Welcome to my professional journey. Over the years, I’ve had the privilege of working with some of the most innovative companies in the cybersecurity and technology sectors. Each role has contributed to my expertise in technical marketing, sales engineering, cybersecurity, and strategic business analysis. Below is an overview of my career path, highlighting key responsibilities and achievements that have shaped my approach to solving complex business and technical challenges.
As an Independent Technical Marketing and Sales Engineering Consultant, I leverage extensive experience in cybersecurity, cloud infrastructure, and the extended Internet of Things (xIoT) to bridge the gap between complex technical solutions, compelling marketing strategies, and effective sales engagements. I develop tailored go-to-market plans, deliver technical pre-sales support, create impactful technical content, and conduct competitive analyses to drive product awareness, adoption, and revenue growth in specialized industries.
Independent Technical Marketing and Sales Engineering Consultant
Key Contributions:
- Crafted strategies aligned with business objectives to position innovative cybersecurity and cloud solutions effectively.
- Provided technical expertise during the sales process through demonstrations, presentations, and addressing queries.
- Developed audience-specific content, including whitepapers, battlecards, and solution briefs, showcasing technical differentiation.
- Delivered insights that highlighted unique value propositions, ensuring clients stood out in crowded markets.
- Equipped sales and technical teams with resources and training to convey product value and address client pain points.
- Played a pivotal role in achieving 100% year-over-year sales growth by empowering sales teams with effective strategies.
Senior Sales Engineer at Tenable
At Tenable, I provided technical sales support for enterprise deals exceeding $100K, encompassing the full Tenable product portfolio, including Nessus, SecurityCenter, Passive Vulnerability Scanner, and Log Correlation Engine. My role was crucial in bridging the gap between complex technical solutions and customer needs, enabling the sales team to effectively position Tenable’s products in the market.
Key Contributions:
- Designed and delivered customized product demonstrations for individual clients and at major industry events.
- Developed and implemented tailored product evaluations and Proofs of Concept (PoCs) to demonstrate the value of Tenable’s solutions.
- Collaborated with Product Management and Support teams to address product issues and influence the product roadmap.
- Played a pivotal role in achieving significant sales growth by providing expert technical support and building strong client relationships.
Director of Technical Marketing at Juniper Networks
As the Director of Technical Marketing at Juniper Networks, I led a team dedicated to Juniper’s security products, including SRX, Pulse, JDDS, and JWAS. In a player/coach role, I managed the team while actively contributing to initiatives that supported the sales process.
Key Contributions:
- Established and led a Competitive Marketing team, enhancing Juniper’s market presence in the EUC domain.
- Developed technical marketing collateral, including whitepapers, blogs, presentations, and video content.
- Managed Juniper’s presence at major industry events, overseeing demo design, messaging, and staff training.
- Collaborated with executives to define and deliver EUC messaging and strategic presentations.
- Fostered partnerships with key industry players, creating joint collateral and presentations to expand market reach.
Achievements:
- Improved Juniper’s competitive positioning through strategic marketing initiatives.
- Enhanced sales effectiveness with high-quality marketing materials, leading to increased customer engagements.
- Elevated market visibility by effectively managing product demos and event participation.
Manager of Technical Marketing and Competitive Intelligence at Websense
At Websense, I built and managed a 3-person team responsible for generating technical collateral, presentations, testing, and benchmarking. This team provided Websense and their sales team with detailed, actionable intelligence on how to win against competitors in deals of all sizes, resulting in a 100% year-over-year growth in Data Loss Prevention (DLP) sales.
Key Contributions:
- Established and led a Competitive Marketing team, fostering a collaborative and high-performing environment.
- Developed technical marketing whitepapers and a comprehensive portfolio of product demos.
- Managed Websense’s presence at major industry events, designing demos and crafting tailored messaging.
- Collaborated with executives to define consistent EUC messaging and support strategic presentations.
- Worked with key partners to create joint collateral and deliver collaborative demos, strengthening market influence.
Achievements:
- Contributed to a 100% year-over-year increase in DLP sales through competitive insights and tools.
- Enhanced Websense’s market positioning through rigorous testing and strategic communication.
- Empowered sales teams with resources and knowledge, leading to increased win rates.
Senior Technical Marketing Engineer at McAfee, Inc.
As a Senior Technical Marketing Engineer at McAfee, I supported sales efforts for large-scale deals exceeding $2 million, significantly increasing our success against tough competitors. I designed, wrote, and conducted tailored product demonstrations, resulting in a 100% success rate in competitive situations and contributing to over $150 million in sales.
Key Contributions:
- Designed and managed the Solutions Lab, enabling live, side-by-side testing of McAfee’s and competitors’ products.
- Developed tools, including a custom protocol analyzer, to troubleshoot authentication issues and provide actionable insights.
- Leveraged extensive knowledge of UNIX systems, firewall solutions, and various networking protocols to support product demonstrations.
- Architected and demonstrated McAfee Enterprise products, enhancing the company’s competitive position.
