Daniel Kerns Email & Phone Number

San Mateo, Ca, Us

Helping business unlock the value of data across the enterprise, every data set, every LLM, every person, every system.

Mountain View, California, Us

Own the business relationship between Aerospike and Fortune 500 accounts. Responsible for driving revenue, contracts, and forecast across the accounts. Lead team and partners to solve business problems and create value for Aerospike’s most valuable clients. Lead customer engagement for expansions, renewals and success. Coordinate activity for summits, conferences and webinars.Accomplishments • 2022 Quota attainment 173% - 2022 $4M 25% of NA revenue• 2021 Quota attainment 152% / TCV $6.6M revenue / 51% expansion• 2020-2022 0% Churn ARR growth $26M - $62M • Established Account Management Practice • Defined process to automate customer insights driving $2.2M expansions• 2022 Aerospike Award - Largest Win of the Year• 2021 Aerospike Award – Top Global Account Manager

Manage assigned accounts based in Northeast. Responsible for revenue attainment including new business and cross sell / up sell into existing accounts. Coordinate effort and resources throughout sales cycle to achieve quota. Sales lead for strategy team to prioritize development goals, identify competitive advantages, and align road map to market trends. Manage channel and partner business development activities of novel product / service concepts. Accomplishments• Quota 130% - 2020 / $19M Pipeline / $7.5M revenue• Lead initiative to define cross sell use cases for 7 point products with outcome driven value proposition• Received Flexera Award – Talent/ Experience / Team player • Identified customer revenue gaps $13M annually / lead effort to implement automated usage reports• Prospecting and pipeline activity top 10% US

Solutions Engineer driving business development and client engagement for enterprise sales. Evangelize solution value for entire technology asset management lifecycle for on-prem and cloud based IT. Provide demonstrations and presentations for technology asset management suite. Lead proof of concept engagements to extract client data and present findings, results, and key benefits regarding client’s current IT estate. Identify, communicate, trouble shoot technical issues during proof of concept engagement. Develop RFP / RFI responses. Create marketing tools and talking points targeted to audiences through all industry sectors. • Northeast quota 110% 2018 // 162% -‘17 // 134% -‘16 • $22M regional sales 2018 // $10.3M ‘17 // $8.8M – ‘16• Coordinated 36 POCs in 36 mos. valued at $42M for 1.8M endpoints / +1B records / 28 wins / 8 cancelled• Set three year high mark for POC technical wins 23• Achieved 20% reduction in POC cycle time through accelerated extractor access and standardized POC Plan• Developed opportunity ROI metrics which illustrates 5 yr. TCO of manual effort and 5 primary use cases• Completed BDNA Structured Sales Process certification.

Dublin 2, Ie

Sales Engineer in the Accelerated R&D division working with pharmaceutical, biotech and medical device companies to achieve greater efficiency through the application of end to end market-leading cloud based technology in the areas of clinical data capture, regulatory submissions and application lifecycle. Provide solution sales support for the Accenture Life Sciences Cloud including the Clinical and Regulatory Suites. Subject matter expert for client engagements to ensure solution is fit to purpose. Technical evangelist articulating product architecture, platform capabilities and detailed functionality to clients IT staff. Prepare client demonstration environment, data and presentations. Provide client presentations and demonstrations both remotely and onsite. Develop solution and pricing models. Negotiate and approve proposals and agreements. Accomplishments:• Captured 30% win ratio demo / proposal / agreement • Increased QRIM sales revenue YOY by 75%• Set four year high mark for opportunity wins and revenue• Increased QRIM client base and users by 45%• Increased annual recurring subscription fees by 120%• Reduced time needed for client specific demonstration preparation by 75%• Defined opportunity categories and SLA for client proposal delivery• Developed and implemented QRIM opportunity scope form using javascript based pdf• Enhanced product pipeline forecasting utilizing SFDC reporting and dashboards• Developed detailed demonstration scripts for all platform applications• Improved agreement average close time through series of process improvements including revised proposal and agreement language • Revised pricing model to address market segmentation and optimize opportunity value

A management consulting firm providing advisory services and staffing solutions to public, private and non-profit organizations focused on optimizing business value. Seeking to deliver value through a meaning contribution toward the organizations goals that facilitate solutions to the most challenging issues. Providing project resource solutions to bridge the gaps in domain expertise across roles and organizations. Development and execution of project plans, system development from ideation to implementation in the most efficient means possible with the sensitivity to the customers time and budget constraints. Expertise across IT and business domains enabling the creation of an effective communication bridge to facilitate cross functional collaboration and goal realization. Providing staffing solutions for short and long term support of organizational goals.Projects: LiquidHub (contract Otsuka); Gerson Lehrman Group, Inc.;

Tokyo, Jp, Jp

Lead enhancements to business processes and technology assets for solution delivery in collaboration with cross functional teams. Accountable for project plan development including initiation, planning, execution, monitor / control and closing. Responsible for the interpretation and communication of state and federal reporting requirements to key stakeholders to ensure accurate data capture from systems and vendors for the development of transitional 2nd generation aggregate spend solution. Provided weekly reports to communicate to senior management planned, forecast, actual and variances for schedule and cost management. Accomplishments• Solution architect for first Aggregate Legacy Data Repository (ALDR) of 2005-11 (3.3MM) records used to generate ad hoc reports to respond to requests from Legal and Clinical. Solution hosted on Cloud infrastructure with Amazon Web Services (AWS – EC2) developed in SQL Server/VB.net.• Designed SQL based solution to acquire, validate, and integrate 1.3MM records from 13 source systems and 41 vendors to generate reports for 2011-2012 required by WV, VT, MN, MA, and DC resulting in 80% reduction in effort and completion in March in advance of previous June target date.• Managed retirement of first generation solution, Cegedim - State Guardian, and identified data model discrepancies as a result of omission of record and file referential integrity with system commission in 2009. • Lead LDRR project (Legacy Data Reclamation and Reconciliation) to identify and recover 56K orphaned expense records with a value over $1MM.• Achieved 100% vendor validation of financial data through implementation of vendor management plan including registration, training, system access, and volume based capture strategy, and delivery of data to validate complete and accurate record delivery from approximately 41 vendors.• Developed FDA required XML format national samples report with cost minimization utilizing XML data mapping software.

