Jan 2025 – Dec 2025 · 11 mos · San Francisco Bay Area · Hybrid

• WingRep is the AI-powered sales coaching platform built to accelerate revenue. We combine the proven playbooks of top sales coaches with cutting-edge AI to help reps win more deals, shorten sales cycles, and consistently hit quota.
• With WingRep, every rep gets on-demand coaching, real-time deal feedback, and tailored guidance to sharpen discovery, objection handling, and closing skills. Managers get visibility into performance gaps and a scalable way to uplevel their entire team.
• We exist to make good reps great, and great reps unstoppable.
• Ready to accelerate your revenue engine? Visit www.wingrep.ai

May 2024 – Dec 2024 · 7 mos · San Francisco Bay Area · Hybrid

• At Merico, I oversee all sales, marketing, product management, and customer success efforts for DevInsight.ai, our managed SaaS platform designed to help development teams deliver higher-quality software faster.
• DevInsight by Merico is the most customizable, transparent, and powerful platform in the dev-data analytics movement. Please connect with me and check out our website to learn more.
• https://www.devinsight.ai/

Jan 2024 – May 2024 · 4 mos · San Francisco Bay Area · Hybrid

Jun 2023 – Dec 2023 · 6 mos · San Francisco Bay Area · Hybrid

• Gyaan.ai is an early-stage, pre-seed SaaS startup that will soon disrupt the Revenue Intelligence space and transform the way Enterprise B2B sales teams do business. The cornerstone of the Gyaan platform is the AI-Driven Deal Win Room. A single workspace that helps revenue teams simplify the pipeline management process and blow past sales quotas.
• o Worked directly with the CEO/founder and led all sales and marketing activities for the company.
• o Led all inbound and outbound prospecting activities and ran the majority of customer sales calls.
• o Defined the Initial Customer Profile (ICP) and created all sales artifacts including the product/data sheet, VC pitch deck, sales pitch deck, Proof of Concept (PoC) Test Plan. Defined the sales process and created the detailed sales playbook from prospecting to deal closure.

Mar 2023 – May 2024 · 1 yr 2 mos · San Francisco Bay Area · On-site

• Led GTM sales strategy for Palo Alto's high-growth SASE (Secure Access Service Edge) business in North America. The SASE business includes Prisma Access (Cloud Security), Prisma SD-WAN (Software-Defined WAN), and Autonomous Digital Experience Management (ADEM) offerings. This represents $1B in revenue/year for Palo Alto Networks.
• o Worked closely with Palo Alto Executives from sales, product management, strategy team, and
• engineering to define and execute GTM strategy for the SASE product portfolio. This includes
• serving internally and with customers as the Chief Evangelist for the SASE offering.
• o I presented multiple times at the Palo Alto FY2024 Sales Kickoff. I regularly created videos and other enablement artifacts that became part of mandatory sales training to coach and educate the sales teams.
• o Drove the SD-WAN Renewals Business and brought in $17 M of incremental business in Q4 FY2023.

Aug 2021 – Feb 2023 · 1 yr 6 mos · San Francisco Bay Area

• Senior Sales Director driving AHEAD's commercial business in the NorCal and SoCal markets. Represents ~$100 M top-line revenue ($16 M gross margin) per year for AHEAD.
• Led a team of senior Client Directors who held deep C-level relationships in large Enterprise/ Strategic accounts across California (11 total Direct Reports). I was brought in to rebuild a struggling team. Together, we created the team's vision and mission and laid out the strategy for success for our customers and winning as a team.
• o Top Graded Four Client Directors and Hired Four Client Directors
• o 2022 - Grew the Business by close to 60% YoY and grew the services business by close to 140% YoY.
• Achieved this with lower cost of sales – 5.5 Client Directors in 2022 vs. 8.5 in 2021
• o Q1 2022 – Finished at 142% of goal and grew the region 151% YoY
• o Cracked into several new Enterprise accounts, including Experian, Twilio, Five9, UMG
• Lessons Learned:
• o Do not hang on to C players. Move C players out of the business as quickly as possible. Coach the B
• players and accelerate and retain the A players.
• o Always be recruiting. Build a bench of solid A players you have personally worked with and have a
• solid reputation in the industry.
• o Overprepare for customer meetings. Analyze 10Ks and public information, leverage the
• OEMs/vendors, have multiple prep calls, proactively send meeting agendas ahead of the call, and
• discover the customer's pain.

Mar 2018 – Aug 2021 · 3 yrs 5 mos

• Sales Director driving sales of Dell's block storage, Converged Infrastructure (CI), and Hyper-Converged Infrastructure (HCI) portfolio for the West Division. I am known for building highly consultative sales teams. I have taken several account executives from outside the IT industry and coached them into consultative sellers that blow past their quotas.
• o 2018 - Promoted to Sales Director West Division
• o 2019 - Dell EMC Presidents Club Winner – Bahamas
• o 2020 – I was voted "Tell Dell Rockstar" by my team. This is a unique designation reserved for those
• leaders who scored the highest on all three Tell Dell categories (My Leader, Our Culture, Overall Dell
• Experience) and had a team member Net Promoter Score of greater than +35
• o 2020 - Exceeded plan for the entire year. 123% of plan in 2H 2020 for PacNW Enterprise
• o 2021 – Was the primary external and internal evangelist for the West Division for the new APEX
• Infrastructure as a Service Product Line. I was also part of Dell's Executive Briefing Center. I
• presented to customer CIOs worldwide on topics such as Dell Technologies Cloud, Dell Advantage,
• APEX Infrastructure as a Service, and the block storage portfolio.
• Lessons Learned:
• o Have a repeatable and disciplined sales process and playbook for success. Qualify – Pitch – Assess –
• Propose – Close.
• o Have meaningful metrics and KPIs that you use consistently to inspect the team: # of qualified sales
• meetings/week, # of qualified new opportunities/week, quality of proposals and Business Value
• Assessments (BVAs), knowledge of the customer, industry, and product portfolio.
• o Know your brief and leverage resources: regular role plays, pitch competitions, and discovery
• sessions. Go on sales calls with your AEs and provide real-time immediate feedback in the field. Be
• a "player-coach".

