Kentik is the network observability company. Our platform is a must-have for the network front line, whether digital business, corporate IT, or service provider. Network professionals turn to the Kentik Network Observability Cloud to plan, run, and fix any network, relying on our infinite granularity, AI-driven insights, and insanely fast search. Visit us at kentik.com and follow us at @kentikinc.

Responsible for all customer and prospective customer interaction across of spectrum of target enterprise companies and MSP’s. Specific tasks involve developing an evolving strategy to access key influencers and decision makers in conjunction with assigned sales engineering colleagues and a channel development resource.Accomplishments include: • Closed first transaction with Salesforce.com resulting in a key beachhead within their marketing cloud from which enagagment with the security operations team materialized.• Closed key win in Oracle’s cloud division enabling the opportunity to strategize with Oracle leads around an expansion of monitoring network and security devices within the larger cloud environments.• Closed key SaaS win at Juniper Networks (largest to date for Zenoss)• Closed key wins at Williams Sonoma and Dreamworks moving open source customers to commercially supported platform• Grew footprint in key valley accounts (Apple, NetApp and VMware)• Successfully cultivated and then leveraged Cisco partnership to open engagements with Amgen, Wells Fargo, & Kaiser Permanente

Responsible for developing the sales methodology and go to market strategies as part of the initial sales team recruited, pre company and product launch, reporting directly to BitSight company co-founders. Calling on F1000 CIO’s and CISO’s to evangelize BitSIght’s revolutionary cloud based security effectiveness rating platform for third party cyber risk management, industry benchmarking and cyber insurance policy negotiations.Accomplishments include • Designed and implemented the success framework for the proof of concept (POC) engagement model for BitSIght’s initial service offerings.• Completed POC’s with F1000 firms including; Principal Financial Group, Discover, US Bank, Amazon, T-Mobile, Safeway, Mutual of Omaha .• Opened project engagements at Charles Schwab, Union Bank, Zentih Insurance, Homestreet Bank, Zions Bank, Starbucks, Kaiser Permanente, DaVita Health, Janus Funds• Executed the successful recruitment and onboarding of Accuvant, a Blackstone portfolio company, to be BitSight’s first national resale partner

Responsible for recruiting, developing and leading a world-class field sales organization. Included implementing individual territory strategies to assure Proofpoint cross selling in existing accounts and onboarding new customer adoption of Proofpoint’s SaaS email security, archiving and governance solutions in five territories spanning the Western US & Canada.Accomplishments include • Took over an underperforming region, increasing quarterly new subscription revenues 250% sequentially quarter over quarter while hiring to plan• Led the team to exceed budget for annual recurring revenue in Q4 CY 2012 as well as total bookings budget in the same quarter.• Guided the cross functional team sales effort which culminated in the Q4 CY 2012 win at VMware representing Proofpoint’s second largest cloud archiving engagement to date• 33% of team members achieved Proofpoint’s club honors for FY 2012, above the company average of 20%

Responsible for all customer and prospective customer interaction within the the Northern California region for TippingPoint’s industry leading IPS solutions. Specific tasks involve developing a quarterly strategy to over achieve against quota target in conjunction with assigned sales engineering colleague, a shared channel management resource as well as other key overlay teams for service providers. Acquired by HP 2010.Accomplishments include • Rep of year (AMS and Worldwide) for FY 2011. Over $12M in bookings. • 2010 split year (3com FY end and five month HP FY). 3com FY 125% of quota. Five month HP abbreviated year, 220% of quota • Annualized quota attainment of 113% based upon three full quarters with the company for fiscal year 2009. • Management of Top 5 HP Enterprise Security Products/TippingPoint customer Kaiser Permanente. Managed (cumulative) spend from $2.7M in October 2008 to in excess of $17M through December 2011

Worked with the executive management team to shape go to market strategy and ensuing field execution for Blue Lane’s datacenter IPS and PCI compliance offerings. Recruited, hired and managed inside sales and field sales engineering resources to achieve revenue targets. Secured Blue Lane’s initial customer and partner wins upon launch of VirtualShield, Blue Lane’s product for VMware’s ESX server offering, at onset of employment tenure in a hybrid sales & business development role.Accomplishments include:• Field product awareness training of VMware’s entire worldwide SE team; negotiated Blue Lane’s initial distributor relationships for VirtualShield offering along with VMware’s top VARs for 2005, 2006 and 2007 among others.• Key vertical wins for Blue Lane’s product portfolio included Hawaiian Airlines, Edwards LifeSciences, UCLA Healthcare, Scripps Healthcare, Chevron and Pioneer Natural Gas and increasing regional revenue attainment by 400%.

