Vice President Customer Success

EDWARD CHOI

703-***-**** • ******@*****.*** • linkedin.com/in/ezchoi/

Senior Executive Leader and Mentor

Customer-first and outcome-focused senior executive who strategizes and operationalizes large projects and strategic relationships, leveraging experience across the entire revenue cycle to maximize results for the business and its partners. Growth driver, P&L ownership, creating and launching start-up initiatives, both PE-backed and within Fortune 50 companies. Success spanning SaaS platforms, managed

& consulting services in cybersecurity, cloud, digital transformation, and more. 2017 Top 55 Cloud Channel & Alliance Visionary (VisTalks). Alliance/BD Strategist behind industry-leading partner programs. Delivered the world’s first cloud/AI/cyber/5G Industry 4.0 managed solution (Samsung Mobile) and propelled HPE to #1 Cloud Partner Channel Ecosystem (Synergy Research). Rainmaker whose influences sales, partnerships, solutions, service delivery, and customer success to develop fully realized revenue vehicles. Achieved 200% of HPE cloud business development growth plan an 150% of customer success plan. Strong Operator DNA, establishing the business models, org structures, and teams to execute growth strategies. Generated $400M post-acquisition growth from new cloud/security/ICT services practice built on Verizon’s Terremark acquisition. Expertise

Strategic Partnerships & Alliances

Enterprise Solution Sales & BD

Go-to-Market (GTM) Strategy

P&L Ownership and Growth

Customer Success & Service

Cyber/Cloud MSP & Consulting

Digital Transformation

IT Modernization

Professional Experience

Aptaria (McLean, VA)

Senior Vice President, Strategic Partnerships and Business Development, 2023 – Present Advisory Board Member, 2022 - 2023

Aptaria enables digital transformation for companies and organizations of all sizes, including Fortune 500 clients through strategic SaaS platform implementation/integration, cybersecurity, and custom AI-driven solutions. As the global head of GTM strategy, partnerships and business development, I am responsible for the design and execution of revenue growth initiatives that integrate GTM functions including Sales, Marketing, Business Development, and Strategic Alliances. ABSOLUTE SECURITY (Acquired by Crosspoint Capital - San Jose, CA) Senior Vice President, Global Alliances and Business Development, 2021 - 2023 Launched and scaled the new Application Persistence-as-a-Service (APaaS) business. Responsibilities included full P&L ownership - driving the product, GTM and operational functions. Key aspect of the GTM was strategic partnerships with leading large technology companies such as Norton, Cisco, and IBM to co-create and launch new innovative cybersecurity SaaS, managed and ISV solutions. Executive Impact

Launched industry-first endpoint application security & auto self-healing service. New platform leverages privileged position in the firmware of more than 600 million PCs to measure and help maintain the health, security and integrity of ISV’s software.

Rolled-out a new ecosystem of cybersecurity MSPs, ISVs, SIs. New Application Persistence Partner ecosystem of cybersecurity technology leaders including a new partner alliance team, partner website, and online partner certification – “Absolute Persisted” – for the most secure, hardened and resilient cybersecurity applications. Partner Program - 3Y Goals

15% of total company revenue

100 ISV Partners enrolled

20M new endpoints via partners

SAMSUNG MOBILE (Suwon Korean, and Ridgefield Park, NJ) Corporate Vice President, WW Strategic Alliances & Business Development, 2018 – 2021 Accelerated growth among enterprise and government clients by launching and leading new GTM strategy and alliance organizations to execute strategic partnership opportunities with top-10 tech partners, including Microsoft, IBM, Cisco, KPMG, and VMWare. Executive Impact

Shepherded alliances to revenue realization. Collaborated with product, marketing, go-to-market/direct sales leaders, and partners to align and deliver on short-, mid-, and long-range goals.

World’s first Industry 4.0/Smart Factory 5G Solution. Launched in Singapore, on track for rollout to US, Mexico, Hungary, and Canada.

World’s first and only smart visual assistive solution. Steered partnership to build solution on mobile VR technology that enables millions of vision-impaired people regain their sight.

IBM JOINT VENTURE

$370M+ cumulative revenue by 2024,

despite COVID-driven scale-back

Delivered nearly 100% of projected

cumulative revenue at 50% capacity/spend.

Launched 4 new B2B mobile solutions and

trained 850 sellers remotely

RESONATE (Reston, VA)

Senior Vice President, Customer Success & Professional Services, 2017 – 2018 Built Customer Success Management (CSM) organization to close capability gaps (solution delivery and support), a critical piece of the company’s transformation from consulting services to SaaS offering. Steered customer success and services strategy, driving revenue growth, overall spend, and customer retention for the digital marketing and analytics SaaS business. Executive Impact

Enabled large wins and turnarounds. Established pursuit strategy and organization to close and execute bigger deals, improve service delivery to turnaround at-risk accounts.