Jan 2015 – Feb 2018 · 3 yrs 1 mo

• Account Executive driving sales of Dell's storage portfolio for all Enterprise Customers in Southern California.
• o Exceeded annual quota every year – 2015, 2016 and 2017. In 2015, we brought the highly
• differentiated XtremIO all-flash array to market. Through deep technical expertise of the product
• and market, maniacal focus on sales execution, and passion for the all-flash space, we were able to
• disrupt the market and grow the all-flash storage business in SoCal from $4M to $150M in 3 years
• o 2015 – SoCal Enterprise Sales "Rookie of the Year"
• o 2016 – Finished as #1 SPS Rep Globally (#1 out of 65 reps). 281% of plan and took SoCal from
• "worst to first" globally in 2 years
• o 2017 – Invited to 1st ever Dell EMC Chairman's Club – Big Island Hawaii with Michael Dell. This is a
• special honor awarded to only the top 200 sales makers worldwide across Dell and EMC
• Lessons Learned:
• o Activity is our oxygen. Qualified meetings lead to real opportunities. High-quality proposals and
• maniacal follow-up lead to closed deals and exceeding sales goals
• o Discover the customer's objectives and identify their pain points early in the sales campaign. Ensure
• your proposal addresses the pain points. Create Business Value Assessments (BVAs) and leverage
• financial selling to increase the probability of closing.
• o Know your brief. Be the best presenter at the company.

Apr 2013 – Dec 2014 · 1 yr 8 mos

• Pre-sales systems Engineer focused on driving revenue and growing EMC's footprint in crucial Enterprise accounts in Southern California. I owned the technical relationship with the customer's internal IT team. I was their trusted advisor for all EMC's core products and EMC Federation partners, including VMware, RSA, Pivotal, and VCE.
• o Major accounts that I led include Farmers Insurance, Amgen, DirecTV, Mattel, Sony, Warner
• Brothers, CalTech, Securitas, and Wescom Federal Credit Union. These accounts represent $20 M in
• annual revenues for EMC.
• o I led numerous large and complex sales campaigns across these accounts, including a $3.2 M SAP
• migration services engagement and a $25 M, 47,000-seat global VDI deployment on VCE Vblock
• with XtremIO all-flash storage.

May 2012 – Mar 2013 · 10 mos · Los Angeles Metropolitan Area

• Pre-Sales Technical Architect, focusing on establishing and growing client accounts in the Southern California region and educating customers on overall infrastructure technology trends. Generated a comprehensive market/vendor assessment of the key cloud orchestration and automation vendors and used this deliverable to sell consulting engagements designed to help customers build private clouds.

May 2008 – May 2012 · 4 yrs · Los Angeles Metropolitan Area

• Client engagement manager providing market assessments, competitive assessments, and pricing strategies that help top-tier clients in the IT, Aerospace, and Defense industries identify opportunities, win government procurements, and grow top-line revenue. The engagements that I led spanned a variety of verticals and technical domains, including radar systems, airborne electronic warfare systems, shipboard combat systems, and SAP ERP systems.
• o Grew the Competitive Analysis/Price-to-Win practice area revenue by 50% in 2010 and doubled the
• staff. In 2011 alone, I led ten engagements that generated $1 M in revenue for my practice area.
• This work accounted for ~ 27% of total practice area revenue for 2011.
• o For Raytheon I provided pricing and gaming strategies on four strategic, "must-win" pursuits within
• the Electronic Warfare space. Each project resulted in a contract win for the client, resulting in
• contract awards of ~ $814 M over five years.
• o In 2011, I performed a Price-to-Win analysis for Booz Allen Hamilton, which resulted in them being
• awarded a 5-year, $120 M Navy PMO contract.
• o For United Space Alliance, I generated an adjacent market analysis of the DoD Operations and
• Sustainment market, which resulted in the client re-focusing their efforts towards a more attainable
• and lucrative target market.

Jun 2004 – Apr 2008 · 3 yrs 10 mos · Los Angeles Metropolitan Area

• Senior engineer providing system integration technical and project management leadership to the Air Force Space and Missile Systems Center's (SMC) $18-billion Transformational Satellite System.
• o Led the Requirements Integrated Product Team (IPT) for the TSAT program. Supervised a 10-person cross-functional team and interacted with customers and contractors to develop and mature the TSAT Technical Requirements Document (TRD). Served as chief technical and programmatic point of contact for all system-level TSAT requirements.
• o Led the System Operations Functional Team for the TSAT program. Supervised a three-person functional team of senior systems engineers and interacted with the user community to mature concepts related to the warfighter's planning and use of satellite communication systems.

May 2002 – Sep 2003 · 1 yr 4 mos

• Researcher on the particle accelerator ATLAS. Led prototyping efforts for carbon fiber composite test structures installed in the ATLAS accelerator in Geneva, Switzerland, and worked on all aspects of the composite manufacturing process, from pre-preg lay-up to vacuum bagging and autoclave cure.
• o Designed and built high-performance composite structures using 3-D modeling software (Pro-Engineer).
• o Conducted stress/strain analysis on prototype parts using tensile load frames in the lab and using finite element software to predict the strength of parts during design.