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Leadership experience in Channel & Business Development, Cloud Security, Identity as a Service, Digital Transformation, eCommerce/retail strategy, OEM’s & Multi-Channel initiatives.A dynamic & highly effective senior executive, with 25+ years of Enterprise Software experience, focused on building early-stage startups, defining revenue generating partner strategies and evangelizing new product categories: -eCommerce in ’96-reinventing eCommerce as a Service in ’03-behavioral based merchandising ad targeting in ’06-bringing to market the first Identity as a Service platform in ’11 I was often the first non-engineering business executive hired for sales and alliances including the first business development and alliances executive and very early employee at 3 companies that later went public with multi-Billion dollar IPO’s: -Intershop employee #20 and was there through IPO -Demandware joined pre- formation of company, helped raise initial VC money with the founder. IPO'd and then acquired by Salesforce.com -Okta employee #30 through IPO-Aggregate Knowledge, employee # 18, first sales rep hired. Company was later acquired for $120M. With a global perspective, I lived and worked in Russia and across the former CIS. Two of the early companies I worked for had significant roots in Germany and another company was HQ’ed out of Israel. I have run global programs that have driven well over $100 million in revenue and increased shareholder value. In addition to software, I have been an investor and owner of multiple local businesses in San Francisco. I co-owned Mr. Pizzaman, a multi unit franchisor of pizza and Brazilian food which was the only full menu 24 hour food restaurant in San Francisco for many years. It was a pioneer in using call center technology to route orders from a centralized office to the restaurants around the Bay Area. I am a limited partner in one of the best rock clubs in San Francisco, nationally recognized music venue The Independent and a limited partner in Mission Bowling, a gastropub bowling alley in the Mission District.
Cribl
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Director, Gtm AlliancesCribl Mar 2022 - PresentSan Francisco, California, UsResponsible for defining, building and executing the ecosystem Go To Market strategy for Cribl's technology alliance partners.
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Sr. Director National Partners And Inside Channel TeamOkta Jan 2021 - Jun 2021San Francisco, California, UsOverachieved quota 4 out of last 5 years and Presidents club attainment 3 of those years. I Iead a team of 10 channel professionals including two managers (Q1 performance was 121% of plan for the National partners and 116% for my regional channel team) . With a $2M MDF and program budget, we own responsibility for strategy, management and execution of all revenue, marketing and PS delivery programs tied to the top-performing national North American partners: Optiv, Sirius, CDW and SHI. The Inside Channel team is a new team of 3 individuals I was tasked with building. Laser focus on Emerging/small business accounts and emphasis on a programmatic approach to CDW and SHI for scale, this team is an incubator for future Okta channel & sales talent. -
Sr. Director National Partners And Global DistributionOkta Feb 2020 - Jan 2021San Francisco, California, UsLead National partner team of 7 channel professionals with ownership of our 4 most strategic security systems integrators and resellers in North America: Optiv, Guidepoint, CDW and SHI. CDW named us 2020 Partner of the Year w/ 108% Y/Y TCV growth. Team is responsible for revenue, strategy and go to market initiatives with a MDF/Programs budget exceeding $1M. Combined team delivered more than $100M in new contracted revenue. Ended year 107% of plan during Covid. Oversaw global distribution strategy (non public sector) and one headcount tasked with unifying distribution strategy, opening new markets and expanded executive relationship with Ingram Micro in North America. Attained 165% of distribution revenue goals for the fiscal year.
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Director Field Alliances And ChannelOkta Jan 2016 - Feb 2020San Francisco, California, UsChannel leader (individual contributor and later manager) focused on Okta's Commercial sales business in the West and then across the entire country. Overachieved quota 3 out of 4 years2016 @ 111%2017 @ 165%2018 @ 143%2019 @ 87%Oversaw the LAR strategy and expansion of CDW and SHI business in 2018 and doubled business year over year 2018-2020. Hired & rebuilt team to grow Okta Commercial business (1250 employees and below)Recruited, onboarded and ramped first non public sector distributor for North America in 2018 (Cloud Harmonics a division of Ingram Micro)Identified as "Top Talent" within the organization & selected to participate in leadership and mentorship programs.
