Penn State University

Director, Partner Solutions Engineering at Cockroach Labs

I own the combined field technical organization at TileDB, encompassing sales engineering, customer success engineering, solutions architecture, and technical support. I'm hiring for multiple roles, so please reach out!

TileDB

Head of Solutions Engineering (Senior Director)

- Led the global go-to-market team of strategic account managers and solutions engineers, reinvigorating the team after a difficult layoff and resulting in revenue growth of 260% in the following quarter
- Spearheaded repositioning efforts across sales, marketing, and product to refocus our positioning around cross-system data integration, data activation, and core data management capabilities

Vendia

Head of Sales & Solutions Engineering (Senior Director)

Advising on how to enter and engage in the Federal market for technology startups.  This includes structuring projects and contracts in a way that mutually benefits both the company and the government.

Fuzzbuzz was acquired by Rippling.

Fuzzbuzz

Advisor To Chief Executive Officer

- Led a strategic solutions engineering team across North America and Europe that focuses on business and technology partnerships that resulted in over $15m in partner attached revenue during the most recent fiscal year
- Launched and drove company-wide strategy planning with the executive team (CEO, CRO, CPO, and other senior executives) about how partnerships align with corporate objectives and can drive the next phase of company growth upon the departure of the Global Head of Partners and Alliances
- Lead author and cross-functional leader of leaders across Engineering and Marketing for the 2022 Cloud Report, Cockroach Labs largest marketing effort of the year, resulting in over 5000 new MQLs in the first 30 days and is expected to influence $30m in revenue for the following 12 months
- Conceptualized, prototyped, and led company-wide efforts to build “CockroachDB on Kubernetes”, including budgetary input, hiring and managing contractors, and managing cross-functional leaders across Product, Engineering, and Customer Success. This work unlocked the company’s Red Hat, GCP, and AWS relationships for additional joint GTM activities and enabled customers to have a SaaS-like experience in their own environments.
- Sourced and recruited the candidates we used to grow the global Sales Engineering team by over 100% (from 5 to 11) in 2020, resulting in a team that could support a business that grew by 350% even amidst COVID-related restrictions on travel and interviewing
- Led the company’s In-Q-Tel relationship across Revenue, Product, and Engineering, including technical and program management that resulted in a seven-figure deal to fund the development of geospatial capabilities

Cockroach Labs

Director, Partner Solutions Engineering

- Took on an expanded role outside of Federal to lead two diverse teams of Solutions Engineers, providing technical and organizational leadership covering Mid-Atlantic, Eastern Canada, and Federal.
- Expanded the Mid-Atlantic solutions engineering team by recruiting, hiring, and on-boarding five amazing Solutions Engineers, and initiated regional efforts around field knowledge sharing and reporting requirements to provide greater visibility to company leadership
- Successfully led efforts to provide predictable visibility into Federal and Mid-Atlantic forecasts, providing more predictable revenue estimates (within 5%) to the business than any other region by incorporating weighted customer need of solution directly into the forecasting process

DataStax

Solutions Engineering Manager

- Technical Director for Federal business, growing the business from a single account to over $3m in first year TCV (~300% of goal) and more than $8m in revenue overall in partnership with Regional Sales VP, including custom feature development and services totaling more than $5.5m in revenue
- Led global pre-sales demo efforts, enabling world-wide field engineers with demo collateral and managing the certification process for new field technical hires to expand my impact more broadly across the Sales organization
- Initiated company-wide effort towards security certification process, delivering accreditation plans for company’s highest revenue accounts and contributing substantial revenue growth including a $10m contract with a large financial institution.
-	Partnered with other organizations within the company to support Product, Engineering, and Marketing initiatives, including the prototype of a new GUI-based installer and contributing to DC/OS services to meet government security and implementation requirements 
- Educated customers on how Mesosphere’s DC/OS fits into Federal and Commercial initiatives including container orchestration, big data analytics, and devops (CI/CD)
- Led and supported efforts in marketing, technical briefings, business development, and speaking engagements including several DC area Meetups

Mesosphere, Inc.

Director, Federal Technical Programs

- Led global SE team of 14 Sales Engineers covering North America and Europe, which included leading regular field feedback sessions to product management and other operations activities for the sales engineering organization 
- Sales Engineer for #1 sales team in 2013 with $2.5M in first year TCV - same team achieved ~170% of goal in 2014
- Provided field leadership for Platfora’s In-Q-Tel relationship, including shepherding two work programs worth ~$3m
- Led company-wide strategic initiatives around security analytics and customer experience - building sales collateral, custom demos, and tooling to enabling the field to sell Platfora into the security analytics space resulting in 20% of the company’s 2014 revenue growth
- Led and supported marketing, technical briefings, business development efforts, the Platfora blog, and speaking engagements

Platfora

Director of Sales Engineering

-	Engineer for top sales team in Greenplum Federal in 2012, resulting in six new logos and nearly 80% of the team goal for Federal
-	Educated customers on how Greenplum products fit into Federal initiatives including agile analytics, cloud computing, and business intelligence with a focus on Big Data and the role of data science within their organization
-	Leveraged technical expertise to design and build a new Greenplum reference configuration around Fusion I/O SSD devices for a secure government customer
-	Resolved critical technical issues for secure Greenplum customers with special security requirements
-	Supported marketing activities, lead technical briefings, engaged business partners, etc. as required by Sales Management

EMC Greenplum

Advisory Technology Consultant

Served in both pre and post sales engineering roles working with Netezza and other IBM Big Data products.

Presales:
-	Only engineer for #1 Federal sales team in 2011
-	Overcame several technical objections at a customer resulting in a $1.4M deal
-	Recruited from a services engagement at a major Netezza US Government customer
-	Coached customers on how Netezza fit into Federal initiatives including cloud, business intelligence, and analytics
-	Supported relationships with business partners to leverage their technologies with the Netezza appliance
-	Resolved critical technical issues for secure Netezza customers with special security requirements
-	Leveraged relationships from my previous roles to enhance account strategy and strengthen customer relationships
-	Wrote marketing materials, supported trade shows, handled technical briefings, etc. as required by the Account Executive

Post Sales:
-	Directed and executed technical decisions supporting the ETL infrastructure, including an elastic infrastructure for Pentaho Data Integration tool that was used for large scale ETL processing against a Netezza and an Oracle 10g database
-	Led ETL development and data modeling tasks supporting large-scale data analysis of structured and unstructured data, including the production of custom data products for further analysis
-	Primarily responsible for Netezza administrator tasks including system maintenance and query enhancement recommendations to other ETL developers and analysts
-	Provided technical direction for ETL tools development and produced documentation and training for other developers

Keith McClellan