VICE PRESIDENT STRATEGIC DEVELOPMENT

October 2018 - May 2022

Reported to VP Security Sales | Managed team of 4 Directors

• Responsible for revenue and business development within eDiscovery, Security, Digital Investigation, and AI/ML market segments

• Led annual go-to-market planning for a combined $150M portfolio

• Identified target, drove sales, marketing, and product due diligence leading to development of 5-year business case validating acquisition of a network detection and response (NDR) technology

• Identified, validated, and executed on new Public Safety market opportunity integrating multiple OpenText capabilities generating $150M in qualified pipeline within 6 months

• Identified organizational barriers to revenue and drove corrective programs

SR. DIRECTOR, MARKET DEVELOPMENT

September 2017 - October 2018

Reported to VP Strategic Development | Cybersecurity & eDiscovery focused

• Drove due diligence and Sales, Product and Marketing post-acquisition integration for eDiscovery SaaS company

• Identified, validated, and executed on new corporate eDiscovery market opportunity bundling relevant OpenText capabilities and generating $3M net new pipeline within 3 months of launch

• As cross-functional team leader, led successful integration of Guidance Software Sales, Product and Marketing functions

GUIDANCE SOFTWARE | ENCASE (NASDAQ: GUID. Acquired by OpenText) / SR. DIRECTOR, PRODUCTS

November 2015 - September 2017

Reported to CMO | Managed team of 7 (PMk, PM, & Alliances)

• Responsible for $1.2M P&L, roadmap, pricing, packaging and positioning spanning 5 product lines

• Developed and executed corporate branding, product & GTM  strategy designed to maximize exit

• Drove transition from eDiscovery-focused company to endpoint detection and response increasing investigation and security product line revenue 150% YoY with Q4’17 license revenue at a 6-year high

• Pivoted company to a customer-centric development strategy introducing NPS surveys, beta programs, UX/UI testing, Product Advisory Councils, analyst community inputs, and competitive analysis

• Represented Guidance Software as subject matter expert by interacting with industry analysts, speaking at conferences, participating in media interviews, conducting  webinars, moderating panels, and writing articles

Director, Strategic Partnerships

October 2012 - November 2015

Reported to CMO | Managed team of 2

• Developed and executed ISV alliance program. Key partners included ArcSight, BlueCoat Systems,
  FireEye, Box.com, McAfee, and Threat Grid

• Generated $250k/year in corporate event sponsorships

• Drove revenue through technology alliances via referral and royalty programs generating $1M/year 

• Directed and coordinated operational aspects of partnerships with legal, finance, business systems, and operations

• Worked extensively with VAR and distribution partners creating and bringing value-add offerings to market through bundling of newly integrated solutions

Sr. Product Marketing Manager

March 2008 - October 2012

• In conjunction with Gartner, participated in definition and development of the EDR market segment

• Developed and implemented new pricing models for all products

• Led cross-functional product launch and GTM teams bringing 3 new products to market within eDiscovery and EDR market segments

• Drove overall positioning and developed 100+ session agenda for annual digital investigation industry conference

• 25% of time dedicated to client-facing engagements assisting AEs in the development of sales opportunities

• Subject matter expert and spokesperson (trade shows, user groups, analyst meetings, media interviews), webinar resource, and author

Creative Services Manager

November 2006 - March 2008

Managed team of 3 graphic designers and 2 corporate writers

• Responsible for $300k creative services budget, reduced packing costs by 50%, and standardized process reducing spend on collateral while increasing cost predictability

• Produced IPO communications, advertisements and sales tools

• Developed branding, messaging, and promotional material for annual digital investigation industry conference

Senior Graphic Designer

January 2005 - November 2006

• Developed packaging, collateral, website, advertising, and product logos