Adrianne Ward

In my role as Sr. Director at Palo Alto Networks, I manage a department responsible for the strategic and operational direction of a team of Domain Technical experts for Cortex Cloud. I lead multiple teams to execute mission-critical functional strategies, focusing on tactical and operational plans with short to mid-term goals. I analyzed complex problems, collaborate with peers and influence others to accept practices and approaches, ensuring the success of the overall sales teams.

Providing scale capabilities to all presales functions globally by leveraging local and international resources. Build repeatable processes leveraging automated tooling and digital assets. Including working with partners and the ecosystem.

Building two components within the Okta Presales organization. The global Alliances Presales team to work with our partner community to drive revenue and resell of products through a technical lens. Then building a Commercial Presales team rapidly and growth in various revenue areas within North America.

Tuebora is a cutting edge Identity solution, focusing on the security of organizations; while leveraging machine learning to extend the capabilities of IAM within the ever changing customer environment. Establishing a leading technical team of pre-sales individuals to lead Tuebora into the future. Define processes and coordinate with leaders on building a business in North America. Work with organizations to understand how new cutting edge technology can improve their organizations.

As Director, Adrianne has been working alongside executive leadership to align technical, sales and partner teams to achieve revenue targets in North America, Latin America and South America. She has helped increase revenue targets to over 75+ Million. Built a strong team of 50+ subject matter experts that focuses technical qualification of solutions as well as demonstrations and proof of concepts. Adrianne also led the technical training and enablement, partner enablement, and hybrid-cloud based demonstration and proof-of-value environments. - Evangelist in executive conversations around the industry, trends and solutions. Presenting at conferences, partner events and executive customer engagements. - Developed strategic processes to align sales and technical teams to reach customers and partners and drive revenue targets. - Has built and developed a Technical Pre-Sales team. Delivered enablement, career paths, and customer life cycle processes. Demo, POC, Discussions, Workshops, and customer success. - Works with marketing and product teams to ensure feedback from the field gets to the product teams as well as developing content for use cases and to be utilized during the sales cycle. - Worked directly with the partner teams to develop a partner strategy. This includes enablement, escalation and overall partner program. - Built collaboration platform for all parts of the organization to communicate and work together as well as partners. - Pre-Sales team consisted of evangelists, commercial, federal, and partner teams.

As Director Adrianne has been working alongside sales leaders to align technical and sales teams to achieve revenue targets. She also provides evangelism in the security product arena to customers and sales teams to move from product oriented sales to solution selling. She has built a strong team that focuses technical qualification of solutions as well as demonstrations and proof of concepts is critical in meeting revenue targets. Key to the success of the team she has deliver and defined necessary process around pre-sales function to be more in line with sales. Highlights: - Evangelism across the security products that Dell Software provides to customers. Can talk holistically about the security environment and what companies are looking at in being successful in securing their enterprise. - Provides a solution oriented approach to sales and can bring solutions together to educate customers on a holistic approach to security. - Developed strategic processes to align sales and technical resources exceed security needs. - Critical to executive conversations around strategic security needs and how Dell can facilitate solutions. - Enables pre-sales technical teams and sales by educate them on solutions, use cases and technology in the industry; look at security from an organization standpoint. - Works with marketing and product teams to ensure feedback from the field gets to the product teams as well as developing content for use cases and to be utilized during the sales cycle.

• Manage team in developing a consultative approach to selling and delivering quality presentations, proof of concepts and demos • Process and organization improvements which allowed a double in customer touches without increasing personnel. • Technical Account Manager for strategic accounts in the Central Region which lead to increase customer adoption and satisfaction. • Manager / Player - Pre-Sales Engineer for Large Enterprise Customers producing 120% of results YoY. • Educating customers and potential customers on the value of the solutions • Help Qualify customer needs, assist in developing business requirements and justification. • Developed training content for Sales and Pre-Sales. • Testing plan development based on business requirements which allowed for more customer centric POCs. • Performed on site training classes for administrators to educate them on the overall solutions. • Work with customer on any issues and provide support during pre and post sales. • Work with development staff and peers for beta testing and training on new products. • Engage Marketing Teams to help with Sales Enablement and customer training events.

The main area of focus is with Microsoft products. Roles have included: Level 3 systems engineer and technical lead for various projects. Performed a manager role, career sponsor, for lower level engineers to help in guiding their technical development and career. Work with Business Development team in a technical pre-sales role. Senior Architect for Migrations and Microsoft solutions around Microsoft Active Directory, Windows, and Microsoft Exchange.