Achievements:
- Achieved a 100% success ratio in competitive deals, directly contributing to over $150 million in sales.
- Co-contributed to an additional $500 million in revenue through the Solutions Lab.
- Enhanced McAfee’s market position by effectively demonstrating product superiority and resolving client issues.
Sales Engineer at Syncsort
As a Sales Engineer at Syncsort, I served as a critical link between our products’ technical capabilities and customer needs. My responsibilities included conducting market research and competitive analysis to inform sales strategies and identify industry opportunities. I collaborated with customers, sales teams, product management, and engineering to ensure our solutions aligned with client requirements.
Key Contributions:
- Designed and conducted tailored product demonstrations, showcasing Syncsort’s offerings to potential clients.
- Worked directly with customers on strategic planning, implementation, benchmarking, and performance analysis.
- Developed and delivered both classroom and hands-on training sessions to empower clients with the knowledge to leverage our products effectively.
- Created technical documentation and support guides to facilitate seamless product integration and usage.
Achievements:
- Enhanced customer engagements and deal closures by providing strategic and technical support.
- Strengthened client relationships through exceptional service and tailored solutions.
- Contributed to Syncsort’s growth by driving successful sales engagements and fostering long-term partnerships.
Technical Support Engineer at Qualys
At Qualys, I managed customer accounts and provided expert guidance on vulnerability detection mechanisms and host hardening against internal and external attacks. My role involved deep technical troubleshooting and collaborating with the development team to influence the product roadmap based on customer feedback.
Key Contributions:
- Managed and supported customer accounts, ensuring their security needs were met effectively.
- Provided expertise in vulnerability detection and system hardening to protect client infrastructures.
- Conducted security assessments and offered actionable recommendations to mitigate risks.
- Collaborated with the development team to relay customer insights and shape product enhancements.
Achievements:
- Improved client security postures through effective vulnerability management and system hardening.
- Enhanced product development by providing valuable customer feedback to the Qualys roadmap.
- Increased customer satisfaction and retention through exceptional technical support and relationship management.
Business Analyst at McKinsey & Company
As a Business Analyst at McKinsey & Company, I worked on engagement teams typically consisting of 3 to 6 consultants led by a partner. I played an active role in all phases of client engagements, including identifying key issues, formulating hypotheses, designing and conducting analyses, and synthesizing findings into actionable recommendations.
Key Contributions:
- Identified critical business issues and developed hypotheses to guide strategic analyses.
- Conducted quantitative and qualitative data analyses to test hypotheses and inform decision-making.
- Synthesized analytical findings into strategic insights and actionable recommendations for clients.
- Presented findings and recommendations to senior client leaders, facilitating informed business decisions.
- Assisted in implementing recommended strategies, ensuring effective integration into client operations.
Achievements:
- Delivered impactful recommendations that drove significant improvements in client business strategies.
- Enhanced problem-solving and analytical skills through diverse industry engagements.
- Fostered strong relationships with senior client leaders through effective communication and strategic insights.
Consultant at Infosistema
As a Consultant at Infosistema, a leading Portuguese IT consulting firm specializing in information systems and technology solutions, I designed, engineered, and deployed information security and networking solutions for a diverse range of clients.
Key Contributions:
- Developed and implemented security architectures to protect client data and infrastructure.
- Designed and deployed robust LAN and WAN network infrastructures tailored to client needs.
- Conducted security assessments and vulnerability analyses to identify and mitigate risks.
- Collaborated with clients to understand their security and networking requirements, providing expert recommendations and technical documentation.
- Managed project timelines and deliverables, coordinating with cross-functional teams to ensure successful implementation.
- Offered post-deployment technical support and conducted training sessions for client IT staff, enhancing their ability to maintain and manage new systems.
Achievements:
- Enhanced client security by reducing vulnerabilities and improving compliance with industry standards.
- Optimized network performance by increasing efficiency, reducing downtime, and enabling scalable solutions for growth.
- Strengthened client relationships by delivering solutions that exceeded expectations, leading to repeat business and referrals.
Founder and Editor-in-Chief at PC Guia
As the Founder and Editor-in-Chief of PC Guia, a highly successful computer magazine, I was responsible for overseeing all aspects of the publication. I managed a team of journalists and graphic artists, providing overall vision and direction to ensure the magazine delivered credible, innovative, and relevant content to our target audience.
Key Contributions:
- Led and mentored a team of writers and designers, fostering creativity and maintaining high editorial standards.
- Set the magazine’s editorial policies and content strategies, ensuring each issue met the interests and needs of our readers.
- Reviewed and approved articles, features, and visual content
Each role I’ve undertaken has equipped me with a unique set of skills and insights, contributing to my comprehensive understanding of cybersecurity, technical marketing, and strategic business solutions. This diverse experience enables me to provide well-rounded perspectives and practical advice on navigating the complex world of cybersecurity and technology.
Afonso Infante
Writer, Journalist, Marketer, Engineer