Solutions: Network Automation, Network Visibility, NPMD, NPM, Observability, AIOps, Network Mapping, Public cloud, Hybrid network, NetOps, Network Operations, Consulting Services, Partner Development✔️ Team leadership for Channel Managers in North America✔️ Channel Education✔️ Channel Services Development✔️ Channel Marketing and Lead Generation✔️ Channel Recruitment

Solutions: Network Automation, Network Visibility, NPMD, NPM, Observability, AIOps, Network Mapping, Public cloud, Hybrid network, NetOps, Network Operations, Consulting Services, Partner Development✔️ Founding Channel Manager of New Partner Program • 117 deal registrations in first 10 months• 123 channel certifications in first 10 months• 19 partners signed in first year• Team lead and team trainer• Interviewed new Channel Managers• This was a new partner program and I developed numerous tools for all aspects of the program• I personally developed or influenced most of our partner content and processes now used everywhere✔️ Channel Evangelism• Developed partner evangelist deck which drove many new partners to sign up• Developed partner training content which drove deal registrations✔️ Channel Development• Developed partner evangelist deck which drove many new partners to sign up• Developed multiple large partners from the start of a cold-call✔️ Channel Lead Development• Developed a Channel Roadshow now being used nationally• Drove one-to-many events to generate leads ✔️ Partner Relationships and Experience• Accenture, Technologent, Presidio, GDT, Netsync, Trace3, Evolving Solutions, AHEAD, CDW, Insight, InNet

Solutions: MDR, Managed EDR/XDR, SaaS, SOC-as-a-Service, threat monitoring, remediation, AI, security automation, security monitoring, security automation, cloud security ✔️ DIRECT SALES MANAGEMENT & INDIVIDUAL SELLING• Leadership Scope- 9 Account Executives across the Southwest US and TOLA. • Player-Coach- Also personally drove sales in a territory, South Texas, from Nov-onward.• Sales Success- Top Region in North America Q1, Tied for Region with most new logos (10) in Q3, recognized for being within 1% sales forecasting accuracy Q3’.• Example Opportunities- $1.1mill closed oppty with a Southern California video game company, $500k upsell for a famous-name social network, $300k Austin oil and gas SaaS company, $122k with a Utah Bio-tech company, $138k California software company, $131k Houston construction company upsell, $94k with a laundry systems company, $90k Houston property management company, $65k Houston healthcare SaaS application company, many dozens of midsized opportunities in the $29-70k size.• Complex Selling- Personally developed a sales insights study showing top customer issues and used this to educate executives in sales cycles. This study consisted of 28 pains our customers were seeking to solve. This was a “Challenger Insights” selling resource shared with all of sales to help close deals.

Solutions: ITOA, analytics, SaaS, infrastructure monitoring, z/OS mainframe, SAN, Fabric, Storage, reporting, services, MSP, Managed Services ✔️ DIRECT SALES MANAGEMENT• Sales team leadership• Sales turn-around acceleration• New logo hunting • Customer success leadership• Partner management and growth

Solutions: MSSP, MDR, SIEM, Cyber Security, network, application, visibility, hardware, SAASArea: Southcentral US✔️ DIRECT SALES MANAGEMENT• Turnaround Leader- Led the sales team for this region, historically the bottom territory in the company, and in under 18mths via direct and channel sales transformed it into a top territory.• Prospecting Innovation- Led team execution of many field sales lead generation strategies including a region-invented event that had 140 people sign up and generated 18 meetings. Also drove a CIO dinner, DevOps Days, partner summits, cold-call campaigns, and regional webinars.• Customer Up-selling- Improved customer solution adoption, engaged in creative problem-solving, product training, and inspired new customer use-cases. One C-Level customer contact visited company headquarters and spoke at the company meeting based on this help and grew spend 265%.• Cloud Sales- Closed 2nd largest cloud security deal in company history for AWS cloud.✔️ CHANNEL SALES• Channel Growth- Grew revenue in partnership with existing and 5 new partners by driving joint events, creative prospecting, and getting our solution added to channel packages.• Channel and Cloud Success- Greatly grew relationship with AWS cloud team in the region aiding new cloud sales. Founded the company’s relationship with Microsoft Azure in the region, added 2 partners.

