EMnify is the leading cloud building block for cellular communications in the IoT stack, connecting millions of IoT devices globally – from electric vehicles to energy meters, alarm systems to GPS trackers, thermometers to health wearables.The emnify API and SIM technology connect and secure any kind of IoT deployment to its application back-end. emnify’s cloud-native integrations and no-code workflows ensure seamless lifecycle scalability for deployments of all sizes – from local start-up to global enterprise.• Drives all aspects of the technical sales process from Discovery, RFx, Integration Discussions, PoC and implementation• Responsible for supporting a global team of Sales Directors and Account Executives through training, Pre-Sales Support, and overall technical enablement throughout the sales cycle• Document customer features and enhancements in Jira, and present customer requirements to our engineering team• Provide technical presentations and demonstrations detailing how the EMnify solution will solve the client’s challenges and meet their needs through value-based selling• Work with design and customer engineering teams to test and validate our IoT solution• Expertise in cellular and NTN satellite implementations• Expertise in selling and supporting – our SaaS-based IoT platform• Talent for taking very technical topics and presenting them to non-technical audiences

The Product Evangelist role lives at the intersection of Product Management, PreSales Engineering, and Technical Marketing• Acts as a subject matter expert (SME) across the MultiValue platform• SME for our MultiValue Integration Server – which takes your data and business logic and allows you to create RESTful Endpoints via APIs• Excels in customer engagement, as an advisor, thought leader, and business strategist• Develops fully scripted demos that address business challenges and how our solution addresses these challenges and provides value• Develops messaging/positioning covering product features, business challenges, and value realization• Develops and delivers hands-on labs, blueprints, and reference architectures to help customers modernize and leverage MV technology in their digital transformation journey• Works closely with the Customer Solutions Engineering (CSE) team to refine existing and discover new CSE service packages• Participates in CSE Jump Start engagements as an expert in application modernization techniques and best practices• Develops and delivers enablement to the field on cloud, modernization theory, and alignment with the MV platform• Participates in Customer Advisory Boards and Rocket Presidential Advisory Councils• Communicates with each product manager on insights from the field to refine product offerings• Ongoing channel partner outreach and engagement

• Own all of the technical aspects of the PreSales process - Discovery process, PoCs, Demos, Whiteboarding, Competitive Analysis and Partner Enablement • Work closely with the Account Management teams to strategize the roadmap based on industry trends and help Service providers build service offerings• Establish credibility quickly with executive customer stakeholders to help BMC be the preferred vendor in service providers “Reference Architectures”• Draw insights about customers/industry trends from public sources and design offerings that map to BMC solutions• Install and configure BMC Solutions/competitive solutions with the focus on driving Value cases that map to service offerings• Build financial models that map solutions to business value• Document best practices, capture and disseminate knowledge and other initiatives that enhance the organization

• Serve as the single point of contact and SME internally and externally for the B-Stock hosted SaaS Platform• As the sole customer-facing member of the B-Stock technology team, I am the technical advisor to some of the largest eCommerce customers in the world, such as Amazon, Best Buy, T-Mobile, AT&T, Target, Costco and many others• Work very closely with Sales, Product Management, Marketing, Engineering and “C-Level” executives• Work directly with the customer and gather requirements and use-cases with regard to enhancements, upgrades and API integrations• Respond to RFI, security questionnaires, and compliance audits• Create customer reports in Tableau which highlight sales velocity, recovery rate and cycle times (purchase-paid-ship)• Create pilot documentation which aligns to the specific customer use-case and success criteria• Train the sales team and account managers when a new product/feature is released and ensure that they can articulate the benefit to the client• Relay client feedback and requirements to Product Management in the form of business requirements and use case documents

• Act as the subject matter expert for our OnDemand (SaaS) solution and execute with a ‘cloud first’ mindset helping customers and solution providers realize the benefits of the Duck Creek cloud-based architecture and SaaS services.• Solution Engineering SaaS lead for the entire US, Canada, EMEA, APAC, and ANZ • Serve as the single point of contact and SME for eight enterprise Account Executives• Developed training material for customers, partners and SIs• Work with leading global SIs, such as Accenture, Capgemini, Mindtree and others• Act as the lead to support the RFX proposal process by researching and providing technical responses• Work directly with prospects to present via presentation, whiteboard discussion and/or demonstration on how our solutions can meet the specific needs of the carrier.

