Spotlight.ai is an Autonomous Deal Execution platform designed for enterprise sales teams aiming to transform their go-to-market (GTM) strategies by enhancing deal execution, inspection, and closing processes.I provide strategic guidance and product advisory to support the growth and impact of this innovative platform. My role involves advising on:* Product innovation and roadmap alignment with market needs.* Sales enablement strategies leveraging zero-touch MEDDICC qualification reviews.* Autonomous value selling capabilities that drive deal progression.* Improving predictability, productivity, and win rates for enterprise sales teams.Spotlight.ai empowers sales teams by increasing pipeline predictability and delivering proven productivity gains, raising average sales prices, and significantly enhancing win rates.

* Led $210M ARR Performance Engineering portfolio, ensuring stable product metrics and execution post acquisition.* Defined and executed a long- and mid-term roadmap, aligning with business strategy, oversaw portfolio delivery lifecycle.* Mentored a high-performing team of product managers, consolidated deliverables into a pillar strategy for management.* Driven delivery of portfolio platform modernization enhancing platform foundations with updated technology stack, containerized deployment, enhanced security and reusable components, supporting market leader position and retention.* Collaborated with the cross-functional teams on product requirements (PRD) for strategic initiatives: AI innovations, UX redesign and FedRAMP readiness.* Led integration of Performance Engineering into the wider DevOps ecosystem collaborating closely with the CTO office and cross-functional teams.* Built strategic customer design partnerships - Customer Advisory Board program, 1:1 roadmap sessions, Beta releases.* Delivered regular enablement/webinars, aligning product capabilities with GTM strategies, boosting pipeline growth and conversions.

* Led $120M ARR LoadRunner Enterprise product for SaaS and off-cloud, redefining its strategy and roadmap.* Introduced a new consumable licensing model, driving growth and complementing existing pricing structures.* Defined product requirements (PRDs) by collaborating with the cross -functional teams and major customers, improving overall product value and customer retention.* Continuously analyzed product metrics (Salesforce, Tableau, SQL) resulting in actionable plans improving business KPIs, prioritization, and introduction of new product initiatives.* Successfully led delivery of 8 major releases, 15+ minor releases and continuous delivery of quality and security updates.* Re-defined LoadRunner Analysis with an innovative user experience, capabilities and value proposition, enhancing performance testing insights and overall product usability.* Led API and Service Virtualization product and strategy as a differentiating capability across Functional Testing and Performance Engineering.

* Owned the lifecycle and growth of API and Service Virtualization, enabling emulation of components in API-driven, cloud-based, and service-oriented applications.* Delivered updated business strategy (Business Plan) elaborating on growth plan and investment justification.* Collaborated with the cross-functional teams on regular updates of product requirements (PRD), technical roadmap, release execution and enablement driving Service Virtualization to market leadership.* Co-authored technical enablement sessions for technical sales teams and strategic partners.* Collaborated with marketing and industry analysts (Forrester, IDC, Voke) resulting in recognition of Service Virtualization as a key ALM and Test Automation Platforms capability.* Continuously evaluated product metrics (sales reports, customer support databases, google analytics).* Led the initial incubation of ADM Integrated Suite, transforming point ADM products into a unified solution with a cohesive user experience.

* Spearheaded the launch of the Service Virtualization product as a new revenue stream, achieving 90% CAGR in 4 years.* Defined the Service Virtualization initial vision and business plan, laying the foundation for successful product evolution.* Collaborated closely with R&D on early designs, product requirements (PRD), customer validation, and beta testing for targeted product development.* Led the initial product launch and expansion including pricing, packaging, licensing, sales and presales enablement, analyst briefings, customer evangelization and hands on customer engagements.* Successfully led delivery of 3 generations of Service Virtualization with 20+ public customer releases. * Established an incubation “SWAT” team to accelerate product adoption, resulting in faster time-to-value, multiple public reference case studies and aggressive product growth.* Continuously evaluated product metrics (internal sales and support systems) and sales incubation pipeline, directly contributed to deal closures supporting early market traction.* Partnered with marketing to expand the Service Virtualization market segment, positioning it as a key enabler of Continuous Delivery and DevOps practices.

* Drove 32% growth in HP Software SOA revenue across EMEA in 2008 by identifying new business opportunities and directly engaging with strategic accounts on SOA transformation strategies.* Leader of the EMEA SOA Technical Community, supported country-level presales and EMEA-wide business development, delivering tailored solutions and strategies to meet customer needs.* Key member of HP Software EMEA CTO’s team, contributing to the development of innovative cloud offerings and strategic product initiatives by collaborating with cross-functional teams and evangelizing the solution to customers.

* Recognized as a leading subject matter expert in the Systinet product suite, leveraging deep hands-on SOA and API knowledge to drive key client engagements and support revenue growth.* Advised clients on SOA transformation strategies, delivering tailored workshops, solution sessions, and consulting services that guided customer’s roadmap development. Led successful SOA implementation projects.

* Owned product management for the flagship Systinet Registry, the company's primary revenue driver and a key component of SOA solutions redistributed by BEA, Oracle, and Tibco, later branded as HP Systinet Registry.* Represented Systinet on the OASIS UDDI Technical Committee, actively contributing to industry standards and influencing key decisions through voting on behalf of the company.

* Responsible for project management, architecture and technical delivery of Systinet Registry product.* Designed and implemented the first commercially available implementation of UDDI v3 specification, voted as "World Class Product" by Web Services Journal in January 2004.

* Responsible for a migration and release of core Windows NT components to UNIX using Bristol Technology and open source toolkits. * Migrated production part of Opus 4.5 printing platform. * Designed and implemented eDelivery extension of Opus product. * Administrator for AIX/RS6000 and Linux systems.

* Responsible for a design and implementation of custom security control center systems for Czech prisons.