Where did you grow up? What did your parents do for work?
I was raised in Honolulu, Hawaii. My dad was an investment banker and my mom was a school teacher.
Where did you go to college? What did you study and what were some of your initial jobs out of school?
My undergrad was completed at Tufts, studying economics. My MBA is from the University of Chicago Booth School of Business. I ended up pursuing a career in business following the footsteps of my father and grandfather (both business leaders), mostly because I failed my intro to engineering class! Initial jobs out of school included working for an employee benefits consulting company, and then finance at several high-tech companies.
What has attributed to your success thus far and has helped propel you to the position you have now?
In every company I’ve joined, and every job I’ve taken, I’ve made sure that I’m passionate about the work I am doing, and the organization I am joining. When I first started in security over 20 years ago, I felt compelled to learn more about the security market, and I saw that I could make a real contribution to making the world a safer place. Since then, in every job I’ve held, it is my passion for the technology that drives me. As cliché as it sounds – I want to know that I’ve helped people and organizations be safe and secure.
Can you share the high-level responsibilities of your current position as Vice President of Business Development at Cyberark?
I am responsible for leading our business development efforts across our strategic partners. This involves developing technology integrations, advancing go to market activities and most importantly driving influence revenue for both CyberArk, as well as our strategic partners.
Any tips for someone considering a career in Business Development?
Whether you are looking at Business Development or not: build up your network. Your network is an asset that will be with you for life; it will follow you wherever you go. If you are in Business Development or Sales, it can be an essential asset to furthering your business. If you are not in Business Development, you will develop contacts and friendships that may last for life. You never know where your network will take you, but it’s important to have a solid network.
Day in the Life
Coffee, tea, or nothing?
Coffee, 24 oz, 7:00 sharp
What time do you get into the office?
What are three things that motivate you in your role?
- People at CyberArk
People at my Partners
Joint business goals
Every day is different, but can you outline what a typical day looks like for you?
Email, phone calls, meetings, negotiations. I spend about half my time talking to partners, and half my time bringing my partners’ insights back into CyberArk.
What time do you head out of the office?
Do you log back in at night or do you shut it down completely?
Sometimes, it depends on the day.
What are the 3 apps that you can’t live without?
What professional accomplishment are you proudest of?
Advancing and evolving the relationship of my strategic partners. Business Development is all about relationships. Sometimes this can be accomplished quickly, sometimes it takes years. Each relationship is unique. It takes skill, persistency and strategic thinking to identify the unique value that we can bring to each other and then turn that value into a measurable win-win for each organization.
Who do you admire or call upon for professional advice?
Former bosses (lots) in the security industry.
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