J. Michael Gallo Email & Phone Number

Drive bookings for professional services, develop packaged offerings, and optimize sales process to increase utilization.

Lead the Solution Principal and Project Manager Teams in North America.

• Conduct bi-weekly 1:1 meetings with team members• Submit final team forecast number to Regional Manager• Contribute to annual performance reviews for Solution Principal Team• Run the morning standup call• Assign new services requests to Solution Principal team members• Connect regularly with other PS Team Leads to share ideas and ensure alignmentContributions to Revenue Attainment:• 2022 individual PS bookings YTD on targetContributions to Customer Success:• Ensure quality assurance for large and/or complex SOWs during deal review• Provide alternate leadership when Regional Manager is unavailableContributions to Operational Efficiency:• Oversee Onboarding Plan development and execution• Identify Solution Principal best practices• Support the direction and enablement of the Solution Principals Team• Completed Ping Identity Leadership TrainingAwards and Recognition:• 2022 Team Award• Earned the PingOne DaVinci Renaissance Badge

• Participate in Solution Principal candidate interviews• Assist in onboarding new Solution Principals• Provide mentoring to Solution PrincipalsContributions to Revenue Attainment:• 2021 individual PS bookings increased 100% YoY to $6.0MContributions to Customer Success:• Provided input for Ping PS website redesign• Participated in Design Thinking trainingContributions to Operational Efficiency:• Contribute to Solution Principal Onboarding Plan development• Document standards via Confluence knowledge base articles• Standardize Ping Identity PS RFP responses in Ombud reference workspace• Collaborated with PS data analyst on internal PS reporting improvementsAwards and Recognition:• 2021 Outstanding Performance

• Act as the primary point of contact for Ping’s North American sales team for professional services opportunities with large enterprise and mid-sized customers• Meet with clients and lead the pursuit efforts to understand key business objectives, elicit technical requirements, and determine project parameters in alignment with industry and Ping Identity best practices• Develop statements of work (SOWs) underpinned with solid level of effort (LOE) estimations and provide services quotes for customer acceptance• Iterate through solution approach to deliver the optimal solution for client success within the bounds of Ping Professional Services and Partner capabilities • Communicate regular status updates to customers, partners, and sales colleagues on progress during pursuits Contributions to Revenue Attainment:• Assisted the East Region increase PS bookings YoY in 2019• 2020 individual PS bookings increased 65% YoY to $3MContributions to Customer Success:• Build strong relationships with customers, partners, and team members • Forecast services wins and start dates such that resource management can adequately plan and staff engagements Contributions to Operational Efficiency:• Provide regular feedback to the Professional Services PMO to guide future methodology and packaged service development• Contribute to team efficiency efforts via automation through the development of engagement estimating models and standardization of SOW templates• Help package service capabilities in repeatable offerings to increase sales efficiency• Presented the Sales Engineer to PS handoff process at mid-year QBR• Developed first iteration of Solution Principal HandbookAwards and Recognition:• 2020 Outstanding Performance

Created and delivered innovative product demonstrations for prospects, customers, and partners on-site and remotely. Drove the client relationship with all stakeholders to support sales opportunities. Recognized as pre-sales subject-matter expert for CA Client Automation for the most critical sales opportunities, emphasizing its role in operational efficiency, cost reduction, business continuity and risk mitigation based on my industry experience. Contributions to Revenue Attainment:• Obtained technical wins for CA Client Automation at enterprise customers generating over $2 million in license value revenue.• Drove opportunities by engaging with sales to develop tactical, strategic plans and proposals to win business.• Facilitated CA’s transition to a leaner sales model for mature enterprise software by mentoring the Digital Sales Team in product positioning and opportunity qualification to motivate and focus their efforts.• Evangelized and demonstrated CA IT Asset Manager at industry trade shows.Contributions to Customer Success:• Negotiated proof-of-concept evaluation criteria between customers and sales enabling timely successful outcomes by aligning product capabilities with business objectives and technical requirements.• Collected appropriate data from customers for ROI calculations to support product acquisition decisions.Contributions to Operational Efficiency:• Coordinated a cross-functional team to administer the externally-available product demonstration system, consisting of disparate use cases and diverse OS platforms in centrally-managed VMware vCenter environment.• Enabled faster on-boarding of new technical resources and improved self-paced customer test-drives by revamping demonstration scenario documentation.Awards and Recognition:• Earned several Global Pre-sales Incentive Awards for sales process goal achievements as tracked within Salesforce.

Facilitated CA’s strategic focus on customer retention for the $44 million CA Client Automation account portfolio through empathetic relationship building with customers’ business and technical staff. Conducted customer solution assessments and health checks to maximize product renewal rates through improved customer satisfaction scores.Contributions to Revenue Attainment:• Initiated cooperative efforts that improved client relationships to retain large enterprise customers and significantly increased renewal rates resulting in several million dollars of recurring revenue.• Generated sales leads for increased product license capacity, services, education and cross-sell opportunities.Contributions to Customer Success:• Designed the online customer-facing Product Usage Assessment Survey to streamline data collection in advance of more active engagements.• Contributed feedback to Product Team on enhancements that would benefit customers and generate revenue. Contributions to Operational Efficiency:• Led a focused effort to update competitive intelligence on major competitors in the client management space.• Developed the standard Health Check and Recommendations documents using MS Office.• Measured team progress and communicated results to management, targeting problem areas and suggesting process improvements.Awards and Recognition:• Received CA Above and Beyond Award in recognition for organizing my team’s activity and optimizing efforts by developing repeatable processes.

Performed presentations, demonstrations and proofs-of-concept for multiple CA products to achieve the technical win sales milestone. Proficient in CA IT Client Manager, CA Patch Manager, CA Asset Portfolio Manager, CA Software Compliance Manager and CA Mobile Device Manager solutions.Contributions to Revenue Attainment:• Obtained technical wins for CA IT Client Manager totaling several million dollars in product license revenue.• Collaborated on CA’s first technical win of CA Mobile Device Management.Contributions to Customer Success:• Enabled faster time-to-value business outcomes for prospective customers by providing initial solution implementation scoping leveraging CA’s Best Practices methodology and other internal resources.• Contributed to RFP responses with sufficient technical detail by identifying the necessary products and describing the processes and integrations necessary to achieve the desired outcome. Contributions to Operational Efficiency:• Created custom product demonstrations for on-site customer presentations using VMware Workstation.Awards and Recognition:• Received the Teaming with Sales award in recognition of outstanding technical sales enablement.• Recognized consistently as a top performer with multiple CA Above & Beyond Awards.• Selected to showcase product vision to influence customer perception at CA’s premier annual customer event, CA World.

Implemented CA’s enterprise monitoring and automation software in customers’ production IT environments consisting of heterogeneous physical and virtual OS platforms: Windows, Linux, Unix, Macintosh. Contributions to Customer Success:• Ensured projects met objectives, on time and on budget, by gathering detailed requirements, developing Solution Architecture Specifications, creating detailed project documentation, communicating project progress, identifying potential risk areas and providing knowledge transfer to customer staff.Contributions to Operational Efficiency:• Improved the ability for Project Managers to more accurately scope projects by providing technical guidance for the creation of Solution Implementation Calculator.