Summary
Overview
Work History
Education
Skills
Accomplishments
Affiliations
Certification
Timeline
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Melissa LaVarnway

Melissa LaVarnway

Hudson,NH

Summary

Visionary leader with over 20 years of expertise in enhancing sales performance, profitability, and team dynamics within top-tier global technology companies.

Overview

25
25
years of professional experience
1
1
Certification

Work History

Director, GTM Scaling - Azure Databases

Microsoft Corporation
09.2025 - Current
  • Directed cross-functional alignment of Azure Data & Analytics strategy for effective go-to-market execution.
  • Established focus and scalability for data initiatives across field sales, corporate sales, and Customer Success.
  • Developed repeatable sales patterns adaptable to various geographies, industries, and partners.

Director of Strategy – Real Time Intelligence & Data Governance

Microsoft Corporation
02.2024 - 08.2025
  • Developed and launched the GTM strategy for Fabric Real Time Intelligence, driving a 74% increase in pipeline generation, and sustaining monthly revenue growth rates exceeding 20%.
  • Lead cross-functional collaboration to build a global GTM approach for data governance, enhancing seller confidence, and deepening customer engagement.
  • Establish and track key performance indicators to measure the success of strategic initiatives, preparing progress reports for executive leadership.
  • Analyze industry trends and present strategic recommendations to senior leadership, informing decision-making and product direction.

Business Architecture Lead-Microsoft Sentinel

Microsoft Corporation
10.2022 - 02.2024
  • Executed comprehensive go-to-market strategy for Microsoft Sentinel, generating $300M in revenue
  • Increased annual recurring revenue by 56%, acquiring 2,000 new customers
  • Collaborated with cross-functional teams to ensure alignment of go-to-market strategies

Worldwide Sales Lead-Azure Security

Microsoft Corporation
Redmond, USA
01.2022 - 10.2022
  • Developed strategic sales plans aligned with company goals and market trends.
  • Analyzed sales data to refine strategies and maximize revenue potential.
  • Collaborated with cross-functional teams to improve customer experience initiatives.

Security Specialist-Manufacturing

Microsoft Corporation
Redmond, USA
01.2021 - 01.2022
  • Surpassed budget through strategic management of sales cycles and resources.
  • Developed and executed pipeline strategies for 32 major accounts to maximize revenue.
  • Facilitated collaboration within matrixed sales organization to strengthen customer relationships.

Enterprise Security Executive-Cybersecurity Solutions Group/Security Solution Area

Microsoft Corporation
Redmond, USA
01.2017 - 12.2020
  • Exceeded budget targets for fiscal years 2018, 2019, and 2020.
  • Established strategic partnerships with CISOs and CXOs to enhance M365 E5 and Azure security deployments.
  • Supported cross-functional teams in implementing Microsoft security initiatives effectively.

Technology Solutions Professional-Enterprise Cybersecurity Group

Microsoft Corporation
Redmond, USA
03.2016 - 01.2017
  • Eliminated security blockers from enterprise opportunities, achieving technical wins and exceeding budget in complex environments.
  • Mentored new team members and sales specialists to enhance skill sets and performance.

Global Manager-Pre-sales Engineering

RSA, The Security Division of EMC
Bedford, USA
01.2015 - 03.2016
  • Hired and managed global sales engineering team to drive innovation and enhance performance in highly matrixed environment.
  • Established and executed strategic and tactical direction for technical pre-sales organization to exceed quota.

Americas Manager-Pre-sales Engineering

RSA, The Security Division of EMC
Bedford, USA
01.2014 - 01.2015

Team Leader-Pre-sales Engineering-Fraud Risk and Intelligence

RSA, The Security Division of EMC
Bedford, USA
01.2013 - 01.2014

Senior Pre-sales Engineer-Identity Protection and Verification

RSA, The Security Division of EMC
Bedford, USA
01.2006 - 01.2012

Pre-sales Engineer/Senior Sales Engineer-Enterprise Authentication

RSA, The Security Division of EMC
Bedford, USA
01.2001 - 01.2006

Education

B. S. - Resource Economics

University of Rhode Island
Kingston, RI
01.1998

Skills

  • Sales engineering
  • Solution selling
  • Strategic planning and execution
  • Cybersecurity, Data governance, and Analytics
  • Business architecture
  • Customer relations
  • Sales enablement
  • Cross-functional collaboration
  • Team leadership
  • Interpersonal skills

Accomplishments

  • TechReady Presenter, Pitch Perfect Certified Trainer
  • Mentor for Building Diversity in Cybersecurity-FS-ISAC
  • Northeast University Masters in Cybersecurity Mentor
  • Several Corporate Excellence Awards

Affiliations

  • golf, dogs, trivia, hiking, car lover, foodie, travel.

Certification

  • SC-900
  • AZ-900
  • CISSP
  • CSE

Timeline

Director, GTM Scaling - Azure Databases

Microsoft Corporation
09.2025 - Current

Director of Strategy – Real Time Intelligence & Data Governance

Microsoft Corporation
02.2024 - 08.2025

Business Architecture Lead-Microsoft Sentinel

Microsoft Corporation
10.2022 - 02.2024

Worldwide Sales Lead-Azure Security

Microsoft Corporation
01.2022 - 10.2022

Security Specialist-Manufacturing

Microsoft Corporation
01.2021 - 01.2022

Enterprise Security Executive-Cybersecurity Solutions Group/Security Solution Area

Microsoft Corporation
01.2017 - 12.2020

Technology Solutions Professional-Enterprise Cybersecurity Group

Microsoft Corporation
03.2016 - 01.2017

Global Manager-Pre-sales Engineering

RSA, The Security Division of EMC
01.2015 - 03.2016

Americas Manager-Pre-sales Engineering

RSA, The Security Division of EMC
01.2014 - 01.2015

Team Leader-Pre-sales Engineering-Fraud Risk and Intelligence

RSA, The Security Division of EMC
01.2013 - 01.2014

Senior Pre-sales Engineer-Identity Protection and Verification

RSA, The Security Division of EMC
01.2006 - 01.2012

Pre-sales Engineer/Senior Sales Engineer-Enterprise Authentication

RSA, The Security Division of EMC
01.2001 - 01.2006

B. S. - Resource Economics

University of Rhode Island

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