Matthew Ebben Email & Phone Number

Phoenix, Az, Us

San Mateo, California, Us

Leveraged AI-enabled efficiencies to revamp the value illustration process, resulting in ~70% faster POCs, ~30% reduction in CACReduced pre-sales cloud spend by upwards of 75%Led the global Sales Engineering team through a new, resiliency-focused go-to-market motion and crafted and trained on messaging, demonstrations to supportBrought AI capabilities to the Field Center of Excellence to reduce time spent on scripting and integrations

San Mateo, California, Us

Drove customer program management with cross-functional involvement from Product, Engineering,Marketing, Sales, and Sales Operations to reduce churn by 25% and protect > $10M in recurringrevenueLed technical engagement with key customers to drive rapid, repeatable value realization and “un-stick”lagging PS projects.Delivered 50% uplift in PS resource efficiency by driving an operational mindset into the Services team.Launched and formalized a repeatable QBR process to improve customer feedback incorporation andsatisfactionCreated and executed plans to further accelerate SaaS adoption among legacy customers

San Mateo, California, Us

Drove efforts to convert legacy on-premise GTM model to SaaS-focusedAchieved 25% SaaS-based new customer deployments in first CYMigrated 10% of on-premise customers to SaaS in first CYDelivered a 30% decrease in CAC vs On-Premise sales modelImproved customer value realization by simplifying customer operations, accelerating new feature adoption by 50%, and curating the customer experience.

San Mateo, California, Us

Led the technical enablement of business growth from $3M to $20M ARR.Expanded globally and integrated pre and post-sales into a team over 20 strong.Navigated strategic go-to-market pivot that saw sales attrition without losing a single team member.Led cross-functional creation and ownership of Field Feature Request program, which was responsible for over 60% of key product innovations.Authored over 20 corporate blog posts, white papers, and technical briefs.Under my leadership, the Presales Engineering team was the top-performing team in the company, leading in metrics such as:Innovation (over 50 data plugins, utilities, tools, etc that are still in production today)Customer EnablementCustomer Success and RetentionDirect and Indirect Revenue ImpactTeam member retention/low turnover (average tenure before last hiring push was 5.5 years)Operational Efficiency (no team delivered more value to the company with less investment)Enablement of other functions (Sales, Marketing, Channels, Partners (including extensive development of integrations), Post Sales Delivery, Support)Contribution to Company CultureWhile the Field Tech team at vArmour was certainly regarded as the top performing team in the company, it was also, without question, regarded as the most fun. My management style and my hiring/team-building philosophy lend themselves as much to establishing and fostering an excellent and fun culture as they do to technical and operational excellence. If you're not enjoying what you do and those with whom you work, you won't be successful with customers, and your work will feel like a job instead of a career.

San Mateo, California, Us

First SE on the ground in stealth mode.Led the technical team that closed our first 6 figure and first 7 figure deals.Technically enabled ARR growth from $0 to $3M.Created the company’s first technical sales GTM strategy.Defined and drove adoption of POC Playbooks and best practices.Launched and drove “Project Tiger,” a time-to-value initiative that cut TTV by 90%Architected the industry’s only fully-orchestrated, agentless, third-party microsegmentation solution that worked on any virtual infrastructureResponsible for launching a dynamic, high performing world wide team of pre-sales engineers.Built the team that was the linchpin of the company culture for 7+ years.

San Mateo, Ca, Us

Investor in early stage startups focused on Cyber SecurityMentor for portfolio companies around go-to-market strategy and technical wins

Sunnyvale, Ca, Us

Guided a team of world-wide engineers to architect scalable, fault-tolerant, secure network architectures for the world's largest and most demanding networks. Led field-driven product enhancement projects through the feature request process.Trained, quarterly, a field of over 100 SEs on the X-Series product lineExecuted the company’s most strenuous POCs to demonstrate system performance, scalability, reliability, and feature richness.Technically drove the positioning of our products in a manner that made us a strategic partner for our customers, rather than single point solutions. Assisted sales teams with solution selling efforts.President’s Club Winner - Top Global Solutions Architect on X-Series

Served as a liaison between a group of world-wide systems engineers, Product Management, Marketing, and Engineering departments.Directly responsible for quarterly training/updates to over 30 field Sales EngineersLed all strategic POCs and performance validations at the Corporate Executive Briefing Center. Functioned as a subject matter expert on both technical and sales topics for field SEs.

Owned a > 90% POC Win RateBridged the gap between our sales staff and initiatives and customer goals. Led technical discussions with potential customers about how our solution would work in their environments, then proved it out with on-site POCs. Performed financial analysis such as TCO comparisons vs the competition to arm our internal champions with data to sell on our behalf when we were not on-site.Multi-time “Look of a Leader” award winner for excellence in Field Sales

Milwaukee, Wi, Us

Oversaw both architecture and daily operations of a network serving more than 20,000 home office and contract field employees, and hundreds of thousands of customers. Responsible for resilient, fault-tolerant, delivery of the company’s most critical business applicationsActively participated in infrastructure change control meetings/processes. Served as a subject matter expert in the areas of LAN Routing/Switching, DWDM networks, load-balancing, and highly-available application delivery.

Bs, Telecommunication Systems, Business

Mechanical Engineering