Elastic

Serving as a the technical authority and trusted advisor to the Strategic Enterprise sales team, customers, partners and community. Understanding and solving our customer’s business issues with the Elastic Stack, engaging the regional Elastic community through events and programs, and enabling sales through our Partners. Focused on excellence; taking the initiative to improve myself and the team through continuous learning and questioning the status quo.

Principal Solutions Architect

Cribl

* Support of dozens of customer engagement events, including developing content to present and be on panel discussions
* Partner enablement and education delivery to dozens of technical and integration partners
* Serve on SVP/CRO of Global Sales' Advisory board team
* Mentor BDRs and Sales Reps on the team
* Deliver technical sales closure to customer solutions/opportunities that resulted in $500K to $1+M in revenue per rep supported - grew customers by 100% in first year
* Creation of both internal and external content that advances Cribl's market visibility, capabilities and deliver customer's desired outcomes

Senior Staff Solutions Engineer

Splunk

●	Given a team of 2 and hired 4 more team members in less than 30 days to create a team of 6
●	Served player-coach role assisting with delivering $1M ARR sales for quarter/year end
●	Continued to serve strategically in prior role and accounts as part of transition

Senior Sales Engineering Manager - Enterprise TOA & Gulf Coast Accounts

• Acted as Team Lead to teach and model Sales Engineering best practices and techniques to team members which helped with 100% retention and promotion of members.
• Mentored new and intern Sales Engineers to obtain 100% acquiring of new IC’s and growing of team.
• Obtained subject matter expertise in Splunk Security/Cybersecurity through 7+ years of customer facing experience and almost 400+ hours of education/training a year
• Lead and developed complex, multiple, concurrent, and cross-functional projects to drive 20+% reduction in cost of sale an increase product adoption by 60%
• Worked closely with cross-functional groups, their leaders, and external leaders such as Product Management, Technical Marketing and Field Enablement to drive new feature functionality for customers, produce workshops that accelerate sales and adoption of products/services, and scale team’s knowledge and education
• Awarded and Recognized consistently for last 7+ years for contributions to the business:
o Customer Adoption Award – Strategic South in 2020
o Splunk Strategics Texas MVP Award 2019
• Delivered annual sales closures at 100% of quota and multi-millions consistently via MEDDPIC and Sales Plays:
o $15M in ARR sales in 2020
o $22.5M in annual sales in 2019
• Completed various industry recognized technology certification as part of continuing education:
o GIAC Continuous Monitoring Certification (GMON) 2020
o AWS Certified Cloud Practitioner in 2020
o Completed TalentSmart Emotional Intelligence Level 1 Certification class and completed Certified Trainer 2019
o Completed 200 hrs of management training process for SE Management
• Delivered various internal and external executive and education talks and presentations:
o Presented on Fortune 5 deal win with CRO at company SKO to an audience of over 2,000
o Presented Security UBA subject matter at SplunkLive! Dallas to an audience of over 100
o Presented Security subject matter at .conf18 Power Up Houston to an audience of over 100

Staff Consulting Sales Engineer - Strategic TOLA Accounts

Drive and manage the technology eval stage of the sales cycle, working with the sales team as the key Tech Advisor and advocate for our products and services. Answer tech questions from customers regarding Splunk technology, features, solutions, applications as well as articulate Splunk technology and product positioning to both business and technical users. Identify all tech issues of accounts to assure complete customer sat through all stages of the sales process. Able to establish and maintain strong relationships throughout the sales cycle with our customer's tech staff. Demo Splunk products and services to customers on site, remotely via webinar sessions, and at field marketing events such as conferences and trade shows. Respond to functional and technical elements of RFIs/RFPs.