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Director Business Development And AlliancesOkta Jan 2011 - Jan 2016San Francisco, California, UsEmployee #30 and first hire dedicated to business development, partnerships and alliances. Various manager and individual contributor roles during this time. Developed and rolled out first program for cloud focused resellers & systems integrators.Initiated technology partner program around Okta Integration Network & designed GTM activities with Box, G-Suite, Docusign and Workday. Launched Okta Cloud Connect (OCC) program, one app “freemium” version of our core product marketed direct & through partner channels. $2M+ in partner ARR attribution was derived from programs tied to this initiative and the related key technology partners.Partner recruitment included Accuvant, CloudSherpas (Google's largest Gsuite partner) Softchoice, Tevora and Trace3 as well as Accenture.2013 I shifted to focus 100% on reseller and systems integrator channel for N America and APAC.Customers derived from these relationships include Frontier Airlines, JCrew, Boeing, Chipotle, Coca Cola, Sony Network Entertainment and Live Nation to name a few.
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Advisory Role, ConsultantPretail, Localnow And Proclivity 2010 - 2011Advised and was a paid consultant to 3 eCommerce related start ups. Pretail- helped the CEO and founder with various aspects of launch including social commerce strategy, funding introductions and leveraging my eCommerce experience to validate and update the financial models.LocalNow- Advisor to company founders. LocalNow is all about dealing with ticketing inventory for concerts and entertainment. Last Minute tickets – direct from venues, promoters and performers. Leveraged my experience as a LP in the Independent www.independentsf.com to meet club owners and ticking companies and promoters to validate the business model. Proclivity Systems- Proclivity developed a machine learning based online exchange for yield optimization and advanced price discovery. Leveraged my experience in eCommerce, Retail technology and algorithm driven ad targeting tools to help identify retail focused business solutions.
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Director Partnerships And AlliancesPower Reviews (Acquired By Bazaarvoice (Nyse:Bv) 2012 Apr 2010 - Oct 2010Chicago, Il, UsResponsible for the partner ecosystem and driving channel influenced revenue through field engagement and marketing programs.Focus on the rise of Social Commerce and related trends around mobile and video driving eCommerce transactional revenue. Formalized partnerships and evangelized Social Commerce within the eCommerce and system integrator ecoystem. Companies such as Lithium Technologies, NetSuite, Demandware, ATG, Venda, MarketLive, Digital River, Weblinc, Shopigniter and Magento. Leading agencies and systems integrators such as Sapient, Wipro, Tata Consulting Services, Aaxis Group, Professional AccessRelationships ranged in scope from educational Social Commerce "boot camp", to bundles, co-selling and reselling deals. -
Account Executive Western RegionAtg (Acquired By Oracle 2011) Jan 2009 - Dec 2009Part of ATG's Optimization Services team which is the home of many of ATG's software as a service offerings. Specialized in selling their Click to Call and Click to Chat offerings across parts of CA, AZ, NM, UT, CO and NV, as well as the recommendation engine platformThese offerings are appropriate across many verticals including Retail, Financial Services, Travel, Hospitality, Media and Entertainment.Closed deals in Wireless vertical: (Boingo Wireless global rollout), Travel/Hospitality (Viator, 20 + sites), Intercontinental Monelucia Resort ($300+ million dollar resort deployment). Typical sale $50K/annual
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Director Of Business DevelopmentAggregate Knowledge (Acquired By Neustar In 2013 For $100M+) Nov 2006 - Jan 2009Aggregate Knowledge is Kleiner Perkins backed start up that has developed a behavior based product and content recommendation engine, which is delivered as a light weight web service.As Director of Business Development, I am responsible for the eCommerce and retail vertical.Reported to VP of Sales & Business Development. Top producer for entire time at the company.Closed deals with top branded Internet retailers included SonyStyle. Sears, Walmart (Sam’s club.com), Bloomingdales, Smart Bargains, Netshops, Simon & Schuster, Drugstore.com, IAC (TicketsNow). Typical deal $60K-$250K annuallyResponsible for building retail and publisher partner network. Within first year, drove over 60 million impressions of our content. Partners included over 100 ecommerce sites and 20 publishers.Distributed recommendation widgets to top publishers including: Answers.com, O’Reilly Network and managed ongoing relationships with WAPO, BusinessWeek and othersClosed first advertising deals for company. Ad products included retargeting, dynamic creative, behaviorally targeted.Launched Collective Discovery Network, which matched products from retail partners against content on publisher sites in unique advertising medium. Built partner program for complementary technology solutions: ESPs: Responsys, Cheetah Mail, Exact Target, Acxiom Digital, Social Software: Bazaarvoice and Powerreviews, Web Analytics; Webtrends and OmnitureLaunched new advertising solution to top digital marketing agencies: Agency.com (Chicago), Avenue A (Chicago) Blast Radius, Digitas (NY & Boston), MediaVest & WPP.Helped launch new product initiatives driven by customer needs. Worked with product management & client services.Spoke on a panel at Commission Junctions annual conference about Web 2.0 technology and affiliate marketing.
