Select Experiences: COMPLETE RESUME AND PORTFOLIO:
WORKDAY San Francisco, CA
Product & Strategy Lead March 2017 - Present
Products: Machine Learning, Data-as-a-Service: Workday Benchmarking, Extension Framework
■ Created an extensibility framework that provided the ability for the Workday development team to build products and services in public cloud environments, leverage industry-leading utilities, and customer data contributions for the training of machine learning models (Patent Filed)
■ Lead outbound product manager for the launch of Workday Benchmarking secured data contributions from 100+customers at launch. Worked with Legal, Privacy, and Ethics to align messaging around regulations and customer privacy concerns including European General Data Protection Regulation (GDPR)
■ Responsible for machine learning product strategy, messaging and positioning to internal & external (customers, industry analysts) stakeholders
■ Led product management team focused around three distinct product lines: adoption, usage metrics, data-as-a-service. The team was responsible for roadmaps, customer adoption, and working with cross-functional teams to resolve development dependencies
■ Design, scope and prioritize technology enhancements due to changing regulations around data privacy at a state and federal level as a member of the Workday Privacy Council
BAD ASS ADVISORS San Francisco, CA
Operator March 2016 - February 2017
Worked within network to explore business models, technologies and supported efforts to advisors & startups. Sample work included.
Gamalon Machine Intelligence Boston, MA
Product Marketing & Business Strategy
Machine learning company focused on commercializing Bayesian program learning technology --- largest investment from DARPA in machine learning
■ Developed product marketing strategy: defined customer segments, channel activation, and identified key buyer personas
■ Completed case studies that included customer interviews and secondary research. Knowledge from interviews were provided as inputs into the product roadmap and marketing campaign design
Hireathena (Formerly Backops) San Francisco, CA
Growth, Revenue, & Finance
Talent Marketplace to connect adults requiring flexible work schedules (stay at home caregivers) the opportunity to work with technology companies in providing back office services (Bookkeeping, Finance, Human Resources)
■ Led sales and marketing efforts which has increased customers by 20% and MRR by 15% in a single quarter
■ Restructured marketing efforts to deliver better ROI on spend; tactics include optimization of paid search and hiring of outsourced call center provider, reduced costs by 15% while reaching sales targets
ANAPLAN San Francisco, CA
Multiple Roles: Director of Strategic Partnerships, Director of Product Marketing May 2012- February 2016
Employee 27 and first global product marketing hire; grew sales over 200% YoY and $100M+sales; company scaled to 600+ people, in 8 countries
Strategic Partnerships & Business Development
■ Managed partnership with Workday and Salesforce teams including building relationships with field organizations to present Anaplan value proposition as pertinent to each ecosystem, driving leads and increasing sales pipeline
■ Delivered sales enablement training to internal and external audiences (QBRs, prospect calls) sharing customer win stories, overview presentations, and connecting sales team members to execute on local market initiatives
■ Secured speaking opportunities at high profile events including customer conferences (Dreamforce), Sales Kickoffs, to reach a broad audience around the value of the partnership and how it drives success and adoption for customers
■ Worked cross-functionally with product marketing, product management, and executives to ensure Anaplan’s strategic goals aligned with market opportunities within the partner ecosystems; maximizing sales and brand awareness
Solution Development and Marketing
■ Developed playbooks, datasheets, and corporate facing presentations across GTM solutions. Activities include industry research, interviewing customers, and iterating review cycles. Accounted for over 75% of global sales
■ Owned global price book included two revisions based on analysis of deal analytics and review of customer feedback and industry standards
■ Worked with CEO to create alternate business/pricing models that increased deal velocity, drove larger deals and increased ARR
■ Provided executive team with insights into enterprise software ecosystem(s) and recommendations around partnership opportunities, emerging technology companies, and responses to competitor movements
■ Built and managed teams that published thought leadership across mediums including blog posts, social, & white papers (HBR, GigaOM, SiriusDecisions)
Sales Enablement
■ Participated in multiple discovery and executive meetings to help prospects understand the value of platform across their enterprise,
■ Collaborated with the sales team to develop business cases, executive presentations, and deal support needs including building a Security FAQ
ACCENTURE Austin, TX
Management Consultant – Promoted early in September 2006 January 2005 – September 2009
Market Development Manager: Accenture Public Service Practice
■ Designed product offering for a public service platform that positioned the company to win over $200 million in contracts, tasks included research of business requirements, analysis of competitor solutions
■ Created business cases for 6 technology initiatives, designed to save the client over $50 million, and directed the efforts of an 80 member team in the execution of the project plan
Public Sector Practice, Clients: State of Texas, NYC 311, States of Colorado & Montana
■ Implemented process and technology initiatives to improve the efficiency of a welfare call center including a web portal used by call center agents to decrease duration of calls to 211 in Texas
■ Research and prioritized software change requests from state governments around the design and configuration of voter registration systems
Technology and Strategy Practice, Clients: Cisco: Walt Disney Company
■ Managed a team of client employees to define system requirements for a pricing solution for the global marketing and sales team; generating over $4 billion in revenue
■ Analyzed client’s pricing and discounting systems to identify inaccurate data; managed client resources and contractors in the implementation of data migration strategy to reduce revenue leakage by $300 million quarterly
■ Led a 5 member team of internal, client, and third party personnel in ensuring data would be migrated successfully from legacy marketing system across Europe; the software managed the distribution of over $450 million in sales funds
■ Supervised cross-functional resources in London, technical resources in Bangalore, and a team in Burbank to create a data package to be used for testing prior to European deployment