Chris W. Email & Phone Number

Boston, Ma, Us

Boston, Massachusetts, Us

• Oversee customer training production across core services—Training, Content, and Management/Coaching. Lead core phases of the enablement production process across each enablement service. Specifically: Defining and mapping the course offerings, creation, publishing, adoption and reinforcement, tracking and measuring results.• Deliver courses using various technologies like Absorb, Camtasia, and Highspot, managing team members responsible for these platforms and deliverables as well as personally responsible for content strategy and development, which includes video editing and production. Guide information architecture and content integration into other technologies, such as SFDC.• Worked with Product Marketing to ensure that the global sales force was able to consistently deliver the Devo story through a ‘Pitch Perfect’ enablement program. This involved training, role plays, sales leader evaluations, and cash awards for the top performers. • Delivered 20+ brand-new online courses in 30 days, by leveraging resources across the company, while launching this catalog on a new learning platform (Absorb).• Through frequent interaction with sales leadership and reps my team regularly reviews and optimizes sales processes and strategies, including gathering feedback from the sales team to improve training and enablement tools to drive faster revenue attainment.• Manage a global team of four (instructor, content developer, program manager, and office manager).• Oversaw moving the office from Cambridge to Boston on schedule and under budget. Awarded cash bonus.

Boston, Massachusetts, Us

• Designed, delivered, measured, and refined a 30/60-day learning path for more than 20 sales new hires utilizing online training, self-paced learning, peer mentorship, and certification methods.• Tracked & reported on effectiveness of sales enablement strategies, using metrics such as sales cycle length, time to first win, new logo win rates, and team productivity.• Aligned sales enablement strategies with the company’s broader goals and objectives, particularly in scaling and growth to successfully onboard 20+ new sales hires and customer success managers.• Launched a Value Selling sales methodology to the entire field and rolled out the DecisionLink platform to support the initiative. • Led design and delivery of new training services programs, coordinated external vendors for field training. Worked with Steve Thompson to train the field on Outcome Selling. • Managed in-person SKOs in San Diego (96% rated it 4 or 5/5) and Nashville (90% rated it a 5/5). Both SKOs came in under budget; I was rewarded with ISOs and bonuses for each SKO execution. • Managed mid-year sales summit for 75+ people that received a 4.9/5 rating. This summit had a heavy focus on training and workshops. • Established a weekly sales training schedule to enable the field; the entire company works with me to train the field regularly. • With product marketing, developed and delivered advanced training programs ensuring experienced sales and success team members understood ideal customer personas, product features, benefits, and value propositions. Also included ad hoc training in support of key initiatives like a Gartner MQ report publication.• From onboarding to advancement, ensured that individuals have an in-depth understanding of the sales process (modified MEDDPICC), resources at each step of the sales process, and product understanding to meet the buyer’s needs and hit revenue targets.

Boston, Massachusetts, Us

100% focused on Sales Enablement, as part of Product Marketing. Involved ensuring our sales reps and BDRs were knowledgeable on our products and ready to sell them to prospects. Key responsibilities included sales training, managing sales kickoffs (virtual and F2F), onboarding new reps, managing our Highspot instance, and supporting the field daily. My enablement responsibilities extended to our partners as well.• Assumed this new dedicated role as part of Product Marketing.• Solely responsible for managing sales tools and content on Highspot. Established an internal publication process which dramatically improved content management.• Managed a virtual SKO for 125+ Devos. This virtual SKO garnered high ratings (85% rated it a 4 or 5/5) due to the content and agenda design which minimized ‘Zoom fatigue’. • Rolled out the Highspot Training and Coaching platform and established a partner enablement curriculum.• Received equity grant for high performance, especially the virtual SKO execution.

Boston, Massachusetts, Us

Encompassed traditional product marketing responsibilities such as messaging, sales enablement, sales tools, collateral, subject matter expert, and driving global launches.• Oversaw the launch of a key strategic technology partner, Corelight.• Established the global Devo launch process, which dramatically improved the cooperation between Spain and the US as well as launch effectiveness.• Executed a launch of a major update to the flagship SecOps product which helped to close several new logo sales. • Began Highspot implementation for entire sales organization. Have owned Highspot my entire Devo career.

Akamai secures and delivers digital experiences for the world’s largest companies. Akamai’s intelligent edge platform surrounds everything, from the enterprise to the cloud, so customers and their businesses can be fast, smart, and secure. Top brands globally rely on Akamai to help them realize competitive advantage through agile solutions that extend the power of their multi-cloud architectures. Akamai keeps decisions, apps and experiences closer to users than anyone — and attacks and threats far away. Akamai’s portfolio of edge security, web and mobile performance, enterprise access and video delivery solutions is supported by unmatched customer service, analytics and 24/7/365 monitoring.

Burlington, Massachusetts, Us

RSA provides more than 30,000 customers around the world with the essential security capabilities to protect their most valuable assets from cyber threats. With RSA’s award-winning products, organizations effectively detect, investigate, and respond to advanced attacks; confirm and manage identities; and ultimately, reduce IP theft, fraud, and cybercrime.

Waltham, Ma, Us

Led a team responsible for both developing and executing the Go-to-Market strategy for Imprivata’s suite of Identity and Access Management products, Imprivata OneSign® and Imprivata Confirm ID™. Also chartered with developing the IAM cloud (SaaS) marketing strategy.

