Dmitri Lee

• Lead a distributed organization of 4 SE Managers and 30+ Solutions Engineers across North America and LATAM.
• Operate at full VP scope, reporting into senior leadership and overseeing strategy, people leadership, and GTM execution across enterprise and mid-market segments.
• Influence multi-year GTM strategy by aligning presales metrics with revenue KPIs, improving forecast predictability, and accelerating enterprise deal closure.
• Partnered with CRO and Product leadership to define regional technical GTM strategy, aligning SE coverage with forecast targets.
• Established scalable presales KPIs tied to pipeline health and revenue predictability, influencing strategic account planning.
• Transformed presales operating model to align with solution selling, increasing qualified pipeline velocity by 30% and PoC success rate by 40%.
• Implemented region-specific playbooks, technical win plans, and partner activation frameworks that improved conversion in strategic accounts.
• Championed presales forecasting alignment by embedding SEs into deal strategy reviews and Salesforce hygiene processes.
• Drove roadmap impact by aligning field feedback loops across Product, Engineering, and AI-enhanced feature development.
• Represented the SE org on global business cadence calls and executive forecast reviews.

• Managed a national team of 15+ ICs supporting strategic accounts across regulated industries and the public sector.
• Developed and scaled structured PoC evaluation criteria, reducing rework and shortening deal cycles.
• Partnered with Sales and Customer Success to build pre/post-sale interlock, improving adoption and minimizing handoff gaps.
• Introduced technical win planning frameworks for competitive accounts, raising SE engagement and boosting win rates.
• Co-developed enablement tracks for onboarding new SEs and accelerating time-to-field-readiness.
• Supported expansion of SE coverage to key cloud marketplaces and enterprise resellers.

• • 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.