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Proven go-to-market tech executive in pre-IPO software companies with expertise in SaaS, cloud, data, storage, virtualization/VDI, security, AI, and infrastructure management. Showing versatility at Nasuni, where my teams inaugurated compete, enablement, value selling, sales methodology, and community initiatives, helping the company grow from 45 to 600+ employees, win nearly 1,000 customers, become a leader in Gartner's hybrid cloud storage category, and attain a valuation of $1.2B through the company's majority acquisition by Vista Equity.Currently lead the Americas West region sales team where I’m responsible for new name revenue growth, rep development, MEDDPICC sales process execution, and regional partnerships. Before taking this role, led global sales enablement and value realization. Known internally as "Coach Tom" and the “ROI Guy,” I work closely with our reps and senior IT leaders to build business cases for cloud transformation and optimize Azure, AWS, and Google Cloud spend.Whether I'm helping lead 6 startups to successful exits totaling $2B+, defining new products and product categories, equipping an IT manager with the tools to make an informed purchase decision, training a channel partner on cloud solutions, or coaching a sales team to exceed quota, my ability to understand both the technical and business sides of every challenge have been instrumental to my success.Professional success factors:Recognize high-growth market opportunities. Leverage technical background to create strong, defensible positions for companies and products. Articulate complex concepts and value propositions with simplicity and clarity. Bring passion, energy, and humor to every project. Work well with wide range of people and personal styles.Outside interests:Running, weightlifting, basketball, tennis, pickleball, golf. Piano and guitar. Motivational skits and original music videos for revenue kickoffs (aka embarrassing myself in front of hundreds of people). Organic gardening. Historic house restoration.
Nasuni
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Vice President, SalesNasuni Oct 2024 - PresentBoston, Ma, UsResponsible for new name revenue growth, rep development, MEDDPICC sales process execution, territory build-out, and regional partnerships for the Americas West sales region.
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Vice President, Enablement And Value RealizationNasuni Jan 2021 - Sep 2024Boston, Ma, UsResponsible for sales and technical enablement, competitive tools, and product documentation. Team started and owned annual Revenue Kickoff, Chorus call recording, Nasuni Sales Accelerator new hire boot camp, and bi-weekly All Hands trainings for 130+ sales team. In-house cloud economist, creator of Nasuni TCO models on Azure, AWS, and Google Cloud, and architect of DecisionLink ValueCloud implementation to make value selling a required step in the sales process.
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Vice President, Technical SolutionsNasuni Nov 2019 - Dec 2020Boston, Ma, UsChief product evangelist for the Nasuni File Data Platform on demand generation, awareness, and partner webinars and events. Manager of product documentation. Led cross-functional team that developed inaugural Salesforce-based community portal. Technical lead for AWS Storage Competency, AWS Digital Workplace Competency, and Azure Virtual Desktop (AVD) certifications.
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Chief Marketing OfficerNasuni Feb 2017 - Oct 2019Boston, Ma, UsLed repositioning of product from cloud storage gateway hardware to modular family of software-defined/SaaS solutions, emphasizing founding cloud file system innovation. Orchestrated AR outreach, leading Gartner to position Nasuni in the fastest growing category of its 2018 Hype Cycle for Hybrid Infrastructure Services. Built company's first MQL-SQO engine, TAM strategy, and Alinean-based ROI model. Rebuilt web site and blog and added Chat to increase inbound conversions. Instituted new collateral taxonomy, aligned messaging with AWS and Azure, and rewrote legacy marketing materials. Started cadence of webinars targeted at customers, channel partners, and prospects. Supported raise of additional $65M in growth equity funding led by Goldman Sachs and Telstra.
