RestorePoint.AI delivers a Secure Managed Data platform as a SaaS solution, enabling midsize enterprises to leverage analytics and Generative AI for business intelligence while meeting security requirements—all without extensive in-house resources.- Build out and ramp up a high-performing team of solution architects, aligning pre-sales strategy with company objectives.- Spearhead technical discussions and POCs with key clients, translating complex data solutions into business value.- Collaborate with sales, product, and marketing to refine go-to-market strategies and influence product roadmap.- Develop and present targeted proposals, demonstrating ROI of RestorePoint's offerings to C-level executives.- Stay at the forefront of data management trends, adapting quickly to emerging technologies.- Foster cross-functional partnerships to streamline sales processes and ensure successful project implementations.- Leverage data-driven insights to optimize sales approaches and identify growth opportunities.Key skills: Technical leadership, strategic planning, client engagement, sales enablement, team management, data operations expertise

EclecticIQ is a global provider of threat intelligence, hunting and response technology, and services to governments, large enterprises, and service providers worldwide.- Led a global Customer Success team across regions and time zones, implementing a customer-centric strategy that delivered consistent results for a multimillion-dollar book of business.- Integrated Totango with HubSpot CRM, improving data visibility, reducing issue resolution time by 60%, and increasing first-call resolution by 38%.- Developed and deployed customer success playbooks, enhancing onboarding and proactive issue management, achieving a sub-5% churn rate and a 30% boost in attach rates.- Fostered a customer-first culture via cross-functional collaboration, improving communication, streamlining processes, and raising NPS from 4.5 to 8.5 in 2023.- Established KPIs and dashboards to measure performance, driving data-informed decisions and team effectiveness.- Built trusted advisor relationships, securing a 98% renewal rate and repeat business from Fortune 500 and FTSE 250 clients, exceeding revenue targets for new and renewal business in 2023.- Collaborated on Account-Based Marketing strategies, driving a 115% increase in marketing leads, a 125% rise in sales leads, and a 30% growth in opportunities.- Streamlined proof-of-concept processes, reducing timelines from 12–18 months to 1–3 months and increasing deal closure rates by 17%.- Reduced OPEX by 95%, saving $200K annually by migrating from AWS to fixed-cost leased infrastructure.

BMC is a global software company specializing in IT management solutions. BMC's product portfolio covers IT service management (ITSM), infrastructure management, cloud and data center solutions, and security and compliance tools supporting digital transformation.- Established and led BMC Software’s mission-critical Customer Success organization, reporting directly to the office of the CEO thus ensuring top accounts achieved business outcomes, realized value from their investments, and maximized retention of a $550M renewal pipeline. - Onboarded 15 Customer Value Architects within eight weeks to support 100 strategic enterprise accounts across the Americas and EMEA, representing $550M in renewal revenue for 2020. - Designed and implemented a unified, cross-functional Customer Journey and Engagement Framework, fostering customer retention and expansion through recurring, value-driven engagements with measurable success metrics. - Delivered post-sale consultancy, best practices enablement, and product roadmap insights to customers, enhancing product adoption and maturity at no additional cost. - Provided real-time account health intelligence and targeted feedback to R&D, ensuring alignment of innovations with customer needs and driving adoption of BMC solutions. - Achieved year-one results surpassing renewal and retention targets by 134%, reducing the original three-year timeline to 18 months, and expanding the team by 200% to support $800M in renewal pipeline revenue for 250 strategic accounts.

