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Work Background
EntrustDirector Digital Identity-Dir of Sales-Global
Nov. 2022Greater Los Angeles, California, United StatesAs a senior director of sales, I am responsible for developing a SaaS-based IAM and CIAM strategy and selling with multiple sales teams across the Americas, including Canada, the US, APAC, and LATAM. An experienced services sales, AI-SaaS, and digital solutions leader who can perform technical scoping of engagements and excels in positioning the value of Entrust Identity solutions, assisting in customer’s meeting their business outcomes, engaging with C-level and major stakeholder personnel, negotiating complex outcomes at the same time assessing real-time risk mitigation. Accountable for meeting and exceeding company financial goals and regional booking targets and actively involved in the evolution of Entrust's Identity Solutions, collaborating with multiple teams. Partner with the Entrust product account teams and lead with a consultative approach, scoping, selling, and positioning Entrust Digital Solutions. By accelerating their time to value, you will keep customers' business objectives in mind. Skills: Strategic Planning · Analytical Skills · Sales Management · Sales · Customer Service · Event Planning · JavaScript · Amazon Web Services (AWS) · Data Analysis · Cascading Style Sheets (CSS) · SQL · Project Management · Scrum · Microsoft PowerPoint · Team Leadership · Leadership
Okta, Inc.Senior Manager Professional Services
Dec. 2019 - Nov. 2022Greater Los Angeles AreaAs a Sr. Engagement Manager I am responsible for Professional Services Sales, including scoping and selling Okta Professional Services (PS), and Professional Services business development. An experienced services sales leader who has the ability to perform technical scoping of engagements, and excels in positioning the value of Okta PS assisting in customer’s meeting their business outcomes, engaging with C-level and major stakeholder personnel, negotiating SOWs Ts & Cs associated cost and complexity at the same time assessing real time risk mitigation. Accountable for meeting and exceeding Professional Services regional booking targets and actively involved in the delivery process. Partner with the Okta product account teams and lead with a "Services First" approach, scoping, selling, and positioning Okta Services keeping customers' business objectives top of mind by accelerating their time to value. As an active participant of the delivery process, I seek to provide focused leadership and mentoring as needed to the PS Delivery team, resulting in a smooth transition to the Delivery team, at the same time collaborating with the customer real time to ensure deployment of the project meets and exceeds business outcomes.
NetAppDirector PS and Porfolio Services Sales, IAM and Cloud Solutions
Mar. 2018 - Dec. 2019Greater Los Angeles AreaWork with key teams at NetApp to provide focused Professional Services connected with NetApp's core technologies, helping companies on the journey to the Cloud whether leveraging existing infrastructure, moving into the public cloud or creating a hybrid environment suited to their business needs. NetApp provides a complete portfolio of services ranging from on-site residency for long term projects, agnostic tools and a vast partner ecosystem designed to meet and exceed companies' business goals and accelerate marketshare. NetApp's technology solutions can also enable cloud transformation, workload transitions, and collaboration in AWS, Azure, and other public clouds. NetApp also provides a complete range of Managed Solutions, ensuring companies are supported through the entire journey whether they are looking at migrating to a new environment, into a hybrid Cloud environment or into a fully automated HCI Cloud on-prem. NetApp's Professional Services is at the core of what makes our technology great, creating long term engagements with medium, large and global enterprise companies.
Key wins with Amgen, DXC/Farmers, Hyundai, Harbor Freight, SCE, Capital Group, Union Bank, Fox Entertainment, Panasonic, WB, and other large enterprise and global clients.
HyperGrid - Your Cloud BrainGlobal VP Technical Sales-Pre IPO
Jul. 2017 - Mar. 2018Greater Los Angeles AreaWorked directly for the CEO and executive team, driving business in the West Region around a complete cloud solution on prem based on SaaS, IaaS and IAM. Great initial success building pipeline and key competitive wins against Nutanix, Dell and others with Department of Navy, Synopsys, Burwood Group and others. Strong channel development and marketing initiatives to get HyperGrid recognized in the marketplace. About the Company:
HyperGrid, The Cloud Brain An Integrated Approach Current IT stacks are too siloed and disconnected. The need for multiple vendors slows deployment, requires a highly skilled staff and the resulting manual processes impede innovation and transformation. In order to accelerate the cloud journey, a more integrated approach is required. HyperCloud integrates capabilities across three key capability areas – application management, cloud management and software defined infrastructure – to accelerate your cloud journey. APPLICATION MANAGEMENT Transform, Deploy & Manage Applications HyperCloud provides an Application Platform as a Service (aPaaS) layer supporting development and deployment environments through a set of application services that enables applications to be transformed or built rapidly & iteratively, provisioned instantly, scaled on-demand and integrated with other widely used services. https://hypergrid.com/platform/
Presilient-Worldwide, Incentra, MSI International/StoragetekSr VP Global Sales, Cloud Computing, Saas, IAM-Pre IPO
Dec. 2007 - Jul. 2017south westAs a Sr VP of Sales I serve as a key member of executive team developing sales strategies for a cloud computing and managed services company. Directed a team of 10 direct contributors. Formulated marketing, brand planning and business-development strategies to drive revenue growth. Worked with a strong partner ecosystem, including Microsoft, Oracle, HPE, Dell, Docker, VMWare, Veeam, NetApp, and a number of other ones.
Outcomes:
Revived struggling operation from being on the verge of bankruptcy to a turnaround success story. Revamped pricing strategy, implemented effective promotional strategies, trained a high-performance sales team and helped boost corporate image through implementation of cloud computing custom applications and wave 2 managed services.
Tripled annual sales volume within four years, growing sales from $5 million in 2010 to $15 million in 2015.
Achieved 2015-16 Star Performance Award for outstanding sales results, representing the first time the division achieved this recognition in the West Region.
Established a competitive sales force by offering aggressive compensation, desirable benefits packages and performance-driven sales-incentive programs.
Improved sales policies and practices. Defined the sales cycle, created accurate job descriptions and developed standards for customer relationship management.
PRESILIENT WORLDWIDE CLOSED ITS DOORS THROUGH BK IN 2017.
Sun Microsystems, BEA, OracleSr Practice Director, Sales and Technical Leadership, Managed Operations
Apr. 2001 - Dec. 2007west regionManage a strategic sales force to create and develop a new territory with an emphasis on existing verticals.
Expand the company's presence and increase sales by vertical and by West Region.
Meet and surpass revenue goals for region.
Work closely with Marketing and other sales resources to increase productivity and closing probability.
Work closely with partners and System Integrators.
President's club, 2006, 2007, over achieved company's regional goal by 300%.
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