EXPERIENCE:

08/2011 – present Citrix Systems, Inc.

SENIOR TECHNICAL MARKETING MANAGER

  • Lead Citrix Ready frontline technical team answering complex design and integration questions relating to software solutions, including Software Development Kits (“SDKs”), in order to allow partners to validate their product, solution, or service as compatible with Citrix.
  • Managed testing and integration efforts of Citrix virtualization solutions with various technology vendors, including overseeing technical research, test plan, and solution development.
  • Worked with Thin client/Security/Storage/Server vendors to establish requirements and recommend solutions for testing and integrating products with Citrix software.
  • Built comprehensive Citrix Ready test kits and worked with engineering to formulate criteria for testing partner products.
  • Acted as primary architect for Citrix Ready Virtual lab which leverages Microsoft .NET technologies with SQL server backend. http://citrixready.mycitrixcloud.net.
  • Provided guidance to potential technology partners with Citrix Ready virtual test lab, including hands-on set up and testing of solution proof of concepts and Citrix Ready validations.
  • Served as a lead on designing Citrix Ready web catalog; categorizing partner products and compatible applications in Citrix environment.
  • Provided guidance in analysis and conceptual design of proposed partner integration and testing projects; determined feasibility of proposed projects and the overall plan of implementation.
  • Participated in technical industry events to present Citrix Virtualization solutions.
  • Lead engineering liaison team between Citrix software development team and partners in order to identify and resolve source code licensing agreement and partner technical requirements.
  • Engaged Citrix Business Development, Product Marketing, Product Management, Product Development, Marketing, and other internal departments in the planning, management and execution of program-related deliverables.

08/2007 – 08/2011 Citrix Systems, Inc.

PRINCIPAL, TECHNICAL BUSINESS DEVELOPMENT

  • Lead and complete validations and certifications of Citrix products in partner programs.  This includes completing criteria and creation of supporting documentation to be leveraged by Citrix and partner resources.  These include deployment guides, performance benchmark studies, application notes, training guides, wikis, blogs, video tips, and other related white papers.
  • Provided hands-on, on-site support at partner locations for selling the Citrix value-add, demonstrating and prototyping solutions that partners can leverage for their own customers.
  • Developed rapport and technical credibility with partners to facilitate positive partner reviews and evaluations of Citrix products.
    • Fostered relationships with key Citrix teams in engineering, consulting, field systems engineering, product marketing and product management.
    • Assumed a leadership role in developing new and innovative approaches and enhancements to partnering with Citrix, including driving new product features that have positive revenue impact.
  • Displayed understanding and appreciation for new technologies and their potential market impact as well as competitive marketplace.
  • Engaged in pre-sales activities to evangelize product and technology benefits to partner CTO’s, executives and customers.
  • Worked across company functions, including Executive, Sales, Tech Support, Marketing and the Business Units to represent partner interests and drive organizations to fulfill Citrix strategic objectives.

12/2005 – 08/2007 NetContinuum, Inc.

