Spring, Texas, United States
Global Sales Engineering leader with a passion for cyber defense, security architecture, and using analytics and data science to beat the bad guys.
Transformed the Global Sales Engineering organization by evolving the SE-to-AE ratio from a 1:1 to an optimized 2:1 on average over 18 months, enhancing efficiency without compromising win rates. Cultivated a culture of innovation, reducing the global pilot budget by 55% YoY while maintaining an industry-leading pilot win rate, through strategic tool adoption and process improvement. Navigated multiple new product releases, including the launch of the New-Scale platform, maintaining a consistent pilot win rate exceeding 70% for the past six consecutive quarters. Crafted and executed targeted sales plays for new offerings, ensuring the entire global GTM organization stayed ahead of market trends and technology shifts through rigorous enablement. Achieved a 23% reduction in global pilot length through meticulous process optimization, significantly accelerating time-to-value for customers. Maintained an exceptionally low SE attrition rate (sub-5%) for the 18 months leading up to the LogRhythm merger, attributing to strong team morale and effective leadership. Built strong technical and executive relationships, serving as executive sponsor for key accounts and driving both growth and customer satisfaction. Hosted one heck of a Harry Potter-themed global tech summit to enable the field on the latest platform.
Responsible for technical account management and customer success management.
2017 President’s Club Winner 2018 Chairman’s Club Winner 2019 President’s Club Winner 2020 President’s Club Winner
Anadarko Petroleum was a Fortune 250 O&G company with around 10,000 employees and contractors operating in over a dozen countries. It has since been acquired by Occidental Petroleum. There were two of us responsible for all things security. We owned, implemented, maintained, and operated 18 distinct security products, including SIEM, ESG, EDR, AV, WAF, Remote Access Gateway, UEBA, MFA, UAC, NAC, CASB, and Enterprise Certificate Management. We built a malware lab for reverse engineering and research, and routinely wrote TTP-based rules to block entire families of malware. We did all our own IR, and immediately used lessons learned through post-incident analysis to strengthen our defenses. We were the 24/7 SOC and used automation and risk-based analytics to manage after-hours escalations. We had a 5-year average of fewer than 3 computer re-images per year due to malware. We unknowingly had a 4-week double blind Mandiant pen test launched against us by our leadership. We detected the external attack in under 10 minutes, and in less than 3 hours we had identified it was Mandiant. They were unsuccessful in every way. We spent the majority of our focus working smarter, not harder. This mainly included perfecting our defense strategy and understanding the TTPs of our adversaries, instead of a signature-based approach. With whatever time we had left over, we hunted the bad guys.