Key Accomplishments:
•  Awarded and Recognized:
o	South Central MVP of the Year – 2016
o	MVP of the Year - Majors South Central – 2015
o	Rookie of the Year - Majors East SEs – 2014
•  Completed various industry recognized technology certifications as part of continuing education:
o	Splunk Certified Sales Rep I 6.3, IT & App Sales Rep, SE I 6.3, SE II 6.3 and SE III 6.3 Certification
o	Completed CISSP Certification Prep Class
o	Completed the Demo2Win Skills Oriented process
•  Delivered various internal and external education-based talks and presentations:
o	Delivered Keynote Demo at SplunkLive! Houston to an audience of 300+
o	Delivered Splunk message and demos at Cisco Live conference
o	Developed and delivered the Splunk SE I Bootcamp class and certification to 50+ peers
o	Developed and delivered Splunk Search Party Workshop process, trained 30+ peers and delivered over a dozen workshops
o	Delivered Keynote Demo for SplunkLIVE! Dallas to an audience of 500+
o	Delivered Splunk Beginners Class for SplunkLIVE! Houston to an audience of 100+
o	Created SHUG (Splunk Houston User Group) and ran it for 4 years for customers in Houston area

Senior Sales Engineer - South Named Accounts - TOLA

Forsythe

Providing pre-sales technical resource to customers and supporting Account Managers.  Experience with conducting presentations, creating network architecture and designs, bill of material and proposal generation and fostering both client and partner manufacturer relationships.  Demonstrates complete technical expertise in designing and architecting Network Solutions (both products and consulting services).  Local Vendor Relationship/Business Development activity with vendors such as Cisco Systems, Juniper Networks, Riverbed, and f5 Networks.  Mentor Technical Consultants in technology and sales experience.  Manage Technical Consultant through life-cycle of delivery engagement.  Must create all Bill Of Materials/Network Design Templates/Statements of Work for all Network Hardware, Software, and Services related opportunities.

Key Accomplishments:

Obtained Riverbed RCSA-W Certification in less than one week from a one day partner training

Assisted with creating Converged Solution Architecture, consisting of Cisco, NetApp, and VMware (FlexPod) for Houston market

Architected Cisco UC solution for publicly-traded oil and gas in Houston area – 800+ phones over 4 locations

Teamed to deliver nearly $4M in GPM via Network resale and services for 2012

Solutions Architect - Networking

Advanced Systems Group

Providing pre-sales technical sales support to Account Executives for hardware and software based solutions from partner-product offerings such as NetApp, VMware, Oracle/Sun Microsystems, Hitachi Data Systems, HP, Silver Peak, Symantec Software, and other primary partners.  Lead the technical information gathering via “workshops” and customer-focused “whiteboard” sessions to methodically develop solutions.  Produce complete Statements of Work (SOWs) to correctly estimate and scope installation/integration of systems and services for customer solutions.  Ensure that complete hardware configurations are created in conjunction with quotes when responding to RFQ’s/RFP's from customers.  Attend and acquire training and certification from partner-manufacturers.  

Key Accomplishments:
In less than 6 months was instrumental in assisting in over $200,000 in gross profits income.
Recently completed an integration solution sales cycle that was a little over $750,000 in total sales price.

Obtained NetApp Accredited Solutions Architecture Professional certification

Completed Red Hat Certified Technician course

Systems Consultant Engineer

Azalea Networks

A wireless mesh router company; privately held company with 150 employees worldwide.

Responsible for clearly articulating technical capabilities, functions and features of all wireless mesh networking hardware products and services to Sales, Distributors, Systems Integrators/Integrators, Resellers, as well as end customers.  Lead technical US and International pre-sales through consulting with customers on requirements and designs specifics and then producing the most efficient, cost-effective solutions.  Provided prompt technical support to US and International theaters at all levels, delivering on phone-supported configuration guidance, in-person and remote hands-on configuration guidance.  Spearheaded resolutions to product software issues through coordination of engineering resources and managing customer expectations.  Teamed with Product Management to give both customer and internal lab testing feedback which assisted in shaping the direction of the products and services.

Key Accomplishments:

Delivered impactful technical demonstrations of our products that displayed our features and competitive advantages.  Used to technical-close key partners and show case the products at major technical conferences and shows such as ISC.

Designed, created and delivered the Feature Enhancement Request (FER) process to properly capture customer and field requests that enhance our products and services – adopted globally for all divisions.

Traveled to Beijing, China to work with R&amp;D and Engineering teams on USA based requirements and product development for the next generation platforms.  Also spent time working with team on 2008 Olympic deployment of wireless routers for voice, video and data coverage

Created and delivered general and product specific technical training modules for Distributors and partners – this has now evolved into our Global Certification Training course.

