Oct 2017 – Jul 2020 · 2 yrs 9 mos · Palo Alto

• Lead a portfolio of product capabilities delivered as both on-premise software as well as SaaS offerings in the areas of Cloud data management, security, compliance, and governance.

Mar 2016 – Oct 2017 · 1 yr 7 mos · San Francisco Bay Area

• As the lead security product manager, I managed all core enterprise security capabilities and data security add-on products at Box.
• Managed partnership with cloud security and cloud infrastructure partners
• Launched a data classification product to address the data security, governance, and compliance needs of protecting content in the cloud
• Managed a customer managed encryption add-on product
• Developed business case and early prototype for a Machine Learning-based classification and anomaly detection product for Data Loss Prevention

Mar 2015 – Mar 2016 · 1 yr · San Jose

• Launched a version 1.0 SaaS and Cloud Security product line to address needs of a high-growth Cloud Access Security market
• Leading definition and driving product function and integration roadmap, business plan, and sales enablement
• Accomplishments:
• Managed customer beta program with minimal resources -> Strong customer satisfaction resulted in conversion of beta to paying customer
• Hands-on deal support for 10 large customer deals -> Developed a strong pipeline of deals worth 300K+ aggregate users while managing discounting expectations without compromising margin requirements
• Delivered 100+ presentations in 6 months to get the product message to sales, partners, and customers -> Achieved top speaker ratings in all major sales events
• Met 25+ customers in 3 months -> Re-positioned the product messaging to align with top-of-mind customer concerns
• Re-priced and re-packaged the entire product suite to focus on customer buying trends -> Eliminated sales friction due to pricing
• Responsibilities:
• Defining the appropriate integration features, business models (pricing), launch plans, and GTM plans (sales roadshows, training) for partner-powered Cisco offering

Aug 2013 – Mar 2015 · 1 yr 7 mos · San Jose

• Led a IoT Security opportunity identification project to pave the way into new markets. Developed a compelling Business Case with TAM, financial impact, market share projections, and profitability expectations. Project resulted in clear scoping of the $250M niche opportunity and in product development and go-to-market investment
• Led a concept commit exercise that resulted in executive buy-in from engineering and management stakeholders for a feature set with combined impact of $300M on top-line
• Developed a strategic growth-plan for a $250M/year product segment and executed against it. The project resulted in increased new sales pipeline, increased deal win ratio, and increased customer satisfaction
• Conducted customer interviews, field surveys, partner meetings, and competitor assessments that lead to requirement insights and product road-map development. Project resulted in delivering high value features within a short time frame. Features consistently resulted in the most number of sign-ups for early customer trials, and helped to create a strong sales pipeline
• Led go-to-market and launch program for version 1.0 Firewall and VPN NFV product. Project resulted in high-quality, repeatable collateral that helped grow the business faster than forecast
• Led a competitive take-out program and supplemented with accelerating competitive feature-gap closure. Project accelerated competitive migration with immediate opportunity pipeline of $50M
• Managed and Mentored a MBA Intern to reduce licensing complexity in existing products and to offer a bundled security offer with Cisco Switching Products. Both projects had immediate impact on the entire $800M/yr product line

Apr 2011 – Jul 2013 · 2 yrs 3 mos · San Jose

• Led Competitive Intelligence, Competitive Field Enablement, and Competitive Strategy efforts for $1B+ Cisco Visual Collaboration business. Activities in this role included:
• Go To Market and Field Enablement
• Messaging, Positioning, and Response Development
• Collateral Development
• Strategy Development

Apr 2010 – Apr 2011 · 1 yr · San Jose

• Led Technical Marketing and Go To Market efforts for Cisco Cloud Collaboration solutions

Jun 2008 – Aug 2010 · 2 yrs 2 mos · San Jose

• Played a primary role in designing and implementing an automation solution for provisioning and monitoring virtualized collaboration services in a private Cloud deployment model. The automation solution formed a crucial part of the Cisco Hosted Collaboration Solution suite, which comprised of Data Center Components, Unified Computing System, virtualized UC/Collaboration applications, & the Management solution.

Jan 2008 – May 2008 · 4 mos

• Graduate student project in analyzing the viability of a social networks start-up. Areas of contribution to the project:
• Go-to-market strategy and plan to convert launch the social networking concept into a active business
• Market Research and Analysis of existing products in the space and competitive landscape
• User behavior analytics through survey and data mining to identify the best route to market
• Pricing model analysis to monetize the business

Jan 2008 – May 2008 · 4 mos

May 2007 – Dec 2007 · 7 mos

• Developed network applications for CMU's network infrastructure.

May 2006 – May 2007 · 1 yr

Nov 2003 – May 2006 · 2 yrs 6 mos