Author of the #1 Amazon Bestseller “The Presales Navigation System: COMPASS, SAIL, and ANCHOR Frameworks for Strategic Success”. Developed and published frameworks (COMPASS, SAIL, ANCHOR) that are now being adopted by presales leaders and SEs globally. Built recognition as a thought leader by transforming two decades of presales experience into actionable methodologies, practical coaching insights, and repeatable frameworks. Provide coaching, training, and speaking for sales engineering teams, executive leadership, and industry events.

Lead a multi-layered Sales Engineering organization spanning Enterprise, Federal, and Commercial segments across North America and LATAM. Partner closely with Sales, Product, and Marketing leadership to drive presales strategy, technical accountability, and customer trust across cybersecurity and data resilience portfolios. Built, developed, and retained a high-performing SE leadership team supporting $250M+ annual pipeline across enterprise and public sector segments. Operate as a player-coach leader, combining executive presence with hands-on mentoring of front-line managers and senior engineer. Aligned presales motions with subscription billing workflows, renewal cycles, and revenue recognition processes to improve predictability and long term customer value. Partnered with sales operations and finance on ARR forecasting, consumption modeling, and revenue architecture for enterprise accounts.

Led a national Sales Engineering team supporting enterprise, commercial, and regulated industries during a period of hypergrowth and M&A integration. Focused on talent development, operational excellence, and data-driven SE management. Introduced the “Metrics that Matter” presales performance framework, linking PoC success, utilization, and forecast precision to business outcomes. Recruited and mentored high-potential SEs and managers, building a bench of future leaders and achieving best-in-class retention. Strengthened continuity between technical architecture, subscription billing, and adoption metrics to support renewal and expansion motions. Co-led presales integration and GTM alignment during HPE’s acquisition of Zerto, maintaining consistency in customer engagement and revenue operations. Implemented structured onboarding and enablement programs that reduced ramp time by 40% and increased readiness across distributed teams. Collaborated with Product and Customer Success to strengthen pre-to-post-sale continuity, improving adoption and customer experience. Consistently achieved 100%+ technical KPI attainment, driving accuracy, velocity, and partnership alignment across sales regions.

Served as a trusted technical advisor, delivering compelling product demonstrations, proof-of-concepts, and strategic business value discussions that helped drive sales and customer adoption. Led complex technical engagements, collaborating with enterprise customers to design tailored solutions that addressed their business challenges and optimized IT resilience. Proactively took on leadership responsibilities, mentoring new Sales Engineers and developing training materials that enhanced team effectiveness and technical acumen. Drove process improvements, streamlining technical sales workflows and contributing to a more efficient, scalable presales operation. Acted as a liaison between product management and sales, providing valuable customer feedback that influenced product development and roadmap decisions. Built strong cross-functional relationships with account executives, customer success teams, and partners, ensuring alignment and a seamless customer experience. Recognized for exceptional leadership potential and strategic impact, leading to a promotion to Sales Engineering Manager to further scale team success and business growth.

Led technical sales initiatives, serving as a trusted advisor to enterprise customers by architecting and designing Backup/DR and DevOps solutions that enabled instant application recovery and orchestrated development lifecycle provisioning. Drove pre-sales strategy, ensuring seamless alignment between customer requirements and Actifio's technology offerings to accelerate adoption and revenue growth. Developed and delivered comprehensive technical and sales training programs for partners, strengthening their ability to position and implement Actifio solutions effectively. Represented Actifio as a thought leader, delivering impactful presentations at key industry events, partner summits, and executive briefings to enhance brand awareness and market positioning. Led product awareness and go-to-market initiatives, collaborating with marketing and product teams on technical messaging, competitive positioning, and use-case development. Mentored junior sales engineers and cross-functional teams, fostering a culture of innovation, technical excellence, and customer-first engagement.

Led technical sales efforts across Canada, driving adoption of Atlantis Computing's Hybrid (SAN/NAS integrated) and Hyper-Converged solutions for data center workloads. Designed and architected cutting-edge storage and virtualization solutions, enabling customers to enhance performance while optimizing storage capacity. Provided leadership in partner enablement, delivering in-depth technical and sales training programs to strengthen partner capabilities and solution positioning. Represented Atlantis Computing at key industry events, conducting impactful public speaking engagements with partners and customers to enhance brand visibility. Spearheaded product awareness initiatives, collaborating on technical marketing, competitive positioning, and go-to-market strategies to drive customer engagement. Acted as a trusted advisor to enterprise customers, aligning business objectives with tailored technical solutions across diverse industries, including telecommunications, financial institutions, public sector, and healthcare. Championed innovation in solution architecture, leading the design and integration of storage consolidation, performance acceleration, virtualization, cloud migration, disaster recovery, and VDI solutions. Worked extensively with VMware, Microsoft, and Citrix environments, optimizing storage performance, implementing provisioning automation, and delivering high-availability architectures. Mentored junior engineers and technical teams, fostering a culture of continuous learning, collaboration, and technical excellence.

Led and developed a high-performance team of Solution Architects, driving technical excellence and sales alignment to support business growth. Architected a structured qualification process for prospective customers, ensuring optimal alignment between solutions, services, and client needs. Designed and implemented a Peer-Review process for Work Orders (WO), Statements of Work (SOW), and Level of Effort (LoE) estimates, successfully eliminating inefficiencies and improving profitability. Established and managed a structured onboarding program (30-60-90 day framework) for new hires, ensuring seamless transitions and career development. Created and implemented technical training and certification plans, aligning team development with corporate objectives while negotiating vendor training credits for cost-effective upskilling. Assigned and mentored SA Team Leads for Data Center and Managed Services practices, ensuring cross-functional collaboration and operational excellence. Designed and implemented automation workflows and technical architecture for data center orchestration, disaster recovery, and infrastructure optimization. Championed a Sales Architect & Account Manager (SA/AM) optimization plan, resulting in a 200%+ increase in sales performance and operational efficiency, earning the Champion Award.

Led high-impact IT transformation, data center consolidation, and enterprise architecture initiatives for organizations, including the Regional Municipality of York, Mackenzie Investments, Nortel Networks, Ivanhoé Cambridge, and Assante Wealth Management. Directed cross-functional teams on large-scale Windows NT/2000 and Exchange 5.5/2000 migrations, implementing Active Directory, Citrix Metaframe, SAN/NAS storage, and disaster recovery solutions across complex enterprise environments. Delivered end-to-end technical strategies for data center consolidations, supporting 50+ branches, and achieving security, network integration, cost reduction, and operational continuity. Designed security architectures integrating Checkpoint firewalls, Websense filtering, and AD-based access control, and enforced hardening standards across OS, SQL, and web platforms. Architected and implemented enterprise DR and backup infrastructures (NetBackup, SQL Server, IIS, Oracle), supporting over 200 critical applications with high availability and compliance assurance. Drove performance improvements through automation, policy standardization, and system optimization—enhancing scalability and uptime in the financial, public sector, and telecommunications domains. Honored with multiple awards, including York Region's Commitment to Excellence for outstanding IT leadership during crisis response initiatives.