As an independent advisor, I am working with a number of fast-growing SaaS start-ups in the GRC and cybersecurity industries to further scale their businesses. Projects include GTM strategy, pricing and packaging, community development, channel strategy, product strategy, competitive analysis, product messaging, OKRs, leadership, etc. I am also advising a number of investment firms, both venture capital and private equity, as they develop market theses and perform due diligence on specific targets.

Founded in 2018, Blue Lava manages the critical business function of security. Built with, by, and for the security community, Blue Lava guides security leaders to strategically measure, manage, and communicate their security program.

Scale Venture Partners is a Silicon Valley-based venture capital investment firm with $1.3B under management. In my role as Executive in Residence I am responsible for conducting market research with the goal of developing fundable investment theses. Assists with due diligence and operational assistance as needed with existing portfolio or new target companies.

The RSA Archer Suite is a market leading integrated risk management solution. Serving as its general manager, I developed the strategy of the business unit, managing the business management team of cross-functional leaders to execute the operating priorities, and acting as the primary voice of the business to executive leadership and external stakeholders. • Directly managed the RSA Archer products organization of approximately as it doubled in sized to 350 across US and India and indirect leadership of the RSA Archer sales, services, and marketing teams of over 600 globally.• Developed and executed priorities for continued double-digit revenue growth and double-digit profitability while maintaining market share leadership.• Rebuilt the engineering and product management team and processes to increase predictability, velocity and quality while transforming first to an Agile planning and development methodology and then to DevOps. • Led the conversion of the product and the business from on-premise to SaaS.

I was accountable for the global go to market function for the RSA Archer business.• Led over 120 sales and pre-sales individuals in a matrix reporting relationship.• Developed the annual global GRC financial plan and its achievement including quarterly booking and revenue targets.• Formulated the go to market strategy including pricing, sales process, sales plays, partner and alliance strategy, marketing campaigns, and enablement plan.• Co-led the GRC Business Management Team responsible for setting overall business and product strategy.

I was accountable for sales and customer satisfaction (professional services and customer support) for GRC and IAM across Europe, Middle East, and Africa. • Grew GRC 212% and IAM 237% since taking over responsibilities in 2012 and 2014, respectively.• Hired, enabled, coached, and retained a specialist sales team of 20 located throughout EMEA.• Developed strategic relationships with channel and alliance partners to sell and deliver GRC and IAM solutions.• Served as the executive sponsor for several high-profile projects in EMEA’s leading organizations.• Frequent speaker at conferences, seminars, workshops, and executive committees.• Invited to EMC Presidents Club both years eligible.

I was responsible for product marketing for the newly established Security Management Suite including RSA Archer, enVision, DLP and NetWitness. This included positioning strategy, pricing, packaging, campaign strategy, field and channel enablement and overall execution of product launches and messaging. • Acted as a second-line manager responsible for 20 employees.• Led the Archer business management team comprised of cross functional executives responsible for setting the direction of the business and monitoring its health.• Represented Product Marketing on the due diligence and integration teams for the Netwitness acquisition.

I was responsible for the development of all GRC solutions on the Archer SmartSuite Framework.• Created the strategy to transition the company’s products and messaging from an Enterprise Security Management solution to a holistic Enterprise GRC offering.• Developed several solutions including Risk Management, Compliance Management, Vendor Management, and Audit Management and assisted in designing the go to market strategy for each. • Led the effort in defining and scoping product requirements and working with Engineering on the related code development and QA efforts for several initiatives including the questionnaire functionality included in v4.0.• Recognized as the company’s subject matter expert for all eGRC initiatives and spoke at several conferences and webcasts, wrote a regular blog and several white papers, and participated in final sales presentations for several key customer prospects.• Executed several professional services engagements and assisted in the development of the strategy roadmap service offering.