Broadcom's Infrastructure Software segment offers enterprise solutions for system management, cybersecurity, storage, and cloud technologies. It integrates AI capabilities, especially through VMware, enhancing cloud infrastructure and AI adoption. This boosts efficiency, enables data-driven decisions, and supports digital transformation across sectors.- Played a pivotal role in integrating CA Technologies’ security solutions into Broadcom’s operations following its $18B acquisition, enabling the Presales and Adoption Team to thrive during a turbulent transition. - Achieved 127% of Identity Security targets by effectively articulating business and technical value propositions to new customers, solutions partners, and public audiences. - Secured and managed demonstrations and proofs of concept for the entire Security Product portfolio, protecting Fortune 100 customers and driving major contract wins, including: - $3.7M state government contract - $1.2M insurance company contract - $750K regional financial services contract - $75M global IT services company contract - Lead training and enablement of Broadcom Account Managers and resale/service partners on CA Technologies products, contributing to $1.2B in sales revenue post-acquisition. - Demonstrated resilience and leadership during transformative periods, ensuring seamless operational integration and continued success.

CA Technologies was a global enterprise software company that provided IT management, DevOps, and security solutions, enabling organizations to plan, develop, manage, and secure applications across mainframe, distributed, cloud, and mobile environments through automated software delivery and monitoring tools.- Contributed to the North American Presales Leadership team at CA Technologies, driving global adoption of Security Business Unit solutions and generating over $300MM in sales revenue. - Delivered industry-leading Identity and Access Management (IAM) solutions, including Identity Management & Governance, Single Sign-On, Advanced Authentication, and Privileged Access Management, as well as encryption and data loss prevention. - Prioritized data protection and threat management, leveraging collaborative threat intelligence and analytics to mitigate client data risks effectively. - Partnered with over 100 resale partners to expand market reach and ensure the successful delivery of security solutions across the West and Central regions. - Played a pivotal role in ensuring seamless operational integration of CA's Security Solutions during the Broadcom acquisition, maintaining continuity and customer satisfaction. - Championed technical excellence, strategic market penetration, and innovative leadership, enabling transformative business solutions and fostering a culture of innovation.

CA Technologies was a global enterprise software company that provided IT management, DevOps, and security solutions, enabling organizations to plan, develop, manage, and secure applications across mainframe, distributed, cloud, and mobile environments through automated software delivery and monitoring tools.- Partnered with Fortune 500, federal, state, and local customers to define IT security and privileged access management (PAM) solutions through workshops and strategic dialogues.- Collaborated with product management teams to develop a PAM product roadmap, translating customer feedback into market-driven features and enhancements.- Provided subject matter expertise on privileged access management, advising technical product managers, developers, and QA engineers while contributing to thought leadership articles.- Authored solution requirements for product development, evaluated technical proposals, and ensured alignment with modern security frameworks, regulations, and mitigation strategies.- Delivered technical leadership by influencing design decisions, conducting impact assessments, and guiding technology choices to align with business objectives.- Recognized as a technical authority on CA’s Security Solutions Portfolio, presenting publicly and driving integration of innovative security mechanisms into product offerings.- Facilitated cross-functional collaboration with Product Line Leaders, partners, and customers to define system requirements and craft innovative, customer-centric solutions.- Applied SAFe methodology to prioritize competing demands, navigate ambiguity, and adapt to dynamic business needs.

Xceedium provided privileged access management solutions for enterprises, securing and controlling administrative access to critical systems across on-premises, cloud, and hybrid environments through their flagship product, Xsuite, which enabled granular access control and monitoring of privileged users.As the Global Director of the Systems Engineering Group at Xceedium, I built and managed a global team of 12 pre-sales engineers and solutions specialists who were responsible for $40MM in sales annually. We effectively closed sales all over the world. One of our greatest accomplishments was closing a $1.4MM deal with a telecom provider in Kuwait without every stepping foot in country. - Provide leadership & direction in the delivery of Xceedium solutions to Inside, Direct, and Channel Sales organizations as well as prospects and clients while ensure high satisfaction and exceptional customer experience throughout all aspects of the Technical Sales Cycle.- Return input from clients and prospects and feed that back to Engineering and Product Management teams as defined requirements, and user stories for inclusion in the product roadmap.- Skilled at working with clients, partners, peers and executive management to identify weaknesses & recommend solutions as well as define new processes and policies in all facets of Pre & Post Sales Engineering activities.- Xceedium was acquired by CA Technologies on August 17, 2015.