CTERA Networks bridges the gap between cloud storage and local storage, providing optimized performance and end-to-end security. Our solutions accelerate deployment of cloud services and eliminate the costs associated with file servers, backup servers, and tape drives. Service providers and enterprises use CTERA to deliver services such as backup, file sync and share, mobile collaboration, managed NAS and cloud on-ramping, based on the cloud infrastructure of their choice• Clearly articulate features and differentiate companies' Product/Solution offerings to audiences ranging from engineers to CxOs to drive home our technological superiority.• Design SOWs and manage POCs which tie back to specific use-cases and the customer’s success criteria• Develop sales and technical training programs for internal/external audiences which were delivered to partners and end-user customers through live or recorded sessions• Perform web-based training (monthly) or ‘lunch and learns’ to educate prospects and to evangelize our solution• Respond to RFP/RFI documents• Understanding a prospect’s needs and subsequently architect the proper solution to meet those needs• Install and configure the CTERA Files Services Portal on-premise, in AWS, Azure or other Cloud Services Platforms as well as on their associated Object Storage• Function as a technical subject matter expert (SME) and a critical part of our business development, sales and solutions team• Extensive background in Cloud Backup/Restore, File Sync and Share (EFSS), Cloud Storage Gateways, Information Governance and Archiving.• Assist partners with connecting the CTERA platform via our RESTful API integrations to the cloud• Create and deliver compelling demos of the CTERA File Services Platform• Achieve and surpass sales objectives, and work with others to ensure successful implementation of software solutions

• Responsible for identifying and matching technology opportunities with the mission and objectives of State and Local Government agencies• Channel Partner training and enablement• Drive POCs through the process towards closure• Respond to RFIs/RFPs• Assist in developing business value propositions around Citrix products and solutions• Leverage and maximize CSA, CSBA, SI and ISV partners as the fulfillment channel while working with Citrix end-user accounts on IT initiatives

• Support Channel Partners and their end-user customers through discovery calls, deep dives, PoCs and deployments (the entire sales cycle)• Support the technical aspects of global OEM relationships with companies such as Microsoft, Amazon Web Services, J2 Global and Dell• Develop training programs for reseller partners – created a learning and training platform for the AWS Innovations Center of Excellence• Developed Sales and SE training material which was used both internally and externally• Be the conduit for any and all technical issues with our product or through the integration of our product with partner value-added offerings• Subject matter expert (SME) on the Amazon S3 Cloud platform and the Druva solutions sold through the AWS Marketplace• Work with integration partners who integrate our cloud backup solution with their MAM/MDM offering• Understanding the vendor’s offerings and work with the various cross-functional teams to integrate into our/their product suite and help drive go-to-market strategy• Support OEM partner’s through authoring whitepapers, data sheets, demo scripts, Camtasia videos and SE training material to assist in their technical ramp-upolleagues and other department members.

Virtual Instruments is a spin-off of Finisar Network Tools Division (where I had worked for two years) Virtual Instruments offers virtual infrastructure optimization solutions for Virtual, Physical or Cloud, that provide deep monitoring and analysis of how the IT infrastructure and SAN affect business-critical application performance. Virtual Instruments monitors the routing of information between servers and storage to make sure the whole data center is healthy. We can tell you where the performance and utilization problems are for all your networks

Systems Engineer – Corporate•Responsibilities include demonstrating value and technical fit for all Sophos product offerings including endpoint security, email and web security, disk encryption, mobile and network access control. •Manage the technical sales cycle and achieving a technical win within the corporate and enterprise environments.• Successfully work with cross-functional teams in complex sales cycles, in multi-vendor environments•Work with sales team to continually qualify opportunities in order to accurately determine product fit, size and probability of closure.•Create and deliver technical presentations to internal and external resources across multiple subject areas.

Digital Business Unit - Provided pre-sales support for the entire suite of Iron Mountain Digital Data Protection products. Specialized in Cloud-based Storage-as-a-Service and Software-as-a-Service (STaaS and SaaS), FC, DAS and NAS topologies. As a technical consultant to the sales force and, as a member of the sales team, helped qualify business opportunities, develop client confidence, and win qualified business. Responsible for analyzing client needs, assisting the sales force in responding to those needs, identifying and addressing any connectivity or system integration issues, and implementing proof of concepts.Owned the technical sale as well as all technical aspects of the customer/partner relationship. Educates, mentors and was the overall ‘Technical Evangelist’Accomplishments:Exceeded $21M quota by 15%, $25M quota by 40%, $29M quota by 26%. Contributed to switching red (dissatisfied) to green (satisfied) customers by triaging and escalating product issues with Corporate Support and Engineering. Supports HP, Dell, IBM, CSC, ACS, Cerner and Capgemini on cloud computing platform as SE Technical Account Manager.Influences design, price, and marketing of new products and services as cross-functional product team member.Attends CSC, ACS, Iron Mountain and cloud computing trade shows representing Iron Mountain data protection software and services.