I lead a global team of solution consultants who are responsible for helping our current and future customers realize the full value of Arkose's bot management solutions.

Powering millions of cloud subscriptions worldwide, AppDirect provides the only end-to-end SaaS multi-tenant cloud commerce platform for succeeding in the digital economy. The AppDirect ecosystem connects companies, developers, and customers through its platform, simplifying the digital supply chain by enabling the aggregation and distribution of products & services, through any channel, on any device, with support. AppDirect helps organizations, including Jaguar Land Rover, Comcast, ADP, Deutsche Telekom, connect their customers to the solutions they need to reach their full potential in the digital economy.

As Global Director of Sales Engineering, Ed built a team of individual contributors from the ground up within North America, EMEA and APJ. Initially being both an individual contributor and a leader provided a solid foundation from which effective coaching and mentorship grew that team from just himself to ten individuals. As the team evolved Ed put in a place a regional management structure that, whilst maintaining global collaboration, allowed for greater regional independence and autonomy. Ed also established and nurtured key cross functional relationships with Customer Success, Product, Professional Services, Product Marketing, Marketing, Finance and Legal that helped optimize the effectiveness of the pre-sales processes and the value that our customers can derive from their AppDirect solution. Ed’s philosophical approach around ‘total ownership’ enabled the Sales Team to drive and keep pace with our high-growth business. The processes, frameworks, systems, coaching and mentorship Ed has established have allowed the team to commit the ‘basics’ to muscle memory, increasing efficiency and allowing the team to focus on maximizing their effectiveness.

Kaazing provides a platform that extends event driven networks over the web. Built on HTML5 WebSockets the platform implements enterprise grade features that include: • Security: Encryption, Authentication and Authorization• Reliability: Persistent connections over the Web• Direct support for APIs and messaging protocols including JMS and AMQP • Scalability: Native clustering, load balancing, connection & subscription offloadingAs a Solutions Architect I lead technical evaluations throughout the sales cycle. This typically includes: Initial ‘discovery phase’ meetings and presentations; deep dive whiteboard sessions; technically focused POCs and pilots; and performance tuning & benchmarking. In order to most effectively fulfill this role and ensure success I work closely with Product Management, Engineering, Consultants and customers. Building long term trusted relationships is an absolutely essential and a very enjoyable part of my role. Additional responsibilities:• Responding to RFIs and RFPs • Leading technical presentations with Executives, Architects and Developers • Identifying projects and helping to define solutions • Designing architectures and applications • Understanding the implications of integration with existing architectures and services• Providing code samples and documentation • Writing demonstrations with both server and client side components for web and mobile platforms• Plan execute and evaluate customer and prospect POC engagements• Complete and document scalability testing and performance benchmarking• Providing guidance and recommendations for production deployments

As a Solutions Consultant I assist the sales organization throughout the entire sales process. This process can be broken down into several phases:Needs Analysis: Specifically this requires an in-depth understanding of a prospect’s business and technical requirements. Once identified, key business requirements are then communicated across the sales team in order that an effective sales strategy can be clearly defined.Demonstration: The next phase is to execute on the defined strategy. Features, functions and workflows are mapped to key business requirements and a tailored demonstration is delivered. A successful sale is dependent upon a strong solution presentation that demonstrates an understanding of business requirements and illustrates a tangible ROI. Technical Implementation: The total solution is more than just software. A complete understanding of the scope of a project, from the physical hardware and IT infrastructure to the consulting and training required is essential. As a solutions consultant I need to effectively communicate all aspects of the solution to the prospect. Long term relationships are established if expectations are appropriately set from the outset. Product Direction: Requirements are always changing and technology solutions are constantly evolving. In order for a technology firm to optimize its solutions it needs to be at the forefront of such developments. Identifying and communicating key Industry and business trends is an essential aspect of my role. That said it is not enough to simply communicate this information. Both product management and product development also need to understand the priorities of such trends and be aware of how they relate to alternative solutions offered by competitors.

• Gathered and prioritized requirements from sales, product management and internal stake holders• Participated in feature function validation with clients and prospects both in Europe and US• Developed, validated and presented functional specifications for major product features• Built prototypes and proof of concept presentations that helped validate product direction • Provided domain expertise to aid sales and marketing teams deliver solutions • Built custom, tailored solutions with key strategic clients to ensure business requirements were met • Managed beta process including working with Relationship Managers and Sales to identify potential beta clients. Acted as the main point of contact within development for clients participating in beta

• Main escalation point for client issues within business critical, time sensitive application• Worked directly with clients to plan and complete version upgrades• Effectively used time management skills to ensure all issues were correctly prioritized• Developed and maintained relationships between Client Services, Development and Professional Services• Delivered product and industry training to colleagues and clients

• Directly managed a team of five individuals responsible for college wide data management systems• Increased data reliability making college information systems robust and dependable• Met and accurately forecast budgetary targets minimizing expenditure and optimizing efficiency through cross department collaboration• Main liaison between the learning centers and the Chief Executive, board and corporation members• Successfully project managed the implementation of coherent administrative procedures within given time frame• Formulated relationships with internal departments, external companies and agencies ensuring the college data systems were prepared for future sector developments• Ensured successful government audit through professional representation and effective communication• Effectively managed communication through the successful coordination of five Administration Managers