Keith Stewart Email and Phone Number

Leader of the Office of the CEO, empowered by the Board of Directors to run all aspects of the company. Navigated the company through to a successful acquisition by Night Dragon, including negotiation and signing of the term sheet, disclosures, and purchase agreement. Worked with the board and outside partners to ensure the company had sufficient financing to successfully execute the acquisition, and position the company for future growth. Transitioned the company to a new CEO post-close.Lead the executive team and whole company through development of a three year “right to left” strategic plan, along with accompanying departmental functional and financial plans. Ran a collaborative, six week process to produce clear goals with measurable outcomes at both the company, and departmental levels. Established the three Company Imperatives for the coming financial year around which all company activities are aligned: Repeatability; Customer Happiness; and Cloud. This focuses the entire company on the activities that create maximum value.In partnership with Finance, built out the company annual financial plan, including revenue targets (including top-of-funnel metrics and cohort-based upsell modeling), opex and headcount planning, and cash burn rates. Worked with the board to fine tune the plan prior to board approval. Personally engaged with senior decision makers at key accounts to qualify major opportunities for the year.Built out compensation and equity plans for all employees across the company (including sales compensation plans). Developed the board approved plan for employee equity (including negotiations on pool size & terms), using a combination of market-based data with individual assessments of employee performance and future contribution. Hired and promoted executives in key positions including sales, pre-sales engineering, product, and customer success.

Lead the company's R&D functions, including Engineering, Product, and Support. Engineered the transition of vArmour's on-premise subscription software business to SaaS. Created the as-a-service product strategy, and drove execution across the engineering organization. Developed a muscular Customer Success program to motivate and nurture customers through transition to the SaaS. Partnered with the CEO to successfully execute multiple rounds of fund raising. Executed a repeatable, disciplined process to maximize opportunities to secure capital on appropriate and advantageous terms, while minimizing distraction to the ongoing operations of the company. Partnered with CEO in multiple M&A engagements.Grew the engineering team with top talent in multiple geographies. Established an engineering site in a low cost geography in northern Europe, extending the company's reach while accessing strong talent. Established the data engineering practice, hiring expert practitioners and multiple PhD's to establish new models for relationship mapping, application and endpoint classification, behavioral analytics, and synthetic data creation. Promoted a culture of innovation through a mix of in-office and remote work, along with a series of collaboration programs including hackathons, architecture summits, and a team-wide daily huddle.Uplifted the software base using cloud-native high scale big data components to deliver a highly scalable graph analytics platform for cyber, IT, application, and resiliency use cases. Leveraged high-scale, cloud-native frameworks like spark, hasura, benthos, kafka, neo4j, timescaledb, along with the suite of native AWS and Azure tools. Modernized software development practices to a cloud-native approach in line with SaaS models. Transitioned from classic quarterly SW release processes to a continuous delivery model. Established the SRE team, migrating from a legacy SDLC and toolchain to a GitHub-centric CI/CD model.

Lead the integrated Product team, ensuring product direction and marketing execution aligns with customer category and company GTM needs. Developed company & product strategy, then lead the execution of that strategy across all functions. Analyzed total addressable market (TAM) and areas of product differentiation. Continuously analyzed competition and market shifts to ensure the best direction for the company. Delivered product strategy and roadmap to the Board of Directors, as well as execution metrics. Personally named on 10+ patents that demonstrate and protect the company’s innovation. Primary company spokesperson to industry analysts such as Gartner, Forrester, ESG, and others.Responsible for global Business Development, including technical alliances as well as corporate development activities. "Right hand" of CEO in the development of investor & fund raising strategies, as well as the creation and management of a process to drive successful outcomes. Partnered with the CEO on M&A activities, including partnering with investment bankers and engaging with suitors. For both M&A and fund raising, lead technology and business diligence activities. Created and delivered much of the collateral, including management presentations, technical diligence, customer diligence, market opportunity, and company value.Retained strong involvement with key customers and go to market. Hired new APJ leader. Continued to leverage personal relationships with customers in global financial services, telco, retail, and manufacturing to steer company direction, as well as motivate and negotiate expansion deals. Lead the negotiation of a dozen different master services agreements with Global 500 companies in financial services and telecom sectors. Partnered with individual account owners to develop account strategies, configure deal constructs, drive to closure, and ensure post-sales success.

