Mike Ernst Email & Phone Number

Florida, United States

Denver, Colorado, US

Seattle, Washington, US

• Run the entire global SE organization
• Theater leadership positions in NA (2nd line), EMEA and APAC and ~80 SEs in the entire organization responsible for > $140MM in ARR.
• Extensive work on our GTM: re-shaping our marketing message and developing the corresponding technical use-cases that SEs would “prove out” during POCs accelerating sales cycles and improving conversion rates.
• Developed from scratch my hiring framework; a structured set of interviews with standard questions that ensures only high-quality SE hires. Almost no unwanted attrition since this has been instituted.
• Built out an SE-specific Quarterly Business Review (QBR) focused on POCs/Account Management and providing sales leadership with a balanced, SE-centric perspective of their business.
• Constantly revamping the team’s Demo and POC motion to incorporate new product capabilities and the latest marketing & messaging materials

Seattle, Washington, US

Lead the Sales Engineering organization at ExtraHop for North America. Supported by 7 regional directors and responsible for a team of 40+ SEs at a cutting edge technology company growing at more than 40% annually. Added an entire new region each of the past 2 years and brought on/promoted new SE leaders and filled out the team with new SEs while.

Seattle, Washington, US

Lead the SE team for the Federal, DoD, and Southeast regionsGrew the team by 50% and revenue by 300% in 2.5 years.Transitioned the role from player/coach to proper SE manager.

San Francisco, California, US

• Lead the SteelCentral SE team for the North Central, South Central, and Ohio Valley regions
• SteelCentral is the APM/NPM component of the Riverbed product portfolio
• Managing a team of 10 SEs carrying a $40M revenue target

San Francisco, California, US

• Director for Asia-Pacific Japan (APJ) Riverbed Performance Management (RPM) Sales Engineering team
• RPM is a new Riverbed business unit that combines the OPNET acquisition and the Cascade business line
• RPM is focused on Application Performance Management – monitoring/troubleshooting the end-user experience of critical business applications
• Manage a team of 12 SEs across APJ
• Played a key role in integrating the OPNET/Riverbed sales teams and mapped out product/regional coverage for integrated product offering
• Spearheading several channel strategies to introduce the OPNET product line to the much larger Riverbed channel program

• Continued to expand OPNET’s international presence – hired staff in Turkey, Australia & Japan
• Managed a staff of 10 Pre-Sales engineers and delivered 25% growth YoY
• Increased OPNET’s presence in previously under-served markets: Taiwan, Thailand and Indonesia
• Granted responsibility for all Professional Services engagement in APAC/Middle East
• Built a pipeline for our new and exciting transaction-level tracing technology for J2EE/.NET applications
• Long-term strategic project with large SE Asia Service Provider for Network Planning

• Expanded area of responsibility to include the Middle East
• Developed new partner relationships in Saudi Arabia, Kuwait, Egypt, and United Arab Emirates
• Directly responsible for successful $500k+ APM deals in Singapore, Malaysia and United Arab Emirates that were competitive with larger, more established vendors
• Managed successful implementation of entire OPNET APM solution suite for a state-owned utility in SE Asia
• Regularly conducted end-to-end application diagnostics as part of Proof-of-Concepts

• Launched OPNET’s Asia Pacific operation as the lone Pre-Sales engineer for the region
• Rapidly grew our business from by 400% from 2008-2010 and built a team of 7 engineers spreadacross China, Singapore, India & Australia
• Developed successful channel partners in Japan, Korea, China, Thailand, Indonesia, Malaysia, and the Philippines
• Lead evangelist for OPNET technology in the region
• Ensure that future product/business strategies meet the requirements of APAC customers
• Provide input to Senior Management on growth plans, channel development and marketing

• One of the lead engineers in the Professional Services division
• Managed high-visibility client projects and also developed additional services business
• Started a single engineer assignment at the Department of Homeland Security and grew it into a large project with multiple engineers on-site and a multi-million dollar product sale in less than 1 year
• Acted as a mentor to junior consultants
• Worked closely with sales/pre-sales in developing additional opportunities for product/services revenue within my client base

• Began to play a senior role in high-profile client implementations
• Recognized internally as one of the top Network Performance Management resources
• Successful engagements completed throughout the world; Bulgaria Telecom, Cable & Wireless, Barclay’s Capital, US CENTCOM
• Participated in product development/strategy
• Developed product presentations and delivered them at our annual user conference, OPNETWORK

• Provided software development/implementation support for various US government clients
• Built custom network data reporting solution for DoD
• Multiple engagements with Telefonica España that resulted in their becoming one of our flagshipcustomers
• Began to earn a reputation within OPNET as “always delivering” – received additional funding fromTelefonica on the condition that I specifically continue to support them

Masters, Computer Science

Bachelor Of Science, Computer Science

Bs, Finance