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I helped to establish a dedicated Architects team to work with some of our largest customers with the most complex observability needs. We captured the best practices of these really large deployments and shared across the rest of the organization. Of course you often found this team on the front lines working directly with customers.

Recognized as the Enterprise Technical Sales MVP back-to-back in 2016 and 2017. The APM market has changed, users need something easy to use that monitors more technologies than ever before, and can be used to communicate back to the business. We call that the Digital Intelligence Platform at New Relic.

Worked with Enterprise clients to help understand the right use cases for them and guide them through how Pentaho Data Integration and Business Analytics can solve their challenges.

After the acquisition, I stepped in to manage the Application Delivery Presales team for North America. A key focus area for me was to keep the existing team intact. We doubled the team, trained 300 CA folks and tripled our revenue within about 18 months. Our BU also had the lowest Presales attrition during my tenure.

Work closely with my sales team to present cutting-edge technology and demonstrate live during proof-of-concept engagements. Share best practices for validating SOA-based applications, including Service Virtualization (SV) to improve test coverage and speed development. Focus on Middleware/ESB for TIBCO, webMethods, Oracle/BEA, IBM, etc.

Help close sales by gaining the technical win. Engage in pilot projects, sales meetings, technical presentations and demonstrations. Educate prospects about best practices for Application Performance Management (APM) of Java/J2EE (WebLogic, WebSphere, JBoss) and .NET web applications.

Built quotes and proposals to respond to customer requirements for Network Management Systems (NMS). Owned the tradeshow demonstration and performed technical demonstrations and proof-of-concepts at customer locations. Ran corporate co-op program including hiring and supervising 7-10 co-ops per semester. Developed simulator programs in Java used internally and sold for over $400K in revenue. Performed on-site software “clean-up” work to close out tough projects and obtain final payments.