Overview
Work History
Education
Timeline
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Brian DeSutter

Monument,CO

Overview

23
23
years of professional experience

Work History

RVP, Account 360

Snowflake
05.2024 - Current
  • Identified gaps in how sales, solutions, and product team serve Snowflake's most strategic customers.
  • Established a TAM organization from ground up to meet customer's needs post-sales.
  • Owned and maintained P&L & financial model for the Account360 organization to create a net positive margin.
  • Defined the hiring profile and management structure to scale the organization globally.

VP, Solutions Engineering, Digital Native

Snowflake
12.2022 - 04.2024
  • Sourced, hired, and trained a leadership team to cover NoAm & Europe Digital Native business.
  • Drove a record 1,153 CAP1s (new business) in a single year for Snowflake.
  • Cultivated team-wide culture of innovation and collaboration in partnership with the Sales RVP.
  • Established a use-cases focused sales mentality to drive tangible business outcomes.
  • Represented team performance, forecasts and strategies to upper management.
  • Built partnerships with high-value technology partners within the ecosystem to create win-win opportunities for customers.

Principal, GTM Strategy

Snowflake
11.2020 - 11.2022
  • Translated the sales strategy to identify impact on the product, engineering, and support organizations.
  • Created a Powered By Snowflake program for 400+ customers that built data applications on Snowflake.
  • Identified the steps & dependencies needed in order to become FedRamp certified and created new market opportunities for Snowflake.
  • Represented & negotiated MSA terms and SLAs with customers alongside the commerical legal team.

Head of Product, Global Core Product

Visa
02.2019 - 11.2020
  • Led global product for Visa's Consumer Transaction Management ensuring strategic and business objectives were met.
  • Launched new digital-first strategy, pricing and sales approach, and broadened new and existing client relationships resulting in revenue growth of 244% YOY.
  • Identified a new market opportunity in Europe and built a supplementary product now projected to earn $12M ARR.
  • Negotiated partnership agreements with clients including FI, Fintech, and 3rd-party resellers that resulted in new revenue streams.
  • Managed the P&L and built capacity for the sales pipeline & forecasting.
  • Owned US product and managed regional teams for the commercialization of Core Product in Europe, Asia Pacific, CEMEA, LAC, and Canada.

Co-founder & Executive Officer

ForGood, LLC
11.2012 - 03.2019
  • Drove change in the way social organizations use data, by providing better tools and systems to drive valuable insights.
  • Led business operations and developed a scalable logic framework for defining, monitoring, and reporting key indicators to track progress toward critical goals.
  • Developed key operational initiatives to drive and maintain substantial business growth.
  • Established the company's strategy & messaging including identity, product marketing, brand message, and monetization strategies.
  • Interpreted stakeholder requests and developed user stories & acceptance criteria to drive the right product build.
  • Established and maintained strong relationships with customers, vendors and strategic partners.

Founder & Principal

Smooth Technologies, LLC
01.2002 - 07.2013
  • Designed and led sales of complex systems to a variety of users, creating a new market for the company's products.
  • Led recruitment, training, and supervision of employees.
  • Maintained financial responsibility for business operations and accountability of project delivery and milestones.

Education

BBA - Marketing And Consumer Behavior

Sam Houston State University
Texas
01.2002

Timeline

RVP, Account 360

Snowflake
05.2024 - Current

VP, Solutions Engineering, Digital Native

Snowflake
12.2022 - 04.2024

Principal, GTM Strategy

Snowflake
11.2020 - 11.2022

Head of Product, Global Core Product

Visa
02.2019 - 11.2020

Co-founder & Executive Officer

ForGood, LLC
11.2012 - 03.2019

Founder & Principal

Smooth Technologies, LLC
01.2002 - 07.2013

BBA - Marketing And Consumer Behavior

Sam Houston State University

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Brian DeSutter