- Support Commercial, Federal sales teams and Channel Partners to drive new and recurring sales for all solutions within the NitroSecurity product portfolio with technical account management involving in person and online presentations, Q&A, proposal generation, training, services, and speaking engagements. - Formulate technical responses to RFI and RFPs, product demonstrations, product evaluations, and other requirements as needed. - Train, educate and work with partners to drive and close new sales opportunities by providing world class webinars, seminars, and training events - Responsible for creating professional services processes and procedures to deliver solution architectures and statements of work. - On behalf of NitroSecurity partners, engage with clients directly to manage and support the resolution of critical issues, training, requested features and functionality and other areas of customer support. - Facilitate end user requirements with product marketing and management for continued development of features and new enhancements. - NitroSecurity was acquired by McAfee on December 1, 2011.

Veracode was one of the first companies to provide static and dynamic code analysis in a Software as a Service (SaaS) model. Customer Engagement and Relationship Management:- Build and maintain strong customer relationships- Understand customers' business, security, and compliance challenges- Present Veracode's vision, strategy, and product roadmaps to executives and technical managementTechnical Expertise and Demonstration:- Demonstrate Veracode's platform, value proposition, and technology to prospects, customers, & partners- Match Veracode solutions to customer's business and technical requirements- Design, lead, and complete successful Proof-of-Value engagements Sales Support and Business Development:- Work closely with the sales team to establish long-term business relationships- Assist in closing strategic and enterprise opportunities- Complete RFPs, security questionnaires, and third-party security attestationsProduct Development and Feedback:- Acted as a prospect / customer advocate and champion by providing customer-oriented feedback to internal cross-functional business units in an effort to guide the future direction of Veracode services and products Technical Analysis and Problem-Solving:- Understand technologies, constraints, and issues related to application security program implementation- Design and implement compelling demonstrations aligned with key use cases and customer valueCompetitive Intelligence:- Build and sustain competitive intelligence- Develop methodologies for migrating prospects from competitive solutions to Veracode solutions- Assist account teams on opportunities where competitive solutions are incumbentIn addition to my role in presales, I also mentored other systems engineers. This work was deeply rewarding as I built lasting friendships, working as part of a transparent team within the Sales organization.

I provided pre and post-sales support for QRadar, an Enterprise Network Security Platform that integrated both Security and Network based log management, flow data (network behavior analysis), and vulnerability management into a single interface that delivers directed remediation quickly.My specific areas of focus included the development and subsequent enforcement of internal network and security policies, Implementation of industry best practices, monitoring assets (both network and application) for compliance with Industry (PCI), as well as Regulatory (HIPPA, FISMA, SOX, GLBA, ISO 17799) standards.- Served as the lead technical resource supporting the Q1Labs Regional Sales Team, VARs, partners, and integrators. - Conducted product demonstrations for prospects and customers, both in person and via the web. - Installed, configured, and managed hardware and software evaluation systems, showcasing QRadar's capabilities in prospects' network environments. - Trained prospects and customers on tuning, navigating, and interpreting data from the QRadar SIEM solution. - Set and managed customer expectations throughout the demo and evaluation processes- Identified customer requirements and collaborate with sales, engineering, and product management to design network security and monitoring solutions tailored to those needs. - Facilitate a seamless transition from evaluation to production by coordinating with Customer Support and Professional Services teams. - Collaborate with the regional sales team to maintain positive and lasting customer relationships.

