Experience

Plixer

• United States
• Software Development
• 1 - 100 Employee

• VP Global Field Operations

  • Apr 2021 - Present

  • Member of executive management team that defines go-to market strategy for creating, marketing and selling Plixer products and solutions. • Transformed the Sales Engineering team from network focused to a mix of security and network focus to more effectively engage with customers and prospects. Reduced PoC's from months to under 30 days with a PoC win rate of 60%. • Responsible for the Technical Support organization. Increased staffing that allowed the team to move to a multi-tiered 24x7x365 organization without sacrificing customer satisfaction, time to resolve cases or established KPI's. • Took control of the hardware supply chain, moved from multiple System Integrators to 1 reducing lead times from 20-30 days to 3 days. Responsible for designing, testing and certifying new hardware to meet the needs and demands of our products. • Created an enablement role and promoted an SE to lead the enablement team. Designed and assisted in building new training service offerings for customers. Acquired and implemented an LMS to manage customer training information. Created internal employee training programs and am often a contributor to the enablement sessions Show less



NETSCOUT

• United States
• Software Development
• 700 & Above Employee

• AVP NETSCOUT Solutions Sales Support Team

  • Apr 2019 - Apr 2021

  Arbor Networks was acquired by NETSCOUT. • Responsible for a North American Security Specialist SE team focused on building sales funnel for both Service Provider and Enterprise security business. Annual sales $40M-$45M yearly • Provide Sales Ambassador support for LATAM and APAC theaters • Provide Training and guidance to new Security Sales Managers • Partner with Product Management team to provide guidance on product direction • Approve all Security PoC’s for North America, provide win/loss analysis to executive leadership • Handle escalations for defects and product gaps with support and PM/Engineering respectively • Work with CEO, CTO and Sales leadership to define Security strategy and product portfolio • Combined four separate teams with different objectives into a singular team • Aligned new team goals and objectives with corporate initiatives • Created new processes and adapted existing processes to meet the needs of field sales teams and customers • Transformed the Arbor Experience into the NETSCOUT Experience enabling new feature & functionality for NETSCOUT products/services • Responsible for all demonstration platforms • Coordinated all SE technical training • Hosted remote PoC’s with customers shortening the sales cycle • Defined and launched partner certifications as part of rollout with new PRM/LMS • Recipient of NETSCOUT Presidents club award for sales achievement 2019-2021 Show less



Arbor Networks, now part of NETSCOUT

• Computer and Network Security
• 100 - 200 Employee

• Sr. Director Sales Engineering, Americas

  • Jan 2012 - Apr 2019

  • Transformed North American CE team from Serivce Provider focused to a balanced mix of Enterprise and Service Provider expertise• Grew team from 9 engineers and 2 managers to 52 engineers and 5 managers• Took on management responsibility for the LATAM CE team• Instituted rigorous 8 week onboarding program for all new hire CE’s• Work closely with Sales management to make sure CE’s are an effective part of the team• Work with Marketing to organize trade shows and provide CE resources to staff booths• Partner with Product Management team to provide guidance on product direction• Approve all trials/PoC’s for Americas, approve any/all extensions to said trials/PoC’s• Manage pool of equipment for all trials/PoC’s• Handle escalations for defects and product gaps with support and PM/Engineering respectively Show less

• Sr. Director Corporate Systems Engineering Group

  • Jan 2010 - Apr 2019

  • Created a new team within Arbor to provide a senior level of support for CE’s world-wide• Created Arbor Networks Executive Briefing Center (EBC)• Designed and Implemented the EBC lab that serves • All Local and remote EBC’s • All Training needs • Environment where CE’s can experiment using our products and other technologies • Accountable for assisting in over $12M of revenue annually• Team provides NPI and product update training to the field. Content is used in formal training courseware as well as partner training materials• Members of CSE team sit on all GTM committees for all products and services• Act as a liaison between field and engineering during high profile issues while driving the issue to a close in a very timely fashion• Architect for The Arbor Experience, a custom built fully automated virtualized system for training and demonstrations for all Arbor users and Arbor Partners• Responsible for all Partner Technical Enablement• Architected and Implemented DDoS and advanced threat Wargames platforms used globally for partner and end user education of DDoS and advanced threat best practices Show less

• Manager Consulting Engineering, East

  • Mar 2008 - Jan 2012

  • Managed a small team of sales engineers focusing on the Service Provider business• Provide senior level technical support to field SE’s when needed• Maintained vacation/holiday schedules and coordinated coverage for customers• Responsible for all performance reviews and managed the budget for raises• Worked with a peer manager to periodically prioritize and submit top feature requests• Partnered with Product Management to implement top feature requests• Worked closely with PM and engineering to implement an appliance based solution for DPI product• Key member of sales team in selling 18M of DPI product to Bell Canada• Recipient of Danaher Presidents club award for sales achievement 2010 Show less

• Senior Consulting Engineer

  • Mar 2004 - Mar 2008

  • Member of sales team in the Service Provider division• Responsible for the technical portion of the account management lifecycle• Act as customer advocate for new features and escalation point for trouble resolution• Present product line to SP’s, determine if the product is a fit for the network• Install, troubleshoot, manage technical trial with customer• Upon completion of trial present solution and ROI analysis to customer• Implement solution post PO.• Train customer to familiarize with administrator and user roles of Peakflow SP• Lead responsibility to respond to RFI/RFP’s• Mentor new engineers, on-site and remote guidance• Recipient of Arbor Networks Admirals Club award for sales achievement 2007 Show less



Aastra Technologies

• Senior Systems Engineer/IT Security

  • Mar 2002 - Mar 2004



Nortel Networks

• Telecommunications
• 700 & Above Employee

• Systems Engineer

  • Oct 1999 - Mar 2002



Sprint

• United States
• Telecommunications
• 700 & Above Employee

• Systems Engineer IV

  • Oct 1994 - Oct 1999