Stephen Pawlak

GTM Strategy and Revenue Growth Leader | Growing Products from Inception to Scale | SASE, Security and Enterprise Networking

Ciscoex-Cisco Meraki

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In my career at Cisco, I have moved from the front lines of technology sales to the strategic layer of GTM strategy and business development. Along the way I've built practical expertise in implementing frameworks, enabling teams, and driving revenue and product growth.

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As the GTM Strategy and Growth lead for Secure Connect, I was there from the beginning, helping build a concept into a $100M+ business. Working alongside Marketing, Sales, Product, and Finance teams, I helped shape the integrated networking and security value proposition, defined the ideal customer and partner profiles, designed the licensing model based on direct customer feedback, and helped architect a new Enterprise Agreement (EA) subscription model that opened a new buyer segment. I contributed to building and enabling the sales team, developed the financial analysis for leadership investment, and drove organizational alignment across functions, operating across the organization without formal authority over the teams involved. I firmly believe the commercial architecture around a product (how you price it, who you target, how you route it to market, and how you make it easy to buy) is paramount to enterprise technology growth. Recently, I led the GTM and commercial strategy for Cisco's Secure Access MSP program, driving a $250M+ partner pipeline across global Telecoms, Global System Integrators (GSIs), and Value-Added Resellers (VARs), while securing engineering commitment for a differentiated on-network architecture enabling Service Providers to natively bundle security and connectivity within their own infrastructure. I thrive at the intersection of strategy, execution, and technology, building the frameworks that focus resources, designing the motions that drive revenue, and aligning the cross-functional teams that make it possible to grow product lines. I'm a GTM Strategy, Revenue Strategy, and Business Development leader, at my best when helping organizations architect how they grow, whether through GTM strategy, outbound product management, or product commercialization. With a background spanning Networking, SASE, Security, and Data Center technologies, I've consistently learned new domains and accelerated product growth through GTM strategy and execution, taking products from inception to scale with an intrapreneurial approach and a focus on cross-functional momentum.