Responsible for rebuilding and leading the US Cyber Security Operations (SecOps) Sales team that included 5 direct quota carrying Sales Executives, 10 Sales Engineers, and various Channel and Marketing support staff. Many from the previous team had departed after acquisition and the Cyber Vice-President of Sales selected me to hire, rebuild, and train an entirely new team (salvage operation). Key accomplishments include:

1. Team rebuild: Conducted recruiting, hiring, onboarding, training, and quota assignment of 4 new Account Executives.
2. Sales Cadence: Established a regular and recurring weekly Sales cadence, including deal-storming sessions.
3. Closed several $1M+ deals: In 90 days, built significant pipeline (3x quota) and closed several large deals in excess of $1M.

Micro Focus International plc (LSE:MCRO; NYSE:MFGP) is a $4.7B technology company based in Newbury, Berkshire, England and part of the FTSE 100 Index. As an ISV, we develop core software that allows you to build, operate, secure, and analyze your enterprise. 99 of the Fortune 100 companies run Micro Focus products which bridge the gap between existing and emerging technologies.

As a Chief Technologist, my role is to evangelize our broad portfolio of nearly 300 products to Developers, IT Directors, and C-Level Executives within our most strategic accounts.

• Sales Excellence: Closed the company's largest License deal for FY2020.
• Digitial Transformation: Architected the solution behind the Micro Focus 2021 Digital Transformation of the Year Award.

Responsible for leading all License Verification (audit) activities for Micro Focus’ North American customers. My team of 10 Auditors support 22 Compliance Managers in verifying customer’s actual use of Micro Focus software, resulting in incremental revenue collection of ~$136M per year. I built the team from the ground up, hiring, training, and coaching technical Auditors in spotting License Use violations and working collaboratively with customers to resolve shortfalls. Key accomplishments include:

1. Increased Pipeline Five-fold (500%): When initially taking over the group, I inherited a total pipeline of $5M. After 6 months, the North American Management team and I turned around the business, generating close to $30M per quarter and drastically ramping up revenue. This was done through a disciplined combination of regular Sales cadence and Digital Transformation (Technology Automation).
2. Digital Transformation: In previous years, the group utilized a host of manual processes and tracking utilities including paper notes, email, and individually-maintained Excel spreadsheets. I helped usher in Digital Transformation (DX), changing over to a home-grown electronic system that combined CRM data from multiple sources including Pivotal CRM and SalesForce (SFDC). Inside the consolidated “Opportunity Management” system, we leveraged technology automation, specifically AI, to allow computers to decision much of the previously human-adjudicated workflow. This drastically simplified processes, allowing an auditor to perform a license verification in 15-20 minutes rather than the 4+ hour average from before, all while eradicating human error.
3. "Data Driven"" Collection: In a similar vein to DX, I focused the team on using electronic methods for collecting data rather than relying upon questionnaires and interview-based auditing. For much of the portfolio we created automated “push button” scripts to collect licensing and usage data, analyzing it on the fly. Likewise this also considerably reduced the average cycle time, sometimes by several hours, allowing an individual auditor more efficiency and the ability to take on additional case load.

Responsible for directing all Sales Engineering and Professional Services supporting Micro Focus’ Host Connectivity Portfolio (~$200M total revenue). Micro Focus is the Host Connectivity software leader, connecting Legacy Enterprise applications (Mainframe/AS400/HP/Unix/Linux/OpenVMS) to modern platforms, including Desktop, Web, Mobile, & SOA. My team of Sales Engineers and Consultants were widely dispersed across North America and assisted Account Executives in closing $60M+ of License Sales. Some highlights of my tenure include:

1. The Attachmate Group (TAG) / Micro Focus merger: The Attachmate Group and Micro Focus merged two independent entities into a single $1.4B software company (now Micro Focus, PLC). I helped combine the flagship Reflection/Extra (TAG) and Rumba (MF) product lines under a single umbrella Sales/SE organization, merging market share to become the leading Terminal Emulation vendor within the marketplace.
2. 125% Quota Attainment: Sales/SE teams retired 125% of a $50M+ quota in FY2016.
3. “Hacker-Proof Host” Marketing Campaign: Created a multi-channel Marketing Campaign showcasing Micro Focus’ Security prowess and our ability to secure critical Mainframe infrastructure. This included demonstrating several Proof-of-Concepts around Data Masking, Encryption, Multi-factor Authentication (MFA), and SingleSignOn integration with existing Active Directory infrastructure.

Responsible for servicing Attachmate’s largest and most valuable clients, concentrating heavily within the Financial Services industry. I helped large businesses leverage their Enterprise Computing Platforms, specifically Mainframe, AS/400, and large mid-range systems, to deliver superior value to their constituents. This was both a Pre and Post Sales role where I wore many hats: Client Engagement, Project Management, Technical Architecture, Pre- & Post-Sales Engineering, and Development. During my tenure, I worked on several large-scale and highly-visible projects.

