Oct 2023 – Jan 2025 · 1 yr 3 mos · United States · Remote

Jan 2020 – Sep 2023 · 3 yrs 8 mos

• Alliance Manager developing and managing Tanium Systems Integrator partners in the Federal market. Coordinating all aspects of our alliances to support business flow and grow business for the Tanium Federal market and our alliance partners.

Jul 2019 – Jan 2020 · 6 mos

• Responsible for growing revenue through alliance partnerships within Federal Systems Integrators (FSI). Establish senior executive relationships within FSI’s, enable cross functions teams between FSI’s and Splunk account teams. Provide FSI enablement, go-to-market business plans, and joint value propositions from alliance partners to end customers.

Oct 2015 – Jul 2019 · 3 yrs 9 mos

• Business Development Manager - Responsible for growing revenue by identification and program capture in the special program business segment. In charge of identifying Splunk strategic technical advantages and developing new solutions that enables innovative insight to customer’s data.

May 2014 – Oct 2014 · 5 mos · Vienna, VA

• Manage USPS Cloud sales team and go to market (GTM) strategy for public sector cloud opportunities across Federal and SLED (State, Local, and Higher Education) markets. Create and maintain strategic relationships with stakeholders within cloud service providers (CSP), end users customers, and NetApp corporate cloud constituents. Create and execute winning strategies to deliver program wins, revenue, and customer satisfaction when partnering with NetApp.
• Delivered over $60M and 160% growth within the first year of managing the cloud group. Added responsibilities to include Federal Systems Integrators (FSI) covering cloud with revenue targets over $200M.

May 2010 – May 2014 · 4 yrs · Vienna, VA

• Align NetApp technology vision with customers’ business and technical requirements. Develop technical solutions and architectures to solve new or unrealized challenges in the special programs space. Liaison between customers’ technical requirements and NetApp corporate engineering. Create technical and business solutions to drive tactical sales from identification to closure. Support sales via customer interaction with senior technical and business leaders, proposal development, and related industry events (ex. speaking and panel sessions). Maintain technical knowledge on upcoming technology trends and advise senior sales management on potential customer utility.

Jun 2005 – May 2010 · 4 yrs 11 mos · Vienna, VA

• Responsible for providing engineering leadership and sales strategy for thee customers in the special programs space. Additionally, provide program capture assistance across all of NetApp’s special programs accounts and technical leadership for multiple systems engineers dispersed geographically. Trusted advisor to senior customers and the chief engineers of integrators providing solutions to the special programs space. Increased NetApp program presence from one program in the customer space to over to over 20 programs within 3 years.

Jan 2004 – Jun 2005 · 1 yr 5 mos · Vienna, VA

• Responsible for supporting and growing sales in the Eastern Regional for the special programs and DoD customers. Provided storage analysis and technical evaluation of customer’s requirements, present technical product briefings, create solutions for customer requirements, and provide technical proposal support - RFI/RFP response. Provided analysis and technical architectures for high performance SAN shared file systems (data ingest and HPC customers) and high density tape solutions for data archives and backup.

Oct 1994 – Aug 2003 · 8 yrs 10 mos · Chantilly, VA

• Business Development Manager - (2 years) Responsible for program identification, capture, analysis, and solution development within the special program business segment. Responsible for identifying strategic technical advantages utilizing high performance servers, storage solutions, desktops, networks, high-end graphics as well as professional services, and developing solutions & business cases to exploit these advantages. Quota and management by objective (MBO) compensation. Performed at or above target quota and help win deliver programs in the special programs for SGI.
• Marketing Manager – (1 year) Responsible for SGI’s worldwide geospatial market. Developed marketing programs and created strategic partnerships to venders supporting the geospatial community. Advised SGI hardware engineering on customer requirements and supported field sales campaigns. Provided corporate interface between SGI and large strategic customers worldwide. Created, via personal manufacture and external writers, all SGI marketing material surrounding the geospatial market.
• Technical Marketing Engineer – (2 years) Responsible for engineering analysis, performance tuning, and problem resolution for large customer installations and vendor solutions. Provided technical training for internal systems engineers, white paper development, technical briefings and technical consulting. Personally created all SGI white papers encompassing the geospatial market, wrote many articles for magazine publication, and provided interviews to media outlets.
• Systems Engineer – (4 years) provided applications development to create deliverable solutions based on SGI hardware. Provided pre & post sales engineering support – requirements analysis, solutions development, delivery, problem resolution, test case development, and acceptance testing. Specialized in visual simulation, real-time, and imaging customers

Dec 1990 – Oct 1994 · 3 yrs 10 mos · Hampton, VA

• Contracted to NASA Langley Research Center for the system development of a flyable stereo Helmet Mounted Display (HMD) - Enhanced Virtual Reality Helmet. Developed a graphics display environment and "man in the loop" dome simulation for testing new graphics concepts. Provided hardware system selection, integration and maintenance for ground & flyable system. Created and re-hosted real-time simulation software. Supported display designers with graphics, real-time coding, and C/UNIX expertise. Created application/device drivers for all simulation equipment required on the project.