DIRECTOR, TECHNICAL & PRODUCT MARKETING

  • Achieved #1 Product Rating – Web Application Firewall, Forrester Research – Working with engineering to identify key delta features and combined with my distinctive ability to understand the market’s unique requirements, and present the product differentiators in a meaningful and dramatic style in both written and verbal form resulted in a win against 6 other competitors for 2006: Citrix, F5, Imperva, Breach, Mod-Security, Protegrity.
  • Worked with Engineering, Sales, and the Executive Staff to create intellectual property and product direction for the startup company in the form of Invention Disclosure Forms, MRDs and PRDs.
  • Assisted in doubling the customer count to 220; revenue to $7.7M; and winning large customers: JP Morgan, Intel, AMD, RBS, LG, Novartis, SBC/AT&T, Skye Italia, Telecom Argentina, and other major accounts around the world.
  • Eliminated major customer and competitive objections regarding difficulty of insertion and use with strategic new “ease of ownership” features including bridge mode, fail open, wildcard VIP, wizards, and templates.
  • Responsible for NetContinuum security product vision, positioning, messaging to the field and interfacing with PR, news, magazine and analysts – specifically Forrester Research, Gartner, 451Group, Butler Group, Burton Group; Network Computing, Secure Enterprise Magazine, Dark Reading, CRN Tech Magazine, Network World Magazine.
  • Responsible for Web Application Firewall and Application Delivery Controller Performance Characteristic Test Plan and adoption within industry standards organization WASC (Web Application Security Consortium) a first for the computer industry.  (www.webappsec.org).
  • Participated in review of WAFEC – Web Application Firewall Evaluation Criteria, also part of WASC.
  • Participated in industry forums for Network Firewall and Application Firewall testing standards with ICSA Laboratories.
  • Participated in industry forums OWASP – Open Web Application Security Project (www.owasp.org).
  • Built collateral around Payment Card Industry – PCI standards.
  • Spearheaded, Organized and Co-Presented forums on “Fix the Code or Install a WAF” through industry experts at the SANS organization.
  • Pioneered the first VMWare based demo of the NetContinuum Operating System for use by SE’s and Corporate Sales during Webinars and Customer visits.
  • Responsible for bridging the gap between engineering and the field and Marketing and the Founding Executive Management to ensure that all products, current and future, are competitive and meet the overall business objectives for the company.
  • Worked closely with the product manager in India for roadmaps, release schedules, MRDs, PRDs, and training to the field and partners.
  • Worked closely with graphic designer in India and web master locally for re-design and posting of new content.
  • Engaged as key competitive analyst for competitive and market intelligence research regarding competitors’ technical product development, technology and strategies. Remained abreast of industry announcements and produced timely reports to management to better gauge M&A opportunities.
  • Performed hands-on testing in the Technical Marketing Performance Test Lab and built the startup’s Technical Marketing Lab from the ground up, while interfacing with IT for connectivity to corporate network and Internet.
  • Authored and published numerous amounts of competitive alerts, detailed competitive briefs and reports, white papers, design implementation guides, interoperability documents and training collateral. Wrote performance white papers and technical briefs on product and solutions based on competitive testing in the lab.
  • Authored the startup’s first Central Management System and Compliance Reporting (HIPPA, SOX, PCI, GLBA) MRDs and PRDs.
  • Authored the startup’s first set of key intellectual property documents – competitive sales playbook, competitive matrix containing key competitive product deltas and market positioning data; compelling datasheets, technical briefs, implementation guides, quick start guides, powerpoint presentations, white papers and network diagrams using Adobe InDesign, Photoshop, Illustrator, Acrobat, Microsoft Word and Publisher.
  • Pioneered and built the startup’s first field and partner knowledge online portal with a search engine containing pertinent sales collateral.
  • Maintained and supported the competitive knowledgebase.
  • Coordinated and attended focused trade show events such as RSA, SANS and Tech Target.

03/2004 – 11/2005 Extreme Networks, Inc.

PRODUCT MANAGER, SECURITY SOLUTIONS

  • Starting as a Technical Marketing Engineer and working into Product Management, I worked with Engineering, Sales, Marketing and the Founding Executive Management to ensure that all products, current and future, are competitive and meet the overall business objectives for the company.
  • Responsible for Sentriant™ product roadmap, release schedule, feature set validation, MRDs, PRDs, and interfacing with Engineering to flush out detailed functional specifications to deliver and execute on time.
  • Responsible for Sentriant™ security product vision, positioning, messaging to the field and interfacing with PR, news, magazine and analysts.
  • Worked as key catalyst and project evangelist for the integration of the Sentriant™ security product, including the 10/20 Gig line-rate per-flow packet processing with CLEAR-Flow and behavioral based Security IDS/IDP Appliance threat mitigation.
  • Submitted Invention Disclosure Form for patent filings in the area of CLEAR-Flow and Sentriant™ internal LAN security for high speed networks.
  • Individually created intellectual property in the area of protection of the VoIP infrastructure using the Sentriant™ product and Extremeware XOS™ CLEAR-Flow.
  • Worked as key driver and project certifier for the integration of next generation wireless platforms, including sub-millisecond L3 roaming, and wireless security IDS/IDP architectures.
  • Authored the first Extreme Networks competitive sales playbook and competitive matrix containing key competitive product deltas and market positioning data.
  • Utilized hands-on experience with network testing, configuration, and installation of switches, routers and network equipment to understand both network performance and functionality issues.
  • Provided primary customer account support at headquarters through Executive Briefing Center (EBC) engagements and presentations where in-depth technical expertise is needed.
  • Operated as key competitive analyst for competitive and market intelligence research regarding competitors’ technical product development, technology and strategies.
  • Authored and published numerous amounts of competitive alerts, detailed competitive briefs and reports, white papers, design implementation guides, interoperability documents and training collateral.
  • Operated as a key technical interface with the sales field in validating and demonstrating Extreme proof-of-concept network operation and design.  Provided technical expertise to the sales field in planning, installing, and supporting Extreme products.
  • Rebuilt the EBC lab from the ground up, utilizing new and old equipment.
  • Acted as primary architect and author, and responded to a publicly published RFP in Network Magazine.

