Nathan V.

Commercial Leader for the AI Era | GTM Architecture | Revenue Motion Builder | B2B Technology Leader

Columbus, Ohio Metropolitan Area2.6k followers

Starburst

ex-KATZCY

ex-Protegrity

Most B2B technology companies have the same problem and do not know it. The product works.
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Early customers prove it. The team is smart. But the commercial engine underneath is built wrong. Marketing produces things that do not generate pipeline. Sales chases the wrong buyers or gets scoped down to point problems by the right ones. The story the company tells describes what the product does, not why the market cannot afford to wait. Everyone wants the answer. Not enough people are willing to do the homework that produces one. That is the work I show up to do: the diagnosis before the prescription, the buyer understanding before the campaign, the strategy before the spend. GTM done right is not a function that produces deliverables. It is the function that produces revenue. I have done this more than once. At Covail I built the commercial function from zero: $3M in bookings, 2M recognized revenue, 30% profitability, and a $5M pipeline in the first commercial year, with seven offerings taken to market. At IBM I helped define cognitive computing as a category and took Watson to market as an enterprise platform, including the market case that went to the CEO demonstrating a $1B+ opportunity. At Protegrity I built the global alliance ecosystem, shaped product strategy, and ran all of product marketing while the company grew from $26M to $68M in ARR. I do it now at Starburst, where I am the GTM and product marketing function for a $100M ARR data platform. My background includes software engineering and product management across fifteen years at IBM, which means I earn the room with technical buyers before I ask them to change how they sell. That range, technical depth to executive influence, is where the commercial motion either works or breaks. I hold a patent in Platform-as-a-Service systems, an Executive MBA from The Ohio State University Fisher College of Business, a BS in Computer Science from the University of Cincinnati, and a Certified Information Privacy Manager designation. If your commercial engine is the constraint, let's talk about how we fix it.

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GTM Index

STARBURSTJOB
1. Senior Dir, Enterprise GTM…
  1Y 6M
INTERNATIONAL INSTITUTE FOR ANALYTICSJOB
1. Expert Advisor on Data Sec…
  4Y 9M
KATZCYJOB
1. Principal Consultant, GTM…
  4M
PROTEGRITYJOB
1. VP, PMM & Strategy
  5Y 4M
2. VP, Product Strategy & Glo…
  11M
COVAILJOB
1. VP Of PMM, Strategy, & Sales
  2Y 4M
2. Dir - Product and Strategy
  1Y
IBMJOB
1. Program Dir, PMM - IBM Blu…
  1Y 6M
2. Market Mgr and Strategist,…
  1Y 4M
3. Mgr and Social Business Le…
  1Y 2M
4. Program Mgr, Strategic Acc…
  3Y
5. Program Mgr, World Wide En…
  1Y 6M
6. Premium Support Mgr
  3Y 3M
7. Software Eng
  4Y
ITIJOB
1. Software Eng
  2Y 11M

