Pivotal Software | 03/2016 - present
Evangelized products and advocated for customer needs to secure, maintain, and expand subscriptions to Pivotal Cloud Foundry and other commercial open source products. Supported technical and product teams to increase delivered value and ensure customer satisfaction.
- Rebuilt relationship with largest ARR customer, securing full eight-figure renewal after customer informed us they would be phasing out our products. Established myself as a trusted advisor and improved our brand across their platform and operations team.
- Grew ARR six-fold in one year with large insurance customer by increasing awareness, developer skills, and product consumption. Pioneered consumption pricing model enabling us to position our products more favorably against pay-as-you-go commercial cloud providers.
- Developed and implemented account strategies for small and mid-market customers to shorten sales cycles and find attractive price points for price-sensitive buyers.
State Street Corporation | 05/2010 - 03/2016
Managed software engineering for Sales and Trading team supporting FX sales trading and electronic trading desk and their support in functions. Refined and implemented technology strategy to meet corporate and division goals. Mapped internal customer requirements to enabling technologies and deliverables.
- Assembled Sales and Trading engineering team combining full-time staff, on-shore consultants, and off-shore consultants. Built cohesive team culture and implemented a consistent approach to internal customer engagement.
- Improved repeatability of build and deployment processes through increased automation, allowing the team to move from deploying key systems quarterly to 30+ deployments a year.
- Architected systems for a $75 million modernization program enabling a nine-digit increase in revenues over 5 years. Bridged gaps between line-of-business and corporate technology goals.
- Transformed product development from large functionally organized teams with smaller agile teams in multiple geographies. Streamlined processes from quarterly deployments to 30+ releases a year.
- Increased transaction volumes for FX trading and reduced system costs using low cost staffing and platforms. Supported increased transactional volumes through electronic trading initiatives and enhancements to existing tracings systems.
- Maintained 0% voluntary attrition in an environment of ongoing change and strict cost controls.
Acquia | 03/2008 - 05/2010
Built consulting practice to deliver Drupal mentoring, architecture, and implementation services for Acquia customers. Scoped projects, refined requirements, and designed solutions for customer engagements. Managed delivery of consulting project portfolio.
- Grew bookings from $0 to $250,000 in four quarters, earning the first revenue for the company.
- Oversaw architecture and implementation for flagship US Federal government Drupal deployment. Delivered solutions for unique security, privacy, record keeping, and performance demands.
- Designed packaged service offerings for mentoring, site audit, and performance and security review.
HP (through acquisition of Mercury Interactive) | 02/2007 - 03/2008
Managed practice development and global consulting delivery for HP Software SOA product portfolio. Coordinated sales processes with enterprise account managers, software sales representatives, and SOA sales specialists. Championed customer requirements and enhancements with product management and R&D organizations.
- Led development of packaged consulting offerings, standardized service delivery models, and standardized delivery toolkits for SOA product line.
- Developed consulting enablement program and curricula across six Global HP Software consulting practices.
- Reorganized Americas and EMEA consulting teams into a global practice while retaining 100% of team members.
Mercury Interactive (thorugh acquisition of Systinet) | 02/2006 - 02/2007
Led Americas consulting delivery supporting products for governance and lifecycle management of service-oriented architectures. Drove customer satisfaction in collaboration with engineering, product management, and customer support.
- Delivered quarterly services run rate of $450,000-$550,000 with a team of 10 consultants. Maintained gross margins from 10-40%, varying with the priorities of the software business.
- Designed SOA Governance processes, policies, and implementation for multiple Global 2000 organizations. Oversaw ongoing delivery to federal government programs within the USAF, DISA, and US Navy.
Systinet | 02/2004 - 05/2006
Led the North American consulting delivery operation and practice development activities for Systinet, a provider of software to support governance and lifecycle management of service-oriented architectures. Managed project scope and quality across the company’s client project portfolio.
- Grew professional services revenue from $60,000 to $500,000 per quarter. Increased quarterly sales bookings from $37,000 to $1.2 million in 6 quarters.
- Expanded team size fivefold while maintaining delivery quality and team culture.
eFORCE, Inc (through acquisition of assets of Context Integration | 09/2002 - 02/2004
Designed and implemented consumer and business-to-business Internet services for major enterprise clients in the media, financial serivces, and pharmaceutical markets. Managed projects with global delivery teams on fixed price and time-and-materials engagements. Mentored team members and provided extensive knowledge transfer to client staff.
Context Integration | 11/1999 - 09/2002
Guided startups and large enterprises implemnting their first Internet applications for interacting with customers nad business partners. Architected systems using J2EE and earlier server-side frameworks.
Harvard University | 06/1995 - 11/1999
Lead small development teams developing client-server and Internet software for internal use across the Faculty of Arts and Sciences. Provided support for custom developed applications and assisted in management of databases, servers, and Mac and Windows desktops.