Christopher Rae Email & Phone Number

Seattle, Wa, Us

Developing business development strategies and go-to-market (GTM) motions to embed, accelerate, and scale adoption of AWS native security services with workloads, programs, and industry solutions. KEY ACCOMPLISHMENTS:• Led go-to-market strategy and execution to launch for AWS Security Incident Response as a Tier 1 service at AWS re:Invent 2024.• Developed first AWS Generative AI Security GTM Package for internal sales enablement.• Co-authored "Architect Defense-in-Depth Security for Generative AI Applications Using The OWASP Top 10 for LLMs” on the AWS Machine Learning Blog. • Security GTM Lead for cross-functional teams such as Multicloud and Worldwide Prospecting Days pipeline creation and field enablement events.• Developed and co-presented "How To Accelerate AI/ML Innovation With Security & Privacy” at 2023 AWS Generative AI Conference and AWS AI/ML Solutions Days' "Unlock A World Of Creativity With Generative AI".• Developed GTM strategies and motions, enablement materials, and co-presented on security topics such as generative AI, ransomware resiliency, multicloud, DevSecOps, gaming, streaming media, and migrations from Microsoft, Oracle, and SAP.• Trained and fine-tuned models (Anthropic Claude using Amazon Q) to develop generative AI-powered sales enablement tools to accelerate and scale adoption AWS security services.• Facilitated C-level executive security simulations and tabletop exercises on Generative AI Security for Boards of Directors, Responsible Generative AI usage, and Ransomware Resiliency at AWS re:Inforce 2024.

San Diego, Ca, Us

Promoted to lead Sales, Business Development in APAC, and Global Strategic Partnerships teams for a global market leader in digital media security, application security, cybersecurity, and analytics focused on media / entertainment, and telecommunications operators. KEY ACCOMPLISHMENTS: • Increased sales pipeline by 409%, bookings by 48.7%, revenue by 41%, licensing royalties by 19%, and exceeded channel revenue goal by 152% YoY by introducing strategic account-based management framework.• Overhauled Global Partnerships program, qualified and onboarded new MSSPs, ISVs and systems integrators, redesigned value propositions and reseller incentives, leading to improved accuracy of forecasting for 40% of company revenue within 90 days. • Designed and executed Blue Ocean and GTM strategies that led successful expansion of into 4 new target verticals of fintech, gaming / esports, e-learning, automotive, and other IoT applications• Led sales organization of 16 B2B SaaS sales and business development representatives in Australia, China, India, Indonesia, Japan, Singapore, South Korea, The Philippines, and Vietnam.• Evangelized the company as subject matter expert in cybersecurity, streaming media, broadcast, and emerging technologies on industry panels, conferences, webinars, customer case studies, blogs, and social media.• Presented, pitched, and made recommendations to internal and external client stakeholders from engineers, executive management, CXOs, and Board of Directors on major customer projects and issues to major Tier 1 telecom, movie studios, television broadcasters, sports leagues, and content owners.

San Diego, Ca, Us

Managed M&A integration of operations after acquisition by Inside Secure (EURONEXT: VMX), a public French cybersecurity firm.KEY ACCOMPLISHMENTS: • Restructured and resolved M&A operations integration issues leading to $17M of cost savings on $130M revenue. • Won 4 Stevie® Awards (1 Gold, 2 Silver, and 1 Bronze) for Excellence in Customer Service with 99.1% CSAT and 3X industry-average customer support engagement rates during M&A integration.• Fostered intellectual property and innovation disclosures by employees as part of Patent Review Committee, analyzed patent portfolio valuations, and potential ROI of IP acquired in M&A.• Collaborated with Sales, Marketing, Product Management, Engineering, Cloud Infrastructure, Finance, and Legal to transform product roadmap strategy, business models, DevSecOps software development lifecycle, brand positioning, culture, and revenue mix from 100% on-prem licensed to 70% cloud SaaS.• Implemented Zendesk platform and saved company over $2M by migrating 6 different customer support systems from Salesforce (SFDC), JIRA, and legacy EOL databases.