06/2000 – 01/2004 Cisco Systems, Inc.

SENIOR TECHNICAL MARKETING ENGINEER

  • Working in the Mobile Wireless Group, worked directly with mobile wireless operators in America, Asia and Europe, as well as partners Motorola, Lucent and Siemens, and Field SE’s and CSE’s.
  • Key product responsibilities were the Cisco Mobile Exchange (CMX) including Layer 2/Layer 3 Routing & Switching, Content Services Billing & Charging Gateway (CSG), Persistent Storage Device (PSD), Lawful Intercept (LI), and Network Management Systems (NMS/OSS) for the purposes of prepaid and postpaid content billing for the Mobile Wireless customers and their NMS/OSS Systems.
  • Lateral product responsibility included the SSG Wireless Mobility Access Independent, PDSN/HA/FA (CDMA), GGSN (GSM/GPRS), and the IP Radio Access Network.
  • Delivered presentations and training events at Cisco sponsored TLP, SEVT, VOD’s, and Customer EFT and Partner Site Visits.  Provided on-site customer support and consultation to help debug complex product problems.  Also responsible for the complete system level solution and technical marketing efforts, including delivering the technology to the account teams, driving the strategy, evangelizing the vision, and building confidence in the field.
  • Developed in conjunction with the Product Marketing team, PRD’s, MRD’s, Concept Commits, Execution Commits, Business Plans, Program Plans, the overall marketing plans, commitments and schedules while attending weekly program plan and partner meetings.
  • Prepared Solution Architecture White Papers, Tech Notes, Best Practices, Engineering Documents, Training Documentation, FAQ’s, TOI Documentation, Usability Reviews, Delta Feature Competitive Specifications, System Functional Specifications, and RFP/RFI/RFQ proposals.
  • Utilized hands-on, operational and architectural experience working with Firewall, IDS, VPN and Perimeter Security devices.
  • Built and maintained the Mobile Wireless Group DMZ/PSS lab at the San Jose Campus, Building 14, Second Floor for the 3.5 years of my tenure at Cisco Systems.  Supported NMS/OSS Interoperability testing in the lab by providing connectivity and interworking between Cisco and Partner equipment.
  • Liaised with Information Security (InfoSec), and Internet Services Group (ISG) to establish the MWG TME Lab in a separate DMZ/PSS location on the Internet, to allow for the interoperability of the MWG solutions with NMS/OSS Partners and provide a venue for performing live demos, supporting EFT’s, integration testing, competitive analysis, and field training for SE’s and CSE’s.

08/1996 – 05/2000 Sync Research, Irvine, CA

CORPORATE SYSTEMS ENGINEER

  • Performed a wide variety of technical consulting and marketing activities to ensure a consistent, high level of customer satisfaction and to assist sales in attaining Sync Research sales and marketing objectives.
  • Provided direct technical support to Sync Research business partners and direct sales channels.
  • Assisted the Regional System Engineers and their Managers in engagements with End User Customers, OEM’s, VAR’s, Re-Sellers, and Joint Marketing Partners to achieve revenue goals.
  • Operated as primary interface to field to assist with headquarter contacts with answers to technical and design questions related to Sync products or related products that Sync products interface with.
  • Maintained sales tools such as central server proposal database, Technical Bulletins, Software release database.

Prepared and presented in depth technical product information to all levels of customer management when visiting Sync Research headquarters in support of Sync Research Sales activities.