Director, Cybersecurity Strategic Alliances

Family break and part-time advisory work with early-stage companies on GTM strategy

GTM Advisor

Rafay

Enterprise, cloud-native turnkey Kubernetes management solution that empowers enterprises of all sizes to securely manage operations of Kubernetes clusters & workflows across any infrastructure, at any scale.

Scaled the sales org from 3 EAEs to 12 team members (EAEs, SEs, SDRs, managers), instituted a PG culture, scaled ARR by over 3x closing several F500 clients, increased ASP by over 2x, trained partners, implemented repeatable sales engagement process, forecasting methodology, and deal qualification framework based on MEDDIC.

SVP, Global Sales & Channels

Vera Security

Vera (acquired by  Fortra) is a modern cloud-based data security platform used by Global 2000 businesses to secure, track, and control access to files containing sensitive data. Initially hired to launch the global channels and alliances function and elevated in February 2020 to also run global sales, and eventually field engineering, customer success, and professional services.  

Partnered with the executive management team to return the company to growth during the pandemic, improved GRR from 64% to 90% and NRR from 73% to 115%, culminating with the acquisition by Fortra (HelpSystems) in December 2020.

VP, Global Sales, Alliances, and Field Engineering

SnapLogic

SaaS offering for self-service data and application integration as a service. Responsible for restructuring and growing our global ecosystem of GSIs, regional SIs, ISVs, Cloud Partners, and OEMs (PwC, Accenture, Azure, AWS, GCP, Snowflake, Cognizant, TCS, etc.).  

Partnered with CRO on strategy, expanded the team, and relaunched the partner program to drive more partner engagement.  Led relationships with PwC and other GSIs as both strategic end-user accounts and sell-with partners. Also managed our AWS and Azure relationships.  Closed the largest deal in company history to strategic GSI.  Global Field Sales leader of the year for 2017.

VP, Global Channel Sales, Strategic Alliances & Strategic Accounts

ForgeRock

Commercial open-source digital identity platform.  Joined pre-IPO (NYSE: FORG) and was responsible for GTM strategy around our ecosystem of Global & Regional SI Partners, OEMs, and Tech Partners across the Americas Region.  

Working cross-functionally, launched the first partner program and drove sales alignment with partners to increase partner referrals by 3x to over 30% of sales, jumpstarted relationships with Accenture, PwC, and Deloitte in the Americas, and managed Salesforce as a strategic account (OEM).  President's Club 2015 & 2016

VP of Alliances and Business Development, the Americas

Embrane

Early SDN entrant and provider of application-centric network services (firewall, load balancer).  

Led customer acquisition strategy after product launch and was responsible for signing Embrane's first reference customers along with building out the initial enterprise sales team.  Acquired by Cisco April 2015.

Head of  N. American Sales

Cisco Systems

Led N. American product sales specialist team for the Application Networking Services product line (a $200m+ business).  Built out the team, developed the sales GTM strategy, and re-established a focus for the Cisco field on this line of the business.

Head of North American Sales - Data Center/Application Networking Services

Part of the team responsible for worldwide field sales specialist team GTM strategy including cloud business development, creation & implementation of ROI/TCO sales tools, and data center solutions enablement.

Sales Development & GTM - Global Data Center Team

Led team responsible for all DC/Virtualization product portfolio sales in Emerging Markets (a $140m+ business).  Built and implemented the GTM strategy and supported numerous product launches including the Nexus switching solutions and UCS compute servers solutions.

Head of Data Center Sales and Business Development - Emerging Markets

Led team responsible for all Application Networking Services product portfolio sales in Europe ($100m+ business).  Hired the initial product sales specialist team for this newly created solution category, built and implemented the GTM strategy.  Supported numerous product launches during my tenure.

Head of European Sales and Business Development - Application Networking Services

FineGround Networks provided secure web application delivery and performance monitoring.  Built and led sales, marketing, channels, & operations for EMEA. 
Acquired by Cisco June 2005.

General Manager, EMEA (FineGround Networks)

Vignette

Enterprise content management.  Led sales for Nordics & Eastern Europe and all enterprise portal revenue across EMEA during tenure.  Acquired by OpenText July 2009.

Regional VP of Sales

Epicentric provided an industry-leading enterprise portal platform.  Led North American Sales, International Sales, and the Financial Services vertical during my tenure.  Acquired by Vignette December 2002.

VP of Sales (Epicentric)

UpShot Corporation

Early CRM SaaS provider.  Acquired by Siebel October 2003.

Sales Manager - Eastern Region

Multi-disciplined Sales, Alliances & Business Development Executive SaaS Leader with over 25 years of global experience in launching and scaling productive partnerships and building successful sales teams at both pre-IPO & public technology companies.  

Extensive early-stage GTM experience with a deep understanding of launching direct & indirect sales strategies, strategic account management, global partner ecosystems, co-sell relationships, and business development strategies to drive scalable and predictable revenue.

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