Austin, Texas, United States
Expert at leading and building global customer success, solutions engineering, sales, services, support, renewals and cloud operations teams of over 1400 people, with a demonstrated ability to scale revenues from $1M to $700M. Passionate and innovative in the Data Management and Analytics space, I have used my deep understanding of technology, scalable sales models, and customer needs to pioneer and lead Commvault’s first SaaS business that grew from $0M to $100M in ARR, in 3 years. Owned and optimized $850M P&L, with a track record of innovating to drive top-line growth while driving bottom-line margin expansion. I also serve on the AI & Analytics Advisory Board for TSIA, helping shape industry best practices for applying AI and operational data across customer success, renewals, and services organizations.
Lead Hyland’s 1,400+ person global customer organization and SaaS platform operations, with nearly $1B in revenue and P&L accountability. Scope of responsibility include: • Ownership of $750M+ annual renewals portfolio across SaaS, subscription, and perpetual customers. • Leadership of $120M+ global Professional Services and Education business. • Accountability for Services Sales organization with $87M annual bookings target. • Executive leadership of Cloud Platform Engineering for Hyland’s SaaS offerings, spanning platform reliability, operations, and customer-facing outcomes.
Lead global solutions engineering; 250+ people. Share accountability for $1.1B in revenue. Report to CRO. • Transformed the solutions engineering from legacy on-prem sellers, to cloud experts resulting in a 80% YoY Cloud ARR growth rate. • Revamped cloud customer success engagement model and team, resulting in a 20% faster time to consumption.
Led Global Customer Success, Services, Support, Learning & Development, Customer Education, Documentation, Community, Workforce Planning, and NPS functions.
Advising scale-up/startup B2B technology companies in the software space as well as due-diligence services for PE & VC firms. Global SaaS technology company executive background in VC backed and Public companies. Strengths include product/market vision and technology fit, go-to-market design, org strategy and optimization, SaaS transformations, and Customer Success and Services/Support Strategy. Deep technical skills in enterprise IT and the data space.
Commvault: $700+ million provider of enterprise backup, recovery, and data management solutions (NASDAQ: CVLT). Management buyout (1996); revenue < $25 million. IPO 2006. Built Commvault’s first SaaS data protection product portfolio, brand, and division (Metallic) from the ground up. The Metallic venture created go-to-market and technical IP, serving as the basis for a product company to a services company shift. Report to CEO. • Built a new SaaS portfolio within six months, reaching $9M in ARR in 12 months and $100M in ARR in 36 months. • Developed and implemented all aspects of the SaaS business, including sales, product, engineering, operations, GTM, marketing, business systems, customer success, and distribution.
Led global customer success, sales engineering, professional services, customer support, XaaS strategy and execution; 1,000+ people. Share accountability for $700+ million in software and services revenue. Own $400+ million services and support P&Ls. Executive Staff member. Report to CEO. • Pioneered a tiered, end-to-end, customer success function and framework. Reduced annual costs by $20 million while driving gross renewal revenue to the mid to upper 90’s and NPS in the 70’s. • Established a 35-person, global partner success desk that changed Commvault’s perception of being “hard to work with” in the VAR community, ultimately growing mid-market revenue and profitability (37% of FY19 sales).
Led global sales engineering, professional services, and enterprise customer support organizations during Commvault’s rapid growth from ~$300M to $700M+ revenue.