San Diego, Ca, Us

Adapted Global Operations for increased leverage, productivity, and cost savings after hypergrowth. KEY ACCOMPLISHMENTS: • Assembled high-performance teams, implemented tools, and OKRs and KPI metrics that scaled annual revenue from less than $1M to over $100M and to a successful exit for a Goldman Sachs and venture-backed startup.• Influenced transformation of software development lifecycle to Scaled Agile Framework (SAFe), and championed DevSecOps mindset and cloud-native culture change across the company.• Collaborated on Corporate Development team for 5 buy-side and 1 sell-side M&A deals, analyzed investment strategies, performed due diligence, negotiated Transition Services Agreements, and advised CFO and Executive Team on integration planning, execution, and retrospectives.• Reduced order fulfillment time by 54.7%, supply chain delays by 97%, cut software costs by 70%, and cut hardware costs by 30% by re-negotiating with Arrow, Avnet, HP, IBM, Oracle, Red Hat, and Salesforce.• Improved customer support ticket closures by 41.1%, reduced tickets per engineer by 22%, cut open tickets duration by 30%, and decreased ticket inflow by 27% after deploying self-service tools, knowledge base, and training programs.• Achieved 99% customer retention (including maintenance and support renewals) for 14+ years and average monthly customer satisfaction scores of 97.3% by coaching team to become trusted advisors.• Developed directors and managers to solve complex, strategic, and operational initiatives, create analytical models, dashboards, and reports in Salesforce and Zendesk to inform critical business decisions. • Spearheaded product strategy, roadmap, JTBD requirements, UI wireframes, UX workflows, and outsourced rapid prototyping for Viewthority™ MVP using Amazon AWS, pitching to Hollywood studio executives and sports stakeholders for commercial approval.

San Diego, Ca, Us

Promoted to integrate multiple pre-existing departments into one business unit dedicated to all post-sales activities. KEY ACCOMPLISHMENTS:• Improved revenue forecasting accuracy and accelerated revenue recognition by 30% YoY.• Merged Global Operations from the pre-existing Global Services, Technical Support, Project Management (PMO), Program Management, and Sales Operations teams and cross-trained teams. • Negotiated, onboarded, and integrated strategic reseller and partner ecosystems including Accenture, Akamai, Amazon Web Services (AWS), Ericsson, Huawei, Google, LG, Microsoft, Nokia Siemens Networks, Samsung, TiVo, and ZTE that delivered 60% of company’s revenue.• Launched Verimatrix University and Technical Account Management programs to improve customer success, certify and qualify partners, and generated $2.25M in annual revenue.

San Diego, Ca, Us

Built and scaled all post-sales processes and services from early go-to-market through hypergrowth for media & entertainment security startup telecom, cable, satellite, and streaming video operators. KEY ACHIEVEMENTS:• Developed scalable frameworks to deploy and integrate secure content distribution solutions (digital rights management (DRM), conditional access (CAS), authentication, and forensic watermarking) at 1,200+ MVPD, TVE, AVOD/FAST, SVOD, and TVOD video operators in 120+ countries.• Built 24/7/365 global technical support teams and processes to provide 15-minute Severity 1 SLAs.• Led implementation and rollout of company's Salesforce (SFDC) CRM, customization and integrations across Sales, Marketing, Product Management, Finance, Legal, and Customer Services, including building custom dashboards and analytics reports for sales executives and senior leadership.• Negotiated embedded hardware, software, and maintenance contracts with Red Hat, Oracle, IBM, HP and other core product suppliers saving over $12M.• Oversaw successful ISO 9001 initial certifications and annual recertification audits of multiple department processes.

Strategic advisor for a startup focused on development of an end-to-end podcasting platform including content creation, curation, hosting/streaming, distribution, promotional tools, and real-time analytics.

Strategic advisor for a startup focused on development of episodic video game platforms, focused on launch of "V.Next", a retro-style cyberpunk side-scrolling adventure game built in Unity, and available on Steam.

