Responsible for strategy, coordination, team management & execution of all Field Marketing in the US, Canada & LATAM (EMEA & APJ dotted line) ▪ Developed field marketing plans in close collaboration with sales leadership to meet and exceed annual & quarterly pipeline & revenue objectives. ▪ Managed and mentored a small team of regional field marketers to execute a range of high-quality field events: Exabeam-led, 3rd party conferences, virtual & high-touch executive events.▪ Created process & right-sized communications around all field marketing tactics for planning, executing and ensuring meaningful & timely follow-up (which included regular syncs with ADR leadership & team). ▪ Consistently exceeded MQL goal (2X) with overall conversion rates of 20% to SQL & 45% to SAO across regions.▪ Field Marketing sourced opportunities consistently had the highest ASP- attributed to targeting & compelling content. ▪ Analyzed lead flow, contribution to pipeline & ROI against all field-marketing programs to evaluate & evolve the plan.▪ Managed annual field marketing budget between $1-1.5M, negotiated contracts, evaluated and onboarded new vendors. ▪ Worked closely with corporate marketing, demand gen, partner and product marketing teams to develop plans that aligned to overall campaigns & leveraged, supplemented and augmented other marketing programs.

Responsible for the strategy, coordination & execution of all Field Marketing in the US & Canada ▪ Created and delivered on field marketing plans that drove net new business and accelerated existing opportunities.▪ Closely integrated with sales leadership, consistently met and exceeded quarterly pipeline & revenue targets. ▪ Earned MVP Sales Award SKO 2019/20 for exceeding all marketing funnel goals MQL -Closed Won. ▪ Successfully negotiated with various vendors to repurpose and/or protect our committed investments during covid. ▪ Managed annual field marketing budget of $1.5M.▪ Analyzed lead flow, contribution to pipeline & ROI against all field-marketing programs to evaluate & evolve the plan–during my tenure more than 50% of marketing sourced pipeline came from field marketing. ▪ Reported regularly to both sales & marketing leadership on KPIs : MQLs-SQLs-SAOs-Closed Won.

Drove pipeline for the West region and achieved annual revenue objectives by aligning an integrated marketing strategy that protected the base and propelled growth in new accounts. ▪ Planned and executed: Executive Roundtables resulting in $2.5M sourced pipeline Several ABM activities in region resulting in $8.2M in sourced pipeline Various Regional Conferences resulting in $4.6M pipeline EBC on the Road in Phoenix, AZ resulted in $542k sourced pipeline & $1.3M influenced ▪ Developed and launched three marketing campaigns contributing over $18M in sourced pipeline Resiliency Campaign: Targeting 3000 AWS install base customers (VP Infrastructure/Operations, Disaster Recovery/Business Continuity titles) offering free resiliency assessment. Includes email, direct-mail with incentive meeting maker, and telemarketing follow-up Modernize Data Protection Campaign: Targeting 130 Named accounts based on Fit/Intent data with upgrade offer. o Global Data Protection Regulation (GDPR) Readiness Campaign: Targeting Legal and Compliance personas in Top 1000 accounts. Includes email, direct-mail with incentive offer, and telemarketing follow-up

Created and executed a comprehensive marketing strategy to support bookings and pipeline goals for the West region—met and exceeded those goals. Strong dotted line to Area Sales VP, and tight integration with regional sales directors and account executives▪ Developed ABM program to build and accelerate pipeline & establish and strengthen executive relationships. This allowed sales to land bigger deals and more directly drive revenue.▪ Surpassed stretch goal of 35% (42%) Marketing Sourced SAOs in the Southwest Region on a quota of > $30M. ▪ Marketing sourced SAO’s had a 63% win rate during my tenure—the result of working closely with sales and mapping marketing tactics to the sales stage to move opportunities through the funnel to close. ▪ Drove regional integrated marketing programs in support of Southwest named/growth sales objectives across multiple BUs (Agile Operations, Cyber Security, Continuous Delivery & Enterprise Management solutions). ▪ Planned & executed all regional events, including roundtables, briefings, tradeshows, executive dinners and workshops. ▪ Closely aligned with SDR team, inside and field sales to monitor leads from top of funnel to SAOs and monitoring opportunities to move through pipe and bring them to closed/won. ▪ Ensured lead conversion & progression of regional pipeline through tactics mapped to funnel stage. ▪ Monitored, analyzed, and reported performance against forecasts and past performance. reported KPIs to sales & marketing leaders.▪ Communicated field sales requirements for success to BU marketing and other internal groups. ▪ Collaborated with solutions, channel, alliance and demand generation marketing teams to implement joint marketing plans.

Designed and implemented marketing programs to create/accelerate opportunities in the region, including executive & practitioner level events, sponsorships, direct mail, account-based marketing, and digital campaigns ▪ On a booking quota of $27.3M for 1H'15 surpassed target of $6.3M in sourced pipeline and $4.6M in revenue. ▪ Attained $16M in sourced pipeline (254% of goal) and $7M in revenue (147% of goal.▪ Received FMM of the quarter and several "spot bonuses" for exceeding targets both in 2H'15 and in Q3 FY15.▪ Created Executive in Region program which resulted in $9.6M in revenue over initial 3 quarters.▪ West Field Marketing Team Lead: Responsible for training and onboarding new team members and building out budgets▪ Collaborated with solutions, channel, alliance and demand generation marketing teams to implement joint marketing plans.▪ Worked closely with inside and field sales to ensure appropriate lead follow-up, conversion and progression.▪ Shared results with marketing and sales leaders on a regular cadence and use KPIs to implement improvements to future planning cycles.▪ Measured and reported on KPIs, including contributions to both sourced pipeline and revenue.