Experience

ActiveVideo

• United States
• Telecommunications
• 1 - 100 Employee

• Vice President of Customer Success

  • Apr 2021 - Present

  Cloud Software company, Joint Venture (Charter & CommScope) focused on providing cutting-edge end-user experiences for OTT Apps like HBOMax, Disney+, Paramount+ including advertising. Used cloud virtualization and SaaS model to deliver apps to millions of consumer devices such as Connected TVs (CTV - Samsung, LG, Vizio) and set-top boxes managed by telecom and cable providers. • Overall responsibility for existing account relationships and revenue growth. Personally led the launch of our OTT cloud platform at large Tier 1 cable operator in the US reaching 4 million devices and drove all revenue metrics - $12M+ annual. • Built and managed a global customer success team of experts to design, deploy, and deliver our SaaS/PaaS offerings. • Partnered with Live, SVOD, AVOD, FAST global content providers to deliver their content at scale and optimize distribution through ads, analytics and insights. Drove design of Reporting Dashboards to monitor operational and commercial KPIs. • Created customer lifecycles, high-growth business plans and sales strategies to reach sales and profitability goals.



Ericsson

• Sweden
• Telecommunications
• 700 & Above Employee

• Head of Customer Success & Business Operations - Innovation & Emerging Businesses

  • Jan 2019 - May 2020

  Start-up venture created to launch a new product line, revolutionary play on a consumer electronics device delivering a next-gen home experience as an integrated hardware + software platform delivering OTT streaming apps, gaming, video calling, Smart Home/IoT, 4G, 5G, LAN/WAN connectivity and sold to consumers through telco and cable operators. • Member of the Leadership Team reporting into the GM. Responsible for all areas of Customer Success including program management, project delivery, sales engineering, sales support, customer support and customer validation projects such as Alphas, Betas, Evaluations, Customer Trials.• Built and Managed the teams responsible for the functional areas above, including manager levels, comprised of on-shore and off-shore FTEs, Contractors, Suppliers and remote project teams in various countries. • Created new Product line and Business Operations processes; Supply chain, logistics, readiness, process development, tools development, organizational planning, budget planning, vendor management, contract development and negotiations with suppliers (e.g. Microsoft, Foxconn, others). • Business, Technical and Operational lifecycle management – including all customer engagements and contracts. • Managed cross functional activities with Marketing, Sales, Legal, Finance, Product, Engineering; acting as Voice of Customer to drive roadmap, improvements, quality control and product strategy.

• Head of Business Development, Professional Services - Edge Gravity CDN

  • Jun 2017 - Jan 2019

  Unified Delivery Networks (UDN) is Ericsson’s global PaaS and SaaS platform for CDN, edge compute, streaming and content delivery services targeting Operators, Content Providers, Broadcasters and OTT companies. • Managed global Sales Engineering team including Solution Architects, Systems Engineers and Program Managers. Recruited and built team of 10 people worldwide. Onboarded 30+ service providers with 100% quarter-on-quarter growth covering LATAM, APAC, EMEA. • Developed a global organization for Program Management and Business Development targeting telecom service providers and cloud application vendors who want to build hybrid public and private cloud services and infrastructures. Led the development of people, process, tools to scale our global delivery across multiple countries and key accounts. • Responsible for business development on new opportunities and account management on active deals. Combined on-shore and off-shore client engagement models to optimize profitability and scale.

• Head of Content Delivery Network Services (CDN) - Media Business Unit

  • Aug 2014 - Jun 2017

  New Services business for Ericsson, offering global content and media delivery services to telecom operators as a Managed Service. • Created, launched and deployed brand new line of business including recruitment and hiring of technical, commercial and operational teams (20+ people on team). • Led P&L for CDN Managed Services. Responsible for driving the strategy, growth, positioning, business cases, partnerships, new business models, defining pricing models and securing seed investment budget - $15M USD. • Launched and deployed with 2 Tier 1 carriers in APAC generating $20M+ USD in revenue in first year. • Complete sales cycle management from pre-sales to contract closures; developed sales readiness spanning technology, operational and commercial offerings as well as driving best-practices across a matrixed cross-functional organization. • Hands on leadership of the CDN services lifecycle and roadmaps, including R&D, packaging, pricing and integration with ecosystem partners. • Represented the Service Line in internal and external forums, C-level meetings, trade shows, public presentations; drive the marketing messages and value proposition.

