Jun 2019 – Feb 2021 · 1 yr 8 mos · Austin, Texas Metropolitan Area

• Responsible for 7 accounts in Texas. Delivered first positive growth on a large telecom account that had been stagnant for 5 years. 75% on ramped 2019 plan, 80% plan FY 2020.

Feb 2015 – May 2019 · 4 yrs 3 mos · Austin, Texas Area

• Combined technical depth and sales acumen to build the software business from the ground up, growing annual contract value from zero in 2016 to over $8M in 2019 and landing 18 new logos across financial services, insurance, and high tech.
• Served as the primary technical and commercial resource for clients, helping IT leaders navigate complexity by connecting their existing strengths and platform investments to measurable business outcomes. Acted as a trusted advisor at the executive level, translating technical capabilities into business value across a broad solution portfolio that included ServiceNow, IBM BigFix, IBM Netcool, and complementary infrastructure and cloud software.
• Built and expanded ServiceNow environments that became deeply embedded across client organizations, extending platform value beyond IT into HR, Legal, Finance, Compliance, and other business units through self-service portals, automation, and cross-functional process integration. Delivered mobile applications that expanded platform access for approvers and end users, and led upgrade engagements that unlocked new outcomes on existing investments. Held expertise across CSM, SecOps, Facilities, and ITBM.
• Leveraged IBM BigFix to drive endpoint management and security compliance outcomes for clients, and applied IBM Netcool to modernize event management and monitoring operations, helping clients build more resilient and visible infrastructure environments. Brought these solutions together with ServiceNow to deliver integrated, end-to-end operational solutions that reduced complexity and improved IT performance.
• Reported to the WW VP of Sales with responsibility for infrastructure, cloud software, and services. Achieved 80% of plan in 2016 on an unramped half-year, 110% in 2017, and 330% in 2018. Awarded Client Rep of the Year in 2018 and consistently recognized by business partners as a critical customer-facing resource.

Jul 2014 – Mar 2016 · 1 yr 8 mos

• Engaged clients by integrating their existing IT assets - including people, software, hardware, and services, with IBM's capabilities in the fastest, least disruptive, and most cost-efficient way possible. Built the business case for technology adoption by demonstrating how combined capabilities drove down costs while positioning IT as a revenue engine through new routes to market and support for emerging business offerings.
• Served as a trusted technical advisor, helping clients understand the latest technology trends in the context of their specific business challenges, including competitive landscape analysis that gave clients a clear view of where different technologies excelled and where they fell short.
• Applied deep technical breadth across the full IT stack to qualify, advance, and close complex deals:
• IT Operational Analytics (ITOA) and IT Operations Management (ITOM)
• ITSM, ITIL, Help Desk, and Service Desk process management
• Hybrid, private, and public cloud architecture and strategy
• SaaS, PaaS, and IaaS platforms and migration strategies
• Change management, configuration, discovery, and dependency mapping
• DevOps practices, orchestration, and provisioning
• Virtualization across VMware, KVM, and Xen
• Open source technologies, APIs, and OpenStack
• Application Performance Management (APM), monitoring, and systems management
• Server, network, and storage management
• Competitive analysis and technology positioning
• Used multiple sales techniques - whiteboard, Challenger, and consultative selling, translating technical complexity into clear business outcomes that accelerated deal cycles and built long-term client trust.

Dec 2010 – Jul 2014 · 3 yrs 7 mos

• Led IBM's Americas Cloud and Service Management Tiger Team as a player-coach, reporting directly to the VP of North American Sales. Built and scaled a hand-picked team of experts from 5 to 14 people, assembling a group that combined deep technical sales expertise, business value analysis, and consultative selling skills to form one of the highest-performing specialized teams in the organization.
• Drove accelerated deal closure and deal expansion across the Americas, IBM's largest Tivoli market, by deploying a business value-based selling methodology that connected Service Management capabilities directly to measurable client outcomes. Led the team through complex, multi-stakeholder engagements where technical depth, commercial acumen, and executive presence all had to operate in concert.
• As player-coach, stayed active in the field alongside the team, modeling the consultative and technical engagement approach while developing each team member's ability to navigate large enterprise deals independently. Prioritized talent development, cross-functional collaboration, and a team culture built around consistent performance and mutual accountability.
• The team engaged a broad cross-section of enterprise clients across the Americas, driving pipeline growth and deal expansion across a comprehensive solution portfolio:
• Business Value and ROI-based selling frameworks
• Cloud strategy across hybrid, private, and public environments
• SaaS, PaaS, and IaaS platforms and offerings
• Integrated Service Management architecture and implementation
• Infrastructure monitoring across network, server, and application layers
• Application Performance Management (APM)
• Provisioning and orchestration
• Tivoli platform positioning and competitive displacement
• Coaching and mentoring
• Delivered significant and measurable value to the North American sales organization, consistently demonstrating the team's impact on deal velocity, deal size, and win rates across the region's most strategic accounts.

