Jennifer Galvin
Washington,DC
Summary
I'm a passionate, experienced, highly technical and creative pre-sales and partnerships leader with extensive experience in landing large MSP clients and strategic partnerships. I build ISV and Channel relationships, manage Marketplaces, develop growth strategies and drive direct and partner sales for Enterprise and Named customers to improve win rates and increase revenue.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Principal Channel Sales Engineer – Channel Enablement
Contrast Security
01.2023 - Current
- Principal Enablement lead for Global Channel and MSSP Partners
- Certification and Technical Lead Generation Programs established August 2023
- Content Lead and driver of Partner Sales and Technical Sales
- ISV and AWS Marketplace Assets Manager
- Whiteglove Lead, Inbound Through Sponsored Enablement
Technology Alliances Lead
Outsystems
01.2021 - 01.2023
- Built new pipeline from 0 to 250K ARR in 5 months
- Aligned with Product Management for platform enhancement, Sales for ARR growth, Marketing for positioning and relevance, Demo Teams to provide Presales content for the field, and Developer Relations for content production
- Technical Lead for AWS ACE integration for strategic lead-sharing and ARR growth, moving Outsystems from the bottom to the 37th ranked ISV for AWS
- Architect of and digital materials for the Outsystems Expo Booth at AWS RE:Invent,- supported 12 presales engineers in demo and messaging on-site
- Built Telemedicine and RPA demos to showcase top partner integrations
- Selected PRM to supercharge co-selling and growth
- Featured Speaker, Nextstep 2022
- Speaker, AWS RE:Invent 2022 PRT212
Senior Channel Enablement
Okta
01.2015 - 01.2020
- Lead responsibilities include interview candidates, shadowing program, discovery enablement
- Led Discovery Enablement Framework training for 60 SEs.
- Enablement Lead for Okta Identity Platform for VAR and MSP offerings and 5 focus GSIs
- Architect and Manager of Technical Growth Plans for Tier 1 partners
- Creator and Lead of Ultimate Test Drive (Channel and MSSP partners)
Director of Presales and Partner Solution Engineering
Park My Cloud
01.2014 - 01.2015
- Technical Sales Lead, Enterprise Sales
- Scaled presales response by creating the first customer-led evaluation program
- Built value-messaging pitch deck and playbook, demos, evaluations and first implementation
- Grew the channel partnerships by 100%
Principal Cloud Specialist
VMware
01.2012 - 01.2014
- Lead responsibilities include interview candidates, shadowing program, discovery enablement
- Enablement Lead for Okta Identity Platform for VAR and MSP offerings
- Architect and Manager of Technical Growth Plans for Tier 1 partners
Practice Manager for Cloud and Automation
HP
01.2007 - 01.2012
- Aligned Sales, Presales, Marketing, Product Management and Support to better capture VOTC
- Managed customer and partner references and relationships
- Enablement Lead for 24 technical sales engineers
- Developed and Deployed enablement across the hardware and software business
- Led a technical account team of 6 to create on-demand compute-as-a-service architectures for HP, SHI, and Disney, which was the predecessor for HPE’s Compute, CaaS, and
- Keynote speaker at MoabCon 2012
- FY2008 Top Sales Engineer (East Coast)
Education
Master of Science - Computer Science
Johns Hopkins University
Bachelor of Science - Computer Science
Loyola University
Skills
- Strategic ISV, GSI and Channel partnerships
- Building CSP Alliances from 0 to 1
- PRM Rollout
- Partner Portal Rollout
- Channel Enablement Program Building
- Enterprise Presales Strategy
- Enterprise Presales Team Building
- Relationship building
- Sales closing
- Presentation skills
- Customer support
Certification
- Softr Professional Developer
- Snowflake for Devs, Data Scientists, Data Engineers
- Designing Data Lakes on AWS
- AWS Certified Solution Architect
- AWS Certified Cloud Practitioner
- Databricks Fundamentals of Databricks Lakehouse Platform Accreditation
- Databricks Generative AI Fundamentals
- TensorFlow for Artificial Intelligence, Machine Learning, and Deep Learning
- Fivetran ETL
- W3Schools Data Science Fundamentals
- NumPy
- Pandas
- Python
- SQL
- Contrast Sales Certified
- Outsystems Mobile Development Specialist
- Outsystems Certified Associate Reactive Developer
- Okta Certified Administrator
- Okta Certified Consultant
- Okta Certified Developer
- Okta Certified Professional
Outside of Work, I....
- Member, Presales Leadership Collective
- Distinguished Member, CloudGirls.org
- Advisor to the Board, ZetaBravo
- Organizer, DC Agile Software Testing
- President, Cooper House Condominium, 20
- Vice President, Boards Edge Condominium
Timeline
Principal Channel Sales Engineer – Channel Enablement
Contrast Security
01.2023 - Current
Technology Alliances Lead
Outsystems
01.2021 - 01.2023
Senior Channel Enablement
Okta
01.2015 - 01.2020
Director of Presales and Partner Solution Engineering
Park My Cloud
01.2014 - 01.2015
Principal Cloud Specialist
VMware
01.2012 - 01.2014
Practice Manager for Cloud and Automation
HP
01.2007 - 01.2012
Bachelor of Science - Computer Science
Loyola University
- Softr Professional Developer
- Snowflake for Devs, Data Scientists, Data Engineers
- Designing Data Lakes on AWS
- AWS Certified Solution Architect
- AWS Certified Cloud Practitioner
- Databricks Fundamentals of Databricks Lakehouse Platform Accreditation
- Databricks Generative AI Fundamentals
- TensorFlow for Artificial Intelligence, Machine Learning, and Deep Learning
- Fivetran ETL
- W3Schools Data Science Fundamentals
- NumPy
- Pandas
- Python
- SQL
- Contrast Sales Certified
- Outsystems Mobile Development Specialist
- Outsystems Certified Associate Reactive Developer
- Okta Certified Administrator
- Okta Certified Consultant
- Okta Certified Developer
- Okta Certified Professional
Master of Science - Computer Science
Johns Hopkins University
Similar Profiles
Eric OckenhouseEric Ockenhouse
Account Executive at Contrast SecurityAccount Executive at Contrast Security
Alex MillerAlex Miller
Mid-Market Account Manager at Contrast SecurityMid-Market Account Manager at Contrast Security
Benjamin ValenciaBenjamin Valencia
Carpenter Apprentice at Contrast Media AgencyCarpenter Apprentice at Contrast Media Agency