• Director of Business Development & Partner Strategy - Media Business Unit

  • Sep 2013 - Aug 2014

  Microsoft’s Mediaroom business was acquired by Ericsson to anchor its Media and Entertainment portfolio. • Responsible for strategy and execution of business development initiatives across the IPTV, Media, OTT portfolio. Work closely with external partners and internal Sales, Engagement Practice, Customer Units, Product Development and Services teams to develop new revenue streams and emerging market opportunities. Evaluate synergies across Ericsson’s Media portfolio as well as 3rd party offerings and combine them into commercial offerings. Drive depth partnerships to augment Ericsson offerings, accelerate innovation and secure customer wins. Extensive use of cross-functional collaboration to align internal/external stakeholders on strategies, roadmaps, pipelines.



Microsoft

• United States
• Software Development
• 700 & Above Employee

• Director, Business Development & Strategy

  • Apr 2006 - Sep 2013

  Mediaroom was a portfolio of software and services in Microsoft’s Media and Entertainment business unit. It became the #1 IPTV platform in the industry by subscriber count with customers such as AT&T, British Telecom, Portugal Telecom. • Responsible for defining, planning and executing partner development & engagement strategies. Drove the implementation and growth of ecosystem, channel and vendor programs. My role was to identify, recruit and manage world-class depth and breadth partners in hardware, software and services categories to enable multi-screen entertainment offerings and develop new revenue streams. Negotiate contracts and evaluate M&A opportunities. • Managed complex multi-dimensional partnerships with large companies like Cisco, Motorola, Ericsson, HP, IBM and yielded YoY revenue growth despite the competitive dynamics with these companies. • Overcame challenges of building a world-class partner ecosystem with limited funding and resources; added 50+ new partners in first 2 years. Launched partner programs that generated $10-20 million in annual revenue • Developed new partner engagement programs which became the standard operating model for the business unit and enabled more rapid integration of 3rd party products; such as certifications, testing, systems integration. • Drove global program management for a new product category (gaming + TV + OTT). Managed product lifecycle through commercial launch of Xbox + Mediaroom with select telcos (allows an Xbox to work as a TV set-top box).



Path 1 Technologies

• San Diego

• Vice President of Marketing & Product Management

  • Dec 2004 - Mar 2006

  Path 1 produced a full line of video networking and gateway hardware products to enable the conversion and distribution of broadcast-quality video over IP networks. Member of Executive Team in a publicly listed company responsible for leading Path 1’s global marketing, product management and partnership initiatives. • Launched 2 new product lines of carrier-class IP video gateways for broadcasters and TV operators • Developed sales & marketing programs with minimal funding, driving strong market visibility and competitive positioning • Drove pricing, packaging, messaging, sales tools and training programs for all product lines • Managed analyst and investor relations through turbulent re-organizations – 3 CEOs in 1 year



Envivio

• United States
• Telecommunications
• 1 - 100 Employee

• Vice President of Marketing

  • Sep 2002 - Aug 2004

  Envivio offers MPEG-4 solutions for encoding, authoring, delivering, and playback of video and interactive digital media. Responsibilities over marcom, PR, web site, channel marketing, creative services, business development, product management and product marketing. Responsible for leadership of worldwide marketing organization with multiple direct reports. Envivio offers MPEG-4 solutions for encoding, authoring, delivering, and playback of video and interactive digital media. Responsibilities over marcom, PR, web site, channel marketing, creative services, business development, product management and product marketing. Responsible for leadership of worldwide marketing organization with multiple direct reports.