Mar 2022 – Sep 2025 · 3 yrs 6 mos · San Francisco Bay Area · Hybrid

• OpsMx secures and intelligently automates software delivery, enabling enterprises around the world to ship better software faster. Excited to be leading sales and marketing for the industry’s first family of Secure Software Delivery solutions, working with Global 50 customers.

Sep 2019 – Feb 2022 · 2 yrs 5 mos

• Established integrated go-to-market capabilities for the first and largest confidential computing company, delivering data-first multi-cloud security to global enterprises.
• Worldwide Sales. Grew sales team from 2 to 17 sellers with global presence. Reach $14M ARR with three years of 2.5X YoY growth.
• Flagship Wins. Won new business at Shell, Goldman Sachs, Wipro, DHL, Cisco, and other leading companies to reach 100 customers. Focus on financial services and Global 2000.
• Solutions Marketing. Repositioned marketing to targeted data security use cases, leading with multi-cloud security. Took new integrated solutions to market with partners like Snowflake.
• Data Security as a Service. Launched industry’s most comprehensive SaaS-delivered data security solution. Rapid conversion of pipeline from on-prem to SaaS.
• Category Creation. Engaged industry influencers to establish Fortanix as leader in new Confidential Computing category. Led Outreach for Linux Foundation Confidential Computing Consortium.

Jun 2017 – Aug 2019 · 2 yrs 2 mos

• Recruited by Board to bring business leadership and go-to-market focus to strong technical team. ZeroStack’s SaaS-delivered private cloud offered a fully automated platform for enterprise applications, DevOps, and cloud services.
• Chief Revenue Officer. Directly managed worldwide sales and channel team. Increased average opportunity size from < $20K to > $100K, added $1M in bookings.
• Customer Success. Grew customer base from 3 to 25 customers. Accelerated customer success through direct engagement and expanded support.
• Managed Services Providers. Pivoted business to focus on managed and cloud services providers. Won deals and built pipeline with leading MSPs around the world.
• Team Performance. Simultaneously reduced undesirable turnover, implemented performance management, and expanded staffing outside the U.S.
• Strategic Partnerships. Cultivated strategic partnerships with leading hardware suppliers, ISVs, and cloud native startups, including RedHat, Intel, Lenovo, IBM, and Cloudera.
• IP Sale. In response to the challenges of scaling the business, ran the sales process and closed sale of IP to Lenovo.

Sep 2013 – Jun 2017 · 3 yrs 9 mos

• Marketing leadership through IPO and into market maturity to achieve 50% growth in customer base. Aerohive is an innovator in enterprise Wi-Fi and cloud networking.
• Business Value Marketing. Focused marketing on business impact to win deals at some of world’s largest retailers, outperform far larger competitors in education (25% of Aerohive’s business).
• Strategic Alliances and Joint Marketing. Developed and personally managed Dell OEM relationship, growing it 10% of business. Partnerships with Apple, Juniper, Brocade.
• Channel Program. Led company-wide business process overhaul to enable high-velocity selling. Redesigned channel program to reward reseller value.
• Product Management and Marketing. Defined and managed transition to next generation cloud application, data, and API platform.
• Investor Relations. IPO core team and roadshow, investor briefings, earnings calls.

Mar 2012 – Sep 2013 · 1 yr 6 mos

• As Riverbed's first CMO drove marketing transition from a single product success story to a leading portfolio of application and IT performance solutions. 120-person team, $45M+ annual budget.
• Enterprise Sales. Worked with sales leadership to launch global Data Center Transformation program and develop consultative selling skills.
• Corporate Marketing. Created and launched unified application performance platform positioning, used as company’s core message for 5+ years.
• Channel Program. Re-designed incentives to grow channel sales and technical capabilities.
• Business Development. Expanded partnerships with EMC, Microsoft, and key global integrators.
• OpNet Acquisition. Core team for Riverbed’s $1B acquisition and integration.

Jul 2006 – Feb 2012 · 5 yrs 7 mos

• Top marketing executive for BMC's $2B IT management software business at time of rapid growth and strategic leadership. Led 150-person team and managed $40M+ annual budget for demand generation, product marketing, AR/PR, technical marketing, and branding.
• Market Visibility. Generated 8X the press coverage of larger competitors per dollar spent.
• Enterprise SaaS. Launched BMC’s first SaaS business in partnership with SalesForce.com, with marketing driving 55% of revenue.
• Buyer-Centric Solutions. Launched new IT automation category with BMC as a leader. Restructured product marketing and sales strategies around buyer behaviors.
• Marketing Metrics. Built new marketing operations function, deployed new automation platform, and introduced formal metrics scorecards.
• Acquisitions and Integration. Member of core team for integration of serial acquisitions of public companies as well as technology startups.

Oct 2002 – Jun 2006 · 3 yrs 8 mos

• “Day 1” executive at software startup automating IT operations, compliance, and security.
• Enterprise Sales. Directly involved in selling to flagship F500 customers.
• Product Management. From technology prototype to customer-focused solutions.
• Professional Services. Managed post-sale implementation and customer support.

Oct 2001 – Sep 2002 · 11 mos

• Recruited by CEO to join turnaround leadership team for $1B innovator in collocation and data center services. Restructured full product line, refreshed strategic alliances, and supported acquisition due diligence while motivating team during organizational upheaval.

May 2000 – Jul 2001 · 1 yr 2 mos

• HiFive! pioneered SaaS delivery of IT, security, and application management. Launched company, tripled product portfolio through technology partnerships, recruited resellers.