Bentley University

Director, Cloud Native #Tanzu at VMware  -  Agile  -  Modern Applications  -  Strategy  -  Digital Business  -  Kubernetes

Seattle, Washington, United States

VMware acquired Pivotal for $2.7 billion in December 2019.

I am responsible for the relationship between Tanzu and Dell Technologies.  VMware Tanzu combines the acquisitions of Pivotal, Heptio, Wavefront and Bitnami into one Portfolio.

VMware provides an essential, ubiquitous digital foundation for all workloads. Modern Applications Platform activates customers to build on that foundation by bringing speed, stability and security to multi-cloud software delivery. Our Tanzu product portfolio is based on well-formed building blocks and a commitment to open source alignment — promising customers choice and transparency. Our proven patterns and technical expertise enable customers to build and operate modern software supply chains, run cloud native infrastructure and manage applications on Kubernetes at scale. We connect IT and line of business in a shared effort to catalyze enterprise transformation through software.

VMware

Director, Global Tanzu and Dell Partnership  (acquired by VMware)

Pivotal transforms how companies build software.  Many of the world's most admired brands leverage Pivotal's cloud native development platform to compete in todays digital society.

Accelerate growth of sales and distribution of joint products with our most strategic partner and majority-owner Dell Tech.
-  Sole representative for a Dell GTM initiative invested in transforming the top 200 revenue-driving customer accounts
-  Built foundation for sales triage via Pivotal Pulse brand Sales Portal, Opportunity Registration, Internal Podcast, Videos
-  Develop, manage and execute cross-company alignment between VMware and Dell to break down barriers and ease sales motion for our jointly engineered product currently driving $200M, with the goal of making this a $1B business.
-  Scale Pivotal's reach from the 200 current salesforce to 30,000 sales personnel at Dell (Pivotal's largest single investor) / EMC (Pivotal's founder) / VMware / Virtustream and other strategically aligned businesses.

Pivotal Software, Inc.

Program Management Director, Dell Tech Global Alliances

Strategically deployed tech marketing tactics via social media and digital exposure to drive Willbros’ awareness & financial resurgence during and after a major economic decline which caused market consolidation and loss of 400k industry jobs.

-  Drove $800+ Million in business opportunities (71% of sales total) resulting in $45M of revenue serving midstream customers in the Marcellus Shale Region (PA, OH, WV) down the eastern seaboard to South Carolina.

-  Panelist at major industry conference, Dug East. Nominated to GPA Board of Directors, affording access to key executives.

Willbros is a pioneer in the pipeline industry with 108 years of experience and one of the largest ‘industry movers’ with the scale to handle a range of projects from tiny interconnect stations, to 3 miles of 16'', compressor stations and even 200 miles of 48’’ pipeline construction.

Lineal Industries, a steelworkers union shop based in Pittsburgh with expertise in smaller-diameter pipeline and integrity projects is owned by Willbros.

Willbros Group, Inc.

Director, Marketing and Business Development

As a part of GPA Midstream's six affiliated domestic chapter organizations, the GPA Midstream Appalachian chapter is dedicated to offering educational training, field tours and exposing industry colleagues to the vast world of Oil & Gas professional expertise.

Our mission is to spread knowledge, stand as a positive presence in the communities where we work,  supply fuel for this great region's daily needs, and bring talented professionals to our industry via education.

We are also focused on our Young Professionals’ group which plans educational and networking activities targeting the midstream industry’s next generation of leaders.

<a href="https://abgpa.org/board-of-directors">https://abgpa.org/board-of-directors</a>

Appalachian Basin GPA Midstream Association

Board Of Directors

Plucked out of the high tech industry to bring a millennial focus and edge to the energy industry.  PLH Group is a private equity backed portfolio company focused on pipeline and power line construction.

-  Represent 5 construction companies, growing qualified client base from 5 to over 125 in the Marcellus-Utica shale region

-  Rescued M&M Pipeline from shut-down by driving 50% of their annual revenue in 3 months by identifying a service niche

Three primary reasons drove the choice to join PLH Group:

1)	Steel Toe Boots!  Life outside the cubicle.

All joking aside, the ability to physically see the results of hard work, the very beginnings of transporting the natural resources that power homes and make this country the best place on earth to live is inspiring.  While so many nations struggle to provide running water for their citizens, we are privileged enough to have the foundational infrastructure to enable people to live happy, productive lives that change the world.  I’m proud to be a part of the team who labor in the background to construct the pipelines and power lines to make access to energy a reality.

2)	Make a big impact, at a smaller company.

- 1 Billion in revenue is nothing to sneeze at, but at PLH Group I can see and feel my personal impact in different ways than at an enterprise with 60,000 employees and $25B in revenue.

3)	Customer Friendships.

Working directly with our customers is invigorating and exciting.  Truly understanding the factors that drive a personal passion for energy, learning past project experiences, unique personal needs, and the opportunity to develop trust and friendship is priceless.  Nothing makes me happier than connecting the people I respect and appreciate in this industry with my great team of construction experts.  Customer friendships last a lifetime and I’m excited to prove that our crews are exceptional as we expand and grow the business.

PLH Group, Inc.

Director, Business Development

Managed Industry Analyst Relations for RSA (Cyber Security) and EMC, a Fortune 500 IT technology company.  Developed relationships with analysts at familiar brands including Gartner, Forrester, IDC, ESG and hosted events, demos, and briefings with our executive leaders.

