May Mitchell
San Jose
Summary
GLOBAL, TRANSFORMATIVE GTM STRATEGY, MARKETING & PARTNER EXECUTIVE 3x CMO delivering over 25 years of proven GTM models (build, buy, partner) to deliver new customer acquisition, expansion and customer retention programs resulting in pipeline contribution up to 40% and closed ARR from $5M to $270M ARR. Managed teams from 1 to 150+ FTE. Successfully led over 35 M&A. 80% of the Cyber vendors have led to a strategic exit.
Overview
24
24
years of professional experience
Work History
Global CMO
HUMAN Security
04.2024 - Current
- Company Overview: Privately held, Bot Management Adtech Media & Enterprise, New York
- Repositioning and rebranding: Industry leading bot management for delivering digital trust from Ads, Logins, online transactions – 3x Forrester Wave Leader, 3x G2 Leadership VoC
- 2024 transformational growth 10% YoY, $127M Rev, 100% bonus attainment
- Developed marketing operating model, one GTM motion – Pipeline contribution 47%, $23M opportunity, 18% closed
- Created and launched global partner program (by month 5)
- Budget realignment 2024, 2025 - 12% of revenue $18M, hired 9 new resources for new investment areas – Partner Marketing, Content Strategy, Revenue Marketing, Public Sector Marketing, Customer Marketing (by day 90), 32 FTE
- Privately held, Bot Management Adtech Media & Enterprise, New York
Global CMO
Open Systems|Ontinue
08.2022 - 04.2024
- Company Overview: Privately held, Managed SASE and MXDR Services, Zurich
- Two businesses: Managed SASE and MDR; Winner of Microsoft’s #1 MSSP
- Revenue (2023): $100M, MDR grew 60% YoY $32M ARR, FTE 309; Coverage: EMEA 60% (DACH, UKI), NA 40%
- Forrester Wave SSE, Gartner Peer Insights leadership VoC Emerging MDR, IDC Marketscape MDR
- Budget: 10% of revenue $10M, majority investment placed on MDR (15 FTE), SASE (5 FTE)
- Rebranded MDR business to Ontinue, non-stop secops (12 weeks), launched new website at SKO and one month before RSA 2023; Created and launched MDR Partner Program (by month 4)
- Privately held, Managed SASE and MXDR Services, Zurich
CMO
iboss
12.2020 - 08.2022
- Company Overview: Privately held, Cloud SASE Platform, Boston
- First Enterprise CMO – developed marketing operating model, strategy and hired team of 10 by day 90 and expanded team to 15
- Program budget 8% of Revenue $6M
- Grew revenue from $55M to $75M+
- Launched new website, content strategy and partner program (by month 6)
- Primary focus – Awareness and Demand Generation (quarterly leads 5000-7000 conversion 30% SQL), $42M Pipe Contribution
- Privately held, Cloud SASE Platform, Boston
Vice President, Global Channel Sales, Alliances & Partner Marketing
Cylance
12.2016 - 12.2020
- Company Overview: Privately held, Fastest Growing EPP, Irvine
- Direct report to President and COO
- Driving global channel sales and global demand programs to drive pipeline contribution (Bookings from $40M to $200M annually, 90% growth YoY) Averaged 1200 deal registrations/quarter with conversion 67%
- Development, modeling and launch unified partner program, Oct 2020 – Security and Mobility Solutions
- People leadership: Managed team of 80 resources globally
- Privately held, Fastest Growing EPP, Irvine
Vice President, Worldwide Marketing
Symantec
10.2013 - 12.2016
- Company Overview: Fortune 500, Data & Security Platform, $6.7B, Mt View
- Tightly aligned with Global Sales, drove all marketing to Customers and to/through Partners (Marketing pipeline contribution 3x, 15%-20%, Partner DRs 40%, Renewal conv rate 90%)
- Successful acquisition, integration and portfolio rationalization Blue Coat ($750M) August 2016
- Team Development and Leadership: Managed a high performing team of 150+ FTE (Regional Product Marketing, Solutions Marketing, Field Marketing, Channel Marketing, Executive Briefing Center, Sales/Partner Communications, Digital, Lead Management) 7 Direct Reports (Director/Sr Director levels)
- Managing over $110M in budget (60/40 Program to people ratio)
- Fortune 500, Data & Security Platform, $6.7B, Mt View
Vice President, Channel Sales & Marketing
MaaS360
07.2012 - 10.2013
- Company Overview: Privately Held, Profitable, Cloud Mobile Security UEM
- Direct report to President COO
