David Way Email & Phone Number

Plymouth, Michigan, United States

Plymouth, Michigan, United States

As a Sr. Presales Technical Enablement team member, I am focused on driving the alignment of people, process and priorities with relevant learning, coaching and communication delivered to the right roles at the right time to help Okta presales resources (e.g. Solutions Engineers) to achieve revenue and growth goals.I play an important role in achieving this mission and am responsible for building and maintaining enablement and accreditation programs for technical field facing roles within the Solution Engineering organization, while working closely with presales, sales, product marketing and product teams inside of Okta.My responsibilities include, but are not limited to:• Proactively engage with the Extended Presales Leadership team to identify, prioritize, and execute a technical enablement strategy• Deliver critical new hire programming, taking a leading role in onboarding new hires by ensuring new Okta Solutions Engineers are equipped with appropriate knowledge, tools, resources, and training • Build and facilitate Technical Enablement workshops, training and enablement sessions to align with Okta GTM Strategies• Partner with SMEs and cross-functional teams on development and delivery of enablement content that can be adjusted to meet the needs of technical audiences with varying levels of technical depth• Provide guidance around content and structure for a variety of training methods, including eLearning, online videos, instructor led training, and interactive learning• Ensure that presales targeted roles are receiving the right training at the right time• Work cross-functionally to promote collaboration between internal teams• Participate in new product and release launch efforts• Determine success measurement and metrics of programs developed and delivered and gain buy-in from field leadership

Plymouth, Mi (Remote)

In my role as Sr. Program Manager, CSM Enablement, I focused on ensuring that Okta Customer Success Managers have the technical resources and knowledge to exceed customer expectations. My responsibilities include, but are not limited to:• Drive CSM expertise across Okta products, both for new and tenured technical field Customer Success Managers (CSMs)• Drive the ongoing Technical Enablement strategy for Okta CSMs (everboarding/continuous learning)• Design informative, well-organized learning journeys for CSMs who are new to Okta• Partner with Product Marketing Management to build enablement content for new features• Partner with Presales to align to stakeholder needs• Deliver CSM Technical Enablement sessions in both virtual (web-based) and onsite scenarios• Work collaboratively with Okta leaders to scope knowledge/skills gaps and build programs that deliver measurable results for CSMs and the greater Okta business• Assist in identifying key success metrics for each assigned program• Manage and maintain enablement content within Okta’s internal systems and ensure that programs are up to date and relevant• Establish and maintain ongoing Technical Enablement needs of the Okta CSM community• Own relevant ongoing Technical Enablement programs for the Okta CSM community including development, content creation, facilitation, tracking and tools needed to ensure success• Collaborate cross-functionally with internal Okta teams, align to key business objectives

Plymouth, Michigan, United States

Responsible for managing a large regional team of Customer Success Managers – my current team consists of 12 highly skilled Customer Success Managers, managing over 100 Enterprise accounts with dedicated Okta support. My core responsibilities are to oversee Central Region customer accounts and to ensure the overall success of my team. The goal of the Okta CSM team is to ensure that our customers adopt Okta through alignment with their strategic initiatives. Okta CSMs also ensure that their Enterprise customers receive the best customer care throughout their lifecycle with Okta, the leading independent cloud provider of identity for the Enterprise.-------------------------------------------------------------------------Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to both secure and manage their extended enterprise, and transform their customers’ experiences. With over 5,500 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely adopt the technologies they need to fulfill their missions.

Detroit, Mi

In my capacity as a Sr. Enterprise Customer Success Manager, I work with a group of highly technical and forward-thinking Enterprise customers. I partner with them on their initiatives, ensuring that our visions for identity and security are closely aligned and that Okta is optimizing their Enterprise ROI.Okta is the leading provider of identity for the enterprise. The Okta Identity Cloud connects and protects employees of many of the world's largest enterprises. It also securely connects enterprises to their partners, suppliers and customers. With deep integrations to over 6,000 apps, the Okta Identity Cloud enables simple and secure access from any device. Thousands of customers, including Experian, 20th Century Fox, LinkedIn, Flex, News Corp, Dish Network and Adobe trust Okta to work faster and stay secure. Okta helps customers fulfill their missions faster by making it safe and easy to use the technologies they need to do their most significant work.

Detroit, Mi

Contracted by Microsoft to manage customer re-engagement activities with existing Microsoft Office365 customers with the goal of increasing their consumption/utilization of Microsoft cloud services including Office365. Educate customer on the benefits of the Microsoft FastTrack Center through value selling and analysis of current consumption trends. Once customer buy-in is obtained, professionally transition delivery of the service to the Microsoft FastTrack Delivery team.I am a trusted advisor responsible for creating long term value with Microsoft cloud solutions including Office365, Windows 10 and the Enterprise Mobility + Security Suite. I listen and respond to customer business objectives and provide guidance on how to leverage technology and best practices to achieve their stated goals.• Fully understand the drivers of value gained by Microsoft Cloud solutions• Monitor customer usage and obsess over their satisfaction and loyalty • Assist in the business adoption of Microsoft cloud solutions• An advocate for the customer back to Microsoft leadership and product teams

Detroit, Mi

Senior Solutions Consultant -- ManufacturingJuly 2018 – December 2018 As a Senior Solutions Consultant with Pegasystems, I participate as a key member of the Advanced Manufacturing account sales team, providing technical guidance throughout the life cycle of Pegasystems solution inception and delivery. Responsibilities include:• Support for key Automotive/Manufacturing clients (General Motors/Ford Motor Company) in understanding Pegasystems technology, its applicability and deployment • Create and deliver technical demonstrations and Proof of Concepts (POCs) featuring Pegasystems CRM and BPM technologies• Collaborate with product managers, software developers, analysts, business officers and other groups to ensure the best possible solution can be delivered • Provide thought leadership and propose technical and business solutions in support of sales campaigns to clients and prospective clients• Create and deliver world class demonstrations and assist in the response to client proposals, ensuring business problems and challenges are identified and resolved• Own technical activities required at all stages of account management• Provide thought leadership within the sales life cycle, assist in lead generation activities including pre-sales qualification steps and identification of business drivers and solution requirements