Us

Served as a trusted technical advisor and business architect for Entriq's (now Irdeto) premium accounts, integrating and launching secure live broadcast and on-demand audio & video streaming services for major entertainment and sports brands such as Prince & The New Power Generation, MTV Networks, NBC Universal, DreamWorks Records, Nickelodeon, Major League Baseball Advanced Media (precursor to BAMTech/Disney Streaming), WWE, CollegeSports Television, NASCAR, Tencent, and the 2004 Olympic Games for NBC Sports and the European Broadcasters Union. KEY ACCOMPLISHMENTS:• Co-developed Prince’s NPG Music Club secure download / streaming music store, enabling the technical foundation for the 2004 Billboard Award for “Best Use of Technology by An Artist”, and a Webby in 2006.• Architected the first and only secure geo-restricted streaming media solution with Akamai approved by the IOC for streaming the 2004 Olympic Games live and on-demand; used by NBC Sports and the European Broadcasters Union (EBU).• Became a trusted advisor with C-levels at major customer accounts on the business model innovation and best practices for how to leverage the Entriq platform to boost their revenues and protect intellectual property.• Coordinated with ecosystem partners to ensure successful streaming media product and service launches.• Led development team in China to integrate streaming media and e-commerce solutions within the Tencent QQ instant messaging application used by over 700M users worldwide.• Developed solutions in PHP, ASP, HTML, JavaScript, Perl, Oracle SQL, MySQL, Linux and Windows.

Co-founded and architected a streaming media security and e-commerce Software-as-a-Service (SaaS) startup, directing all development activity for its streaming media monetization platform. KEY ACCOMPLISHMENTS:• Assisted CEO and COO in fundraising seed stage angel investments and venture capital.• Consulted Buy.com (now Rakuten) about enterprise DRM solutions that powered their launch of the BuyMusic download music service, the first Microsoft Windows-based competitor to Apple's iTunes.• Developed streaming media security solutions for major customer accounts that included Amgen Pharmaceuticals and Philips Medical Systems.• Developed a multiple payment processor overlay system called PITBOSS to streamline e-commerce.• Developed solutions in PHP, ASP, HTML, JavaScript, Perl, MySQL, Linux, Windows, Windows Media and RealNetworks.

Andover, Ma, Ma, Us

Designed and developed SaaS web services to support large-scale, multi-CDN streaming media and DRM solutions for CMGi’s data center and hosting provider for live and on-demand content. The platform was later acquired by Akamai (NASDAQ: AKAM) to be their streaming media solution. KEY ACCOMPLISHMENTS:• Engineered portions of StreamOS™, a content management, digital rights management (DRM), and multi-CDN (Content Delivery Networks) delivery platform for live and on-demand streaming media.• Served as live event engineer for high-profile, high-traffic webcasts for Madonna, MIR Space Station Re-Entry, KROQ, NFL, MTV Music Awards and others.• Developed solutions in PHP, ASP, HTML, JavaScript, Perl, Oracle SQL, MySQL on Windows, Linux and Solaris with Windows Media and RealNetworks.

Managed relationships with major and indie record labels, developed exclusive content including live concert webcasts, artist interviews, promotional downloads, behind-the-scenes footage, and album and concert reviews for startup iCAST.com, CMGi’s online entertainment portal, streaming radio channels, and iCASTer instant messenger/media player.

Designed and developed music, movie, comedy and games web service software, editorial and user-generated content (UGC) interfaces, streaming media and targeted advertising delivery systems for startup iCAST.com, CMGi’s online entertainment portal and iCASTer instant messenger/media player. Developed solutions in a mixed environment of Vignette StoryServer, HTML, JavaScript, XML, Perl and Oracle SQL on Solaris.

Designed websites, graphic designs, digital videos, animations, and pre-press layouts for the higher education market. Developed solutions in ASP, HTML, JavaScript, Photoshop, Illustrator, Premiere, QuarkXpress, Flash and Director for Windows and MacOS.

Chelmsford, Ma, Us

As a multi-year internship, designed and launched Harte-Hanks Data Technologies first product marketing website in HTML, JavaScript, Perl, Photoshop, and Apache on Solaris.

Master Of Business Administration - Mba, Technology Commercialization

Certificate (Incomplete), Artificial Intelligence & Machine Learning

Certificate, Negotiation

Certificate (Incomplete), Technical Writing & Scientific Communications

Bachelor Of Arts - Ba, Mass Communications

Computer Engineering & Computer Science

Certificate, Frontiers Program - Computer Science & Computer Engineering