Creating and leading the company’s new global Value Management program. The Business Value Services team delivers high-touch support for our customers and sales teams, including tools, content, processes, and best practices to quantify Netskope’s extraordinary business value.

Created and led Customer Value Services, a new global program and team to deliver high-touch and self-serve value support to customers, sales and partners.

Led the development of Customer Value Management focused on Global 2000 accounts in the Alteryx sales organization.

In 2016, created and delivered successful pilot for business value selling integrating people, process and technology supporting Global and Major account opportunities.Promotion in November 2017 accompanied by executive leadership decision to fund global Business Value Services Program to be scaled in Sales Operations. Recruited, hired, trained and ramped 9 business value professional by June 2019, including Program Management, Business Value Managers, and Business Value Representatives with broad IT, vertical, cyber security, and analytical skills. Organizational market and competitive knowledge from the market delivered back to internal stakeholders. Develop TCO Analysis, transformation business cases, proposal support, presentations, and competitive analysis.

Responsible for translating NetApp technical benefits into customer business value. Work directly with enterprise sales teams to develop quantitative business case suitable for Board Level business review. Drive the financial aspects of the Enterprise IT Storage sale and routinely generate customized financial models that provide customers with key business value metrics such as ROI, TCO, NPV, IRR, and payback periods.

Directed the design, development, and launch of the HP SmartPlanner 3.0 digital-estimating software which enabled the traditional HP sales culture to incorporate financial analysis into the enterprise sales process. Enabled HP sales teams to deliver fully developed business cases to economic decision makers which shortened the sales cycle, maintained gross margins and often enlarged the deal size.

National Business Consultant for HP Demonstration Center. Advise senior managers on the design, implementation and financial operations of digital publishing & printing operations.

Assisted in the commercial roll out of 3G Wireless network in Pacific Northwest for Edge Wireless an AT&T Network Affiliate.

Managed VAR, VAD and OEM channel relationships with 25+ independent software vendors focused on the electronic publishing & digital printing vertical for the SGI IRIX/UNIX operating system.

Product Manager for the Linotronic Family of Postscript Image setters.