Oct 2008 – Dec 2010 · 2 yrs 2 mos

• Led a geographically distributed product management team across the Netcool and IBM Tivoli Network Management portfolio, including Netcool/Omnibus, IBM Tivoli Network Manager (ITNM), and Intelliden/Netcool Configuration Manager (NCCM). Managed team members at varying levels of experience and expertise, investing in their development while maintaining a high standard of execution across a complex and competitive product landscape.
• Built and executed product strategy, competitive analysis, pricing, and market research for a portfolio that sat at the core of consolidated IT operations for some of the world's largest enterprises. Worked across the full product lifecycle to ensure the Tivoli portfolio remained competitive, well-positioned, and tightly aligned to evolving customer needs in network and event management.
• Grew market share through a combination of sharp competitive positioning and deep client engagement, leading complex, high-stakes displacement deals at major telecoms, banks, and insurance companies. Built additional expertise and expanded presence with utilities and IoT-focused organizations, extending the portfolio's reach into emerging operational technology environments.
• Served as the senior technical and commercial resource in large, strategic client engagements, translating product capabilities into compelling business cases that gave enterprise buyers the confidence to standardize on the Tivoli platform at scale.

May 2005 – Oct 2008 · 3 yrs 5 mos

• Responsible for creating, refining, prioritizing and championing requirements to the development organization.
• Face of the IBM Tivoli Monitoring Product to Customers.
• Planning and driving key customer facing events.
• Technical presentations, analysts and executive briefings.

May 2000 – May 2005 · 5 yrs

• Overall test lead for the monitoring area
• Responsible for overall quality of software release
• Architect and design software test automation strategy
• Worked with test leads across all teams to drive common automation, test reuse and matrixed testing to minimize overlap and maximize coverage. Backed up project manager and owned defect reporting and tracking across multiple product areas. Responsible for reviewing latest test tools and methodologies to identify best practices for Test Was the technical quality champion and the reported to pillar quality czars. Responsible for reviewing new requirements and design documents for testability, scalability, usability, etc.Led a screen team to reduce number of invalid defects being submitted to common code bases. Helped drive the Tivoli-wide Test Self Assessment to identify and implement improvement actions.
• Quality Czar
• Fix Pack Test Lead
• Software Test Architect
• Software Test Strategist
• Test Engineer

Sep 1999 – May 2000 · 8 mos

• Contracted to Motorola Telematics by Quality Researched Personnel
• Senior Software Engineer / Test Lead. Did analysis of multiple tools for defect tracking and test automation. Assisted in installation and instruction for ClearCase and ClearQuest. Responsible for designing, installing, networking and administering client platform test lab consisting of embedded platforms, NT, Linux and QNX machines. Responsible for platform integration using Intel hardware, QNX/Neutrino embedded OS, OTI JVM, and software from several internal groups. Lead test team in designing test automation using Java and Test Director.

May 1996 – Sep 1999 · 3 yrs 4 mos

• Contracted to Motorola Iridium Project by Quality Researched Personnel
• Technical Lead. Responsible for onsite deployment at Iridium’s Satellite Network Operations Centers in Virginia and Rome to coordinate test efforts for new software drops and act as point of contact to resolve any ground software related issues. Coordinated installation, test and deployment of both scheduled drops and emergency fixes. Was responsible for ensuring success of all new deployments.
• Test Lead
• System Software Installer.
• Space Vehicle Database Domain Test Lead
• Configuration Management Engineer.