Pre-Sales, Enterprise West

Strategic Accounts & Team Lead

I support Enterprise and Strategic accounts in the West to promote growth with consumption-based, value-driven Observability. • Top performer with a consistent performance rating of highly successful. Managed intense workloads and account assignments. • Contributed to numerous wins and revenue generation: delivered 18 customer engagements in the second half of FY23 that generated >$2M of consumption, helped land a greenfield logo with >$4.5M of ACR, stabilized multiple cold/hot accounts and their respective burn rate %s.• Exceeded team quota for Q2 and Q3 and Q4 FY22 (103.4%, 105.11%, and 104.97% respectively).• Subject matter and domain expert in AIOps to support complex scenarios around customers evaluating the company’s own solution.• Served as a Team Lead and helped with mentorship and enablement. Worked with individuals to improve product demonstration sales skills, and delivered complex evaluations to explain areas of improvement and areas of strength based on individual performance. Shadowed and covered accounts to gap fill.• Performed numerous candidate interviews and post-assessments. Reviewed technical exercises and presentations.• Leader in conducting Proof of Concept evaluations. Formulated well-scoped project plans with qualified use-case criteria and tangible success criteria. Delivered Demos to unlock the potential of New Relic's curated o11y experience. Completed numerous RFP processes and security assessments. • Led and managed a company-wide technical Brown Bag session to disseminate tech topics, deal reviews, and best practices in the fields. Bi-weekly occurrence with high-quality recordings and collateral.• Partnered and collaborated with account team members to build technical and business champions across accounts in the region. Lead enablement and optimization/observability maturity assessments.

Promoted to a Senior role and continued to serve in the capacity as the primary and strategic Sales Engineer of the West. All duties from before apply, with increased functions.• Continued ramping up technical deep dives, scoping whiteboards, identifying Business Use Cases, MEDDIC/MEDDPICC, value-driven Demos, and leading technically sound Proof of Value evaluations. • Continued to exceed quota and land new logos. Served as the technical resource with numerous Account Executives and adapted to stylistic differences to achieve wins.• Onboarded and mentored new hires in the region, including the growing Sales Engineering and Account Executive team.

Evangelized and promoted operational efficiency for customers by leveraging AI and machine learning to drive value and manage the explosion of IT alerts and incidents that they face every day.• Was the first Sales Engineer in the West and helped close and capture some of the first catalyzing deals for the company.• Managed and technically implemented Proof of Value evaluations with customers at a high volume.• Created numerous JavaScript AWS Lambda integrations to parse payload outputs via Webhooks.• During this tenure as an SE, I contributed to the closing of numerous prized Enterprise logos and direct ARR impact.• Partnered with numerous Account Executives in Pipeline Generation efforts and by conducting Demos on a rigorous basis.

Joined BigPanda as the first TME hire, when it was around 60 people and worked directly with the VP of Product Marketing & Management. • Created technical Sales Enablement material and collateral, including whitepapers and onboarding programs and lessons. Distilled tribal knowledge and laid out the pipeline and architecture of the platform.• Worked as competitive intelligence and created SWOT analyses and battlecards for the field. • Created the Documentation and API Reference website (which is still being used today). Worked with Engineering and Product Managers to write numerous technical documentation pages, following best technical writing practices. • Aligned with Marketing and the SDR team to sanitize and compose outbound, ABM messages and templates. • Managed and attended numerous tradeshows, including AWS re:Invent, Atlassian Summit, Monitorama, and more.

• Understood network architectures and how they drive customer value by first handedly building, configuring, and maintaining end-to-end, multi-million-dollar Networking technology labs. Worked in a fast-paced and dynamically changing environment. Built, interconnected, and configured a Proof of Concept Greenfield project lab in an exceedingly compressed schedule with automation software. • Investigated, researched, and collected technical findings into cogent and easy to consume documentations and presentations. Led multiple and simultaneous projects of highly in-depth and complex nature. Planned and executed benchmark tests with performance and stability analyses.• Instrumental in validating and implementing Cisco Validated Design (CVD) guides which required cyclical updates to accommodate new features, software, and technologies. These lab-validated guides provide more reliable system deployments and encompass the full breadth of Cisco’s core technologies: Campus LAN, Data Center, Wireless, Security, WAN/IWAN, and Collaboration. • Created and set up an Audio Video Bridging (AVB) demonstration system with partner equipment that was brought to Cisco Live 2016. Manned a booth during the conference and showcased the benefits of the solution to customers to generate interest and spread knowledge.• Managed logistics within the labs and mentored the Lab Admin team.• Supported Apple’s WWDC’15 as a Cisco resource in their Network Operations Center. Helped deploy Cisco’s Connected Mobile Experiences (CMX) solution on-site to enable tracking of real-time statistics. • Constantly exposed to a multitude of technologies, products, and applications such as Catalyst Switches, Nexus Switches, UCS Servers, Wireless Controllers, Access Points, ASAs, ISRs, ASRs, Prime Infrastructure, VLAN, EtherChannels, ACS, ISE, MSE, CMX, APIC-EM, PnP, Easy QoS, AVC, EMC, UCM, NetApp, QualiSys, VMWare, Microsoft (AD, DNS, DHCP), Ixia, and Spirent.

