Danny Alan Farmer
Austin,TX
Summary
Seasoned leader in the OTT Space. Bringing 22+ years of video, technology and leadership experience. Ready to contribute to the success of the FloSports product.
Overview
13
13
years of professional experience
Work History
Senior Solutions Engineer, Strategic Accounts
Brightcove
09.2021 - Current
- Lead sales engineer on Strategic Sales team, which handles top 100 media customers / prospects.
- Lead thought leadership workshops and strategy sessions with our largest customers to share insights as to what works and what doesn't within the OTT space.
- Provide exceptional pre-sales support, contributing to increased sales revenue and expanded client base.
- Work with customers to identify potential areas of improvement within existing IT and video infrastructure and streamlining workflows while proposing Brightcove products and solutions. I also help customers develop strategies to grow their revenue and/or subscriber base.
- Help customers develop ad-monetization strategies, using Brightcove solutions while also sharing 3rd-party solutions that integrate well within the platform. (Springserve, Magnite, Publica and others)
- Architect POV / POCs to address desired outcomes for prospects and existing customers.
- Show customers real-world numbers including lowering COGS, enhanced uptime, improved quality of experience, etc.
- Lead training sessions for clients, ensuring smooth adoption of new features and functionality via API as well as Brightcove SDKs and other web technologies.
- Work directly with partners such as AWS, GCP and Akamai regularly to integrate new product offerings into customers' environments / platforms.
- Interface with product management and engineering teams to ensure my ability to share long term strategy and thought leadership in the marketplace
- Participate in all leadership trainings within the organization.
- Work with sales leadership to help improve processes
- Coach junior sales engineers on becoming more effective sales engineers by sharing experience as well as effective technical sales techniques
- Lead the creation of comprehensive documentation for all projects, facilitating seamless hand-offs between onboarding, customer success and customer support.
- Attained or exceeded quota each quarter, from day one at Brightcove
- Led SE team to close 5 year, $48M deal, our largest deal ever.
Manager of IT
Apogee Telecom
05.2017 - 09.2021
- Managed team of 10 that developed, implemented and maintained all customer-facing applications.
- This included a linear and VOD streaming video service for 350+ customer sites with close to 1M users nationwide.
- My team managed over 1000 servers, both on-prem and cloud-based to deliver unique channel lineups at each customer site. Servers ranged from transcoding engines, Identity provider solutions to middleware, DRM and ad-playout platforms.
- Led DevOps best practices initiative to secure all public endpoints, while lowering costs and improving efficiencies and security.
- Moved as many on-prem channels to AWS media services as possible to lower costs and create redundancies not possible with on-prem solutions.
- Led effort to monetize as many channels as possible to increase revenue. This increased monthly revenue by tens of thousands of dollars, without increasing the ad load on video streams.
- Streamlined rollout of content delivery network across the US, while reducing costs by over 10%.
- Because of the number of vendors involved in the solution, I participated in as many daily standups and project management meetings as possible. This ensured projects stayed on schedule and came in under budget. (I had to act as product manager for most of the time I was at Apogee, as there no one in the role)
- Increased uptime from 98% when I started, up to 99.99% by the time I moved to Brightcove.
- Developed API standards for our applications. This led to the streamlining of product feature updates and lowered the amount of tech debt included in our platform / apps.
- Led the team for final Q/A efforts on latest app releases prior to acceptance and rollout to various app stores.
- Implemented strategies to reduce build costs for any on-premise equipment.
- Oversaw all vendor relationships with 3rd-party integrations.
- Coached team by implementing individual growth goals, facilitated licensing, certifications, additional training and focused on team wellness.
- Oversaw technology budget planning and allocation to optimize resource utilization, lower COGS and improve margin.
- Led testing efforts with vendors like Elemental to maximize hardware capacity via GPUs and other solutions to lower costs.
Team Lead - Systems Solutions
SAFARI Montage
10.2011 - 05.2017
- Managed team of 6 field technicians and sales engineers. This team supported all pre-sales initiatives as well as post-sales customer Tier 3 support.
- Sales engineers were geographically aligned with sales team to maximize response time and travel availability.
- As manager of the team, I oversaw all key accounts that needed white glove support.
- Acted as project manager for rollout of all larger scale implementations
- Provided sales enablement to ensure sales and product were aligned and customer requirements were included in product roadmap.
- Led strategy sessions with customers to ensure their offerings aligned with the marketplace
- Spearheaded all bleeding-edge R&D to ensure our product integrated into cloud-based offerings and new technology (like WebRTC, Zixi, NDI, and DASH)
Education
Bachelors -
University of North Texas
Denton, TX05.2009
Skills
- Strategic Thinking, Concise Communication
- Live Streaming Workflows (Low Latency, Ad-insertion, Player Tech)
- Video transport protocols (RTP, RTMP, SRT, UDP, Zixi, HLS, MPEG-DASH)
- AWS Media Services, Elastic Compute, S3, Cloudfront, many other offerings within AWS
- Video Acquisition, Compression, Distribution (CDN Tuning)
- Cybersecurity Best Practices
- Scrum Methodology
- JIRA / Confluence
- Technical Documentation
- Project Budgeting
- Analytics
- Solution Recommendations (via R&D, extensive testing)
Timeline
Senior Solutions Engineer, Strategic Accounts
Brightcove
09.2021 - Current
Manager of IT
Apogee Telecom
05.2017 - 09.2021
Team Lead - Systems Solutions
SAFARI Montage
10.2011 - 05.2017
Bachelors -
University of North Texas
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