Increased recurring revenue and renewal rates by 10% in 6 months. Launched new Customer Success organization and strategy that not only powered transformation to SaaS but also strengthened customer relationships.

HEWLETT-PACKARD ENTERPRISE (HPE) (Palo Alto, CA)

Vice President, Worldwide Strategic Alliance & Channel Initiatives, 2016 – 2017 Vice President, Worldwide Cloud Customer Success & Service Delivery, 2014 – 2016 Recruited to join new HP Cloud leadership team and develop HPE’s first cross-BU customer success and services delivery organization. Supported sales pursuit and end-to-end client engagement for top 100 global enterprise clients, maximizing revenue growth. Transitioned to lead alliances strategy, testing and scaling a collaborative ecosystem to build, sell, and deliver differentiated services-led hybrid IT solutions. Executive Impact

Upgraded and accelerated programs comprising 77% of HPE 2017 revenue plan. Delivered a new success blueprint, leveraging market tests to optimize strategic alliance and channel partner programs.

Top-ranked marketplace (CRN). Launched Americas partner hybrid cloud ecosystem in collaboration with Cloud28+ marketplace organization.

Achieved 200% of 2015 sales support and 150% of revenue goals. Drove customer success strategy that improved cloud services sales, renewal, and expansion of top 100 enterprise clients worldwide.

Strategy

New CSM

Strategy

Execution

First 8 CSM

Executives

Results

+10% Recurring

Revenue &

Renewal Rates

in 6 Months

Numbers At-a-Glance

100 Top WW Enterprise Clients

77% of HPE Revenue Plan

200% Sales Support Target

150% Revenue Target

VERIZON BUSINESS (Baskin Ridge, NJ)

Vice President, Worldwide GTM Strategy & Operations – Terremark Cloud, 2011 – 2014 Built new revenue growth engine for Verizon Business by leading the separation of Hybrid Cloud, Managed Services, Security, and Consulting Services from Verizon and integration into subsidiary, Terremark, acquired in 2011 for $2B. Executive Impact

$400M post-acquisition growth. Transformed 5000+ siloed Verizon sales force into unified solution-selling organization by leveraging Terremark’s sales specialists, online retail, SMB, and strategic partners.

Surpassed 2012 15% YoY growth goal. Streamlined quote-to-cash deal process based on detailed cross-channel segmentation analysis.

Additional Roles at Verizon Business:

Managing Director, Vertical Solutions (2009 – 2011): Transformed global sales force to vertical solution selling model; developed GTM strategy and model. Designed sales and delivery org structure, compensation plans, and rapid training programs to hire and onboard the first 70 industry experts for target verticals. Director, Cybersecurity Center of Excellence (2007 – 2009): Led worldwide sales operations COE, driving the development and implementation of new security specialist overlay model to support existing teams. Exceeded security revenue plan by 273% after leading successful integration of Cybertrust acquisition and launching new business unit. CYBERTRUST SECURITY (Acquired by Verizon)

Vice President, Worldwide GTM Strategy & Solution Delivery, 2003 – 2007 I led the worldwide GTM strategy and solution delivery teams in integrating 120 specialized security sales professionals from three merged cyber companies into a new sales overlay model, systems, and methodologies, while also unifying multiple strategic partnerships and channel programs. This effort resulted in a threefold increase in North America-focused annual revenue, from

$45M to $165M. By 2007, Cybertrust was the world’s largest private global Information Security provider and was acquired by Verizon Business.

Skills: Solution/Consultative Selling · Partner-Led GTM · Direct Sales · Service Delivery · Customer Success Additional Experience:

VERISIGN, Managing Director, Managed DNS & IP Security Services QUADRANTONE CONSULTING & MANAGED SERVICES, CEO & Founder DIGEX (acquired by Verizon), Director, Worldwide Sales Enablement & Managed Hosting Products ACCENTURE, Senior Consultant

Education & Credentials

Bachelor of Science, Electrical Engineering UNIVERSITY OF MARYLAND, College Park, MD Certifications: Six Sigma Greenbelt • Salesforce Certified Associate • HIPAA Verizon Enterprise Solution • OpenStack HP Cloud Solution Board Leadership

Board Member, Literacy Council of Northern VA, 20122 Transformation + Integration

+ $400M Growth

Acquired for $2B

Contact this candidate