DIRECTOR of PRODUCT MANAGEMENT, Sensage, a KEYW Company
January 2007 to Present
Started as Sales Engineer in 2007, quickly moved to Product Management within the first year. Reported first to VP of Business Development, then Director of Product Management, then VP of Product Management (who promoted me to Director), then VP of Engineering, VP of Marketing, and then the CEO.
Started as Sales Engineer in 2007, quickly moved to Product Management within the first year. Reported first to VP of Business Development, then Director of Product Management, then VP of Product Management (who promoted me to Director), then VP of Engineering, VP of Marketing, and then the CEO.
- Presided as chairman of the Program Review Board (PRB) since its inception January 2012. Presented business case to the PRB for all new Programs which included any changes to Engineering roadmap and most cross-department programs.
- Provided key product information and inside knowledge as part of Due Diligence Committee for purchase of Sensage by KEYW Corporation. Sensage was acquired by KEYW in October 2012.
- Primary release manager for six releases (4.0 thru 5.0) over four years of Sensage’s core product, the Enterprise Data Warehouse.
- OEM Product Manager from Sensage for HP’s Compliance Log Warehouse. Worked directly with HP Distinguished Technologist and architect for the project on a day to day basis for three years and four releases acquiring approximately 40 customers. Sensage was HP’s solution for Log Management until HP acquired ArcSight in Oct 2010 for $1.5B.
- Assumed Product responsibilities for EMC partnership including the
second release of SenSage’s integration with Centera. Oversaw all engineering
development efforts of SenSage’s Centera software driver working directly with
VP of Engineering and Chief Architect. Worked with CEO and VP of Marketing to
create marketing message and coordinate launch. Provided knowledge transfer by
attended EMC trade shows and Sales group training sessions. The second release
won 2008 EMC Centera Partner Solution of the Year award.
- Managed unique new SenSage Continuous Monitoring and Auditing (CMA) solution
for SAP by working directly with four pilot customers and one SAP ABAP contractor
(found on Craig’s List) over two years. Worked with SAP Labs in Palo Alto to achieve
product certification. Product included tracking mechanism to capture IP
address for successful and (the coveted) failed login. Unique-ness of these
features directly led to sales calls with Coke, Pepsi, Airbus, Boeing, Kraft,
HP, and Apple. Personally presented solution to above prospects as part of
Sales Account Manager training and led proof of concept on site as part of SE
training.
- Created MRD for a SenSage extension to the McAfee ePO product for
McAfee’s Secure Initiative Alliance (SIA) partnership opportunity. Worked with SenSage
Sr. Engineers and McAfee SIA leadership throughout development stage to
negotiate numerous limitations to certification. Worked with SenSage Director
of QA and SAI representative to achieve certification by McAfee. Product won 2008
McAfee Innovation Partner of the Year award.
- Key member of all marketing initiatives January 2007 to January 2010.
Worked directly with CEO, VP of Marketing, VP of Product, and Product Marketing
staff on all major strategy sessions including all major trade show efforts,
and all major industry analyst responses. Worked with VP of Product on all
roadmap decisions. Traveled with VP of Marketing to meet with industry analysts
and demonstrate the new release. After seven years of trying, SenSage made it
to the Leadership position of the Gartner Magic Quadrant in 2009 and 2010.
- Assumed full responsibility for pricing and roadmap upon departure of
VP of Product July 2010. Worked directly with CEO on all roadmap and pricing
decisions, ensured strategy was appropriate from a technical and architectural
standpoint. Worked directly with VP of Engineering on a daily basis for all
product decisions. Attended staff meetings and participated in technical forums
for Sales, Sales
Engineers, Professional Services, Customer Support, Engineering design teams,
and Engineering management.
- Two-time winner to SenSage Sale’s Club (as a non-sales employee), once
by an all-company vote as most valuable employee in 2008 and once by an
all-Sales vote as best “Friend of the Field” in 2009.
Sr. BUSINESS DEVELOPMENT SALES ENGINEER, Sensage, Inc.
April 2006 to January 2007
First Sales Engineer for Business Development Group
First Sales Engineer for Business Development Group
- Accepted quota for world wide channel-driven sales. Provided all
pre-sales technical support for all channel-driven sales.
- Worked with Tokyo Electron Devices (TED)
as they trained 10 engineers on SenSage technology and introduced the product
in Japan.
Traveled to Japan four times
helping TED establish partnerships with JIEC, Hitachi, Panasonic,
NRI, Ashisuto, Fujitsu, and HP-Japan. Met with
numerous key customers in Japan
to provide product assistance and strategic planning. TED achieved market
leadership for Log Management in Japan in 2008.
- Worked on technical solutions for key partnerships including SendMail,
Symantec, EMC, Cerner, TED, and HP. Worked directly with SendMail engineers to
support development efforts and SendMail Product Management for strategic
planning of SendMail OEM solution. Independently
created Symantec solution in SenSage technology and sold solution to Symantec
Product Management (solution then died upon introduction to Sales due to perceived competitive position).
- Achieved 175% of quota while employed as Sales
Engineer.