S COTT M .

S TEVENS
Phone:

Austin, TX
LinkedIn: https://www.linkedin.com/in/scottmstevens
Email: sstevens777@gmail.com

832-372-4373

IT SOLUTIONS AND SERVICES MARKETING LEADER

UU

(SECURITY, ENTERPRISE, CLOUD)

U

Extensive experience in developing and translating global strategic imperatives into region appropriate tactical
marketing activities to meet business goals. Core competencies include:

Go-To-Market Strategy Development and Execution

Market Awareness and Demand Generation
Sales Enablement
Alliances and Partnerships

Market Research and Competitive Analysis

Product and Services Development
Portfolio Management
Player/Coach Mentorship

PROFESSIONAL EXPERIENCE

RACKSPACE, San Antonio, Texas

Market Leading Managed Cloud Services Provider

2015 - 2016

Senior Marketing Manager

Led positioning, messaging, and go-to-market strategy

for Rackspace Managed Security Service (MSSP) and its
offerings, Managed Security and Compliance Assistance.
Activities included business case and persona
development, validation, and stakeholder approval.

Drove marketing funnel activities promoting Managed

Security offerings internally with global Sales
organization and externally through various marketing
vehicles (digital, webinars, blogs, conferences, analyst
briefings, worldwide customer events).

Managed partner marketing relationships of Partner

Security Offerings (security point solutions) as well as
provided security-related marketing direction and
support of new strategic partnerships with Microsoft
(Azure) and Amazon (AWS).

Select Accomplishments

Led cross-segment team tasked with

start-up marketing activities for new
Rackspace Managed Security Services
(MSSP) to include the launch of the new
Rackspace Customer Security Operations
Center (CSOC) facility.

Exceeded sales pipeline & revenue goals

by over 300% in first quarter release
through innovative multi-touch customer
marketing campaign (digital, email, Sales
outbound, webinars, events).

Drove growth plan (+10% on-target FY16)

with messaging & positioning relaunch of
Partner Security Offerings portfolio.
(FY15 revenue: $45M, YoY growth: -2%)

DELL, Round Rock, Texas

Market Leading Technology Solutions Provider
Senior Field Marketing Manager / Security Solutions Strategist, US Federal Segment
Senior Field Marketing Manager, Large Enterprise (2011-2012)
Senior Manager, Consulting Marketing Strategy (2009-2011)
Senior Product Manager, Storage Consulting Services (2008-2009)

2008 - 2014

(2012-2014)

SCOTT M. STEVENS

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PROFESSIONAL EXPERIENCE

Led a multi-segment team in the creation and promotion of

Dell Federal go-to-market strategy for security, driving
adoption with Dell product groups; Federal Sales &
management; and Dell partners & channels.
DID YOU KNOW? The Dell Security portfolio included SecureWorks
(Managed Security Services Provider), Dell One Identity (IAM formerly Quest Software), Credant (Data-at-rest encryption),
SonicWALL (Next-Generation Firewall), WYSE (Cloud Client
Manager), KACE (Configuration & Patch Management, Dell Mobile
Device Management (MDM), Enstratius (Multi-cloud IAM), and
Embedded security (Security embedded within Dell infrastructure
& physical devices - endpoint, network, server, storage, Cloud).

Led marketing activities to develop/reinforce positioning and

messaging across security, enterprise (server hardware and
virtualization), cloud, mobility, and data management
solution families.
Actively promoted the Dell portfolio with Dell Sales, partner
& channels and customers through training, customer
briefings and on-site visits. Active Face of Dell speaker
providing Dell thought-leadership on various security,
enterprise, and storage-related topics in multiple global
venues (conferences, press and industry publications).

Championed multiple CxO networking events to promote

relationship building with senior IT executives.

Led team to define cross-portfolio vision & product strategy

for the Consulting Services towers to effectively articulate
the value of Consulting Services globally.

Promoted Consulting Services through numerous internal

and external vehicles/venues and marketing tools to build
traction and credibility with Sales and customers.

Drove tighter alignment between Services and BU Sales &

Marketing organizations globally to influence Segment
marketing programs that led Sales toward Consulting
Services engagements.
Defined, developed and sustained the global IT Consulting
Intelligent Data Management portfolio within Dells Global
Infrastructure Consulting Services group (FY09 Storage
Services Revenue: $80M) to include the Medical Image
Archiving Service offers (which led the Dell corporate
transitional strategy known as Best Value Solutions).
Led Product Management activities to coordinate storage
services development and marketing across Dell global teams
(Storage Product Group, Large Enterprise & Public Segments)
as well as regional marketing and operations organizations in
ABU, EMEA, and APJ.

Select Accomplishments

Formally recognized by corporate

marketing leadership twice in FY14 for the
development and execution of US Federal
Cybersecurity portfolio marketing strategy
(became foundation for Dells overall
security marketing strategy).

Dell delegate to Department of Homeland

Securitys NIST Cybersecurity Framework
development sessions in support of US
Presidential Executive Order 13636,
Improving Critical Infrastructure
Cybersecurity.

Drove planning and execution of the 2013

Federal Executives Roundtable with
Michael Dell, a CIO/CTO only event with
Federal Governments top technology
executives and the Dell CEO.

