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Managing Director (CL3),
Cybersecurity Technology & Strategy,
Accenture Federal Services
April 2022 - current (11mos)

Accenture Federal's cybersecurity practice faced flat year-over-year billings growth, averaged 22% annual attrition (across 550+ associates), was losing 65% of net-new cybersecurity proposals, and averaged "marginal" CPAR ratings (3.0 on 5.0 scale) across all cyber delivery programs.

Hired to establish a technical cybersecurity culture that complimented Accenture's strategy consulting, build Accenture Federal's zero trust practice, and create repeatable (productized) offerings across all Federal markets.

  • Increased win rate of zero trust opportunities from 35% to 70% (target: 50%) in areas such as cloud security, identity, and secure service edge (SSE).

  • Increased zero trust consulting billings from $17M to $36M (target: +20%, or $20.5M), primarily through "wedge deals" which consisted of net-new task orders on existing contract vehicles. Measured on billings and operating income (margin), representative deals include:
    • $1.5M net-new at Defense Logistics Agency (DLA) for enterprise-wide Zero Trust maturity model and roadmap (inclusive of Identity and Cloud Security). Delivered at 15% OI (target: 9%). Additional $25M task order for follow-on/implementation pending award.
    • $1.3M task order at DHS ICE to establish Zero Trust assessment and roadmap for CISO. Delivered at 19% OI (target: 10%). Received $2.5M extension with an additional $35M pending award.
    • $5.3M task order at DOE to build enterprise identity management capabilities for DOE CIO. Delivered at 23.7% OI (target: 13%).

  • Led "fit for federal" campaign to develop reusable zero trust sales messaging, collateral, and reference architectures. Public examples include:
    • AFS Zero Trust Conversation Framework: Enabling Accenture staff and partners to speak consistently around four key zero trust transformations (implementing progressive safeguards, pivoting towards risk-based identity & access, implementing dynamic operations, and building a cyber-savvy workforce).

Global Vice President of Solution Architecture,
Business Development, Alliances, and Channels,
CrowdStrike
May 2020 - Jan 2022 (1yr 9mos)

CrowdStrike's Solution Architecture organization two executive (global VP) turnovers in 24 months, while simultaneously aspiring to 30% YoY partner sourced revenue growth.

Hired to stabilize the global solution architecture organization, create systems for exponential headcount growth, and build a presales and field engineering team for upcoming cloud security products.

  • Teamed with the Global VP of Partnerships & Alliances, grew partner-sourced revenue from $19M to $246M over two fiscal years.

  • Transitioned the Solution Architecture organization from an underperforming team to the highest performing presales organization at CrowdStrike.

    • Scaled organization from 6 to 75+ global associates spanning field engineering, solution architecture (sales engineering/technical presales), and technical cloud security product specialists.

    • Increased average quota attainment of individual Solution Architects from 87% in May 2020 to 135% by January 2022 by defining technical presales processes and programs, implementing cultural adjustments, technical presales coaching, and presales revenue forecasting.

    • Took on the most aggressive annual sales target increases of any presales organization at CrowdStrike (+43% YoY, corporate average was +35%).

    • Achieved the highest staff retention and satisfaction rate of any organization within CrowdStrike, with a combined planned and unplanned 2-year rolling attrition rate of 4.3% across 75+ associates.

    • Mentored leaders of leaders; two direct reports promoted from Director to Senior Director, one Manager to Senior Manager, multiple individual contributors to first-time manager roles.

    • Addressed systemic DEI gaps. Identified that within the Solution Architecture organization non-caucasians historically were paid 87% of their peered caucasian counterparts. Corrected to 93% within 6 months and 98.7% within 1 year through budget reallocation. Hired first female technical individual contributors and managers.

  • Implemented organizational Objectives and Key Results (OKRs), resulting in delivery of 100% of organizational commitments with multiple initiatives mentioned on corporate earnings calls. Examples include:
    December CY2021
    October CY2021
    August CY2021
    June CY2021
    March CY2021
    December CY2020

Chief Security Strategist,
U.S. Public Sector,
Red Hat
September 2015 - May 2020 (4yrs 7mos)

Accountable for government readiness of all Red Hat technologies and products, and information assurance/cybersecurity across all consulting engagements, to the U.S. Government. Special focus on cloud-based platforms (Kubernetes, OpenStack).

Director, Innovation Programs
U.S. Public Sector,
Red Hat
March 2013 - September 2015 (2 yrs 7 mos)

Faced with diminishing revenue from the traditional Enterprise Linux product line, chartered by the VP of Public Sector Business Development to expand Red Hat's brand identity beyond "Linux in the data center" and win net-new, non-traditional workloads across the U.S. Government market.

  • As a direct report to the Vice President of Public Sector Business Development, and measured on top-line business development goals, assisted in the delivery of $256M against $247M system integrator/"sell-through" quota (104% attainment) plus $636.5M against $651M government/"sell-to" quota (98% attainment) while in the role.

  • Successfully partnered across defense, intelligence, federal, and civilian submarkets in the creation, and further productization, of several net-new capabilities that expanded Red Hat's brand awareness:
    • An industry first, collaborated with Lockheed Martin to create a super computer capable of simultaneously processing data at multiple classification levels. Saved ~$25M+ in computer hardware costs for a U.S. Intelligence Community customer which was reinvested into consulting services.