Solutions: Application and infrastructure management, visibility, APM analytics, observability, APM, AIOps, and A.I.Area: Southcentral US✔️ REGIONAL SALES MANAGER• Sales Lead- Led the North Texas and Oklahoma Southcentral sales team executing strategy for new logo and current customer growth. • Major Account Wins- Won a global APM standardization at a top 2 energy company, a Big 12 University, a national restaurant chain, an "impossible" deal using Challenger strategy at a famous entertainment company, a national media company, and a national mortgage company. Won a first-ever customer expansion at a $5bill retailer and a key customer expansion at the largest energy company in Texas.• Sales Growth- Grew territory revenue 57%.✔️ CHANNEL GROWTH• Channel Development- Signed and developed 3 new partners. Initiated and developed new engagement with AWS cloud team in DFW through relationship development, sponsored trainings, events.✔️ EXECUTIVE INFLUENCE• Presidential Advisor- Developed a customer retention and growth strategy, sought out New Relic's President, shared the program details which was adopted in coordination with the CMO.

Solutions: IT Infrastructure management, monitoring, analytics, observability, visibility, APM, AIOps, and A.I.Area: Worldwide✔️ EXECUTIVE SALES LEADERSHIP• Sales Management- Led field sales and inside sales driving enterprise visibility monitoring sales.• Forecasting- Owned forecast, invented this process which was used to drive accurate sales visibility.• Evangelist- Responsible for Challenger-tailoring solutions to large accounts across US and Canada, extensive travel to support sales cycles. Developed proprietary training and delivered it to field sales, inside sales, and the channel organization. Created the organization's Challenger deck which led to next steps ~80% of the time when presented to prospects.• New Logo Growth- National grocery chain, large Midwest bank, California insurance, credit bureau service, national retailer, large university, natural gas company, large insurance.• Sales Process Leadership- Drove a study of technical proof-of-concepts(POC's) to identify problems in the sales cycle, ways to increase success, and increase close rates. This was boiled down into a "10 Commandments of POC's" document which increased sales company-wide.✔️ CHANNEL GROWTH LEADERSHIP• Partner Engagement- Created specialized training first delivered to the internal Channel organization, then to resellers and systems integrators across the US and Canada, leading to large new sales cycles.✔️ DATA-DRIVEN SALES • Strategy- Initiated and delivered key studies and programs for the company including competitive analysis, product cross-sell programs, and the company's-first strategic study of current customers with vertical analysis, buy-reason analysis, and use-case insights.• Marketing Leadership- Constantly partnered with and influenced Marketing messaging and activity.

Solutions: Web Monitoring, Mobile Performance Monitoring, Synthetic Monitoring, Infrastructure Monitoring, Testing, Hardware, SAAS, VisibilityArea: US, Canada, Asia✔️ SALES LEADERSHIP• Director of Sales- Led a team of Territory Account Managers and Sales Engineers responsible for customer growth, customer engagement, customer success, and growth. Also ran the Business Development team and re-vamped the prospecting process leading to record increases in new logos.• Responsibility- Over 2,500 customers and several product lines.• Great Recession “War-Time Leadership”- Managed the team and grew sales through creative strategies and improved sales processes during the Great Recession of 2008-2009.• Revenue Achievement- Attained revenue targets years 2, 3, and 4 after inherited 1st year.✔️ SALES PROGRAM DEVELOPMENT• Growth Stimulation- Developed the "Keynote Performance Review"(KPR) customer insights program resulting in a 44% closed up-sell and 98% retention rate for customers who went through the program. • Sales Growth Programs- Created the “Keynote Max Value Program”(MVP) – a proactive financial and technical analysis and sales alerting program aimed at customer retention and growth. This used special CRM and customer product usage signals to give the Sales team insights about possible growth or risk.• Customer Success- Owned Customer Success and drove training, escalations, retention efforts.

Solutions: Hardware, Software, Network Performance Monitoring, NPM, RMON, Infrastructure Monitoring, VisibilityArea: US, Canada✔️ MULTI-TEAM MANAGEMENT• Founder and Leader- Managed 4 different sales teams: Inside Sales, Training Sales, Business Development, and Renewals.• Sales Leadership- Responsible for 25 people across the teams.• Renewals Team- Responsible for global customer database, reporting, forecasting, renewal sales, field coordination, on a greater than $118mill sales responsibility. Majority focus of renewal team was 6 to 7-figure renewals. Developed account renewal tracking systems, policies, and procedures- still in use.• Training Sales- Responsible for sales reps offering NPMD-related training to existing and new logo accounts, a $7mill team.• Business Development Team- Made the business case and obtained approval to start this team involved in proactive outbound opportunity generation, $4mill pipeline impact in year-1.• Inside Sales Team- ISRs focused on working with Field Sales to sell to new and current accounts.✔️ SALES ENABLEMENT• Cross-Sell- Received a company award for creating a detailed tool showing sales teams, by region, what accounts owned, who used to be an account they could re-target, which products could be upgraded, etc. Reps could cross sell via their own regionalized spreadsheet in seconds with no history.