Responsible for accelerating the transformation of Accedian from primarily a point-product driven sales to a solutions driven sales company through the development of customer focused Performance Assurance and Service Assurance solutions:* Represented the voice of the customer back into the company for the development of solutions* Developed forward-looking market and industry positions through analysis of industry market data and supported by direct customer engagements* Responsible for the development of Content Marketing collaterals, such as solution briefs and white papers* Drove Technical Marketing and Product Marketing messaging in support of MARCOM activities* Evangelized Accedian solutions with customers and internal sales teams* Represented Accedian at industry conferences and webinars

Responsible for managing Accedian’s 1Gbps and 10Gbps Network Interface Device (NID) portfolio, including feature development roadmap, pricing, go-to-market strategies, strategic customer engagements, customer issue escalations, and sales and sales engineer training.* Responsible for 65% of Accedian’s revenue base* Captured and prioritized the key market requirements new features and solutions* Developed and drove the roadmap for solution rollout, including socializing with key customers and adjusting to address changing market requirements* Maintained a prioritized list of Epics and User Stories to keep R&D teams focused and aligned to the portfolio’s strategic direction* Worked closely with account teams to ensure marketing material was available to drive key customer engagements and to support these engagements here required* Developed and presented solution messaging for strategic webinar events Financial Networks Performance Elements, 2015-2016Leveraged existing Accedian products and intellectual property to open up an adjacent, high margin market vertical in Financial Trading networks by creating a Network Performance and Service Assurance solution specifically tailored to Investment Banks and Financial Services carriers.* Worked directly with lead customers and sales teams to develop a unique solution offering1G and 10G Performance Elements, 2012-2016Drove the ongoing development of Accedian’s 1G and 10G Carrier Ethernet solutions to ensure the Business Ethernet and Mobile Backhaul solutions continued to meet customers’ requirements.* Launched a new product line based on commercial off-the-shelf technologies to address price and margin erosion pressure in the Carrier Ethernet market

Enhanced the Carrier Ethernet Access portfolio by launching an Ethernet over Fiber NID along with an Ethernet aggregation, switching and transport platform. Specific achievements include: Enhanced and finalized Market Requirements for the Ethernet over Fiber NID, including the addition of performance monitoring and service assurance capabilities (Y.1731, 802.1ag); Drove the definition and introduction of a 16x1GE, 2x10GE Ethernet Switch/Muxponder for optical edge and metro transport applications; Worked closely with a strategic customer to define and manage the development of high availability solutions for Ethernet platforms to address emerging critical service offerings; Worked closely with account teams to enhance our solution set to address the Mobile Backhaul market, including the requirements definition for customer portals for SLA monitoring; Managed the overall roadmap and development prioritization to align product release to market and customer expectationsDrove evolution of the existing EMS platform to enhance support for graphical based tools sets required to manage Ethernet and optical transport services and infrastructure. Worked closely with lead customers and other Product Management teams to developed roadmap and marketing requirements needed for a successful launch. Coached product development teams, who had little experience with Ethernet and optical transport, to minimize learning curve roadblocks and drive alignment with customer driven solution goals. Supported the sales organizations through collateral development and customer presentations in order to drive the acceptance in key lead-customer accounts

Developed an Optical Networking and Carrier Ethernet portfolio to complement the copper and TDM based Carrier Ethernet portfolios and expand market reach into the Metro Interoffice Transport. Performed fundamental market research to identify key revenue opportunities and articulate the strategic value in order to justify the overall investment. Developed the solution portfolio, backed up by competitive analysis and lead customer feedback to address identified opportunities. Created Market Requirements for the Ethernet transport and access equipment, DWDM multiplexing and transport equipment and Network Management support. Managed feature prioritization and development plans with the product development team ensuring a successful product launch. Developed pricing strategies to drive market acceptance and support margins goals, and produced materials to evangelized the solution with sales teams lead customers

Expanded the Ethernet over Copper, Carrier Ethernet portfolio to address a growing market for higher bandwidth services. Developed initial market driven requirements for new 8-port bonded VDSL2 and 12-port bonded ADSL2+ Carrier Ethernet NIDs along with solution proposals for lead customer discussions and acceptance.

Managed the expansion of the fiber optic transport portfolio to address emerging market requirements and key customer needs. Key achievements included: managed the development and introduction of a new 3/1.5/0.78 Gbps video transponder for uncompressed video distribution; enhanced the overall portfolio with the introduction of 5 other function specific modules needed for the pre-production video transport market; developed market-driven pricing and end-of-life planning, supported by competitive analysis and specific customer feedback, to support margin targets; coordinated R&D, Product Introduction, Customer Support and Operations to ensure successful product launch

Developed and executed the strategic plan to identify, quantify and secure access to emerging technologies and service opportunities strategic to long term portfolio competitive differentiation. Defined and managed a $500K internal research program to develop advanced technologies; developed and managed a $200K external research program with MIT, GaTech and other leading research schools, to assess emerging technologies and identify and assess promising new service opportunities.

Developed and championed customer driven portfolio evolution strategies to transition a telecom based metro optical portfolio to address (1) the emergence of ethernet based telecom standards, (2) the demand for ethernet based access services for business applications and (3) the exploding demand for residential broadband access solutions such as fiber to the home, premise, and curb (FTTH, FTTP, FTTC) for voice, data and video services.

Managed a team of technical marketing specialists to provide technical sales and marketing expertise to drive revenue and market share growth of optical and data equipment in the US and Canadian CLEC and Cable market. Responsibilities included (1) establishing revenue and margin targets, (2) approving pricing and incentives, (3) negotiating contract terms and conditions and, (4) mentoring and coaching of direct reports. Exceeded annual sales quotas by 10% to 15% by developing strong customer relationships and influencing customers decision criteria in our favor. Grew revenue in Cable Co and CLEC market by an average of 20% per year by developing programs specific to their needs and buying practices.

Managed a team of marketing specialists responsible for developing marketing programs, messaging and collaterals to drive revenue and market share growth for Nortel's fiber optic transmission equipment. Specific programs included the development of a "Broadband Network Display Vehicle" which could be used to create large scale sales events at the customer's location, exposing our value proposition to hundreds of decision makers and influencers who might not ever get to experience it first hand. As well, support was provided for trade shows, technical presentation development, success story publication and the development of the overall portfolio marketing messages.

Developed and managed a competitive analysis team and program to (1) drive focused sales and marketing strategies, (2) create competitive differentiation packages for customer presentations and sales teams training and, (3) support strategic portfoio investment decisions.

Supported sales activities by providing network and services planning as well technical training for key customer accounts. Worked closely with customer's planning and forecasting departments to develop 5 year network growth plans based on Nortel's current and planned platforms and features. Able to significantly impact or even bypass RFP's for next generation equipment based on this close relationship. Provided valuable customer feedback to development/ product management concerning current and planned features.