Imprivata

Director of Pricing and Packaging

Fireblocks

- Built out pricing strategy, discipline and operations to more than double unit economics of deals within 9 months of launching new pricing 
- Built out model and strategy for launching a product led growth go-to market strategy on top of an existing sales led motion
- Designed Salesforce requirements and workflow from CPQ to NetSuite ERP and billing 
- Built out a data driven framework for optimizing pricing decisions
- Established weekly/monthly/quarterly reporting process including weekly Tableau reports, monthly email updates and quarterly business reviews
- Established sales exception process to introduce and monitor pricing discipline

Head Of Pricing

Citrix

Driving the Pricing and Packaging transformation for Citrix

Product Marketing

Publish regular market and industry reports analyzing the software appliance, operating system, virtualization and related infrastructure software markets 
Co-ordinate worldwide team of analysts to deliver quarterly deliverable tracking the server virtualization market based on primary research, vendor and partner interviews, and financial data
Grew sales for  Server Virtualization Tracker from $100,000 and 1 client to 7 clients and over $1.5 million in one year
Developed industry's first revenue and new license shipment forecast for the emerging Software Appliance market
Provide go-to-market strategy and consultation with public and private companies from small startups to Fortune 100 companies

Research Manager - Client & Server Virtualization

Kaufman Brothers

Wrote proprietary research reports on leading software companies, including, Symantec, McAfee, Micros, CheckPoint, and covering as many as 15 at one time 
Performed fundamental analyses and corporate financial, operating and industry level due diligence
Developed financial models, perform valuation and other financial analyses to determine quarterly/yearly earnings and cash flow growth potential and ascertain investment recommendations based on risk/reward study
Communicated investment conclusions to traders, institutional sales force, and clients thereby increasing overall firm profitability
Developed strong relationships with key industry executives and thought leaders in the software space

Analyst, Equity Research - Security Software & Enterprise Applications

M&H Consulting

Provided custom IT solutions to small and middle market corporate customers, including legal enterprises, certified public accountants, and manufacturers
Played key role in developing customer expansion and corporate strategies with executive management
Built and optimized computer networks, installed software, created e-commerce websites. Supervised client's servers and networks as system administrator for multiple customers simultaneously

Computer Consultant

University of Massachusetts Print Services

- Managed and supervised a team of 4 in the development and implementation of web viewing and submission software for the Xerox Docutech 6135 digital duplicating system using PHP and MySQL.
- Created and maintained internet site for marketing products and services to the university community.
- Responsible for training senior management in computer literacy.

Network Administrator

Expert in driving innovation from idea to execution and monetization. I align cross functional groups behind a mission by bringing my GTM strategy, monetization, analytics and operational expertise to understand the first order and downstream affects of top down decisions. 

Transformational specialist having helped Citrix move to cloud services and then designed and drove transformation of Go To Market strategy.

Former Industry analyst at the preeminent research firm in the World.
Covered End User Computing
Wrote the definitional document on Software Appliances.
Managed the Worldwide Server Virtualization Tracker which measures penetration and market share of server virtualization technologies.
Former, equity analyst covering security software and enterprise applications.

Specialties: Pricing Strategy, Operational Excellence, Analytics, Thought leadership, financial and market modeling, competitive and strategic analysis, excellent writing skills

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