Initial field sales executive hire; tasked with establishing and building customer base, field sales and SE team in the Western Unites States for emerging technology provider in web user monitoring category reporting to President/COO. In conjunction with early stage company actively involved in shaping go to market and focus strategies in the areas of marketing, channels and business development.Accomplisthments include:• Secured business relationships with industry segment leaders including SalesForce.com, Ticketmaster, cNET, Paccar, Paramount Digital Entertainment, and Blue Cross as well as strategic partnership engagement with Oracle.• Increased territory revenue from $100K to $1.7M on an annualized basis during tenure; hired first field account executives and sales engineers in the region.

Responsible for recruiting, developing and leading a world-class field sales, sales engineering and channel sales team. Includes implementing regional strategies to assure F5 penetration in existing accounts as well as driving product and consulting opportunities in new accounts. Critical to team success in effectively acting as a liason between the field and all disciplines of F5 Executive Management through both written and regular recurring oral communication.Accomplishments include:• Ongoing strategic sales management of some of F5’s largest customers including Microsoft, eBay, Sabre, DHL and Ameriquest Mortgage.• Successfully integrated part or all of existing F5 Field teams (including former peers) as part of structural realignments on three separate occasions.• Increased annual team revenue run rate from $13M to over $45M in four years.

Entailed direct management responsibility for sales professionals in branch office of National Internet Service Provider. Ongoing development, implementation and management of strategies to achieve team success as well as individual representative professional growth. Proactively managed sales processes appropriate for targeted customer set. Managed and mentored individual sales representative productivity (including joint activities). Recruited and hired to sales staffing plan. Accomplishments include:• Catalyst for the Colocation Agreement with AboveNet (MFN) to address gaps in Verio’s offering to SMB market;• Championed the adoption of a partner referral program to increase the regional sales teams exposure and leverage in opportunities.

Provided input into the sales model as well as chacteristics of Wayfarer’s revolutionary information delivery system, INCISA. Position initially provided the unique challenge of presenting INCISA to corporate and business partner prospects conceptually before product launch. With the version 1.0 release of INCISA in early 1997, role evolved to further defining the market for INCISA; gaining the confidence and trust of “non technical” departmental VP’s and managers with the objective of justifying the competitive advantage of tailoring organizational or industry specific information flow. (company patents acquired by Vantive and ultimately Oracle)Accomplishments include:• Identified and developed five of Wayfarer’s initial nine business partners in the Eastern United States;• Discovered and qualified a technology company, Torso, which Wayfarer ultimately acquired in May 1997.

Managed solution selling of Firefox’s PC enterprise interconnectivity software throughout the Northeastern United States. Applications for Firefox’s software included Client Server, Internet, Intranet and Network Security. Position required a keen understanding of the challenges facing network administrators attempting to connect disparate operating systems at the LAN/WAN level. Simultaneously sold to and supported Fortune 500 accounts and developed an educated VAR network using a combination of customized presentations and joint sales calls on site. Consultative sales process involved justification to both business and technical decision makers.Accomplishments include:• Negotiated Firefox’s largest US commercial sale (KPMG) for fiscal year 1994;• With annual license revenue quota of $1.2 million, achieved 120% of quota for fiscal 1994; 133% of quota for fiscal 1995 and 123% of quota first half of 1996; Salesperson of the quarter (four times) 7/95-6/96.

Managed all aspects of distribution of MiLAN's Ethernet hardware and multi-protocol print servers throughout the Eastern United States and Eastern Canada. Recruited and supported VARS and acted as a liason to national distributors through appearances at trade shows, scheduled product training sessions and joint sales calls. Developed company exposure and brand awareness by educating new and existing customers on MiLAN's expanding product line.Accomplishments include • Territory revenue growth outpaced company revenue growth by 20% during 1993 fiscal year and was top domestic territory six consecutive quarters;• Helped to standardize accounts including Goldman Sachs, Merrill Lynch, Alcoa, Burlington Coat Factory, Bellcore and Westinghouse on several MiLAN products.