Job: Starburst — Senior Director, Enterprise GTM & Product Marketing · 2025-04 – present · 1y 4mo — Leading enterprise go-to-market strategy across Product Marketing, Enterprise Marketing, and Enterprise Demand Generation at Starburst. Responsible for connecting product narrative to market demand, enterprise pipeline, and revenue growth across the company’s data and AI portfolio. I work across Product, Sales, Demand Gen, and executive leadership to shape positioning, launch strategy, segmentation, and field-facing programs that strengthen differentiation and accelerate growth. Key areas of impact: • Defining enterprise messaging and positioning for Starburst’s data, analytics, and AI platform portfolio • Driving GTM strategy and cross-functional execution across product marketing, demand…
Job: KATZCY — Principal Consultant, Go-to-Market and Product Strategy · 2024-12 – 2025-04 · 4 mo — Strategic Leadership: Lead cross-functional go-to-market (GTM) initiatives that align with clients’ business objectives, focusing on driving product adoption, revenue growth, and market leadership. Messaging & Positioning: Craft compelling positioning frameworks and messaging tailored to diverse audiences, including technical stakeholders, C-level executives, and end users, ensuring differentiation and alignment with customer pain points and market trends. Product Launch & Enablement: Develop scalable and repeatable product launch processes including creating sales enablement materials such as competitive battle cards, value propositions, and playbooks that improve deal closure rates. Co…
Job: Protegrity — Vice President, Product Marketing & Strategy · 2019-05 – 2024-09 · 5y 4mo — The primary responsibility is to drive revenue growth and product adoption through effective sales and channel strategies through a deep understanding of cybersecurity products and markets. This includes managing internal and vendor teams to deliver market research and competitive intelligence, market sizing, target personas and positioning, core messaging, and a GTM strategy.
Job: Protegrity — Vice President, Product Strategy & Global Alliances · 2019-06 – 2020-05 · 11 mo — In this role, Nathan will build and lead technology alliances that deliver on a data-centric security model that gives enterprises confidence that sensitive information is secure and meets privacy laws. By building data-first technology partnerships, we can empower and accelerate our mutual customers to deliver more value and insights that increases revenues and delivers new experiences. Nathan will be responsible for building a global organization that increases the value of our partners' businesses through differentiated data security offerings, a great partner journey, and increased customer value.
Job: Covail — Vice President Of Product Marketing, Strategy, & Sales · 2017-01 – 2019-05 · 2y 4mo — Columbus Collaboratory is an analytics and cyber innovation center funded by seven of the area's largest firms (AEP, Battelle, Nationwide, OhioHealth, Cardinal Health, Limited Brands, and Huntington Bank) to accelerate the development of market differentiating technologies. By merging Product Management, Marketing, and Business Development under a single owner, we will ensure the go-to-market strategy is well formed and executed with the following responsibilities: 1. Manage and build a product management practice to bring offerings and services to the market 2. Manage the services and products revenue forecast 3. Bring new innovation to the market in analytics and security 4. Accelera…
Job: Covail — Director - Product and Strategy · 2016-01 – 2017-01 · 1y — Columbus Collaboratory is an analytics and cyber innovation center funded by seven of the area's largest firms (AEP, Battelle, Nationwide, OhioHealth, Cardinal Health, Limited Brands, and Huntington Bank) to accelerate the development of market differentiating technologies. The role of product management is to root product/offering decisions in market validation and user value. In this role the Director of Product Management will: 1. Establish a product management practice to bring offerings and services to the market 2. Manage the services and products revenue forecast 3. Bring new innovation to the market in analytics 4. Accelerate the adoption of cognitive technologies like IBM's…
Job: IBM — Program Director, Product Marketing - IBM Bluemix · 2014-07 – 2016-01 · 1y 6mo — Bluemix is IBM's platform-as-a-service offering that became publicly available on June 2014. Blue mix allows developers to quickly integrate IBM and 3rd party middleware technologies (Watson, IoT, Analytics) into existing or new applications. Over the past year months, we've expanded the platform with new services, hybrid cloud offerings, and support Containers and VMs. The breadth and depth of platform capabilities provides speed, flexibility, and agility for developers and IT to create, deploy, and manage applications across hybrid cloud environments. Responsibilities Include 1. Lead the go-to-market strategy, definition, and execution team for an IBM Cloud platform offering 2. Prov…
Job: IBM — Market Manager and Strategist, IBM Watson Solutions · 2013-03 – 2014-07 · 1y 4mo — The role of Market Manager and Strategist, IBM Watson Solutions will be responsible for assessing the market and IBM opportunity; understanding IBM's strategic directions; and defining and executing the vision, strategy, and product roadmap for the Watson Platform. My responsibilities include: 1. Developing and detailing an overarching strategy that defines the Watson Platform 2. Defining and driving the toolset users will leverage to engage in the platform 3. Aligning a platform that underpins the elements of the IBM Watson Solutions business 4. Defining go to market, market conditions, competition, and packaging/pricing 5. Using IBM Design Thinking to put the users' experience as a centra…
Job: IBM — Manager and Social Business Leader · 2012-01 – 2013-03 · 1y 2mo — - Developed program business plan including customer identification, market strategy and financials, and garnered leadership and financial support to establish Social Business strategy and to manage team - Identify and develop Adoption Services opportunities (social offerings/assets) for IBM Social Business - Engage and present Social Business adoption strategy to customers (at Executive level) and recently landed a $2M+ software and services deal after presentation to company CIO - Contributed $300k to the business in the first year as a new team, a significant increase from the prior year. - Manage a team of five Business Develop Managers and three Business Consultants
Job: IBM — Program Manager, Strategic Accounts · 2009-01 – 2012-01 · 3y — · Define and execute tactical and strategic planning by managing the customer and IBM teams to successfully deploy, adopt, and remediate challenges for the Lotus product stack · Identify tactical issues, acquire the appropriate resources, and manage the teams' tasking · Develop Lotus Strategic Accounts to secure a strong public reference for IBM's Social Business
Job: IBM — Program Manager, World Wide Enablement · 2008-06 – 2009-12 · 1y 6mo — - Developed and managed enablement programs for ISSL's World Wide practitioners · Organized and executed the IBM Software Services for Lotus (ISSL) Americas Symposium in Dallas · Managed and expanded the ISSL Authoring and Product Certification Programs · Key representative to the development of IBM's Workforce Initiative Program
Job: IBM — Premium Support Manager · 2005-02 – 2008-05 · 3y 3mo — - Managed account responsibilities for Wal-Mart and Alltel Communications · Performed technical and architecture planning for the integrated IBM product set · Managed IBM Support and Services' response to issues, developed deployment roadmaps, and communicated from executive to administrator levels · Expanded the Premium Support business at Wal-Mart and Alltel by 2x during my tenure through excellent execution and proving program value
Job: IBM — Software Engineer · 2001-01 – 2005-01 · 4y — · Developed IBM's collaborative portfolio as a feature and API engineer · Developer on WebSphere Portal Server, K-Station, and Lotus Workplace products
Job: ITI — Software Engineer · 1999 – 2001 · 2y
Job: International Institute for Analytics — Expert Advisor on Data Security and Privacy · 2022-01 – present · 4y 7mo
School: The Ohio State University Fisher College of Business — Masters, Executive MBA
School: University of Cincinnati — Bachelor of Science, Computer Science

Skills

Sales EnablementMarketing TechnologyMarTechMessaging & PositioningSales AssetsContent StrategyQuantum ComputingData PrivacySocial InfluenceCustomer MarketingMarket PlanningPublic RelationsMarketing CampaignsCustomer EventsStorytelling and Content CreationMarket Research and Competitive Analysisstrategic messaging and positioningInternet of Things (IoT)Large Language Models (LLM)Software as a Service (SaaS)

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Nathan V.

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