Penn State University

Staff Security Enablement Engineer at Pendo.io

Cary, North Carolina, United States

After years of supporting Enterprise and Strategic customers who cared about Data Privacy and Security before it was vogue, I now work for our Chief Information Security Officer (CISO), having frank discussions with customers and prospects about our security posture - a critical part of the Sales process.

I'm also engaged in implementing and educating our internal teams on policies and procedures.

Pendo.io

Staff Security Enablement Engineer

Determine clients’ overt needs and subtle wants in order to propose solutions that exceed their expectations. Provide guidance and assist sellers/buyers in selling/purchasing property for the right price under the best terms.

What?!? I help people make the largest purchase of their lives or sell the largest asset they own.

Intermediate negotiation processes, consult clients on market conditions, prices, mortgages, legal requirements and related matters to their benefit and ensure a fair and honest dealing.

Perform comparative market analyses to accurately estimate properties’ value,  / properly price sellers’ homes for quick sale yet top dollar, and facilitate buyers making competitive offers.

Ensure property listings are excellently prepared with updating, staging, decorating and photography to consistently make great first and lasting impressions, and ultimately result in fast sales.

Network and cooperate with attorneys, mortgage lenders, home inspectors, contractors and fellow realtors.

Promote sales through advertisements, open houses, listing services and online marketing.

Increase team’s productivity by implementing technology tools and updating processes.

Grew Team Sales 75% from $6M in 2015 to $10M+ in 2016, with a median 14 days-on-market at an average of 99.87% of ask (trailing twelve months).

Keller Williams Realty, Inc.

Realtor

Co-founded the Sales Engineering team for an awesome Start-up (something I’ve always wanted to do)!

SO much fun to put my past experience to use and directly impact Sales growing to $100M ARR.

- Pendo is proudly made in NC but engineered to scale globally.)

Principal Sales Engineer

A corporate gig where I could use all my past customer-facing field sales experience as well as my technical marketing background, I collaborated with and bridged the Product Management, Marketing, and Sales functions.

Grasped technical capabilities and translated them into business value for customers and partners. Created messaging and positioned products and services, developing content for technology and go-to-market for offerings.

Understood customer personas, buying criteria and specific use cases, and transferred that knowledge to outbound Marketing and Sales. Developed content (e.g., promotions, solution briefs, datasheets, web page journeys) that created a compelling story of value and benefit for customers, and delivered that to Sales and channel partners.

Expanded the partner-ecosystem, by understanding partner motivations, building relationships, presenting compelling partnering opportunities and leading joint go-to-market activities.

Wrote email campaigns to entice prospects, and in-depth industry surveys to generate engaging neutral reports. Architected tradeshow booth, messaging and fun, and engaged customers, prospects and analysts at events.

Progress Software

Sr. Product Marketing Manager

After a brief corporate gig I'm back out in the field and LOVING it, supporting 12 awesome Enterprise customers in RTP and the Triad!

I deal with all aspects of VMware's Software-Defined Data Center (SDDC) solutions, including:
-  Compute, Storage and Network Virtualization
-  End-User Computing and Mobility
-  Hybrid Cloud

I had /almost/ forgotten how rewarding it is working with real customers, and I'm thrilled to be developing new relationships with some amazing folks!

VMware

Senior Enterprise Systems Engineer

Directed team of distributed Technical Marketing Engineers to develop and test video, media and entertainment big data solutions that combined NetApp storage, Cisco servers and switches, and partner video applications.

Analyzed customer needs, wrote requirements document and defined project plan. Produced presentations, solution briefs, technical reports, and validation tests for sales activities, marketing efforts, partner certification and support training.  Supported field Proof of Concepts (POCs) and integrator First Article Builds (FABs).

Developed and managed technical resources, and built trusting and productive relationships with sales, product management, education, marketing, support and external partners.

Primary voice of Big Data at the NetApp RTP Executive Briefing Center (EBC).  Big Data track leader for NetApp Foresight (hundreds of Consulting System Engineers) and Insight (global technical conference dedicated to pre- and post-sales System Engineers, Professional Services Consultants, and Channel Partners).

NetApp

Senior Manager, Solutions Engineering (Video, Media & Entertainment)

First field technical resource hired to launch the new Whitewater Cloud Storage Gateway backup-to-the-cloud solution. The business unit functioned as a start-up within the $1 billion company, so I had many roles.

Interfaced constantly with product management, engineering, education, marketing and support for feature determination, documentation, web seminars, field and partner training, and support case resolution.

Closed a critical gap to success by writing the Whitewater sizing tool, ensuring correct solutions were proposed.

Drove cloud business in eastern Americas and Europe/Middle East/Africa, working with cloud-focused Sales Reps in the US, and Riverbed Regional Sales Reps and partners around the world.

Grew customer base from zero to six, and built pipeline of over 50 accounts.

Riverbed Technology

Cloud Technology Evangelist

Led virtual Enterprise Technologists team of 40 top Technology Consultants from around the globe.  Drove product direction with product management and engineering, defined and improved field processes and tools, and presented Non-Disclosure Agreement (NDA) information to the field.

