to ensure channel enablement and to establish a trusted advisor relationship with both partners and the customers they interface with.Created and delivered content around new products and services as they are offered. Delivered basic training to Account Development Representatives, Account Managers and System Engineers worldwide.Assisted Product Development Managers with roadmap and feature request prioritization by bringing the knowledge from the customers in the field in house to shape the future of FireEye.Served on the community of practice teams. Shared knowledge gained to the FireEye SE community for Mobile, FireEye As-A-Service, Managed Defense, and Core Platform.Hosted product demonstrations both online and on-site for prospects and customers.Managed Proof of Value deployment, support and implementation for FireEye solutions.

As a subject matter expert I provided technical assistance and training to our global SE organization, training department and technical support teams. I preformed live product demos on all Websense Products (Web/Email/Data/Mobile). I preformed remote Proof of Concept deployment support and implementation for Cloud based/On-premise and Hybrid solutions.Given my history at Websense and Surfcontrol I continually assisted Development and Product Managers with roadmap creation and mock up reviews pre-commit stage.Solely created and maintained a fully functional lab environment for Websense Product demonstrations.

3rd tier escalation point and SME for Websense Email Security. Provide exceptional technical support to IT professionals who use Websense internet filtering and web security solutions with specialized focus on SMTP filtering.Contributed to public and private knowledge base. Developed SOPs for support personal. Assisted in developing training material for Websense University and the support how-to-guide in regards to the CRM of Salesforce.Trained a support team from the ground up including Tier I, Tier II. Mentored the team to ensure quality support for our customer base.Performed internal testing on new releases/patches/tools while documenting the findings thoroughly.Work closely with Development on defect resolution and feature request proposals in order to ensure stability in product offerings both currently and in the future.Created and delivered product version training to the global support organization.

Lead network administration by maintaining network security, email infrastructure, SQL servers, Active Directory and VPN as well as hardware replacement and upgrades. Successfully managed upgrades and migrations of MS workstations, MS servers and various client specific applications. Assisted Q/A process of 3rd party vendor software TMS (data collection application) with troubleshooting and accurate error reporting. Provided customer support when needed to clients out in the field.

Installed and configured Windows OS (200X/XP), SQL 2000, Apache and Tomcat. Assisted in web design of UCSC technical help pages. Established and maintained a printer support system that increased overall office efficiency.