Secure Elements, Inc. provided automated information technology security compliance software solutions for the federal government and critical infrastructure markets.As a senior security engineer, I provided both pre-sales and post-sales expertise for the Secure Elements hardware and software solution.- Acted as the primary technical resource for the Sales Team, VARs, partners, and integrators, ensuring alignment with customer objectives. - Delivered product demonstrations and proof of concepts to prospects and clients at live events, during onsite visits, and through web-based sessions. - Deployed and configured hardware and software evaluation systems to highlight Secure Elements’ value in real-world customer environments. - Educated prospects and customers on optimizing, using, and interpreting data from the Secure Elements platform. - As the technical owner of any opportunity, I managed customer expectations across demonstration and evaluation phases, ensuring prospect desired business outcomes and requirements were met and exceeded. - Collaborated with cross-functional teams, including sales, engineering, and product management, to design customized network security and monitoring solutions. - Partnered with Customer Support and Professional Services to ensure a smooth transition from evaluations to fully operational deployments. - Worked closely with the regional sales team to nurture and strengthen client relationships for long-term success.

- Technical Sales Leadership: Supported strategic accounts across multiple verticals by identifying opportunities, designing tailored security solutions, and managing pre- and post-sales cycles.- Delivered a consultative approach to align NetSec and Verizon Business security services with customer needs, achieving 1600% of quota and earning the #1 Security Specialist rank nationwide in 2006. - Security Engineering Expertise: Designed, configured, and deployed advanced security solutions, including firewalls, IDS/IPS, and VPN technologies from leading vendors such as Cisco, CheckPoint, McAfee, SourceFire, and TippingPoint. Served as a mentor to security engineers, providing training on technical sales and solution delivery across the country. - Client Engagement: Fostered deep relationships with client executives (CIOs, CSOs, VPs of IT Security) through consistent, meaningful interactions, ensuring high satisfaction and uncovering additional business opportunities. Presented technical solutions to both executive and engineering-level clients. - Strategic Planning & Execution: Collaborated with sales and account teams to develop and execute territory and opportunity management plans. Led efforts to qualify, price, and close contracts while managing multiple projects and deadlines effectively. - Event Leadership: Planned, attended, and delivered presentations at large security events, showcasing Verizon Business security capabilities to prospective and existing clients. NetSec was acquired by MCI in February 2005, which was subsequently acquired by Verizon Business in January 2006. Across all roles, I consistently combined technical expertise, consultative value-based selling, and strategic leadership to deliver exceptional outcomes for clients and stakeholders.

- Provided pre- and post-sales support for the design, engineering, and implementation of WAN, LAN, video, voice, optical, and information security solutions for mission-critical government networks. - Specialized in seamless migration from legacy systems (X.25, Frame Relay, and TDM networks to ATM networks for non-stop operations across wireless, copper and fiber connections.- Designed and implemented cost-effective, competitive network solutions tailored to customer requirements, ensuring optimal performance and value.- Delivered technical training to Account Executives, Systems Engineers, and Field Engineers on internal solutions and vendor products.- Created and presented technical sales proposals to customers, partners, and executive-level stakeholders, supporting $60M in lifetime revenue.- Acted as the lead technical engineer for DOD and civilian agency projects, earning the 2003 Technical Services Person of the Year Award.Consistently exceeded performance expectations through innovative integration, migration, and project management strategies.

Planned, engineered, procured, and installed communications, video, optical, and VTC systems to meet operational requirements for a Navy test range. Collaborated closely with government counterparts to develop project plans, timelines, and custom solutions.- Designed and implemented WAN/LAN, voice, data, and optical systems, including sequencing, timing distribution, and optical tracking solutions.- Managed 30+ Timeplex nodes across proprietary and standard communications links, overseeing database administration, circuit maintenance, troubleshooting, and network expansion.- Installed data circuits to connect end-user equipment to backbone networks using ISDN, ATM, SONET, DSL, and other technologies over copper, fiber, microwave, and satellite.- Provided technical expertise in videoconferencing standards (H.320, H.323, T.120) and supported hardware such as codecs, MCUs, and encryption devices.- Delivered training to personnel on system use and maintenance while integrating LANs into wide-area network infrastructure.