Red Hat

Revitalizing and Accelerating Sales Territories

I successfully doubled federal agency territory bookings in a historically underperforming sales territory by focusing on driving business growth through application modernization, infrastructure modernization, and AI/ML solutions for the public sector. This included federal agencies and, more recently, higher education institutions and their associated hospital systems.

Dual Sales Role: I spearheaded initiatives to enhance Red Hat's application platforms, with a particular emphasis on OpenShift, OpenShift Virtualization (KubeVirt-based), and the development and hosting of Large Language Models (LLMs) with OpenShift AI.

Collaboration with Partners: I worked closely with various partners to expand the reach of Red Hat's application offerings, ensuring widespread adoption and success across the federal territory. My efforts were instrumental in revitalizing underperforming areas and driving significant growth.

Application Platform Stategist

Spry Forward

As a strategic advisor and board member for a startup, my primary role is to serve as a trusted guide to the CEO across critical business areas. However, the following aspects could be more explicitly addressed:

* Strategic Guidance: I act as a crucial sounding board for the CEO, providing advice on product direction, partnership opportunities, talent recruitment, and capital raising.
* Technology Vision: I offer insights to ensure technology strategies are aligned with industry trends, though the specifics of how these strategies are implemented could be further detailed.
* Market Positioning: I contribute to refining the startup's product positioning and market entry strategies. A clearer connection between these efforts and the company's market success would strengthen this point.
* Growth Planning: I help develop strategies for scaling revenue and expanding market presence, but the execution and results of these strategies could be more fully articulated.

While my contributions are recognized for their pivotal role in shaping the company's technology strategy, assembling a talented leadership team, and driving growth through effective partnerships and go-to-market (GTM) strategies, there’s room to further emphasize the tangible outcomes and successes driven by these efforts.

Advisory Board Member

MayaData (Acquired by DataCore Software)

Driving Innovation in Open Source Cloud-Native Solutions

* Played a key leadership role at MayaData, contributing to the success of CNCF projects LitmusChaos and OpenEBS.
* Rapidly advanced from Enterprise Architect to Lead Alliances in just two months to meet evolving business needs.
* Orchestrated a go-to-market strategy for Kubera Chaos, which led to its successful spin-off and acquisition by ChaosNative.
* Established and maintained strong relationships with Kubernetes providers, partners, and consultants.
* Led OEM sales initiatives with major cloud providers, integrating advanced storage solutions.
* Collaborated closely with MayaData's primary investor to strategically package and sell the company within the VC’s portfolio.

Director of Alliances

GitLab Inc.

Driving Strategic Partnerships Through Expert Level Hands-On Expertise

Transitioning back to hands-on technical roles, I rekindled my technical expertise after years in sales, playing a vital role in driving innovation in cloud technology. I built HashiCorp Terraform based GitLab CI pipelines and ensured seamless integration and certification with AWS's latest offerings, including Outposts, Serverless Application Model (SAM), and Graviton2-based workloads.

In forging strong partnerships with key teams like AWS, HashiCorp, VMware Tanzu, and Google Cloud, I strengthened AWS collaboration by ensuring compatibility with their emerging technologies. I also co-created and delivered joint presentations and webinars with various tech partners, contributing technically to a collaborative project with the VMware Tanzu team for a major industry event. Additionally, I developed practical examples using HashiCorp's technologies, showcasing their real-world applications.

This return to technical engagement has not only reignited my passion but also enhanced strategic alliances through direct, hands-on contributions.

Solutions Architect

Mavance Consulting LLC

Catalyzing Startup Success in Sales, Marketing, and Strategic Planning

* Focused on driving growth for technology startups through enhanced sales, marketing strategies, and business development.
* Achieved significant milestones, including securing four major deals with Fortune 500 companies in 2018 for a client, Risk Focus.
* Offered comprehensive services in sales coaching and marketing strategies for HLC LLC.
* Actively involved in shaping sales, mentorship programs, marketing initiatives, and product strategies for vAssess/Helical.
* Led the charge in acquiring new customers on the East Coast for Pica8.
* Made a substantial impact on a range of startup clients, delivering strategic consulting aimed at boosting revenue and market presence.

