Alpine, Utah, United States
✦ Executive Profile ✦ I am a strategic Executive Leader dedicated to driving growth at the intersection of product innovation and financial performance. With a proven track record in Software/Cloud/AI transformations, I specialize in architecting pricing frameworks and go-to-market strategies that turn complex market challenges into scalable revenue streams from strategy to execution. My approach combines analytical rigor with empathetic leadership. Whether I’m designing global pricing policies or navigating the complexities of an M&A integration and/or leading the strategic deals, my goal is always the same: aligning product value with customer intent to maximize organizational impact. ✦ Areas of Expertise ✦ Strategic Growth: Software/Cloud/AI Transformation • Revenue Management • Go-to-Market (GTM) Strategy • Mergers & Acquisitions (M&A) Pricing & Product: Pricing Strategy & Lifecycle Management • Value-Based Modeling • Competitive Positioning • Channel Management • Deal Value Capture Operational Excellence: Complex Project Management • Performance Improvement • Change Management • Pricing Policy Frameworks • Revenue Ops Leadership: High-Performing Team Building • Executive Stakeholder Management • Strategic Negotiations. ✦ Selected Career Highlights ✦ Market Simplification: Catalyzed a significant competitive advantage by redesigning and simplifying pricing architecture across the entire product portfolio, streamlining the customer journey. Operational Efficiency: Accelerated profitability by institutionalizing DACI frameworks, optimized process flows, and robust data models to eliminate friction within business revenue waterfalls. Value Creation: Spearheaded enterprise-wide deal desk teams and training programs focused on value-creation models, directly correlating to measurable upticks in top-line revenue and margin health. ✦ Connect With Me ✦ I am always interested in discussing digital transformation, pricing psychology, deal desk execution or leadership development. Email: [email protected] Specialties: Executive Leadership | Cloud Strategy | Revenue Optimization
Cloudflare is a global Connectivity Cloud platform that provides a unified network to secure, accelerate, and connect internet-facing applications, corporate employees, and AI models. Acting in role of Global Pricing & Deal Desk Leader, I led end-to-end pricing strategy and execution for the Enterprise SaaS and AI portfolio. I built and scaled a global Deal Desk organization from a single contributor to a high-performing team of 18, overseeing everything from packaging, price setting, policy development, deal-level implementation, and cross-functional relationship management. Key Success: • Strategic Pricing Governance: Orchestrated end-to-end pricing frameworks and processes for Enterprise SaaS and AI portfolios, transitioning the organization from a direct-pricing model to a standardized List-Price framework. • Revenue Operations & CPQ: Spearheaded two global CPQ deployments, integrating Deal-Desk workflows to streamline the quote-to-cash process. • Portfolio Optimization: Led a comprehensive repackaging initiative, launching three-core solution suites that simplified the buyer journey and improved cross-sell velocity. • Global Deal Desk Leadership: Built and scaled a high-performance Global Deal Desk from the ground up (1 to 18 members), implementing DACI and SOX-compliant policies to ensure cross-regional execution. • Sales Velocity: Optimized approval workflows to reduce touchpoints by 33%, significantly accelerating time-to-close for enterprise contracts. • Data-Driven Growth: Leveraged contribution margin and discounting analytics to drive measurable improvements across product lines and sales segments.
Huawei is a leading global provider of information and communications technology infrastructure (ICT) and smart devices. I oversaw and managed the pricing frameworks and execution throughout the organization’s Enterprise and Carrier products and services; managed 40 team members. Lead pricing strategies on all the products from policy development to implementation. Key success: • Enhanced competitive edge with customers through the development of pricing simplification across all products resulting increase revenue, reduced inventory, and improved customer satisfaction. • Implemented pricing models for transition from perpetual to cloud SaaS subscription and consumption. • Lead cross-functional team to designed business Value and Pricing Waterfalls company wide and implement pricing system in IT platform resulting in improved price/ margin control on BU, product, and account level. • Defined end-to-end’s (E2E) value and management controls to drive improved profitability through DACI, process flows, and data models across businesses with waterfall level measurability. • Delivered enablement training to pricing teams and BUs on determining, capturing, and managing value. • Recognized with Future Star Award – Top Performer in area of business.
I headed the software and services pricing frameworks throughout the Carrier business involving consulting, development, and execution; managed processes and controls on product pricing and models; led 8 team members. Enabled greater product value and profitability by creating a broader engagement model. As the VP of Software and Cloud Licensing, I planned and implemented business models and pricing frameworks throughout the company Enterprise and Carrier business. Key achievements included: • Increased the total customer price by repackaging Software Solution from over 100 features to 4 core solutions; decreased the sales cycle and improved the renewal rate. • Designed training programs on value-creation models to increase revenue and profitability, and on new software and cloud-licensing models; conducted instructional sessions with the Trainers. • Recognized with the “President’s Award.”
Symantec is the world’s leading cyber security company. I directed global pricing and licensing of the organization’s branded product line; established and managed 15 team members disbursed worldwide with $5B in annual sales. Instituted new frameworks to measure the performance of product pricing through waterfall and value pricing. My successes included: • Enhanced revenue and profitability with pricing disciplines by driving new culture vision and processes. • Conducted training sessions with the staff members on E2E pricing and channel price management.
I provided consultation services involving development of pricing and licensing strategies; aligned customer segments to volume licensing offerings, SaaS and subscriptions, channel engagement model, and infrastructure. Conducted comprehensive research into the company’s internal functions channel, sales engagement, and incentive models; improved processes, speed execution, and reduced conflict. Key accomplishments included: • Attained $80M in revenue on a $200M business client through maintenance and enterprise license agreements; developed strategy, process, and data model. • Served as a Principal Strategy Consultant for Flexera Software and as a Senior Principle for Operational Results Inc.