Vice President of Sales and General Manager, Asia Pacific Vice President of Business Development Responsible for sales and go to market in new markets. Entered the Asia Pacific market with a very focused strategy: landing in key geographies and verticals, nurture a small set of focused partners, and land the initial reference sales. Closed key deals in financial services and telco (including some >$1m ARR deals). Grew ARR from 0 to 40% of global revenue in two years. Hired the initial teams in Australia and Singapore (sales, pre-sales, and professional services). Developed a MEDDIC-centric Close Plan model that was adopted worldwide to improve confidence and certainty in deal management.The large customers we sold to all require direct agreements with their suppliers for cyber security products (even if procuring through a channel). Negotiated direct agreements with end customers, including both deal construction and purchase terms, but also all terms of the Master Services Agreements. Developed forecasts for the region as part of the global sales roll-up.Partnered with the CEO in raising capital in the region to cement strategic relationships with key regional partners and reference customers. Lead the efforts to successfully raise capital from regional venture firms, including initial engagement; diligence, signing, and closing.

Responsible for Product Management, Product Marketing, Tech Marketing, Documentation, and whatever else needed in an exciting, rapidly growing security startup! Grew the team from a team of one to a much larger cross-functional group. Partnered with initial customers to refine the product vision, and steer product directions with scarce resources. Developed personal relationships with the end customers - they came with us on the journey because they believe in what we’re doing, and the people doing it. Evangelized early customer learnings across the company in written communications and at Company All Hands. Recruited early customers to come talk to the company.

Early seed investor and Board Member of Templarbit, an External Attack Surface Management company. Templarbit achieved a successful exit through acquisition to Boxx Insurance. Templarbit provided an innovative low-touch or no-touch attack surface analysis for small to medium-sized companies. The combination with Boxx combines cyber technology and analytics with cyber-specific insurance and underwriting practices, leading the next wave of cyber insurance products.

Responsible for Steelhead Core products and strategies. Lead the product management team responsible for the core Steelhead WAN Optimization appliance product family. Developed the product strategy behind mixed-circuit use and use of generalized Internet uplinks at remote branches. This strategy was enabled by advances in Software Defined Networking, and would become the basis of the SD-WAN market. Developed product transition plans (including multi-generational financial models) to motivate customers to transition to more capable and profitable product models.

Leader of the Application Delivery business segment at Brocade. With multiple sequential quarters of 50%+ growth, Brocade is building the next generation of Cloud application delivery controllers. Operated as an independent startup within Brocade, the Application Delivery team has demonstrated success through focus and customer intimacy. Responsibilities include full P&L measured at revenue, gross margin, and operating margin levels, as well as product and marketing strategy and direction.Also responsible for creating Brocade’s initial Software-Defined Networking strategy. Partnered with early startups in the space, as well as customers, to map and model the market. Developed a thesis on where Brocade’s unique opportunity lay. Presented the resulting market strategy to Brocade’s Board of Directors, ultimately resulting in Brocade’s acquisition of Vyatta in 2012.

Senior Manager of Product Management and Technical Marketing for the ASA 5500 Series, the IPS 4200 Series, and Cisco Security Modules in the Catalyst 6500. Managed two teams of technical marketing engineers, and two teams of product managers. Navigated the product family through the financial downturn, leveraging years of trust established in Cisco’s brand and technology to grow the business in the face of significant economic headwinds.

Product Line Manager for Cisco IPS Solutions. Managed a team of three Product Managers. Grew Cisco’s IPS markets share from 21% to 30% in 18 months, through a combination of new product innovation aligned to Cisco’s larger security strategy, and aligning the product line with the strengths of Cisco’s go-to-market machine. Leveraged product bundling, promotions, and channel programs to drive increased adoption in Cisco’s vast install base, resulting in $100m+ of incremental revenue.

Product Manager on the ASA 5500 Series Adaptive Security Appliance. Part of the team transitioning from the classic PIX 500 series Firewalls to the next generation multi-function security appliances. Developed product forecasts for hundreds of SKUs across the product family. Created new feature and product concepts, and shepherd them through Cisco’s CC/EC phase gate process.

Technical Marketing Engineer focused on security competitive. Build reference architectures, technical documentation, and practitioner-focused “how to” collateral. Frequent speaker at major conferences, including the RSA Security Conference, as well as Cisco Live!

Provided technical support and professional services for Cisco networking and security products. Worked exclusively with Cisco’s top 50 largest Enterprise customers, including the largest financial services firms in the world. Tech Lead within the team who delivered many on-site trainings, root cause analysis (RCA), and closed-loop corrective action (CLCA) plans.