Self-studying for Certified Wireless Network Administrator certification.

Sales and Systems Engineering Manager

The Planet

Dedicated server hosting provider with dedicated, managed, and collocation products and services.

Hired in to help develop the newly merged EV1Servers.net and The Planet’s Enterprise Sales Engineering team.  Worked with executive management team to create the correct team for focusing on Enterprise Customers, Pre-Sales and Post-Sales support for Sales Reps, and representing Operations.  Created an entire department and team from the job descriptions to scope, objectives, as well as team and personal development of major skills.  Forged relationships with Product Management, Professional Services, Support and Operations creating team synergies for sharing and leveraging resources.  Coached and mentored team and individuals on technical and personal growth.

Key Accomplishments:

Created, implemented and delivered the Sales Universe training materials and training course for both new and existing Sales Reps.  Developed the Sales Universe Binder for quick reference product and sales related information.  Increased product knowledge and shortened learning curve.

Created, implemented and maintained the Non Standard Request (NSR) process for the company.  As a result, created, formed, and chaired the NSR Committee for reviewing all submitted NSR’s.  Produced key new products and services, while organizing the deliver of non standard solutions.

Created and implemented the Customer Information Form (CIF) for gathering new customer’s requirements for our various products and services.  Streamlined the submission of orders.

Created DC Tour Team and process for allowing the Sales Reps to bring customers in for DC Tours as well as compliancy audit tours.  Created more impactful solution presentation that resulted in a higher closing rate.

Attended over 60 hours of internal management training to hone in management skill set.  Created personal improvement as well as impacted team development

Manager of Sales Engineering

Verizon Business

A leading global communications solutions provider; S&amp;P500 with 32,000 employees worldwide

Hired in originally to be the technical advisor on all Customer Premise Equipment (CPE) or hardware related sales, but was quickly integrated into the sales team.  Originally focused on consulting with the customer educating them about the hardware and technology to make educated decisions for their solutions.  Learned and consulted on over 30,000 network hardware parts from vendors such as Cisco, Nortel, Siemens, Adtran, Juniper and others.  Established relationships with these vendors to leverage for solution verification and key customer meetings.  Worked extensively as an overlay to the Systems Engineer / Design Engineer for designing and delivering the right customer solutions.  In sales capacity, worked with customers and prospects to sell the network hardware adding to the branch sales numbers.  Was 100% of plan during the short tenure as a sales rep.

CPE Specialist II

WellPoint Systems Inc.

Software solutions company for the oil &amp; gas and mining and explorations industries.

Hand-picked and recruited to build the pre and post sales Systems Engineering team for the US.  Created functional and technical demonstrations of Axapta/Dynamics AX developed software  applications.  Become the Subject Matter Expert (SME) on WellPoint’s oil and gas financial, midstream, and upstream suite of software applications.  Delivered tailored, customer-focused proof of concept installations in customer environments.  Quickly closed all technical concerns to assist in closing $1M in sales.

Key Accomplishments:

Technically assisted in adding key customers such TEPPCO, OXY Inc., and Kerr McGee.

Built User Guides and Installation Guides for US released products.

Pre-Sales Executive / Systems Engineer

Fiberlink Communications

A mobility expert and provider of “Mobility as a Service”; privately held company with 200 employees worldwide

Navigated promotion from Systems Engineer to Senior Systems Engineer due to evolving into a team leader and delivering excellent customer support to both internal and external “customers.”  Delivered strategic solutions in secure mobility software for Fortune and Global 1000 enterprise corporations and companies.  Delivered pre and post sales technical support for both Account Executives and Account Managers throughout the US and some International territories.  Led training for both peer Systems Engineers as well as Sales teams throughout the US and International teams.  Led technical responses to key RFI/RFP from Fortune and Global 1000 enterprise corporations and companies.  Established key technical relationships with enterprise customers such as BMC Software, Continental Airlines, Baker-Hughes Inc., Cameron Corporation, EDS-Bank of America, and Payless ShoeSource.  Assisted sales team, from a technical perspective, to secure over $1.2M in quarterly revenue.

