David A.
GTM @ Microsoft | AI & Data Security | Enterprise Sales & Channels | PANW & VZ Alum
As a GTM leader with nearly 15 years of experience driving enterprise sales, channel partnerships, and strategic growth initiatives, I currently lead GTM strategy for AI and Data Security within Microsoft’s SME&C organization—helping partners and customers protect and govern…
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data across their entire digital estate wherever it lives with Microsoft’s AI-driven security and compliance platform. Passionate about building trusted relationships, my goal is enabling partner success and advancing a safer digital future for partners and customers alike. I’m also open to meaningful conversations around GTM, cybersecurity, and innovation, so please feel free to connect. Outside of work, I enjoy traveling, hiking, and rooting on my favorite Bay Area sports teams.
GTM Index
- MICROSOFTJOB
- WW Security GTM Lead - Dat…8M
WW Security GTM Lead - Data Security (SME&C)
Microsoft
- PALO ALTO NETWORKSJOB
- GTM Dir, 5G & IoT Security3Y 8M
GTM Director, 5G & IoT Security
Palo Alto Networks
Drive 5G, IoT, and OT Security Adoption through Channel Strategy and GTM Execution: Led eight-figure annual bookings by expanding GTM motions across Palo Alto Networks NextWave Partner Program. • Develop sales plays, enablement assets, and demand generation programs to grow IoT and OT security pipeline and bookings across channel including VARs, SIs, CSPs, and Distributors (2025). • Collaborate cross-functionally with sales, product, product marketing, and channel teams to scale 5G, IoT, and OT security deal execution (2024). • Launched and manage the 5G Security Proficiency Program, including training, enablement, and partner incentives (2023).
- VERIZONJOB
- Associate Dir, Solutions A…1Y
Associate Director, Solutions Architect
Verizon
Led High-Performing Pre-Sales Team Driving 4G/5G and IoT Growth: Managed a team of eight pre-sales solution architects supporting $300M+ ARR across Verizon’s Principal Segment. • Fostered an inclusive, growth-focused team culture with high visibility and collaboration. • Oversaw KPIs, provided strategic coaching, and drove strong execution of emerging products. • Exceeded strategic targets finishing 130% IoT gross adds and 108% IoT revenue (2021).
- GTM Mgr, 5G & IoT BD3Y
GTM Manager, 5G & IoT Business Development
Verizon
Led Business Development Efforts for IoT, LP-WAN, and Connectivity Expansion: Managed a $50M pipeline with a team of two GTM Managers, driving IoT and LP-WAN growth across global markets. • Delivered 5G MEC GTM partnerships with CSPs, SaaS providers; supported IoT device onboarding in 170+ countries. • Fostered thought leadership in EBCs, QBRs, and executive meetings to accelerate global IoT connectivity adoption. • Contributed to global contract unification for IoT device and connectivity management (2018).
- Client Partner, Manufactur…3Y 3M
Client Partner, Manufacturing Vertical
Verizon
Led Enterprise Contracting and Delivery for Global Auto OEMs: Led contract negotiation, execution, and solution delivery for four strategic accounts. • Built C-suite relationships to align stakeholders and drive executive sponsorship • Delivered enterprise mobility solutions across IoT, UCaaS, Telematics, and Endpoint Security • Secured $27M in renewed MSAs, including a $12M exclusive EV OEM deal (2017)
- Major Account Mgr, Healthc…2Y
Major Account Manager, Healthcare Vertical
Verizon
Managed Strategic Healthcare Accounts with Focus on IoT and Compliance: Oversaw ~20 healthcare and pharmaceutical accounts in Northern California. • Delivered M2M/IoT solutions aligned with HIT and HIPAA compliance standards • Led strategic planning with business stakeholders around Verizon’s emerging technologies • Achieved 154% of gross adds and 127% of revenue targets (2013)
- Business Account Executive…1Y 2M
Business Account Executive, SMB
Verizon
- Inside Sales Representativ…1Y 11M
Inside Sales Representative, Consumer & SMB
Verizon
- AMERIPRIDE SERVICESJOB
- Outside Sales Representative1Y
Outside Sales Representative
AmeriPride Services
- Job: Microsoft — WW Security GTM Lead - Data Security (SME&C) · 2025-12 – present
- Job: Verizon — Associate Director, Solutions Architect · 2021-02 – 2022-02 — Led High-Performing Pre-Sales Team Driving 4G/5G and IoT Growth: Managed a team of eight pre-sales solution architects supporting $300M+ ARR across Verizon’s Principal Segment. • Fostered an inclusive, growth-focused team culture with high visibility and collaboration. • Oversaw KPIs, provided strategic coaching, and drove strong execution of emerging products. • Exceeded strategic targets finishing 130% IoT gross adds and 108% IoT revenue (2021).
- Job: Verizon — Client Partner, Manufacturing Vertical · 2014-10 – 2018-01 — Led Enterprise Contracting and Delivery for Global Auto OEMs: Led contract negotiation, execution, and solution delivery for four strategic accounts. • Built C-suite relationships to align stakeholders and drive executive sponsorship • Delivered enterprise mobility solutions across IoT, UCaaS, Telematics, and Endpoint Security • Secured $27M in renewed MSAs, including a $12M exclusive EV OEM deal (2017)
- Job: Palo Alto Networks — GTM Director, 5G & IoT Security · 2022-03 – 2025-11 — Drive 5G, IoT, and OT Security Adoption through Channel Strategy and GTM Execution: Led eight-figure annual bookings by expanding GTM motions across Palo Alto Networks NextWave Partner Program. • Develop sales plays, enablement assets, and demand generation programs to grow IoT and OT security pipeline and bookings across channel including VARs, SIs, CSPs, and Distributors (2025). • Collaborate cross-functionally with sales, product, product marketing, and channel teams to scale 5G, IoT, and OT security deal execution (2024). • Launched and manage the 5G Security Proficiency Program, including training, enablement, and partner incentives (2023).
- Job: Verizon — Inside Sales Representative, Consumer & SMB · 2009-08 – 2011-07
- Job: Verizon — Major Account Manager, Healthcare Vertical · 2012-10 – 2014-10 — Managed Strategic Healthcare Accounts with Focus on IoT and Compliance: Oversaw ~20 healthcare and pharmaceutical accounts in Northern California. • Delivered M2M/IoT solutions aligned with HIT and HIPAA compliance standards • Led strategic planning with business stakeholders around Verizon’s emerging technologies • Achieved 154% of gross adds and 127% of revenue targets (2013)
- Job: Verizon — GTM Manager, 5G & IoT Business Development · 2018-02 – 2021-02 — Led Business Development Efforts for IoT, LP-WAN, and Connectivity Expansion: Managed a $50M pipeline with a team of two GTM Managers, driving IoT and LP-WAN growth across global markets. • Delivered 5G MEC GTM partnerships with CSPs, SaaS providers; supported IoT device onboarding in 170+ countries. • Fostered thought leadership in EBCs, QBRs, and executive meetings to accelerate global IoT connectivity adoption. • Contributed to global contract unification for IoT device and connectivity management (2018).
- Job: Verizon — Business Account Executive, SMB · 2011-07 – 2012-09
- Job: AmeriPride Services — Outside Sales Representative · 2008-07 – 2009-07
- School: California State University-Sacramento — Bachelor of Business Administration (B.B.A.), Finance
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