Managing Member

Cloudsoft Corporation

* As Director of North American Business Development, I was integral to a pivotal phase of transformation.
* Involved in strategic planning, particularly in developing a commercial vision centered around Apache Brooklyn based product called AMP.
* My tenure coincided with the company's strategic refocus towards its core competencies in technical consulting and a sharpened emphasis on the European market.

Director Of Business Development

PLUMgrid Inc. (Acquired by VMware)

Fostering Growth in Emerging Markets with Innovative Technology

* Key role in establishing and expanding PLUMgrid's presence in Eastern North America with their groundbreaking Software-Defined Networking (SDN) solution for OpenStack.
* Overcame challenges of early market entry and complex technical requirements for OpenStack private clouds.
* Employed a strategic "land and expand" methodology, using targeted starter packs to secure new clients.
* Quadrupled account revenue through dedicated relationship building and account nurturing.
* Led regional revenue generation amidst market complexities, demonstrating strategic prowess.
* Spearheaded the adoption of PLUMgrid's innovative technology in a developing market, achieving significant results in a rapidly changing industry.
* My leadership in revenue generation highlighted my skill in managing complexity and creating value in new markets.
* PLUMgrid's innovation, particularly around eBPF, was a key factor in its acquisition by VMware within a few months of my departure.

Global Account Manager

BWG Strategy LLC

Elevating Business and Technology Dialogues in New York City

* Played a vital role in organizing elite roundtable events in NYC, bringing together leaders in technology, media, and telecom.
* Enabled the forging of valuable connections and sharing of insights key to enterprise growth.
* Regularly engaged in monthly discussions focusing on the latest in cloud computing.
* Fostered networking opportunities with top business leaders at these events.
* Established strategic relationships and facilitated idea exchange to spark innovation.
* Crucial in creating a dynamic environment for knowledge exchange and building professional relationships.
* Contributed to giving BWG Strategy clients a competitive advantage in achieving their business objectives.

Chef (formerly Opscode)

Accelerating Growth and Transitioning to New Opportunities at Chef

Chef - Open Source Automation Software

* Led the expansion in East and Northeast US, strategically targeting high-value enterprise accounts.
* Collaborated with the CRO to double Chef's largest deal, navigating complex Enterprise License Agreements.
* Successfully exceeded the revised annual sales quota in just 7 months.
* Proactively responded to market shifts, such as Docker's rise, by aligning with an emerging SDN entity, showcasing adaptability and foresight.
* Renowned for surpassing quotas, establishing key partnerships, and demonstrating keen industry insight.
* Integral in propelling Chef's rapid market growth and strategic evolution.
* Transitioned from Chef following the availability of a long-sought-after role, aligning with my career aspirations and professional growth trajectory.

Regional Director

Citrix

Cloud Market Development Leader - Promoting Apache CloudStack

* Drove growth in Northeast US for Telecommunications, Service Providers, and Enterprise sectors.
* Developed and executed strategies for various sales channels, including direct sales, channel partnerships, and collaborative sales approaches.
* Established as the go-to expert on CloudPlatform, CloudStack, and CloudPortal, enhancing service delivery.
* Built strategic partnerships for commercial integration and innovation within the ecosystem.
* Raised the profile of Apache CloudStack through effective thought leadership and community engagement.
* Key player in expanding Citrix's cloud presence via CloudStack market development, partnerships, and educational initiatives.
* Made a significant contribution to the advancement of Apache CloudStack in the cloud technology landscape.

Account Executive / Overlay Sales

* 25+ Year Career Span: Expertise in engineering, sales, and business development.
* Senior Sales Leadership: Proven track record in leading sales teams and exceeding targets.
* Technical Acumen: Deep understanding of technology solutions, enhancing client engagement.
* Strategic Approach: Focus on building lasting partnerships and market expansion.
* Dual Strengths:
 * Technical insight for credible client discussions.
 * Sales expertise for driving business growth.

Goal: Leverage technical and sales skills to excel in senior sales roles, building sustainable business relationships.

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