Tokyo, Jp, Jp

Submission of aggregate spend state reports to Vermont, West Virginia, Minnesota, Massachusetts, Maine, California and DC and emerging state and federal agencies. Interpretation and communication of state and federal reporting requirements to constituents and stakeholders. Create and maintain departmental SOPs and WIs. Accomplishments• Lead effort to define and implement process modifications and system redesign for the Supplier Management System (SMS) to request and apply Shire IDs during the vendor registration process in collaboration with Financial Shared Services achieving a 50% reduction in average request cycle time.• Developed SQL based process to identify border state expenses not included with State Guardian HCP address based reports.• Developed tools and procedures to identify discrepancies between manually and State Guardian generated aggregate spend state reports, issues categorized, quantified and graphically illustrated.• Created JavaScript based interactive PDF form to enhance Inside Sales Marketing Order process enabling Sales representatives to reduced request cycle time, create order traceability, validate data entry and standardize data transfer

Princeton, New Jersey, Us

Provide industry experience and partnership for leading technology vendors and customers. Demonstrate domain expertise in the delivery of business-enabling solutions by leveraging a consulting-led, framework-based and research-driven approach across the industry value chain. Practice a commitment to values, quality and long-term relationship with strategic customers. Projects: Wyeth; Telcron; BranchCreek; Innovation Factory

Philadelphia, Pa, Us

ResponsibilitiesProject management support for PerformRx, Medication Therapy Management system and Data Warehouse. Managed project activities to ensure timely release, adherence to quality standards and corporate branding.Accomplishments• Lead team to define requirements and design solution to automate member and benefit file receipt and discrepancy alerts to improve process of file receipt, data warehouse integration and customer satisfaction.• Completed on schedule migration of approximately 5K benefit and membership reports to next generation infrastructure solution.• Optimized development and resource allocation through disciplined adherence to system life cycle management. Resulting in reduction of change management cycle time by 20%

Rahway, New Jersey, Us

ResponsibilitiesProject manager responsible for the development and implementation of office automation solutions and infrastructure upgrades. Coordinated and aligned client project teams to for global migration of enterprise platforms based on deployment strategy for client software and global infrastructure implications.Accomplishments• Earned “Award of Excellence” for project management and system administration support • Completed on schedule infrastructure migration of 170 servers hosting the development, test and production environments for 19 enterprise platforms from Whitehouse Station, NJ and West Point, PA to Charlotte, NC in coordination with infrastructure engineers, application support teams and customers including Disaster Recovery fail over test.• Achieved 70% reduction in document cycle time through implementation of Adobe LiveCycle eSignatures for production use in clinical studies in collaboration with Adobe and eSamples project teams.• Project manager responsible for project plan, , vendor selections, definition of hardware/software requirements for global implementation of Tandberg Management Suite for video conferencing.

Rahway, New Jersey, Us

ResponsibilitiesDeveloped Visual Basic and PL/SQL programming solutions for several validated laboratory systems which included an XML archiving solution. Acted as primary contact for laboratory staff to address issues regarding system use for the creation and management of in vivo and in vitro assays and generation of study data reports. Performed software change management utilizing IBM Rational ClearCase. Provided testing support for the Java/HTML based solutions. Accomplishments• In collaboration with clients and system owners, completed on schedule all System Development Life Cycle phases including requirements definition, solution design, and testing for 22 releases of multiple projects supported concurrently• Earned “Peer Recognition Award” from Merck Safety Assessment for excellent teamwork for the upgrade and validation of the DART Instrument Interface to include StartleMonitor 16 Aug 2004.• Nominated as Project Team of the Year 2003 for the Safety Assessment Data Repository Project.

Rahway, New Jersey, Us

ResponsibilitiesAssisted in the development, testing and integration of new technologies and processes to improve efficiency, and reduce regulatory document cycle times. Ensured the timely release of the regulatory submissions on the CARD Master Schedule and emergency submissions.Accomplishments• Released all FDA/Agency correspondence, internal, distribution, and miscellaneous requests on schedule with a .001 variance in product quality. • Processed approximately 22,000 requests including IMA, sIMA, PSUR, SUR, Type I & II Variation, NDA, sNDA, NDA Background Package, IND, BB-IND, and IND Background Package.• Managed quality through implementation of QC Checklist and WRO Publishing Center QC Issues Database to report metrics.• Earned “Award of Excellence” for Process improvement associated with Work-Share initiative between Word Processing Centers.• Earned “Award of Excellence” for WMA submission of STOCRIN, June 1998.• Earned “Award of Excellence” for Outstanding efforts for 1997.

Norwalk, Connecticut, Us

ResponsibilitiesResponsible for customer engagement at several major accounts including the following: Merck and Co., Inc.; Meridian Bank; Johnson &Johnson Research Foundation; McNeil Pharmaceuticals; Mars Electronics; Chemical Leaman; U.S. Healthcare; LotusDesign; USERS Inc.

Mse, Information Technology Project Management

Mse, Technology Managment

B.S., Computer Science

A.S., Computer Science