Promoted to an influential executive position, I lead the Solutions Engineering team, focusing on revenue growth and optimizing sales performance following a strategic overhaul of the advisory practice. I synchronize engineering efforts with sales strategies to drive business success and maximize outcomes. Managing a team of 7 top-performing direct reports, I nurture a culture of accountability, collaboration, and continuous improvement. Additionally, I provide expert, identity-driven cybersecurity guidance and serve as a fractional CISO for commercial and mid-market enterprise clients.➥Drives large-scale strategic account success through close collaboration with CIOs and delivering tailored fractional CISO services to enhance client cybersecurity postures.➥Spearheads solutions engineering to enable presales and sales teams, empowering 18 sales leaders to achieve their objectives and accelerate growth.➥Aligns technical services with evolving market needs, cultivating a high-performance culture that consistently delivers superior value to clients.➥Boosts product visibility by supporting the sales team in identifying strengths, discovering growth opportunities, and refining market positioning strategies.➥Optimizes the opportunity management process, resulting in faster response times, streamlined solution development, and accelerated deal execution, ultimately enhancing client satisfaction through timely proposals and statements of work.➥Negotiated a transformative $74M proposal for a Fortune 50 client’s RFP, in partnership with a leading industry service provider, setting the stage for the largest potential agreement in company history.

Here, I spearheaded the Solutions Advisory and Engineering teams, driving key strategic initiatives and ensuring the successful delivery of impactful advisory services to major clients. I managed the full lifecycle of client engagements, from initial deal negotiations to final product delivery, while acting as a trusted advisor to CIOs and CISOs within large organizations. Additionally, I led a team of 8 direct reports, fostering a culture of collaboration and accountability.➥Oversaw the operations of advisory services, managing client engagement schedules, performing thorough security assessments, and delivering bespoke solutions that aligned with clients’ specific business goals.➥Provided strategic thought leadership in cybersecurity, mentoring teams and offering expert guidance to C-level executives on enhancing security infrastructures and proactively addressing emerging cyber risks.➥Drove the expansion of our advisory offerings, successfully launching 15 new services, which contributed to a $3.8M revenue growth in 2023.➥Secured a transformative $2.7M contract with one of the UK’s largest grocery retailers, solidifying a strategic position in a competitive industry landscape.

I oversaw a high-performing team consisting of 3 direct reports and 7 sales directors, leading solution engineering efforts to support sales initiatives across multiple regions. I partnered closely with sales leaders to strategically manage key deals, spearheading the scoping, proposal development, contract negotiations, and engaging in legal discussions for managed services agreements. My focus was on high-value opportunities, ensuring that our solutions were tailored to meet client needs and align with broader business objectives.➥Obtained the largest worldwide deal in EMEA, valued at $1.2M, significantly enhancing Simei’s market presence and influence in the region.➥Spearheaded initiatives to grow the EMEA market, contributing to a 15% overall boost in organizational sales growth.

I managed end-to-end client solutions, overseeing every phase from initial scoping to contract execution. In close collaboration with sales leadership, I strengthened presales technical support and developed customized identity and access management (IAM) solutions for large enterprise clients. My primary focus was on designing scalable solutions that addressed complex client needs, leading strategic client engagements, and ensuring that contracts were aligned with business objectives.➥Successfully secured the largest deal in company history, a $5.2M contract with Discovery Channels during the pandemic, navigating the challenges faced by the IAM sector.➥Introduced a process improvement initiative using Trello to optimize deal tracking and visibility, which significantly enhanced forecasting accuracy and boosted sales team productivity.

I collaborated closely with regional Managing Directors to identify and capitalize on business opportunities within the IAM services sector. I engaged C-Suite executives to present and implement strategic IAM solutions tailored to their organizations’ needs. Leading cross-functional teams, I ensured the successful execution of complex projects, guaranteeing alignment with client expectations and seamless delivery. I worked alongside Chief Architects to design and implement innovative digital identity solutions across various industries, overseeing project teams and providing strategic consulting and digital technology services.➥Developed an AI-powered solution for managing user roles and permissions, enhancing the accuracy of access control decisions through improved confidence scoring.➥Implemented an AI/ML-based solution for a Fortune 50 healthcare client, streamlining and reducing the complexities associated with RBAC and role management overhead.➥Engineered a Just-in-Time (JIT) access solution for cloud entitlements and privileged users, bolstering both security and operational efficiency.➥Directed IAM initiatives for a Fortune 10 merger and acquisition, managing all phases of the transition, from pre-day 0 through Day 1 and beyond, ensuring a seamless integration process.

I executed enterprise-wide strategic security and risk management program, with a focus on IAM, as part of a major digital business consolidation initiative. I evaluated and refined IAM processes to strengthen the company’s security posture while integrating all IT services into a unified digital platform. My efforts drove projects aimed at enhancing security controls and improving operational efficiency within identity services.➥Developed and implemented Key Performance Indicators (KPIs) and Key Risk Indicators (KRIs) for enterprise-wide IAM, establishing clear metrics for success and risk management.➥Streamlined the SailPoint integration process for applications and workflows, significantly reducing error rates in provisioning and identity management, thereby improving overall system reliability.

Provided IAM and Cybersecurity technical leadership to clients for technical solutions and delivery, generated service sales and new business. Ramped up new IAM practice capability for commercial clients.

Delivered and executed enterprise IAM strategy. • Provided the technical, financial, and organizational leadership that enabled the successful migration of 12 national banks and 54 offices into new centralized support model, to reduce operating costs by $8M.• Managed the Active Directory clean-up• Developed Cost of Operation model for new centralized service

• Delivery leadership for centralized service provider for networking, telephony, and communications.• Managed large-scale technology assessment and modernization effort resulting un minimized potential vulnerabilities to voice and data services (Cisco, Avaya)

Leader for Identity and Access Management: SOX and IAM controls design, test, and remediation efforts across enterprise business units.

Managed Small Business Card IT PMO. Delivered projects in waterfall and agile for card promotions and onboarding new customers. Managed efforts for Chevy Chase Bank small business migration post merger.