Wilton, Ct, Us

The Portfolio Marketing service delivers actionable intelligence, transformative frameworks and expert guidance that equip product, solution, industry, services and segment marketing leaders to modernize and elevate their functions, be successful in their role and make fact-based decisions every day.As research director, I worked with B-to-B product, marketing, and sales executives, providing them with best practices, advice, and consultation to help them attain and maximize top-line growth and performance.

Bloomfield, New Jersey, Us

In charge of product marketing at a leading security provider; was part of a new team spearheading the company's enterprise initiative while also responsible for marketing to SMB and mid-size markets. Responsibilities included developing the go-to-market strategy, product/solution messaging, buyer's journey and personas, competitive positioning, global product launches, sales enablement, content strategy, online marketing, SEO and working with industry analysts. Established the standard, global launch process while bringing several products to market. Developed and delivered sales tools, sales training, product demos and customer collateral as part of these product launches. Products included Comodo Endpoint Security Manager (antivirus, firewall, HIPS, system management), Comodo KoruMail (anti-spam gateway), Comodo Korugan (UTM appliance), Comodo MyDLP, Comodo ASG (SaaS anti-spam gateway), Comodo Digital Certificates (SSL), Comodo CCM (SSL certificate manager), Comodo Mobile Device Management (system management), Comodo PCI Scanner (compliance scanning), Comodo Penetration Testing (security testing) and others.

San Jose, California, Us

Global responsibility for CA Single Sign-On (formerly CA SiteMinder®), a market-leading solution that provides secure single sign-on and flexible access management to applications and Web services located on-premise, in the cloud, and at a partner’s site. Was also responsible for related solutions: CA Federation, CA Access Gateway, and CA Directory. CA Single Sign-On is the leading revenue producer within the Security BU.Responsibilities included go-to-market strategy, messaging, positioning, sales enablement, online marketing, SEO, analyst relations and demand generation programs.Also oversaw the worldwide launch of CA Secure Cloud (formerly CA CloudMinder™) 1.1, a SaaS IAM solution that includes CA Identity Manager SaaS, CA Single Sign-On SaaS, and CA Advanced Authentication SaaS. This involved working with numerous groups within CA to launch both internally and externally; groups such as Sales, Event Marketing, PR, Analyst Relations, and Demand Generation were coordinated for a successful announcement at the RSA 2013 Conference.Was also the social media focal point for our team. This entailed staying abreast of security-related trends in the social media space, developing strategies, sales tools, and marketing initiatives.

San Jose, California, Us

Security CSU focus on CA's indirect channel which includes Global System Integrators, Solution Providers, and MSPs. Worked on Partner enablement programs, sales/product training, and ensuring Partner visibility within the Security CSU. Supported the launch of the new Partner Portal w/ updated and 'partnerized' security sales tools.

San Jose, California, Us

Reported to the VP of Product Marketing, Data Resource Protection in the Security Business Unit, global responsibility for CA ControlMinder™ product marketing. CA ControlMinder was a significant revenue producer for CA. Managed the global launch of a new version which added significant functionality such as the ability to control privileged users and allow UNIX/Linux systems to leverage Windows Active Directory for its user store.As a result of the launch the solution experienced the two strongest revenue quarters in its history; a strong working relationship with Sales was a key contributor to this success.Also responsible for formulating and articulating the virtualization strategy across the entire Security BU product lines.

San Jose, California, Us

Moved into Corporate Marketing to establish a Product Marketing Best Practices role with a key focus on Sales Enablement. Reporting to the VP of Marketing Strategy, worked extensively with the Field Sales, Sales Operations, Marketing Operations organizations and outside vendors. · Prototyped a new whiteboard sales tool as a best practice. After successful trial, managed development of fourteen whiteboards that required bringing Sales and Product Marketing/Management together to create and fine-tune the whiteboards. Also worked with the Learning Organization to ensure training programs were in place for their roll out.· Sought to increase input from Sales regarding sales tools effectiveness; identified an opportunity to participate in Sales Kickoff meetings (had not been formally invited). Proposed breakfast sponsorship and managed presence at six different events, conducting primary research at each, which lead to modifications in the approved sales tools.· Field feedback indicated Flash demos were an effective sales tool, managed outside vendor to create fourteen Flash demos. Coordinated Product Marketing/Management and Corporate Marketing. Among the highest use rate among the field.· Worked with Brand Marketing (and outside agency) to develop collateral standards, and extended them to sales tools. · Created Product Marketing Handbook that greatly facilitated daily tasks for Product Marketers, not only for new employees but existing ones as well.· Initiated new collateral based on Sales input that was ‘harder-hitting Why CA’, targeted to the C-level executive. This piece was produced in record time with our outside agency to help launch a new solutions focus.

San Jose, California, Us

Global product marketing responsibility for the enterprise version of threat management products from CA Technologies -- antivirus, anti-spyware, anti-spam, secure content management.

Various product marketing, direct sales, pre-sales, channel sales, channel marketing, and product management positions at Lotus, Sophos, Digital Equipment, AT&T, and other companies both large and small, startups from seed to D round.