Developer of point of sale software solutions for small to mid-sized retailers. I started this company with three other individuals to develop and market Checkout Professional to a fill a need in a rapidly expanding industry. I oversaw all finance, tax, legal, and human resource functions, oversaw corporate and marketing strategy and led the eventual sale of the company. • Designed and managed the programming of all major functionality and reports in all releases of the Checkout Professional software using Microsoft Visio for storyboarding, Microsoft Project for release planning, .NET for code development, SQL Server for database development and Crystal Reports for report development.• Negotiated and secured all customer contracts, vendor sourcing relationships, business development partnerships, and the withdrawal of one partner and admission of another. Formulated all product and service pricing plans.• Composed all partnership organizational documents, customer/vendor contracts, and authorized reseller and distributor agreements.

I assisted The Washington Post Company and its various divisions in completing the requirements of Section 404 of the Sarbanes-Oxley Act by preparing process documentation, developing test plans, performing control testing and evaluating control deficiencies. I was responsible for the selection and implementation of an automated compliance solution.

Developer and publisher of interactive entertainment software. In this newly created position I oversaw and directed the finance, strategic planning, budgeting and accounting functions within the product development and licensing segments. • Implemented new company-wide cost accounting practices and designed a new management reporting package including detailed financial statements by product, asset utilization reports, benchmarking statistics and market analysis comparisons.• Analyzed the cost structure, lifecycle and headcount models for all product development efforts in order to create and implement strategic cost reduction programs. • Developed a royalty reporting system in Microsoft Visual Basic to automate the processing of more than two hundred quarterly royalty reports.• Managed a staff of seven financial analysts and accounting specialists located in three locations across the country.

Privately-held, family-owned telephony application service provider with approximately $20 million in revenues. In this newly created position I oversaw and directed the finance, strategic planning, human resources and office administration functions. • Negotiated new financing arrangements, implemented a new accounting and budgeting system and developed and executed tax planning strategies.• Managed all aspects of creating a new subsidiary including the design of the legal structure, acquisition of office space and development of a business plan.• Devised and negotiated pricing proposals and contracts with recurring and new customers.• Established a new comprehensive benefits program and designed recruiting, performance evaluation and compensation review processes.

Global B2B eMarketplace founded by the consumer products industry in June 2000. I served as a senior member of the Alliances team and the leader of the Financial Services service offering team. • Developed the back office operations group, tasked to design, build, and operate systems/processes for marketplace to participant, participant to participant and marketplace to marketplace billing and settlement activities.• Managed the financial services product offering team responsible for designing value-added financial services to be offered on the marketplace and selecting a financial institution partner.• Responsible for leading the business development efforts in various service offering areas. Tasks included identifying appropriate alliance partners, developing value propositions, designing deal structures, performing due-diligence, conducting valuation analyses and negotiating deal terms.

I was responsible for all finance functions of this newly created Internet and Catalog division within the organization and a staff of seven individuals. • Drafted the S-1 filing, private placement memorandum and inter-company agreements associated with the anticipated IPO, private placement and spin-off from Playboy Enterprises, Inc.• Responsible for annual budgeting process and modeling of the three year business plan.• Managed the transition and integration of the acquisition of Rouze Media, Inc.• Responsible for the monthly accounting close, preparation of the monthly divisional reporting package including detailed analysis of operating results, and development of all financial controls.

I was responsible for this newly created department within the organization. • Responsible for the identification, monitoring and prevention of risks throughout the organization.• Managed the transition and integration of the acquisition of Spice Entertainment Companies, Inc.• Performed contract compliance and operational reviews at various licensees worldwide, especially in Asia and Eastern Europe.• Generated a due-diligence program for reviewing new potential licensees, partners and joint ventures.• Directed many operational process improvement and system implementation projects throughout the Company.• Reported audit findings in presentations at quarterly Board of Directors and annual shareholder meetings.

Experienced Senior Associate – July 1995-May 1998; Intern – May 1994-August 1994 and May 1993-August 1994• Responsible for the day-to-day management of audit engagements and the sales effort and delivery of various special services including system implementation projects, internal audit outsourcing, due-diligence reviews and business process improvement projects.• Received the 1996 C&L Commitment Award for excellence in client service delivery, development of staff and office-wide teamwork.