Joined Elemental in 2015 to take on a newly-created role focused on leading the go-to-market strategy for broadcast solutions -- enabling the convergence of broadcast/streaming workflows and allowing AWS Elemental to secure accounts with top global players in the Media & Entertainment vertical.• Recruited a team to focus on enabling improved picture quality for the new AWS Elemental division in order to compete with other industry-leading encoding vendors• Led the global Elemental Solutions Architect team in supporting the design, development, and launch of AWS Elemental MediaServices, which remains the industry’s only fully managed cloud-based service offering for video processing and distribution.• Collaborated with Product Managers and Elemental Finance personnel to determine strategic pricing models to address the needs/expectations of market segments• Greatly enhanced the existing customer support organization, recommending the investments/changes needed to create a top-tier support group better able to meet the needs and expectations of premier Tier 1 broadcast customers.• Following the AWS acquisition of Elemental, took the lead in defining the sales strategies needed to penetrate and acquire top-tier Media and Entertainment (M&E) accounts• Established regular executive touchpoints between executive customer leaders and the AWS S-Team -- in addition to ensuring AWS Elemental Solution Architects collaborated closely with AWS account/service teams on the planning/execution of all sales and client engagement activities

Following Cisco’s 2006 acquisition of Scientific Atlanta (S-A) and subsequent integration, championed sales of Cisco video-distribution products to West Coast media accounts. Promoted in 2009 from Strategic Account Manager, Media & Web Operations to a director-level role in the newly created video business unit. Ensured consistency and seamless sales effort across Service Provider, Enterprise, Commercial, and Global Account teams. Provided strategic-level commercial direction on identified opportunities and led ongoing analysis of emerging customer needs, industry trends, and competitor offerings, channeling these insights into continuous modifications of the Cisco value proposition to provide customers with 100% end-to-end support.• Played an integral role in delivery of 35% YoY revenue growth, increasing DMN video business sales from $160M to >$250M despite the challenges of an economic downturn and recessionary climate• Captured major wins with iNDemand, NBCUniversal, Comcast, Fox, Sony Pictures, NHL, Encompass, Level3, Arqiva, Technicolor, and Intelsat—positioning Cisco/S-A as a strategic partner in customers’ businesses• Achieved market-leading position for the H.264/AVC HD portfolio with awards from NBC, Comcast Programming, Crown Media, DirecTV, Encompass Digital Media, and other key accounts• Earned the Competitive Win-Back Award in 2009 for securing a $13M deal at Fox and closed more than $25M in the first full fiscal year (2007) following acquisition and integration into Cisco

Drove development of the new West Coast media vertical from the ground up, emerging as the chief customer-facing representative at a time when S-A had no boots on the ground and was managing the territory remotely, leaving it struggling to compete effectively with an entrenched national and local competitor base. Developed and executed sales strategy and territory management/growth plans that dramatically raised visibility among key target organizations including cable programmers, broadcasters, service providers, MSOs, and other corporate users.• Consistently delivered in excess of $10M-$15M in annual quota and raised North American market share from 18% to 45% by showcasing the company’s global competitive advantage as a key differentiator in the marketplace• Positioned the company as a formidable competitor against West Coast rivals, capturing market share through multi-million dollar wins with Fox, Sony, E!, Hallmark, Disney, Discovery, Comcast, GSN, TechTV, and Outdoor Channel—spanning numerous international markets including North America, LATAM, APAC, and EMEA

Promoted from technical operations/production roles to a front-line sales position selling a comprehensive portfolio of O/U, transportable, and network-origination services. Formed strong relationships with customers including LAPTV, Canal Fox, Fox Kids, Discovery, Travel Channel, CMT, EWTN, The Weather Channel, and MGM.• Captured substantive sales revenue by closing key contracts with Scripps Networks, OlympuSat, and MBC• Piloted expansion of streaming services to include live and on-demand events; introduced services and won business with Showtime, NCAA Basketball, Webcasts.com, iBeam, StreamingMedia.com, and eMedia.com