- Drove channel strategy with key strategic and technology partners through common channel partners (Distribution, DMR/LAR, MSP, VAR, Carriers); Technology partnerships (Apple, Cisco, Microsoft, ForeScout, Aruba)
- Team creation and development (FTE 10) – Partner recruitment, enablement, marketing, selling, closing
- Awarded CRN 5 Star Partner Program rating, March 2013 (First in mobility category)
- Business results: 40% to 100% revenue growth QoQ (5 consistent quarters), Deal Registrations increased from 20% to 70% driven by partners, partners recruited 200+
- Privately Held, Profitable, Cloud Mobile Security UEM
Vice President, Global Channel / Business Development / Partner Marketing
IronKey
11.2009 - 06.2012
- Company Overview: Privately Held, Managed Storage Devices, Sunnyvale
- Developed global partnership strategy (Alliances, Technology, Distribution, Channel), Team of 8 (CAMs, Marketing)
- Business Growth: 25% to 40% growth YoY derived from 40% National DMR/LAR, 25% Federal, 10% Solution Providers, 25% run rate business
- Privately Held, Managed Storage Devices, Sunnyvale
Vice President, Global Product Marketing / GTM and Americas Marketing
Websense | Forcepoint
05.2007 - 08.2009
- Company Overview: Public Company, Web & Data Security, San Diego
- Led, developed and managed a team of 35+ (4 Director Levels) marketing professionals in support of product positioning / messaging, strategic planning, GTM planning and execution, product launches / sales enablement, channel development, demand generation, marketing operations (Essential Information Protection – Web Security, Data Security, Messaging Security) Billings $350M; Established market leadership - #1 in Web security; #1 in Data security (Gartner, IDC, Forrester)
- Led Marketing and GTM efforts for SurfControl acquisition and integration ($400M, October 2007)
- Public Company, Web & Data Security, San Diego
Sr. Director, GTM Planning and Solutions Marketing
McAfee
03.2001 - 05.2007
- Company Overview: Public Company, Endpoint Security, Santa Clara
- Partner Marketing: Scaled Entercept business (Host IPS) up to $15M which led to an acquisition by McAfee 2003 $120M
- Led, developed and managed a team of 10 marketing professionals in support of GTM planning, messaging / positioning, product launches / sales enablement tools, market development (Successfully launched 60+ product releases, 4 acquisitions); Category leadership: #1 in Endpoint Security (Total Protection Solutions Enterprise & SMB)
- Public Company, Endpoint Security, Santa Clara
Education
BS -
Computer Science and Engineering Management
Accomplishments
- Established new market categories and leadership SaaS models: MXDR, EDR, SASE, DLP, Cloud Security, Mobile Security UEM, Bot Management – Gartner MQ & VoC GPI, Forrester Wave, IDC Marketscape, G2 Grid
- Drove over 250 NPI Launches with a strong understanding of routes-to-market and proven success models (Two-tier distribution, OEM, technology, strategic partnerships, cloud service providers, marketplace, MSSPs)
- Cross-functional leadership - drives collaboration and alignment across Leadership team and across functions
- Leadership & Team Development – developed marketing operating models and strategy, hired and led global teams up to 180 FTE
- Managed program & people budgets up to $75M (60/40 allocation)
- Recognition: Top 50 Marketer OnCon Awards 2022-2024; Awarded by CRN’s Power 100 Women in the Channel 12 consecutive years
Professional Development
- Selling Frameworks: MEDDIC, Value Selling, Force Management, Winning by Design
- Pragmatic Marketing
- Executive leadership training and professional coaching
Timeline
Global CMO
HUMAN Security
04.2024 - Current
Global CMO
Open Systems|Ontinue
08.2022 - 04.2024
CMO
iboss
12.2020 - 08.2022
Vice President, Global Channel Sales, Alliances & Partner Marketing
Cylance
12.2016 - 12.2020
Vice President, Worldwide Marketing
Symantec
10.2013 - 12.2016
Vice President, Channel Sales & Marketing
MaaS360
07.2012 - 10.2013
Vice President, Global Channel / Business Development / Partner Marketing
IronKey
11.2009 - 06.2012
Vice President, Global Product Marketing / GTM and Americas Marketing
Websense | Forcepoint
05.2007 - 08.2009
Sr. Director, GTM Planning and Solutions Marketing
McAfee
03.2001 - 05.2007
BS -
Computer Science and Engineering Management
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