Spearheaded an innovative program to identify key industry influencers and build authentic relationships between our executive management team.  Orchestrate a steady stream of media-optimized content to targeted stakeholders in order to drive global influencer coverage to support key sales priorities (Hybrid Cloud, Flash, and Big Data).  Ultimately pitched the idea on an hour-long show produced by EMCTV and won $15k in funding. Designed and introduced EMC's Influencer Engagement program throughout Global Marketing.

Analyst Relations Manager

Main Street Partners is a consulting nonprofit that seeks to create jobs and improve local economies by providing small business owners with the resources and human capital necessary to dramatically improve their businesses.

Developed a branding / marketing strategy for two retail centers in Jamaica Plain, MA. One is home to a restaurant, Jiu-Jitsu studio, a chiropractor and a real estate business. The other is home to an Italian restaurant, hair salon, Laundromat, and cleaning service business.

The team worked with these businesses to develop their individual marketing strategies while my summer staff assistant and I wove together an overarching ‘identity’ for the retail center.

Collaboratively engaged with the business owners of these companies to develop an identity for the retail centers, isolate marketing synergies and develop a "place based" marketing plan.

This project had significant impact on the JP community by empowering small business owners with the confidence and joint marketing plan to leverage the experience of neighboring entrepreneurs while being an integral part of a larger retail community with a unified goal.

Main Street Partners

Volunteer Consultant

Manage all marketing aspects for a 50+ Partner Program whose technology products fill critical gaps in EMC’s portfolio while also serving as a test bed for potential acquisitions. These innovative offerings complete infrastructure solutions for customers.

-       Orchestrated 38 international events driving 7k app downloads, 3k+ leads, 400+ Twitter followers
-       Designed and developed EMC's first mobile app for Apple and Android
-       Launched 15 new partners internally targeting EMC’s global sales through multi-media platforms
-       Manage team to drive priorities, assign goals and identify process efficiencies to reduce workload
-       Expand partner reach throughout Asia by connecting Partners with EMC sales engineers
-       Foretasted and allocated Program's $1M annual budget based on industry and market knowledge
-       Owned and delivered product training and strategy to 100+ global account executives quarterly

International business experience & travel to: Singapore, Japan, China, Malaysia, India, Germany, London, Italy, Canada, Australia (& most major US cities)

Manager, Product Marketing, EMC Technology Connect

Selected to participate in the MLDP, an undergraduate/MBA intensive 18-month rotational development program designed to build future marketing leaders.  EMC's core marketing departments compete to receive rotational MLDP associates.  Comprehensive training and development curriculum is combined with executive sponsor support and peer mentoring to help build professional networks and solidify a strong business and marketing foundation within the company.

Rotation 1: Market Intelligence (Market Analysis)
Rotation 2: Corporate Launch (Product Marketing)
Rotation 3: Total Cost of Opportunity (Application Development)
Rotation 4: Global Solutions Marketing (Industry Messaging)
Rotation 5: Global Channel Marketing (Partner Marketing)

1. Market Intelligence
-       Competitive Win/Loss Analysis on EMC's #1 Competitor to identify strategic sales opportunities

2. Corporate Marketing Launch Team
-       Drove “Mega Launch”, largest product launch of EMC history experienced by 57,000 individuals
-       Lead Asia Mega Launch, responsible for synchronizing global plans between Singapore, London, and New York

3. Total Cost of Opportunity (TCO) Team
-      Built launch plan from scratch to release 5 new TCO tools among 7,000 users
-      Consulted the development team to professionally update, simplify and standardize sales assets
-       Liaison for the Competitive Intelligence Team to manage the design of a competitive environmental calculator

4. Global Solutions Marketing
-       Met critical need for sales by developing success story showcasing our client, Fulham Football Club and traveled to Italy to present to management team on marketing vision

5. Global Channel Marketing
-       Launched first globally successful VNXe (low-end Channel product) 'Try & Buy Program' requiring multiple executive negotiations for funding and support and cross functional management of international operations and marketing teams

Marketing Leadership Development Program (MLDP)

Bill Me Later/ PayPal/ eBay, Hunt Valley, MD
-  Identified areas of opportunity and developed project plans for operational improvement
-  Assisted in the development of analytics to standardize measurement of calls and track variables
-  Evaluated calls and customer feedback to provide tailored data to drive improved global performance

PayPal

Quality Operations

Retirment Plan Services Participant Communications
- Analyzed annual reports to forecast the need for additional communications consultants.  At the conclusion of the analysis I presented my findings to a team of 10 executives.
- Revamped the training process for newly hired communications consultants
- Created and distributed marketing material to over 300 clients to prompt beneficiary sign up

T. Rowe Price

Retirement Plan Communications

- Assisted in merger of KeySpan with National Grid unifying best practices and procedures
- Standardized the priority order of emergency situations of nationwide locations
- Analyzed accounting material to ensure correct payment to the City of Boston, saving $5M

National Grid

Emergency Dispatch/ Support Services

- Supervise 40 sophomore and junior residents while enforcing college policies
- Provide a sense of community among Bentley College residents and mentor students
- Create and implement eight social and educational programs per semester for the residents

Resident Assistant

Escaped to East Glacier, Montana to hike 200+ miles in one summer while living in the mountains, snowboarding glaciers, contending with grizley bears and working at Swiftcurrent Motor Inn restaurant.
-       Earned Peak Performer of the Month award, recognizing excellent work habits

Courtney McShane ☁️

Courtney McShane ☁️