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Work Background
NutanixSr. Federal Account Executive (NKP/ NDB)
Aug. 2024McLean, Virginia, United StatesNutanix unites public cloud simplicity and agility with private cloud performance and security. Whether on-premises or hybrid, you’ll ensure cost-effective business continuity through unified management, one-click operations, and AI-driven automation. As a global leader in cloud software, Nutanix offers a unified platform that seamlessly integrates infrastructure and management to enable smooth operations of data and apps across clouds. The Nutanix software-defined architecture adapts to various hardware and cloud options to provide consistent operations and data services across cloud, edge, and core environments.
D2iQMajor Technical Account Executive - US ARMY
Jul. 2023 - Sep. 2023Leesburg, Virginia, United StatesCustomer-focused Major Account Executive supporting the COCOM’s, Foreign Military Sales, and US ARMY. Planned and directed all aspects of D2IQ’s account development and interaction to include objectives, and initiatives. Developed and implemented sales strategies with partner channels in order to maximize revenue and exceed sales goals. Grew D2IQ’s penetration and awareness within the US ARMY and COCOM’s over 26.69% within my first 3.5 months. Overall revenue growth grew by a projected 26.9% supporting major SI’s within the ARMY and strategic placement on multiple programs totaling a estimated $130B and D2IQ is positioned to be within the baselines of the SI’s offering/ per unit delivery. Worked with Federal Channels to develop a Federal Specific Market Development Fund (MDF) program and establish call campaigns to support deal registration with many strategic partners. On a regular basis, I cultivated new business opportunities and capture strategies within the channel using knowledge of customer requirements, business contacts, and other information sources relevant to specific business targets, thus growing a pipeline of business from $45K to over $3.86M in a 3-month timeframe. *Accomplishments: 26.69% Quota Attainment in 2023 within 3.5 months
VaronisSr. Federal Account Executive (ARMY & COCOMs)
Dec. 2022 - Jul. 2023Leesburg, Virginia, United StatesCustomer-focused Major Account Executive supporting the COCOM’s, Foreign Military Sales, and US ARMY. Planned and directed all aspects of Varonis’s account development and interaction to include objectives, and initiatives. Developed and implemented sales strategies with partner channels in order to maximize revenue and exceed sales goals. Grew Varonis’s penetration and awareness within the US ARMY and COCOM’s over 240% within my first 2 months. Overall revenue growth grew by a projected 230%. Worked with Federal Channels to develop a Federal Specific Market Development Fund (MDF) program and establish call campaigns to support deal registration with many strategic partners. On a regular basis, I cultivated new business opportunities and capture strategies within the channel using knowledge of customer requirements, business contacts, and other information sources relevant to specific business targets, thus growing a pipeline of business from $980K to over $6.75M in a 5-month timeframe.
AnomaliSr. Technical Sales Director - Federal DoD, IC and FSI's
Jul. 2022 - Dec. 2022Leesburg, Virginia, United StatesCustomer-focused Regional Sales Director supporting the US ARMY (and its tenant agencies), COCOM’s, Foreign Military Sales (FMS), and NATO. Planned and directed all aspects of Anomali’s account development and interaction to include objectives, and initiatives. Developed and implemented sales strategies with partner channels in order to maximize revenue and exceed sales goals. Grew Anomali’s penetration and awareness within the US ARMY and US NAVY over 100% within my first 3 months. Overall revenue growth grew by 45%. Created and implemented a Federal Specific Market Development Fund (MDF) program and deal registration program with many strategic partners. On a regular basis, I cultivated new business opportunities and capture strategies within the channel using knowledge of customer requirements, business contacts, and other information sources relevant to specific business targets, thus growing a pipeline of business from $0 to over $6.75M in a 3-month timeframe. Accomplishments: 45% Quota Attainment in 2022 within 5 months
AnomaliSr. Technical Sales Director - Federal DoD, IC and FSI's