Southfield, Mi

Pre-sales Technology Strategist for defined Microsoft Enterprise Healthcare accounts, helping to drive their Digital Transformation. • Build, own, and advance trusted-advisor strategy that enhances overall account relationship• Built and maintain Microsoft cloud technology adoption roadmaps to include Microsoft Azure and Office365 (O365)• Drive the "technical close" on all deals and competitive situations• Broker interactions between the customer and subject matter experts, including field specialists, consulting services, support services, product groups, industry teams and Microsoft Partners• Serve as the hands-on technical Program Manager for a variety of initiatives ranging from cloud platform deployments, Azure adoption (IaaS, PaaS), proof-of-concepts as well as specific point solutions• Established trusted advisor relationship with Catholic healthcare provider (annual revenue of $17B)• Established trusted advisor relationship with regional healthcare provider (annual revenue over $5B)DEMONSTRATED RECORD OF SUCCESS• Partnered with Account Executive to retire over $32m in quota first year in role, exceeding expectations• Improved client satisfaction significantly over prior team• Increased Microsoft Azure revenue in core account by over 175% annually through cloud value selling• Closed FY18 renewal cloud services Enterprise Agreement at Spectrum Health at $5.1m annually from $3.9, full Microsoft O365, Microsoft Office Pro Plus• Closed FY18 renewal cloud services Enterprise Agreement at Trinity Health at $70m over 3 years (+2, +3), full Microsoft O365, Microsoft Office Pro Plus, Microsoft cloud Advanced Threat Protection• Improved client satisfaction significantly over prior team by leveraging Challenger sales methodology• Increased Azure revenue in core account by over 175% annually through cloud value selling and Challenger sales methodology

Southfield, Mi

Accountable for Project and Program Management engagement profitability and customer satisfaction by structuring and managing Microsoft Consulting Services deals from inception through completion. Responsibilities include:• Understand, lead and thoughtfully manage risk, make appropriate decisions regarding acceptable and unacceptable risks for each engagement, both regional and global.• Ensure high customer satisfaction through exceptional delivery quality• Engagements include Dynamics CRM, Office365, SharePoint, Exchange, cyber security and others• Established the processes to support the Consulting engagement, including:o Defining the project calendar, work breakdown structure (WBS) deliverable acceptance, status meetings and reporting o Manage the performance of the engagement by properly scoping engagement writing effective Statements of Work and appropriate contracting documentso Manage delivery quality including review/approve Consultant/Partner billable hours/expenseso Single point of contact for all client engagement disputeso Report on the effectiveness of the engagement against the baseline plano Oversee all deliverables, ensuring acceptance criteria is met as defined in the Statement of Work DEMONSTRATED RECORD OF SUCCESS• Manage largest district consulting book of business including Ford Motor Company, General Motors, FCA/Chrysler, Tier 1 automotive suppliers, retailers (Meijer, Amway) and others• Outstanding billed revenue and the highest ‘new work sold’ revenue in the Heartland District (over $10m annually)• Highest annual district billed revenue, resulting in over 110% revenue attainment• Highest district customer satisfaction, resulting in over 95% ‘very satisfied’ client feedback

Southfield, Mi

Accountable for the strategic positioning and successful delivery of profitable, high quality Premier Support for Enterprise/Developer services to Microsoft Enterprise customers. In this front-line management role, responsibilities include overall quality, growth and satisfaction of a client’s managed support relationship. Responsibilities include:• Strategic positioning and successful delivery of profitable, high quality Premier Support services• Microsoft Mid-Market customers across 3 Central Region Districts. • Practice Manager for the Heartland District, supporting Microsoft Enterprise customers including Ford Motor Company, General Motors, FCA LLC, Tier 1 suppliers, Dow Chemical Company, Delphi LLC and others• Front line customer facing role that included overall quality, growth and satisfaction of a client’s managed support Microsoft relationship• Attract, retain and develop high performing, motivated teams of delivery professionals including Technical Account Managers and Developer Consultants. Includes recruiting, career and performance management for as many as 40 direct reports• Over 20,000 annual delivery hours and over $30m in annuity support revenue• Resource optimization, contract consumption, operational expense management and ensuring that all legal, fiscal and personnel policies are honored. Built community among a large, geographically dispersed developer and infrastructure teams• Support for full suite of Microsoft technologies including Microsoft cloud offerings (O365), Dynamics CRM and business productivity and server platformsDEMONSTRATED RECORD OF SUCCESS• 2010/2009 – Premier Leadership Award/Practice Manager of the Year• 2008/2007 – Central Region Top Contributor/ “Great Performance” award winner• 2006/2005 – Top revenue attainment/Top People Manager award winner• 2005/2004 – Business excellence award/Top revenue attainment (124%) • 2004/2003 – Central Region, excellence in people management

Southfield, Mi

Provided front line support management of Fortune 500 clients with Microsoft Premier Support Agreements.Technical Account Manager, Microsoft Enterprise Services – Additional responsibilities include:• Pre and post sales technical support, 24x7 management of escalated support issues• Proactive account relationship management• Significant enterprise account management expertise, leveraging above average technical competence• Consulting and both pre/post sales experience • Managed support relationship portfolio in excess of $1m annually