Kathy Horan Lalama

CEO

Los Angeles, California, United States27 yrs 6 mos experience

Highly Stable

Key Highlights

Proven track record in customer success program development.
Expert in managing large pre-sales technical teams.
Strong focus on collaborative culture and innovation.

Stackforce AI infers this person is a SaaS-focused leader with extensive experience in pre-sales and customer engagement.

Contact

Skills

Core Skills

Pre-salesCustomer Relationship Management (crm)Stakeholder ManagementProgram DevelopmentSolution SellingTechnical Presales

Other Skills

Customer Success Program DevelopmentCustomer Engagement ProgramsPre-sales Alignment ModelsSales Growth ManagementChange ManagementProcess ImprovementSales Campaign ManagementCustomer Service ExcellenceTechnical EvaluationsBusiness DevelopmentAccount ManagementClient RetentionStrategic PlanningEnterprise Technology SalesPerformance Metric

About

As a Leader of Pre-Sales Technical Teams, I believe in the importance of setting a clear vision and goals, using data analysis to drive decisions, partnership with the organization eco-system including Sales, Post-Sales and Product, and focus on the customer. Strong organizations are built from a collaborative culture, building repeatable processes and procedures, innovation and the use of technology to achieve scale and sales targets and Enablement programs focused on business outcomes by increasing both technical and functional skills.

Experience

27 yrs 6 mos

Total Experience

5 yrs

Average Tenure

2 yrs 4 mos

Current Experience

Pulumi

General Manager, Customer Engineering

Jan 2024 – Present · 2 yrs 4 mos · Las Vegas Metropolitan Area · Remote

Cloudflare

Director Solutions Engineering

Aug 2021 – Jan 2024 · 2 yrs 5 mos · Orange County, California, United States

Akamai technologies

Director Solutions Engineering

Jul 2013 – Apr 2021 · 7 yrs 9 mos

Oversee a globally dispersed team of Pre-Sales Managers, Team Leads, and Solution Engineers with the charter to acquire new customers and grow small to mid-market enterprise (SME) business for web performance and applications security products.
Responsible for hiring, retention, and development of managers and individual contributors for National and Globally based teams.
Developed and led new customer success program to on-board new customers and transition to aligned account teams.
Implemented proactive customer engagement programs and pre-sales alignment models to scale 800+ account customer base to decrease churn rates.
2015 Titan's Club Achievement for exceeding annual sales and service goals.

Customer Success Program DevelopmentCustomer Engagement ProgramsPre-sales Alignment ModelsPre-salesCustomer Relationship Management (CRM)

Oracle

2 roles

Sales Consulting Manager

Jan 2006 – Jan 2013 · 7 yrs

Managed Technical Pre-Sales National Team. Trained, developed, and supervised 10+ staff for national specialized sales consultant team driving Oracle Application Monitoring and Private Cloud Solutions.
Directed fiscal year planning; drove organizational growth, change management, process improvement, fiscal year sales initiatives, and implemented training plan for technical, architecture, and sales skills.
Partnered with specialized national sales account teams; achieved 5% to 8% YOY growth for cloud product solutions.
Collaborated with Sales Management, Product Management and Business Development; oversaw the sales opportunity play by identifying and prioritizing high-profile account activities, product feedback, training and resource allocation.

Sales Growth ManagementChange ManagementProcess ImprovementStakeholder ManagementProgram Development

Principal Sales Consultant

Jan 2006 – Jan 2012 · 6 yrs

Managed sales team campaigns, advocacy, and educational initiatives to optimize Oracle Application Monitoring Solutions
Enhanced customer service excellence and revenue growth; consistently delivered superb account management and support, technical evaluations, and customer communications for product evaluations.
Led beta release programs, successfully devised program goals, tracked customer progress and status updates and analyzed reports for executive leadership.
Team of the Quarter Sales Consultant Award Q3 2009, Q3 2010, and Q3 2011
Sales Consultant Execution Award Q3 2011

Sales Campaign ManagementCustomer Service ExcellenceTechnical EvaluationsSolution SellingCustomer Relationship Management (CRM)

Wily technology

Senior Technical Account Manager

Jan 2004 – Jan 2006 · 2 yrs

Drove business development initiatives to penetrate new mid-west sales territory
Successfully acquired 10+ new customers ranging from small business to Fortune 500 corporations; analyzed high-profile new customers to increase territory sales growth.
Increased client retention by supporting account management throughout multiple North American regions; coordinated technical architectural presentations and resolved client concerns.
2006 President's Club Achievement Award for exceeding annual sales and service goals

Business DevelopmentAccount ManagementClient RetentionTechnical PresalesCustomer Relationship Management (CRM)