Responsible for product launches, messaging and positioning, and category thought leadership on the use of Artificial Intelligence and Machine Learning to address emerging email security challenges. This includes:● Launched company’s first PLG offering - developed GTM strategy, messaging, marketing campaign● Launched new premium offerings● Leading company expansion SMB to Enterprise market - business requirements, positioning strategy,messaging development, and sales/marketing enablement

Responsible for increasing product sales and services revenue across a massive open-source to commercial service provider market by developing and driving go-to-market strategies, product development, and building positive and lasting relationships with prospects, customers, and partners. This included:● Developing product and buyer alignment across multiple target markets● Development of market and product requirements● Capturing the voice of the customer to fine tune the buyer experience and better target similar customers● Creating and maintaining core messaging platform for software offerings to drive customer-facing content● Analysts engagement, delivering company and product briefings, and validating new findings and strategies

BlueCat uses a foundation of core DNS, DHCP, and IPAM (DDI) services to deliver agile performance and strong security for your strategic initiatives.Responsible for alignment between Marketing, Product Management, and 50+ sales professionals selling DNS technology services to large enterprises and government agencies, this included:• Developed and led a prescriptive sales enablement and on-boarding program to align sales team with marketing programs and engage prospects and customers at any stage in the B2B buyer journey.• Delivered continuous and point-in-time learning to maximize the sales team's product knowledge, buyer personas, and storytelling skills.• Produced go-to-market plans, and core messaging frameworks to align new service offerings to buyers, influencers and decision makers.• Conducted regular competitive research, analysis, positioning for Product Management, Marketing, and Sales teams.

Responsible for product marketing of cyber-security SaaS services including Managed Threat Detection and Response (MDR), Web Application Security (WAF), Vulnerability Management, and Compliance solutions (PCI DSS, GDPR, SOC, NIST, HIPAA).KEY CONTRIBUTIONS:• Launched industry first service to integrate with Amazon GuardDuty for real-time application monitoring and threat detection—concept to launch in < 90-days—released same day as GuardDuty.• Led go-to-market planning, buyer research, persona development, sales enablement, and launch of Microsoft Azure service offering in 2016, generating over $7mm new monthly recurring revenue.• Developed new company messaging and tagline for AWS security services offering “Full Stack Security. Experts Included.” (released at AWS re:Invent 2016).• Developed new competitive intelligence program for sales enablement and product planning.RESPONSIBILITIES:• Messaging and Positioning: Synthesize market analysis, buyer journeys and personas, and competitors to develop core messaging, product roadmaps, sales-plays and supporting sales-tools.• Marketing Enablement: Produce and deliver content for global marketing programs and analyst relations to ensure inclusion in articles and upcoming research. Produce core content for website, blogs, byline articles, data sheets, solution brochures, eBooks, and white papers. Produce and deliver content for webinars, seminars, trade shows, industry events, and company events.• Sales Enablement: Create source content and materials that drive sales cycles forward. Enable sales with use-case and persona-aligned tools including training presentations, prospect presentations, case studies, emails, and more. Analyze win/loss/stall data to determine obstacles to sales productivity and empower sales competitive collateral (battlecards) to increase win rates against key competitors.

Leadership position to shift company strategy rooted in vulnerability management applications to new service based countermeasure architecture and SaaS security services--elevating company visibility and credibility in the market, leading to acquisition Alert Logic.STRATEGY:• Led development of company re-launch, including positioning, messaging, graphics, and customer facing materials.• Co-inventor of Active Countermeasure Intelligence technology (USPTO US20120210434) – abstract, definitions, USPTO interview processes.• Established company as visionary example of Security Intelligence, including new Gartner positioning (Hype Cycle - 2012 & 2013, Cool Vendor 2013).PRODUCT MARKETING AND MANAGEMENT• Developed positioning, messaging, and go-to-market plans for 2 new product launches.• Developed, managed and tested user story personas for development teams and customer facing marketing materials.• Created product and service trademark names; worked with attorneys to file registration.

One of five original members to structure and lead startup company targeted at preventing email phishing exploits. Instrumental in creation and launch of multiple 1.0 products for B2B and B2C email security solutions.• Developed marketing, product, and engineering requirements and functional specifications.• Created messaging and positioning platforms, produced content for web site, presentation decks and infographics.• Co-invented email payment processing method (WO2011150340 A3).• Contributing member: W3C (Web Security Context Working Group), APWG (Anti-Phishing Working Group), and OTA (Online Trust Alliance).

A developer and manufacturer of wireless technologies serving carriers, service providers, enterprises and networking companies delivering wireless systems based on mesh networking and a modular platform.Key Contributions Include:• Incubated and launched industry first Mesh WiFi outdoor product line for service providers, hotels and municipal hot spots.• Created new pricing model and configuration service for partners/integrators to reduce complexity and configuration errors and turn around time from 5-10 days to hours..• Created core messaging and competitive positioning framework for all products.

• Key member of go-to-market development team for Intel VOIP Netmerge and Intel VOIP Communications Platform.• Focused on increasing the adoption rate of Intel telecom technology as the standard middleware for hardware and software companies.• Successfully sold new VOIP middleware and hardware to 5 key accounts totaling more than 12MM over 3 years.• Defined the product and program to advance sales of Intel Netmerge within strategic markets including verticals, franchises, and hosted markets.

Picazo Communications, Inc. delivered the industry's first PC based PBX in 1993 and quickly established an installed base of over 300 re-sellers in North America.• Sales Engineering Management - assumed role as the "corporate SE" for OEM and International deals and managed North American regional sales engineers.• Marketing (trade show and special event speaker, engagement of press and analyst).• Vertical Market Specialist - research, strategy and planning (hospitality, healthcare, finance, automotive).