Janice Le

Oversee business and marketing strategy, compete strategy, and portfolio marketing for Microsoft's $30B+ cybersecurity business, spanning threat protection, data security, identity and device management.

• Established a right-sized 5-year investment strategy to fuel growth in core product lines and sustainable competitive differentiators, aligned with CFO, EVP of Engineering, and CVP of security sales.
• Established operational rigor to align business planning with product roadmap planning, marketing planning, and tier-1 product launches, delivering year-over-year improvements in awareness, demand, and perception metrics across the portfolio.
• Improved brand perception for Microsoft Security as a leader in end-to-end security, AI-powered security, and the most loved and trusted brand amongst key competitor for 5 consecutive periods.

Oversaw products & product strategy for International tax regimes (VAT & GST in Europe, India, Brazil) and tax verticals (Lodging/Hospitality, Telecommunications, Beverage Alcohol Excise, Fuel/Tobacco Excise, Insurance). Led 8 product management teams and partnered with vertical and international GMs to drive market strategy and roadmap.

• Established data-driven, product discipline around continuous discovery/continuous delivery and successfully delivered a beta solution within 4 months to automate compliance for new international market segment for marketplace sellers.
• Established a focused 2-3 year product roadmap aligned to a margin and quality improvement plan, and a focused GTM strategy for each product area. Delivered products that achieved 100% Y/Y revenue growth, improved contribution margins by 10%, and reduced customer-found defects by 80%.

Oversaw product management, UX, product marketing, brand, demand, and PR for series C business disrupting the customer service market with conversational AI, chatbot automation, and multi-channel help experiences for B2C companies. Ideal customer profiles were mobile gaming and B2C mobile apps.

• Pivoted the roadmap and product & GTM strategy to achieve product/market fit to best serve mobile app users/gamers, resulting in 30% reduction in CACC and improving NPS from negative to +27.
• Revamped the brand from generic digital customer service to unique conversational AI for mobile apps with new brand creative, messages, web site, targeted SEO, SEM, social, and digital demand strategy, achieving 2X performance at 1/2 the cost of previous years.

Oversee global marketing for Palo Alto Network's $3B+ cybersecurity portfolio, driving growth and scaling of the core network security business while accelerating market entry and expansion into cloud security, and security AI/analytics. Functional responsibilities include field marketing, channel marketing, EBCs, and global events in Americas, EMEA, APAC, and Japan.

• Grew pipeline in digital/online by +100%, reseller/channel by +50%, and traditional by +9% across all geographies while keeping opex flat.
• Launched virtual demand strategies pre-pandemic. Achieved pipeline goals all quarters.

Oversaw global marketing for Aruba, during my tenure driving growth from $1.9B to $3B+ in network infrastructure & software and security, leading Aruba's 150-person marketing team with $100M+ marketing budget. Functional responsibilities included product & solutions marketing, corporate/partner marketing, brand & communications, global campaigns & demand center, field/channel marketing & events, experience design center.

• Storytelling: Established persona-based & journey-driven messaging/positioning and insight-driven content creation. Aligned engineering roadmaps behind one strategic narrative.
• Solutioning: Established solutions technical marketing function. Delivered on validated reference designs for Aruba + ecosystem partners to scale retail, security, and digital workplace solutions GTM.
• Launches: Broke down silos in launch management through alignment with sales & GTM cross-functions. Implemented new launch framework and discipline. Delivered 2 level A launches exceeding all previous launch metrics.
• Global GTM Scaling: Implemented focused GTM approach for major NPI's, acquisition integration, and new market penetration. Successfully aligned sales & engineering to achieve lighthouse penetration in focused verticals/geos while improving sales enablement for ~2K sellers. Transformed region-centric operating model to achieve "global consistency with local autonomy" by establishing global demand center operations, global campaigns, and ABM practice. Results: faster time-to-market with field-run campaigns, increased consistency in content/messaging/creative, better account targeting with sales.
• New Marketing/Sales Motions: Activated mid-market global campaign and competitive take-out, mobilizing all regions and establishing effective demand model for ISR-led sales. Results: generating new pipeline & 40% conversion of marketing-sourced leads.
• Brand: Re-energized Aruba's brand by creating a purpose-driven narrative, developing the CEO's profile, reshaping the brand identity, tightening brand governance, and activating employees, customers, and partners behind the brand. Results: Aruba brand recognized as stand-alone networking leader with an innovative culture, 25% growth in Aruba Airheads community (to 90,000 members WW), and improved employee culture scores.
• Reputation: Sharpened the corporate storytelling and focused on reputation management with influencer & investor communities. Results: Aruba dominating Gartner MQ (surpassing Cisco for the first time 3 years in a row) & Critical Capabilities studies (winning 5/6, 6/6, 6/6 categories).
• Business impact: 4 consecutive quarters of double-digit growth (3X-4X faster than the market), from $1.9B to $3B+ over 2 years. "I've never seen a better partnership between marketing & sales"... SVP, WW Sales, Aruba.

Head of portfolio product marketing for Cisco's $3B+ portfolio of data & analytics, automation & experience platforms, and technical/professional services, leading portfolio marketing across 5 BUs.

• Storytelling: Led portfolio messaging/positioning, buyer journeys, in/outbound marketing, launches, AR/PR, transitioning SW sales methodologies from point products to outcome-based solutions selling.
• GTM Scaling: Drive GTM strategy targeting top 30 global accounts, AMER, EMEAR, APJC, and Service Provider. Drove integrated marketing strategy and sales/partner enablement for 4,000+ specialists (Data Center, Campus NW, Collaboration, Services, SP, IoT, etc.).
• Portfolio Management: Led solutions offer management for vertical and cross-portfolio solutions, create promos/buying programs, run sales incentives and spiffs, manage revenue forecasts.
• Business Impact: Outpaced market growth, meeting & exceeding goals 3 consecutive years.

Head of products and marketing for virtual events SaaS platform and mobile events apps targeting enterprise marketing buyers (<$10M). Led product management, marketing, engineering, and support.

• Product Strategy & Development: Developed and launched virtual events platform and new events mobile apps for immersive, location-based experiences enabling hybrid events, guided EBCs, and digital campus wayfinding. Delivered first working systems on AWS infrastructure in 6 months from idea inception. Managed oversees development team.
• GTM Strategy: Redefined and executed a focused GTM strategy, new pricing models and professional services, and new channel and ecosystem relationships, resulting in lighthouse account penetration in key verticals.

General manager for $100M enterprise video business unit focused on enterprise digital media software/mobile apps and content delivery network infrastructure. Functional responsibilities included engineering, product marketing & management, user experience, inbound/outbound marketing, and BU-related sales and channels teams.

• Created a business unit and developed new enterprise video products from concept to GTM scale, achieving $100M in revenue in 4 years and #1 in market share.
• Managed overall BU opex of $30M, 100+ direct reports and 100+ matrixed employees (sales/channel), growing productivity by 43% Y/Y and achieving positive CM within budget.
• Grew product bookings 60% Y/Y exceeding industry CAGR by 3x-4x, becoming #1 in WW share. Sustained market leadership by activating new routes to market through 1,000+ overlay sellers, the Cisco field and channels sales (20,000+), expanding channel & ecosystem partnerships with 500+ partners through awareness campaigns and enablement programs. Drove one of Cisco's most successful small acquisitions: Tivella

Held various positions in product management, corporate marketing, IT and software development at Cisco, Xerox Palo Alto Research Center, and other startups in high tech.