For 19 years, I've helped customers buy technically complex products by winning Proofs of Concept and closing business. Along the way, I found myself building something larger: the messaging, positioning, and enablement systems that help entire go-to-market organizations sell with confidence.
My pattern in every role has been consistent: deeply understand the product and the customer's real-world problems, then work backward to fix what's broken in how the company talks about it, demos it, and sells it. Over time that's meant creating technical presentations, structuring Proof of Concept programs, training partners, Sales Engineers, field organizations, and feeding field insight directly back into product direction.
A few examples:
• One of five Sales Engineers worldwide for a POC Tiger Team that built company-wide standards for how Illumio runs customer evaluations.
• Led the technical execution of enterprise POCs involving more than 100 technical success criteria, large stakeholder groups, and compressed remote-delivery timelines, resulting in multi-year, seven-figure contracts.
• Designed and delivered the training and rollout process that upgraded 1,400 field sales reps to new technology, letting an entire field office transition in two days with minimal disruption to sales.
• Mentor and coach Sales Engineers on technical strategy, Proof of Concept execution, presentation skills, and complex customer engagements, helping elevate technical selling across the organization.
I work across the full arc of technical go-to-market: engineering the solution, designing the process, mentoring Sales Engineers, training the field, and standing in front of customers to deliver it.
The title may be Sales Engineer, but my work extends across product strategy, technical marketing, sales enablement, and customer insight. I've built this approach across network security, email/URL threat filtering, and micro-segmentation, most recently during 8+ years at Illumio (CISSP-certified). I do my best work where technical expertise, customer understanding, and go-to-market strategy come together to help customers make high-confidence, low-regret decisions.