As part of the Configuration & Technical Services (CTS) team in the Back Recovery Systems (BRS) Division, enhanced the effectiveness of all worldwide TCs to better meet the goals of the sales organization, by defining and enhancing sizing tools, producing best practices documents on key topics, and organizing worldwide training.

Grew sales in the eastern Carolinas, focusing both on revenue and logo count, evangelizing and selling deduplication technology.  Adeptly understood customers’ environments and pain points, sized and presented solutions, and closed customer deals.  Additional key tasks included regular training of partner sales and technical personnel, participating in Executive Briefings, and speaking at trade shows and seminars.

Revenue of $1+ million was accomplished in first partial year and in fiscal year 2009 achieved $3+ million (130% of goal and Club). Equally importantly, the install base was nearly tripled during the combined 20-month period.

EMC Data Domain

Advisory Technology Consultant -- Senior Systems Engineer

Choose Joy, Inc is a motivational company that will inspire you to live the life you WANT to live. And that is…a life filled with JOY!

We’re passionate about showing you how to make the choices that will allow you to live a life that you love!

Through our publications, tools and speaking events, we promote the message of “Think. Act. Thrive!” – Think about the life you want to live, Act by making the choices that will give you that life, then Thrive!

Choose Joy

Co-Founder

As part of $1 billion Data Protection and Retention business unit, provided expertise and real-world input to the core product team, and evangelized NetApp’s deduplication technology to the field, customers and partners.

Key internal interface between product management, marketing, engineering, competitive, support, and education.  Articulated requirements, reviewed specifications, tested in the lab, write technical reports, generated training material, and served as the voice of customers and the field.

Primary external relationship builder with field sales, partner field personnel, and customers.  Presented to customers and at conferences, actively participated in Executive Briefings and trade shows, trained the field at Sales Kick-Off and Regional meetings. Responsible as the technical liaison for joint projects with Symantec.

Network Appliance

Senior Technical Marketing Engineer

VERITAS Software

Systems Engineering Manager -- Staff Systems Engineer -- Systems Engineer

Managed the Advanced Solutions Team, an international group of nine System Engineers (SEs) who owned beta products, driving feature design by interfacing between customers and Engineering, working with customers on implementation, transferring knowledge/skills to the field and pursuing sales opportunities.

Championed emerging products to the field and customers, covering the eastern US and Europe.  Global team of three handled the future virtualization-in-the-SAN-fabric joint solution offered by VERITAS and Cisco.

Generated sales revenue through pre-sales activities, including conducting product demonstrations and on-site product evaluations, building strong customer relationships, providing technical input to Request for Proposals (RFPs), assisting customers in designing infrastructure architectures, and supporting seminars and trade shows.

Made Club VERITAS every year eligible, producing revenue from $3 million to $6 million yearly.

Drove technical sales of solutions in the network storage space, giving technical presentations, performing proofs of concept, preparing proposals, installing and supporting hardware and software, demonstrating solutions, resolving technical problems, supporting trade shows and building customer relationships.

Made President’s Club every year with three different account executives in three different territories (AZ/NM, NC/SC, Intel global account), producing revenue from $3 million to $15 million yearly.

Auspex Systems

Lead Systems Engineer -- Senior Systems Engineer -- Systems Engineer

Responsible as team lead for UNIX system administration of 280 Sun workstations, 8 file servers, 30 third-party software packages, and over 200 VAX users and 20 PCs accessing NFS data.  Upgraded all machines to a consistent operating system environment, prepared a UNIX Administration Manual which documented our environment and processes, evaluated and implemented a new high performance NFS file server, integrated DEC Alpha workstations (OSF) into our SunOS environment, planned transition to Solaris 2.X operating system, installed and supported sendmail and Internet news.

Implemented the site’s first World Wide Web server, and taught on-site UNIX classes.

Responsible for UNIX-based configuration management (CM) system and department tool development/support.  Implemented graphical user interface using C to model company process for CM in the UNIX environment.  Developed tools to produce design document sections (in Interleaf and FrameMaker) based on Ada files, compiler output, and database reports.  Supported 80 department users utilizing commercial document publishing (Interleaf and FrameMaker) and structured analysis / structured design (Software through Pictures) software packages.

Honeywell Commercial Flight Systems Group

Team Lead, Senior Project Engineer

Responsible for avionic system requirements definition, avionic system accuracy document production, and group training coordination.

Analyzed customer requirements; presented design to system, hardware, software, test and pilot-vehicle-integration groups; wrote detailed interface and processing requirements; documented design in user’s manual.  Produced the 300 page Accuracy Control Document, which described the analysis process, compiled data, and presented results.

Responsible for software tools support.  Rewrote software and mechanization change request tools to enhance user interface (SMG) and improve configuration management (CMS).  Updated and maintained software module output verifier (C).

General Dynamics

Senior System Design/Software Engineer -- Engineer -- Associate Engineer

Responsible for a 12-person team that weighed trucks along the roadsides of Pennsylvania during the summers.  Organized logistics of travel, equipment, schedules, duty assignments and time cards for this self-sufficient team.  Reported data and status to State headquarters on a weekly basis.

Bill May

Bill May