1. Emulator Replacement for a large US bank: Managed the software rollout for the bank’s most mission-critical software components as part of Win7 conversion. This included more than 250,000 client desktops, both physical and virtual (VDI), resulting in licensing and operational expense savings well into the tens of millions.
2. Encrypting “Data in Motion”: As part of regulatory & compliance initiatives, enabled several large banks to switch from unencrypted telnet to SSL/TLS encryption on their application data channels to secure data in-transit. Developed a “no-touch” methodology for securing communications without changing individual software packages.
3. “Standardization” Practice: Built a “Standardization” Practice within Attachmate’s Consulting group to aid clients in consolidating many of their Legacy emulation applications into a single, modern, Win7-compatible emulator. This allows our customers to save considerable licensing and IT infrastructure costs, while navigating the pitfalls and risk normally associated with switching core software vendors.

Technology Used: Attachmate’s full software complement including the Reflection, Verastream, FileXpress, & Luminet families. Wide variety of software deployment tools including Tivoli, SCCM, Altiris, & Zenworks. Many virtualization technologies, both application (Citrix XenApp, Symantec SWV, Novell ZAV) and hypervisors (XenDesktop, VMware ESX and Workstation, Suse Xen+KVM). Windows MSI Repackaging.

LeanSWAT = (Lean Thinking Supported w/Agile Technology). An Agile Development group supporting Lean Six Sigma/Continuous Improvement initiatives.

Responsible for "driving change" throughout the organization using Agile Methodology and Technology. During my tenure, I aided various groups to streamline business processes, improving both efficiency and accuracy. Good examples were:

1. Medicare Enrollment: Developed “mashup” applications (ASP.NET, C#, & Attachmate’s Reflection Suite) that integrated 3270 "Green-Screens", Google Maps, and CMS's MARx Web Portal. The app reduced keystroke time by 80% (10 minutes to < 2 minutes) while eradicating human keying errors (1 in 4 prior, to 1 in 2000+ after).
2. Medicare Primacy: Used an Enterprise Data Repository (Netezza) to mine 5,000+ customers who were suspected to have Medicare Eligibility. Created toolkit (ASP.NET & JSON w/jQuery) that allowed Claims Processors to ”backout” Medicare eligible claims. The process found over 24,000 claims that were paid improperly.

Technology Used: Agile & SCRUM methodologies. Attachmate’s Reflection Enterprise Suite (VBA); MSSQLServer & Netezza, SQL Analysis Services, ASP.NET(C#, ADO.NET); jQuery/jQueryUI; C# Generic Handlers/JSON (jQueryUI autocomplete).

Responsible for the Technology infrastructure that supported all of Citizens' Retail Call Center Operations (1,500 agents, across 5 Call Centers that serviced 50,000 calls per day). Accountable for all development and support of Call Routing Reporting (Avaya CMS), Computer Telephony Integration (Cisco ICM), and the Agent Desktop platform including both Hardware and Software support. A large project during this tenure was:

Agent Desktop: Simplified the Agent Desktop from 85 different applications (1st and 3rd party hosted thin-client web applications, thick clients, and Legacy 3270 Mainframe "Green" screens) with no Single Signon (SSO) capability down to only a handful (4-5 active at once). These modification enhanced customer experience, reduced call handle time, and simplified training:

1. Turned 3270 screens into a web-like portal that was sensitive to mouse-clicks. Allowed agents to SSO and pre-fill data.
2. Created a custom front-end for our Legacy (3270) CRM solution that allowed agents a whole-view of the customer, relationships, & accounts. Linked CRM application to the 3270/SSO functions, turning it into an agent portal, tightly integrating the 3270 and 3rd party web apps.
3. Integrated CTI allowing users to "Screen-pop" directly to the customer's information without intervention.
4. Reduced the number of active Taskbar applications from 15-20 down to 4-5. Efficiency is highly improved and the desktop runs much faster allowing an agent to accomplish more in less time.

Technology used: ASP.NET (C#) with embedded YUI controls. Restful HTTP handlers to call MQSeries; JavaScript and XML/XSL transformation (MVC concept); MSXML2.XMLHTTP and JavaScript to simulate SingleSignOn at the HTTP RFC level; Attachmate Extra 9.0 libraries to control 3270 Integration; CTI using Cisco ICM OLE (COM & ActiveX) objects.

Responsible for Sourcing ("seeding") all of Citizens' Loan Portfolio data into an Enterprise Data Warehouse (Big Data) to support calculating the bank's capital reserve requirements for the Basel II accord. This required fetching data from every Credit system within the bank and loading it into a data repository. Hand-picked by Management because of my exposure to so many different bank systems.

