As an Enterprise Account Executive at Rafay, I’m your friendly neighborhood Kubernetes wrangler, pulling platform teams back from the wild frontiers of infrastructure chaos. My mission? To help you deliver scalable AI/ML infrastructure with the speed and precision of a well-oiled machine—without you needing to hire an army of SREs. Think of me as the bridge between DevOps nightmares and push-button cloud-native dreams. I simplify the complex, turn Kubernetes into your best friend, and help you avoid the kind of infrastructure wastage that keeps CFOs awake at night. Rafay is the force multiplier your team didn’t know it needed, and I’m here to make sure you squeeze every drop of efficiency out of it.But let’s not stop there. I’m not just selling a product; I’m providing a strategy to make your platform team a lean, mean, AI and Kubernetes-delivering machine. Rafay transforms chaos into order faster than you can say “multi-cloud” and centralizes everything—so your developers can get what they need without a hundred emails, and your Ops team can actually take a vacation. Need to operationalize those pricey GPUs or simplify your Kubernetes fleet across data centers and clouds? That’s my bread and butter. If it involves AI/ML, infrastructure cost optimization, or the magical land of DevOps efficiency, I’ve got you covered.And, hey, if you’re looking for someone to help you tame the sprawling landscape of cloud-native infrastructure without needing to throw half your budget into DIY solutions, look no further. Rafay’s platform does the heavy lifting, and I’m here to make sure it gets in your hands—quick, painless, and with just a bit of cheeky banter along the way.

Enterprise Focus.LogicMonitor connects, correlates, and enriches observability data to help unify fractured IT into a single view that enables teams to deliver efficiency, insights, and value from the infrastructure to the digital experience. We leverage AI to provide unprecedented context to business-critical services that are the foundation for growth and innovation in a hybrid world. For more information, visit www.logicmonitor.com.

Mid-Market FocusFY 2023 attainment:100% primary - 267% secondaryMaintained Stage 2 pipeline of net-new opportunities between 250-400% of plan through end of Q4Took high-probability churn customer and doubled their revenue in first 4 months of FY23Utilized MEDDPICC & Force Management Command of the Message to tie Pain & Required Capabilities to metrics driven Positive Business OutcomesDeveloped new Global Systems Integrator (GSI) engagement model to facilitate greater business velocity with large strategic channel partnerDelivered Channel AE training sessions to train partner AEs on LogicMonitor Positioning & Value Proposition – 26 Stage 2 meetings & countingMaintained 100% or greater quota attainment for supporting BDRs – Six Stage 1 & Two Stage 2 opportunities per month

Utilized MEDDPICC sales methodology to determine the right pursuit approach for each customerContributed to team goal of 134% quota attainment in FY2021Developed multiple use cases for automation tools integration into the productIdentified opportunities to close product gaps and successfully presented business cases to internal Product groups

Completed an intensive training curriculum designed to give veterans a comprehensive understanding of the high-tech industry and develop key sales skills. The following is a list of core competencies emphasized:Product and Industry:• Networking• Collaboration• Data Center Fundamentals• Security• Internet of Things• Analytics• Cloud ComputingSales Techniques:• Sales and Business Acumen• Prospecting, Qualifying, and Investigating• Closing and Objection Handling• Negotiation Skills• Communication Skills• Personality Style and Adaptation• Extensive Role Playing• 30-60-90 Day Planning

Supported national Account Executives with a focus on Cloud Advisory & Application TransformationReached 110% of bookings target in 7 months in FY2021Finished FY2021 at 183% of targetCreated workflow improvements to the Quoting & Proposal generation process resulting in 25% average time savingsAdapted existing & created new Assessment & Health Check offerings to focus on Infrastructure & Application migration to GCP and Azure

Technical leader for team responsible for supporting 65,000 phones Led and drove a team that achieved 92% PSTN TCO reduction on Voice Optimization project Selected by senior leadership to manage and oversee the introduction of multiple UCC monitoring and analysis platformsDesigned cross-platform Cisco & Avaya dial-plan replication mechanism using 3rd party software automation platform

Delivered over $300k in revenue quota retirement in H1FY2018 at 40% gross marginDeveloped 6 new assessment services adapted from previous successful offerings: Application Transformation, Application Performance, Cloud Readiness and Strategy, Hybrid Cloud Migration, Network & Datacenter w/Carrier Services & SD-WAN, and M&A IT RationalizationCreated all Datasheets, Battlecards, and Overview Presentations for new offerings to internal and external sales resourcesResponsible for all marketing material and training of all Account Executives on new consulting offeringsDelivered all sales training for Account Managers to ensure comfort and familiarity with Assessment offeringsDeveloped and delivered ROI and TCO models for Business Value Assessment led selling approach

Grew the assessment team from two to five in less than 24 monthsTrained three junior team members to deliver voice, collaboration, and network assessmentsDemonstrated consistent ability to connect business pain & technical impact to relevant partner technology solutions using empirical dataQuota Retirement - FY15: 105% - FY16: 130% - FY17: 180%Delivered the two largest Consulting opportunities to date - $253k & $446k at 43% GPContributed materially to an active pipeline of opportunities at 300% of plan targetGenerated $1.2M in revenue from first consulting sales opportunityManaged the delivery of assessment engagement for a new customer that led directly to $4.5M global network and services opportunityDesigned, priced, and presented bespoke Managed services offering to win $5M RFP

Direct involvement in preparing BOM and closing business with #1 client for network refresh resulting in an 8% increase in top-line sales revenueFeatured Public Speaker and Presenter on popular Industry EventsSuccessfully championed the internal purchase of Cisco UC for the internal MTM user

Quota retirement achievement:110% in FY2011120% in FY2012135% in FY2013Responsible for all technical sales presentations to customers, partners & vendors in regionPrimary contributor and author for Cisco certification program - CCNA VideoFeatured Speaker at Cisco Live 2013 and Presenter on Cisco internal Education Events

Contributing member of the Engineering group responsible for designing, testing, implementing, and supporting next-generation B2B video services Built and operated Telepresence Lab and R&D environmentCreated all Test/Migration/Upgrade/Implementation plans for Tata video service offeringsIn-depth hands-on experience deploying and troubleshooting all related and underlying Cisco voice & video technologiesHeavy-duty SIP protocol troubleshooting experience for both voice and video solutionsCreated simple automation and process improvements that cut customer deployment/provisioning times by over 75%Led Trouble Ticket MTTR reduction workshop resulting in 60% reduction in ticket resolution times

International lead for Cisco Telepresence Delivery/Post Sales – over 60 systems deployed for over 18 different customers in 14 countries on 4 continentsDomestic and international trainer for all new Telepresence engineersCreated the first documented Network Path Assessment process required for Telepresence network compliance testingLead development engineer for the global GTM for all aspects of Telepresence planning and delivery. Recognized multiple times by management for dedication to customer satisfaction

Sole provider of NBC training for over 1200 Marines and sailorsLed groups of 30 to 200 Marines through training operationsManaged the planning, development, and execution of multiple concurrent training cycles Promoted to rank of Sergeant in under 4 years – Honorably Discharged