Key Accomplishments:

Co-authored Internet published white paper on “Overcoming WiFi Obstacles with a Policy Driven Approach.”  Created internally published whitepapers on “Wireless Security” as well as “Strong Authentication.”

Co-founded “Fiberlink University” for continued education and training of technical and non-technical staff.

Mobile Broadband Specialist for the System Engineering team – encompasses WiFi/802.11x, CDMA2000/3G, and Hotel/Wired Broadband products and services

Received Systems Engineer of the Year award in 2002

Achieved CCNA Certification in March 2002

Completed Dale Carnegie Course in May 2004

Senior Systems Engineer I

Senior Staff Solutions Engineer - Servant Leader/Manager - Strategic, servant leader/manager focused on other's success. Passion for teaching and delivering solutions and results for people and organizations.

Servant Leadership • Servant Management • Helping/Developing Others • Software Platform Solutioning • Security Focused • Strategic Consultant

Strategic, serving player/coach in sales engineering with more than 23-years of successful experience working in startups to established high/hyper growth companies, growing revenue and people.  Posses passionate teaching skills for various audiences and purposes to meet different growth needs.

Gallup Clifton Strengths Top 5:
1. Achiever
2. Discipline
3. Connectedness
4. Harmony
5. Individualization

Recent data from Zippia reveals that 94% of entrepreneurs say a healthy company culture is vital for success, and 46% of job seekers say company culture is an important factor in their decision-making. The best way to learn about our company culture is directly from the source — our Elasticians. We asked, “Why Elastic?" Swipe through to see what they said.

#LifeAtElastic

Paul Daigle II

Why Elastic

Exciting news! Our Elastic Observability project at the Israeli Ministry of Justice won the Observability & Cyber category at the 2023 IT Awards by People & Computers🏆

Kudos to our amazing team for their dedication and innovation! KPMG Israel #ElasticObservability #ITawards

🔒 Exciting news for cybersecurity enthusiasts in Canberra! Dive into the world of Elastic Security at our upcoming Capture The Flag event on the 1st of May. Discover how the Elastic Stack empowers security analysts with real-time threat detection and intuitive workflows. Join us for a hands-on experience, learning about new features and putting your skills to the test in a real-life investigation scenario. Prizes await the top performers! Don't miss out, register now!

events.elastic.co • 1 min read

Capture The Flag: Canberra

At this year’s RSA Conference (May 6-9) we're showcasing AI-powered security analytics from Elastic Security. Visit us at Booth 5879 to see how generative AI streamlines alert prioritization, investigation and response, and SIEM administration.

Our team is ready to help you tackle your top security challenges. Ensure priority access by scheduling a meeting here: https://lnkd.in/gtmh_Che

#RSAC

gag.gl

Elastic at RSA Conference 2024

Honored to share that Elastic is a 2024 #GoogleCloudPartnerAwards winner in the Technology category! This award recogGoogle Cloudner with a data and analytics product in Google Cloud Marketplace who helped mutual customers achieve outstanding business outcomes. Learn more: https://gag.gl/sLoQdC

#GoogleCloudPartners #GoogleCloudNext

Telco as a Service (TaaS) is transforming the telecommunications industry by enabling flexible, scalable, and efficient service delivery. 

Find out how WiLab and Elastic are collaborating to set new benchmarks in the TaaS arena:

elastic.co • 2 min read

Telco as a Service (TaaS) with Elastic and Wilab

A critical but often overlooked component of Zero Trust is unified visibility into all of your data, no matter where it's stored or what format it's in.

Find out how Elastic helps create a unified data layer, so your organization can achieve the speed and scale it needs to implement Zero Trust:

Zero Trust requires unified data

Love this 5 star review of Elastic Security from one of our customers on Gartner Peer Insights! Read the full review here: https://gag.gl/IYAB0C

Huge news! The Elastic Universal Profiling agent, a pioneering eBPF-based continuous profiling agent, is now open source under the Apache 2 license! Read more about what this means for the observability community: https://gag.gl/Q4kQmb

#OTel #OpenTelemetry #APM

elastic.co • 1 min read

Elastic Universal Profiling agent, a continuous profiling solution, is now open source

We are pleased to announce the successful conclusion of another cycle of the Elastic Contributor Program! Take a look at the awesome 2024 winners and explore the benefits that come with being a part of an ambassador program:

3 reasons why you should become an Elastic community ambassador

Live from Elastic Day South Africa in Johannesburg 🚀 Over 200 customers and partners registered—excited to meet you all!