    • An industry first, evolved Red Hat Enterprise Linux to become embedded into U.S. Army tactical vehicles and U.S. Air Force unmanned aerial vehicles (UAVs), which pushed Red Hat into the automotive and aviation markets globally.

    • Partnered with NSA Information Assurance and NIST to develop cybersecurity compliance automation tools and content, specifically the OpenSCAP and Compliance As Code projects. This automation was fundamental in helping the U.S. Government prepare for DevSecOps; prior solutions required manual cyber compliance reviews that would fundamentally prevent the government from adopting continuous integration and continuous delivery (CI/CD).

  • Forged several executive-level technical customer relationships which became "soft references" from U.S. Intelligence agencies, military branches, and federal system integrators. Examples include:

Technical Director,
U.S. Intelligence Programs,
Red Hat
December 2009 - March 2013 (3 yrs 4 mos)

Red Hat's revenue from the U.S. Intelligence Community was primarily from the National Security Agency (NSA). Asked to de-risk market revenue by expanding business to DIA, CIA, NRO, and own accountability for the entirety of Red Hat's pre- and post-sales commitments to all elements of the United States Intelligence Community.

  • While in role, delivered $49.25M against $49.29M total quota (99.9%) while realizing an average 222.97% YoY quarterly revenue growth.

  • Established the first Red Hat Enterprise License Agreement (ELA) with the Defense Intelligence Agency (DIA) through partnership with DoDIIS Software Licensing Team.
    • Awarded Red Hat's "Public Sector Deal of the Year" award.

  • Negotiated with CIA Software Acquisition on the first Red Hat Blanket Purchase Agreement (BPA) for use across all directorates of the Central Intelligence Agency.

  • Led technical delivery for deals over $5M NNACV. Generally served as Chief Architect or Deputy Program Manager. Representative programs include:
    • Worked with the FBI National Data Exchange (N-Dex), a multi-year effort to gather crime and incident data from 18,000-plus law enforcement agencies into a single, web-accessible investigative tool. Solution delivered 99.8% uptime, over 3,000 concurrent users, and scaled to ingest over one million new records per day. Customer go-live was covered by Government Computer News Magazine.

    • Working with the NRO, designed the "Mission Services Directorate Application Development Framework" platform, or MADFW, which provided a standardized software development platform for satellite-based collection systems (based on on-premise IaaS cloud/Red Hat Virtualization).

Global Practice Lead,
System z Sales, Strategy, and Marketing,
Red Hat
June 2008 - December 2009 (1 yr 7 mos)

Red Hat faced increased competitive pressure in the Enterprise Linux market from Novell SuSE, a competing Linux distribution. The majority of Novell SuSE's revenue originated from selling Linux to IBM System z (mainframe) customers. Chartered to remove Novell SuSE's final foothold in the Linux market and ensure Red Hat's leadership in the IBM System z space.
  • Built 7-person international team that developed and executed Red Hat's go-to-market strategy for the IBM System z platform. Delivered an average of 7.7% of Red Hat's quarterly global revenue while averaging 127% quota attainment while in role .

  • Over one fiscal year, increased annual System z platform gross revenue from $5.2M to $34.9M (+570%) by diversifying sales from predominately Linux operating system products to launching Java middleware and systems management products.
    • Focused on international growth, delivered +190% YoY growth in EMEA, +273% YoY growth in APAC, and +64% in Americas.

  • Increased Gartner-estimated Linux on System z market share from 18.36% to 45.98%, reflecting the sale of more net-new Red Hat deployments than net-new IBM hardware sales (delivering on the commitment to rapidly displace Novell SuSE).

  • Worked with Product Management to redesign Linux for System z engineering processes. Efficiencies led to per-unit net revenue (margin) increase from $3,024/year to $10,530/year.

  • Established net-new reference customers across global sectors including government, manufacturing, banking, insurance, and other key industries. Examples include:

Historical Roles

Apr 2001 - June 2008 (7 yrs 3 mos)

Dates Role / Company Role
3/2006 -
11/2007		 Solution Architect,
U.S Intelligence Programs

Red Hat		 Hired to accelerate/establish Red Hat's business with the U.S. Intelligence Community, with a primary focus on the National Security Agency (NSA) and the National Geospatial-Intelligence Agency (NGA). Delivered $14.9M against $5.4M quota (274% attainment).
3/2006 -
11/2007		 IT Architect (Contractor)

Central Intelligence Agency		 CIA Unix Services Branch (GCS/USB)
Created security-hardened Linux baselines which later became publicly known as CLSE.

CIA DISSEM & TIDE
SysAdmin for intelligence dissemination systems between the Central Intelligence Agency and other civilian and military stakeholders.
2/2004 -
3/2006		 IT Architect (Contractor)

National Security Agency		 NSA CORNERSTONE/SEMORAN
Designed edge computing systems that collected raw SIGINT feeds, pre-processed them locally/OCONUS, and disseminated relevant data to NSA Headquarters.

NSA GROUNDBREAKER
Led investigations and studies of compromising electronic emissions of Lexmark MFD equipment (TEMPEST testing) under NSA's Emission Security (EMSEC) initiative.
2/2004 -
3/2006		 Computer Programmer / Java & PHP Developer (NSA Staffer)

National Security Agency		 NSA S31121 / SIGINT Survey and Analysis
Authored software to ingest, exploit, analyze, and present signals intelligence (SIGINT) information from High Powered Cordless Phone (HPCP) collections.