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Chief Marketing OfficerUnidesk (Acquired By Citrix) May 2008 - Jan 2017Marlborough, Massachusetts, UsRecruited by Matrix VC as go-to-market partner for founder before Series A closed. Responsible for product marketing, demand generation, PR/AR, channel marketing, and sales enablement for the pioneer in application layering technology from company inception through acquisition by Citrix in January 2017. Defined, launched, and evangelized the product that would redefine how Windows applications are packaged and delivered in virtualized and cloud-hosted workspaces. After operating 9 years as an independent company, amassing more than 1,400 customers, and raising more than $45M in venture financing, Unidesk is now called Citrix App Layering and offered as part of Citrix Virtual Apps and Desktops (XenApp and XenDesktop). -
Director, Worldwide Product Marketing, Hp Software Information Management GroupHewlett-Packard Oct 2005 - May 2008Houston, Texas, UsAfter helping integrate AppIQ into HP's storage software portfolio, led worldwide product marketing organization for HP Software Information Management business unit, managing product messaging, positioning, and content; corporate communications; and sales enablement for group's backup, information archiving, and e-discovery software. Efforts helped product line achieve record revenue and first quarter of profitability. -
Vice President, MarketingAppiq, Inc. (Acquired By Hp) Jul 2003 - Oct 2005Responsible for product marketing, marketing communications, public relations, analyst relations, channel marketing, and sales enablement for privately held Storage Resource Management software vendor from company/product launch through acquisition by HP in October 2005. Disruptive standards-based technology paired with equally disruptive OEM business model were keys to success. Product still offered by HPE as Storage Operations Manager.
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Vice President, MarketingCourion Corporation (Acquired By K1 Investment Management) Sep 2000 - Jul 2003Roswell, Ga, UsRecruited by CEO Chris Zannetos to reposition the company from tactical password management tools vendor to strategic identity governance and administration (IGA) solution provider. Launched Courion on path to become Gartner Magic Quadrant Leader in User Provisioning solutions. Courion was acquired by private equity firm K1 Investments in 2015. Products still offered by Core Security as Core Access Assurance Suite. -
Vice President, MarketingHighground Systems (Acquired By Sun Microsystems) Jul 1996 - Aug 2000Chief product/business evangelist, spokesperson, and strategic planner for the startup that gave birth to the Storage Resource Management software segment, since adopted and still tracked by IT advisory firms Gartner and IDC. Responsible for product management, program management, marketing communications, public relations, channel marketing, and sales support from company inception through acquisition by Sun Microsystems.
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Director, Product ManagementHyperdesk (Acquired By Ftp Software) Jun 1993 - Jun 1996Newbury, Berkshire, GbRepositioned HyperDesk from a distributed object technology middleware provider to the first groupware vendor focused on peer-to-peer project team collaboration. The concept (made commercially viable many years later by eRoom/Documentum/EMC and Groove/Microsoft) and launch momentum led to acquisition by FTP Software. Stayed with FTP 4 months to lead product and staff integration. -
Software EngineerDigital Equipment Corporation Jun 1987 - May 1993Houston, Texas, UsProgramming and project leading Digital's first Windows-based applications taught fundamentals of building and delivering enterprise-class software. But also showed how not being market-driven brings down even the strongest companies (precipitating career move to product management and marketing). Looking back, one realizes that many of today's software successes had their roots at DEC (network computing, windowing systems, clustering, groupware, messaging, virtualization, network management, blades, hyperconvergence, etc.).
Tom Rose Skills
Tom Rose Education Details
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Clarkson UniversityComputer Science And Mathematics -
Rivier UniversityBusiness Administration
Frequently Asked Questions about Tom Rose
What company does Tom Rose work for?
Tom Rose works for Nasuni
What is Tom Rose's role at the current company?
Tom Rose's current role is Vice President, Sales @ Nasuni | Product Marketing | Sales & Technical Enablement | Value Realization | Chief Product Evangelist.
What is Tom Rose's email address?
Tom Rose's email address is to****@****cle.com
What is Tom Rose's direct phone number?
Tom Rose's direct phone number is +150832*****
What schools did Tom Rose attend?
Tom Rose attended Clarkson University, Rivier University.
What are some of Tom Rose's interests?
Tom Rose has interest in Children, Environment, Education, Science And Technology, Health.
What skills is Tom Rose known for?
Tom Rose has skills like Leadership, Sales, Customer Service, Microsoft Excel, Microsoft Office, Microsoft Word, Outlook, Powerpoint, Research, Training, Windows, Public Speaking.
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