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Director Of Business DevelopmentDemandware Oct 2004 - Nov 2006San Francisco, California, UsResponsible for building out Channel Programs for core technology partners, ISV's and Systems Integrators.Demandware provides a complete on demand e-commerce platform that combines the flexibility, functionality and interoperability of a full e-commerce application suite with the operating efficiency of a hosted on demand service.Director, Business DevelopmentReported to CEO and then to VP Marketing, Launched partner program for core technology, ISV’s and OEM’s.Initiated new OEM sales channel and closed deal with 12-month revenue forecast of $2 million, largest corporate dealBuilt partner program driving lead generation and key technologies for marketing solutions around the platform. Partnerships include Cybersource, Omniture, OrderMotion, PayPal, Scene7 and Websidestory, among others.Strategic role in product management and professional services driving build vs. buy decision processes. -
Director Of Business Development & Alliances (Consultant)Demandware Nov 2003 - Oct 2004San Francisco, California, UsProject managed VC road show across N. America with personal introduction leading to $10 million A round. Led market validation initiatives with potential systems integrators and web development partners.
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Director Of Business Development And Alliances (Channel Development)Atomica Corporation May 2001 - Dec 2002A unique Search and Business Intelligence application based on a topical approach to information and metadata management, organization and retrieval. Funded by Goldman Sachs, AOL, Highland Capital, Israel Seed Partners and others.Built and managed their partner program resulting in a deployment of our software inside IBM, a bundle with the Lotus Discovery Server and one of our system integrator partners helping to drive 60% of 2002 revenue.
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Global Director, Technology PartnersIntershop Communications Sep 1996 - Jan 2001Jena, DeOne of the first employees at this pioneering eCommerce platform company. Built and managed all of their initial partner programs and later focused entirely on relationships with technology partners. Managed global team of 10 individuals including product managers, product marketing managers, business development managers and dedicated R&D engineers. Major accomplishments included: core enterprise business integration modules for SAP, PeopleSoft, NEON, Oracle Apps and EJB/Corba/Com modules as well as the first productizedSell-Side eCommerce integration with Commerce One's MarketSite.Millions of dollars of partner influenced revenue helped the company go public in Germany and on the Nasdaq and have a value of $10 Billion dollars at the top of the market. -
Director Sales And Marketing, Cis And Eastern EuropeFinancial And Trading Systems May 1994 - Apr 1996Responsible for opening a representative office of US based financial services company in Moscow Russia focused on spot market currency trading. Sold software and financial services associated with opening day trading centers across the former Soviet Union and CIS; Ukraine, Latvia, Kazakhstan
David Silverman Education Details
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UclaPsychology And Business -
San Mateo High
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Crocker Middle School
Frequently Asked Questions about David Silverman
What company does David Silverman work for?
David Silverman works for Cribl
What is David Silverman's role at the current company?
David Silverman's current role is Strategic Business Leader I CyberSecurity I SAAS and Cloud I Channel and Alliances I Investor.
What is David Silverman's email address?
David Silverman's email address is ds****@****kta.com
What is David Silverman's direct phone number?
David Silverman's direct phone number is +165021*****
What schools did David Silverman attend?
David Silverman attended Ucla, San Mateo High, Crocker Middle School.
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