• IT Engineer and support specialist. Duties included leading projects and configuring Video solutions to bring the Cisco TelePresence Experience into fruition on a company-wide and global scope.• Identified unique needs and requirements for the Executive Branch (including the CEO and numerous Executive and Senior Vice Presidents) and provided VIP implementation with on-site support of endpoints. Interacted and presented usage demonstrations to clients.• Provided troubleshooting and technical support in all aspects of Video related platforms. This included diagnosing and resolving device and configuration issues, determining bandwidth capacities and network limitations, providing hardware RMAs, bench testing devices, and other individualized cases.• Served as the primary IT contact to enable and configure personal video devices onto the internal Production environment. Personally deployed over 3000+ desktop video/conferencing endpoints by using various tools and systems (Unified Call Manager, Tandberg Management Suite, Active Directory) while managing and improving associated processes.• Led and planned hundreds of multi-purpose projects and immersive conference room deployments on a comprehensive start- to-finish basis. Negotiated and coordinated hardware & supply chain logistics. Liaised and aligned support services and partners over the full breadth of the work, ranging from initial client consultation phases to the installation and configuration of a unit. Finalized projects via acceptance validations and release tests with Operations.• Advocated strategic initiatives, leveraged key resource commitments, and influenced decision-making to successfully complete projects on a beginning to end basis: defined tasks, organized work structures, initiated roles and responsibilities, and assessed scheduling and billing parameters.

• Implemented on-site Video Endpoint solutions by installing and configuring mid to large-scale TelePresence systems, from new- in-box units to location moves of existing ones. Deployment settings ranged from auditorium sized conference rooms to personal executive offices. Other projects included retrofitting and upgrading older equipment.• Gained extensive traveling and working-abroad experience by supporting Cisco itself and customers of its TelePresence systems (i.e. Intel, DRS Technologies, Coca-Cola, Coors, PolyCom). Traveled throughout the Western Hemisphere to remote field locations: Bellevue, WA; Golden, CO; Austin, TX; Dallas, TX; New York City, NY; Chicago, IL; Parsippany, NJ; Research Triangle Park, NC; Richmond, VA; Toronto, Canada; and Cordoba, Argentina.• Conducted early-phase room readiness assessments in order to identify environmental improvements required to meet operational prerequisites: lumen output and light positioning in the conference room, network bandwidth support, and reverberation and sound control.• Worked on numerous prototypical and conceptual projects, including a hybrid endpoint that was a Cisco CTS-1300 unit customized and adapted to Intel’s specifications.• Experienced in various logistical functions, including production planning, inventory management, customer service, forecasting, and transportation & distribution.• Assisted as the point of contact for the local office & warehouse in Milpitas. Coordinated and handled major inbound and outbound shipments and deliveries to Cisco offices.• On completion of each field install, testing and handshaking were performed with Cisco engineers remotely through the systems. Usability walkthroughs and technical tutorials were given to relevant personnel of the local offices for final sign offs.

• Served as a product quality assurance engineer on Cisco’s IP Interoperability and Collaboration System (IPICS) development team. This platform provided software-based syncing of communication devices, yielding singular and universal contact capabilities for cross-functional Emergency/Rescue teams.• Created Automation scripts and tools to test developmental features of the system’s GUI and insure backend robustness. All facets of the IPICS system required automation testing and thus the creation of numerous scripts to handle every need.• Collaborated in parallel with the IPICS development engineers to enhance the user experience by designing, streamlining, and refining elements surrounding the application’s backend interface and web frontend.• Worked as a team to rigorously unearth new bugs and inconsistencies via the automation efforts. Once issues were discovered, detailed analysis reports of their characteristics were generated and filed.