Jul. 2022 - Dec. 2022Leesburg, Virginia, United StatesCustomer-focused Regional Sales Director supporting the US ARMY (and its tenant agencies), COCOM’s, Foreign Military Sales (FMS), and NATO. Planned and directed all aspects of Anomali’s account development and interaction to include objectives, and initiatives. Developed and implemented sales strategies with partner channels in order to maximize revenue and exceed sales goals. Grew Anomali’s penetration and awareness within the US ARMY and US NAVY over 100% within my first 3 months. Overall revenue growth grew by 45%. Created and implemented a Federal Specific Market Development Fund (MDF) program and deal registration program with many strategic partners. On a regular basis, I cultivated new business opportunities and capture strategies within the channel using knowledge of customer requirements, business contacts, and other information sources relevant to specific business targets, thus growing a pipeline of business from $0 to over $6.75M in a 3-month timeframe. Accomplishments: 45% Quota Attainment in 2022 within 5 months
Fidelis CybersecurityFederal Technical Major Account Manager -ARMY, COCOM's, and Foreign Military Sales (FMS)
Feb. 2020 - Jul. 2022Bethesda, MDCustomer-focused Regional Sales Director supporting the US ARMY (and its tenant agencies), COCOM’s, Foreign Military Sales (FMS), and NATO. Planned and directed all aspects of Fidelis Cyber Security account development and interaction to include: objectives, and initiatives. Developed and implemented sales strategies with partner channels in order to maximize revenue and exceed sales goals. Grew Fidelis Cybersecurity penetration within the US ARMY and Foreign Military Sales over 97% within a one year. Overall revenue growth grew by 85%. Created and implemented a Federal Specific Market Development Fund (MDF) program and deal registration program with many strategic partners. On a regular basis, I cultivated new business opportunities and capture strategies within the channel using knowledge of customer requirements, business contacts, and other information sources relevant to specific business targets, thus growing a pipeline of business valued at $130K to over $21M in a two-year timeframe. Additional achievements included developing a go-to-market strategy plan for strategic accounts within my account spaces. Negotiated Blanket Purchase Agreements (BPA) within the ARMY in support of major contract initiatives. Accomplishments: 155% Quota Attainment in 2022
Accomplishments: 88% Quota Attainment in 2021
Accomplishments: 186% Quota Attainment in 2020
PivitolXSenior Consulting Technical Sales Director/ Business Development - Federal
Feb. 2019 - Aug. 2024Leesburg, Virginia• Pursue and close strategic deals. Provide leadership and guidance to C-Suite clients to support opportunity qualification, scoping, estimating, costing, risk identification and mitigations, contract preparation, and handover.
• Lead role in aligning pursuits within clients offering strategy. Demonstrate expertise in Services offerings and delivery playbooks to lead pursuits aligned to customer mission.
• Accountable for capture management, and deal quality to drive successful engagements that meet customers' expectations for scope, timelines, and deliverables, and include metrics for deal shaping foundation.
• Achieve high quality pursuits by leading pursuit teams through technical, political and organizational complexity. Steward of the lead-to-order process, to improve deal velocity, prioritize pursuits aligned to area business plans, and communicate deal value to approval stakeholders through the deal review process.
• Build trusted relationships with stakeholders that are critical to the success of deal pursuits. Drive use of presales resources and develop relationships with area and global sales, proactively engage stakeholders to influence deal qualification, advise on deal readiness, and set domain pursuit expectations.
• Ensures deal information provided to customers is compliant organizationally developed processes
• Work with the Solution Area Leadership Team to define and execute demand generation activities with the aim of increasing customer awareness of potential solutions and driving increased customer engagement and interest in new solutions/opportunities to modernize and help our customers.
• Responsible for the sales and delivery cycle, drafting proposals, coordination of delivery, partnerships with customers, stakeholders for delivery satisfaction, risk mitigation, and repeat business to accelerate and win more deals.
• Develop strong relationships with key decision makers and influencers while articulating a clear vision for solutions.
RavenTek Business GroupMajor Account Director - DoD & Intel Community
Oct. 2017 - Feb. 2020Washington D.C. Metro AreaCustomer-focused Executive Account Manager supporting the National and Military Intelligence, SOCOM (and its tenant agencies), PACOM, SOUTHCOM, US NAVY, USCYBERCOM, CENTCOM, DCAA, NATO, DTRA, DLA, Foreign Military Sales (FMS) and the FSI's. Raventek is a Alaskan Native Corporation/ 8(a) focused in providing disruptive, cost effective, and highly scale-able solutions to our clients focused in the Cyber Security, Application & Networking performance, Hyper Converged, Cloud, and small form factor tactical system needs. Our solutions coupled with out in depth technical expertise in these capabilities allow us to provide a total turn key solution to our clients globally.