Led cross-discipline strategy development

for Dells Global Infrastructure Consulting
Services group, providing high-level crossportfolio messaging to build awareness and
credibility of the Services brand.

Drove the first global Consulting Services

pricing analysis research to focus market
landscape and promote consistent metrics
& reporting globally.

Developed and initiated the Consulting

Services customer reference development
program, a Sales tool to illustrate value &
build credibility by matching previous
Services clients with potential customers.

Formally commended for participation in

the initial integration of Perot Systems
($3.9B Services acquisition) and AppAssure
(data protection software).

Led development of Medical Image

Archiving consulting services to extend
market reach for Dells Intelligent Data
Management (IDM) strategy (Dells first
Best Value Solutions strategic initiative).

SCOTT M. STEVENS

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PROFESSIONAL EXPERIENCE

DBI, Austin, Texas

Database Performance and Security/Compliance Software Provider

2005 - 2006

Vice President, Marketing

Select Accomplishments
Managed corporate strategic planning while driving team
Founding member of BMC Software spin-off and
responsible for all product management and outbound
instrumental in defining corporate product
marketing activities.
strategy while managing team (+25 employees)
Initiated and managed corporate business development
execution & growth, resulting in $3M in first
activities in support of Development and Sales (reseller & joint
year revenue.
Sales). Partnerships included IBM, EMC, BMC Software, CDB
Software, and Oracle.
Drove corporate and product market presence/brand visibility through aggressive go-to-market activities.
Developed international sales channels for DBI products through VAR partnerships in Asia/Pacific & EMEA.
Tactical leader of corporate operations to include IT, HR, and finance functions.

BMC SOFTWARE, Houston, Texas

Leading Provider of Enterprise Management Solutions

1997 - 2005

Manager, Product Management & Senior Product Manager

Managed full lifecycle of distributed database recovery and

systems management products for Oracle, IBM DB2, Sybase,
MS SQL-Server, and Informix databases as well as partner
interface products (IBM, HP, Symantec, and EMC) from
business case development to market release and built by a
disperse global development teams.
Defined and managed global outbound marketing program
strategy, sales readiness, and channel support to include goto-market planning, market awareness activities & events,
sales enablement, lead generation, and analyst briefings.
Developed portions of BMCs initial Service Management
strategy, Business Service Management (BSM), through
strategic planning matched with aggressive tactical
integration execution of enterprise products lines.
Led the recovery/storage integration strategy for the industry
leading Application-Centric Storage Management (ACSM)
initiative, promoting concept globally.
Established strong market presence through value proposition
strategy matched with solid partnership alliances (IBM,
Symantec, Oracle) and global business partners/VARs to
drive incremental sales.
Introduced web sales and distribution strategies resulting in
increased incremental sales.
Evaluated Merger & Acquisition (M&A) prospects for
innovation and market differentiation.

Select Accomplishments

Managed four of the top 10 revenue

generating distributed database products
including the #1 producer, SQL-BackTrack
for Oracle ($70+ million in FY 2005).

Led 60+ releases of 15 complex enterprise

products spanning five product lines with
a global team leveraging Waterfall and
Agile (SCRUM) development methods.

Instrumental in defining initial strategy for

BMCs Business Service Management
(BSM) product set. (BSM, an ITIL-based
Service Management strategy to realize
business value from IT, became an
analyst-tracked technology category.)

Increased geographic revenue by an

average 20% YoY through extensive sales
enablement and demand generation
involvement inregion to support EMEA
and APJ sales & marketing strategies.

Established product market leader

position (Gartner Group SAN
Management Magic Quadrant Emerging
Technologies) within two years while
member of the Recovery & Storage
Management product management team.

SCOTT M. STEVENS

Page 4
PROFESSIONAL EXPERIENCE

EDUCATION

JOHNS HOPKINS UNIVERSITY, Baltimore, Maryland

Master of Science, Business, 1997
HAMPTON UNIVERSITY, Hampton, Virginia
Bachelor of Science, Business Management, 1989
SANS Institute, Orlando, Florida
Certificate, Network Penetration and Ethical Hacking, 2015
B
U

PROFESSIONAL COMMUNITY CERTIFICATIONS/INVOLVEMENT

Certification, PRAGMATIC MARKETING, Scottsdale, Arizona

Industry thought leaders promoting best practices in the product management and marketing
Certification, Certified Information Systems Security Professional (CISSP), ISC2, Clearwater, Florida
Global non-profit focused on educating and certifying information security professionals
Certification, Professional SCRUM Product Owner 1 (PSPO 1), Scrum.org, Boston, Massachusetts
Industry thought leaders promoting the SCRUM principles of Agile software development best practices
Member, ISACA, Clearwater, Florida
Global non-profit promoting the development, adoption and use of globally accepted, industry-leading knowledge and
practices for information systems professionals
Member, ISSA, Reston, Virginia
Global, non-profit of information security professionals and practitioners
Member, DC National Capital Chapter (Washington, DC), Since 2014
Member, AFCEA, Fairfax, Virginia
Information technology, communications association for professionals in government, industry and academia
Member, Alamo Chapter (San Antonio, TX), Since 2013
Developed and provide Continued Education Unit (CEU) approved instruction for vendor-agnostic Leveraging the
NIST Cybersecurity Framework course (taught at local chapters and at AFCEA TechNet Augusta 2014 event).