Here's what's on the agenda:
🔍 AI & Search: Real-time insights from data
👀 Observability & AIOps: Monitoring in multi-cloud
🛡️ Gen AI in Security: Risk Management & ML
🌟 Customer Spotlights: Nedbank, Electrum, Datacentrix, the 42 company and DataGroupIT!

Stay tuned for updates and insights!

Elastic CISO Mandy Andress was featured on KBI.Media's KBKast podcast! This is a great listen for a deep dive on AI innovation and security in today’s digital landscape. Check it out: https://lnkd.in/g_FbGFeE

kbi.media • 1 min read

Episode 251 Deep Dive: Mandy Andress | Charting the Path of AI Innovation and Security

Want to know more about the Elastic AI Assistant for Observability? Check out this step-by-step guide on setting up the AI Assistant with Azure OpenAI with a custom knowledge base that can be used to ask questions about your logs data, so you can get answers that will help you resolve issues faster:

Get started with Elastic AI Assistant for Observability and Microsoft Azure OpenAI

Join Elastic and Federal Resources Corporation for a Security Analyst Workshop on Thursday, June 6th, at Mercyhurst University in Erie, PA. Jared Pane (Director, Solutions Architecture at Elastic) and Nick Calderan (Senior Solutions Architect at Elastic) will deliver the workshop, followed by light bites and refreshments.

RSVP: https://lnkd.in/g3rM4wGk

🌟 Meet Mary Gouseti, Senior Software Engineer at Elastic. From advocating for inclusivity to overcoming imposter syndrome, Mary's journey inspires growth.

“If you want to accomplish something, make it realistic,” she says. “You’re not perfect, and you don’t have to be.” 

You can learn more about her inspiring journey on the latest blog →

elastic.co • 4 min read

Overcoming imposter syndrome as a software engineer: Mary Gouseti’s story

Elastic is hosting the latest Cross Government Forum on June 13th at the Jisc offices in Bristol.

The theme for the event is "Innovate with Confidence: Managing Security and Generative AI for Public Good"

We have an exceptional line up of presentations around Cybersecurity, Generative AI, and Navigating Complex Data Challenges from experts at The Cabinet Office, Intellectual Property Office, Jisc, SixWorks Limited and Elastic's own Field CTO. 

Please follow the link below to find out more details and register →

Elastic Cross Government Forum - Bristol

Join the Elastic Silicon Valley User Group on Wednesday, May 15th, for a meetup. We'll have presentations from Ari Hershowitz and Shaunak Kashyap (Engineer at Elastic), followed by networking, pizza, and refreshments.

RSVP:

meetup.com • 2 min read

OTel Collector for Log Collection + Elasticsearch in the United States House, Wed, May 15, 2024, 5:30 PM   | Meetup

Join Elastic and the Arizona Department of Homeland Security (AZDOHS) on April 30th at 2:00 p.m. EDT, 11:00 a.m. PDT to learn how their agency is leveraging Elastic to combat evolving threats. 

Elastic provides a centralized security information and event management (SIEM) platform and log aggregation, offering real-time visibility for improved cybersecurity and threat detection:

carahevents.carahsoft.com • 1 min read

Automate, Analyze, Act: Streamlining Your Cybersecurity Response with Elastic - View

Public Sector, sensitive workloads, and cloud might seem like a difficult match. But with Elastic and Google Cloud you can deploy and unify your Search, Observability and Security use cases on sovereign cloud solutions. Learn more:

Sovereign solutions for sensitive workloads: Elastic on Google Distributed Cloud Hosted

Join us on Wednesday, May 15th, at 9 am PDT for an Elastic Virtual User Group meetup! John Sobanski (Vice President of AI/ML at Pyramid Systems, Inc.) will present 'Aggregations, the Elasticsearch Group By,' followed by a live Q&A.

RSVP:

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