A10 NetworksTechnical Sales Director- Federal Accounts
May. 2015 - Oct. 2017Washington D.C. Metro AreaCustomer-focused Account Manager supporting the National and Military Intelligence, SOCOM (and its tenant agencies), PACOM, SOUTHCOM, US NAVY, USCYBERCOM, DCAA, NATO, DTRA, DLA and the FSI's. A10 has pioneered high-performance application networking and security technologies that ensure our customers’ applications and networks are highly available, accelerated, and secure. At the center of the A10 product offering is our Advanced Core Operating System (ACOS®), which serves as the high-performance, application-aware networking platform for all A10 Networks' product lines which addresses a range of customer needs. A10 Thunder ADC with SSL Insight helps organizations uncover hidden threats in SSL traffic by enabling third-party security devices to inspect encrypted traffic. Site-to-site IPsec VPN, included with Thunder ADC, encrypts traffic on a massive scale and in the cloud to ensure data privacy. Thunder TPS prevents large-scale DDoS attacks with its true multi-vector DDoS protection. A10 Networks is an award-winning security company who has pioneered a new generation of application networking technologies. The Thunder Carrier Grade NAT (CGN) product line provides large-scale address and protocol translation services for carrier networks enabling the extended IPv4 scalability and smooth transition to IPv6. Thunder Converged Firewall (CFW) is an all-inclusive and flexible security solution featuring a Secure Web Gateway, Data Center Firewall, Gi/SGI Firewall and site-to-site VPN for enterprises and service providers. Thunder SSLi (SSL Insight) eliminates the blind spot imposed by SSL encryption through high scale decryption functions that enable and scale security devices to inspect encrypted traffic.
Riverbed TechnologySr. Consulting Sales Engineer - Federal Business Development
Oct. 2014 - May. 2015Reston, VirginiaSr. Consulting Systems Engineer providing global engineering and sales support to Riverbed's Federal Service Integrators (FSI) as well as our sell-through business partners on all things Riverbed. This responsibility covers both the direct, high-touch channel as well as the business partner and systems integrator channels. Responsible for working hand-in-hand with our FSI and telco partners to develop strategic solutions as well as providing necessary training. Support building our strategic pipeline and developing and implementing our Capture Management process. Work closely with our integrator (FSI & GSI) and partner reps to ensure that we're all focused on the most important revenue opportunities.
IndependentTechnology Evangelist & Private Equity Consultant
Jan. 2014 - Feb. 2018Northern VirginiaProvide equity funding solutions and direction to entrepreneurs, venture capitalists, and private equity firms on mid to latter stage start ups from a variety of sources and platforms. Interact with investors and SMB's and explore new product ideas. Provide research and critique product solutions and designs for Private Equity firms and VC's to determine overall investment and technology fit within various portfolios. Explore fringe technologies within portfolio and recommend talent enhancements where applicable and review of process innovation to support the overall growth of the business and investment portfolio.
Riverbed TechnologySr. Sales Engineer and Technology Evangelist
Sep. 2013 - Oct. 2014Reston, VirginiaSell products and services to the Department of Defense community some of my customers include DISA, Pentagon, DARPA, DITRA, WHCA, DCSA, and TRANSCOM. Responsible for meeting assigned sales quota. Call on prospective customers, providing product information, technical support, references and negotiate pricing. Cultivate relationship with clients to move from vendor to partner status. Execute new product initiatives within existing accounts. Implement sales strategies with contractors, system integrator's and distribution partners to penetrate large, complex end-user accounts. Interface with appropriate internal departments; engineering, product management, customer service and accounting to ensure a transparent, seamless customer experience. Riverbed offers a full ecosystem of products and solutions. Their Performance Platform is a modular set of products designed to enable strategic IT initiatives such as Consolidation Efforts, Application and Website Acceleration, Cloud Integration, and Business Continuity Planning. The Riverbed Performance Platform can also accelerate applications both symmetrically and asymmetrically as well as provide a powerful analytical view into how applications are performing in their enterprise. This allows for the IT managers to manage the critical feedback loop and be proactive on executing needed network changes to maintain organization mission and success. *Awarded SE of the Quarter Q3 2014
Riverbed TechnologyService Delivery Manager- US Federal/ IC
Apr. 2012 - Sep. 2013Reston, VirginiaAccountable for managing service delivery to Defense, Federal, and partner client accounts promoting the continuous improvement of productivity, service quality and customer satisfaction. Ensure Service Levels are achieved and maintain ongoing customer satisfaction. Act as a customer advocate and central point of contact for all escalations and deliver monthly and quarterly customer reviews and arrange service meetings upon request. Upon the request of the clients provide product overviews and technical training's.
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