1. Extracted data from every type of loan system (origination, servicing, charge-off, & recovery) running on a variety of technology platforms -- Access databases, Excel, all types of RDBMS (Oracle, MSSQL, Sybase, Paradox, Informix, etc), & Mainframe COBOL data.
2. Implemented Managed File Systems for B2B and U2B transfers using Secure File Transfer (SFTP, FTPS, & SMB)
3. Directed a team of more than 25 consultants in building extract & loading jobs to automate internal & external transfers.
4. Standardized processes & created reusable templates allowing us to trim consulting bodies significantly, reducing headcount by 80%.

Technology used: Wide Variety of ETL tools including IBM DataStage, MS SSIS & DTS, & iWay. Warehouse was DB2 and we used almost every kind of RDBMS client including DB2, Oracle, MSSQL, Sybase, Informix, & Paradox. FastConnect (SMB server for AIX), SFTP, and NDM (Sterling Commerce) to transmit files.

Responsible for "Championing" technology in support of a large scale Lean Six Sigma deployment. Assisted a team of ~50 Black Belts in gathering metric data from a variety of systems and advised them on how to use technology to collect new metric data. Founded a team of Agile developers to automate business processes and quickly solve problems. By the time I left this role, my team had produced an annualized savings in excess of $7M.

1. Automated hundreds of applications with varying degrees of value. One of the easiest and most significant paybacks was within our internal fraud group. To detect potential fraud, analysts used a hard-copy suspect report and rekeyed data into an imaging system to lookup check copies. I converted the information into a webdelivered report with the relevant data highlighted as hyperlinks that would "jump" to the image system without rekey. Changing from paper to web (eliminating rekey) allowed an instantaneous improvement of 150% throughput.
2. Founded an internship training program that trained over 20 IT professionals and slotted them throughout the organization.
3. In addition to my duties assisting belts, I also completed the Black Belt certification myself.

Technology used: Agile methodology and a wide variety of development tools ranging from thick-client w/Visual Studio, to web development w/ASP/ASP.NET, to SQL Server SSIS/DTS, to Office Macros. Extensive use of Business Intelligence components such as OLAP and cube visualization (Used ADOMD and Office Web Components to build images similar to what Belts were producing in Excel/Minitab). MQSeries for Host Integration. Accessed data from a variety of different sources including imaging (Imagemark, Filenet, etc) and archived report content (IBM Content Manager/CMOD).

Responsible for leading Citizens' Distributed Development Team through a variety of large-scale enterprise deployments, bank conversions, and various special projects. My performance resulted in a promotion to Vice-President.

1. Built the bank's first Web Account Opening system interfacing w/Equifax to electronically verify a user's identity & perform a credit check in real time.
2. Implemented the bank's first large-scale Webserver farm complete with active Content-switching and Availability-based DNS. Farm supported high availability (outservicing nodes using end-to-end transaction health checks) and redundancy (Availability-based DNS).
3. Implemented a Web-based Customer Account Maintenance workflow system to replace an aging legacy Bunker Ramo platform. This system supported the large-scale and complex conversion of Mellon bank's Retail arm into the Citizens brand.

Responsible for building, maintaining, and supporting the company’s main Internet site and customer service portal. Interfaced with provisioning systems to configure customer’s telephone lines in real time. Web-enabled the billing and payment systems so that customers could see and pay bills online.

Initially responsible for supporting applications within Commercial Credit systems. Management then shifted me to support the company's Y2K conversion efforts. From my successes on the Y2K team, I was hand-picked to help develop the company's fledgling Online Banking website.

1. Established an interactive Y2K Project Management website complete with data collection forms, email scheduling, and automated project tracking. The website facilitated the conversion of 100+ systems to achieve Y2K compliance.
2. Built the original CitizensbankOnline.com online banking platform complete with full Inquiry ability for Checking/Savings accounts and Single sign-on to Checkfree. Built monitoring solutions with automated SMS notifications and established a support model for 24x7 dispatch.
3. Established the bank's first "Lights-out management" (Remote Control) systems for server support. This capability allowed physical separation of server components across multiple datacenters (for DR) and the server admins to locate in other buildings besides the datacenter.

Responsible for developing Logistical Regression models in support of Direct Mail Marketing campaigns. Due to a shortage of IT staff, my duties were expanded to extract data from Oracle Call Center applications. Self-taught SQL (Oracle) and COBOL.

1. Merged data from Harte Hanks mailing files, Oracle Call Center response data, & Claritas demographics to build 360º customer profiles for use in statistical models.
2. Used statistical tools to enhance marketing efforts and increase sales. Built Logistical Regression models (Binary outcome: Sale or No Sale) to accurately predict response rates among various demographic groups. Used those models to build future direct-mail campaigns, targeting only customers with highest propensity to buy.
3. Streamlined sales appointments by minimizing point-to-point distances between 2 addresses allowing the rep to "stay local" between appointments.