Hello! I'm Mark

Seasoned executive with experience at both ends of the business spectrum, having worked at venture funded startups as well as Fortune 50 multinational corporations. Extensive direct and channel sales experience and a deep understanding of enterprise data storage, data management, data analytics, cloud, hybrid multi-cloud, and web scale architectures, as well as volatile and non-volatile memory and semiconductor manufacturing. Proven track record leading teams through highly competitive and complex sales cycles with consistent quota attainment and global revenue growth in both mid-market as well as major enterprise. Critical thinker with the ability to build focused go-to-market strategies and lead operationally efficient sales teams and work closely with executive management across all disciplines.

Mark S. Glasgow

Global Technology Executive

Phone:

917-574-7542

Email:

mark@markglasgow.me

Location:

Alpine, UT

EXPERIENCE

STORJ.IO

Storj.io is the global leader in decentralized, S3 compatible, object data storage. As the first Chief Revenue Officer, I was tasked with finding the optimal use cases for product-market-fit (PMF) and then scaling revenues by hiring field sales teams, sales engineers and building the inside sales function. I implemented a global channel partner program and an alliance partner program to create an ecosystem of solution providers to help us communicate our value proposition and to solve real-world, enterprise business challenges. I also installed CRM, forecasting, and sales playbooks to keep our sales teams focused on the use cases that take advantage of Storj's unique capabilities. The result of these efforts was hundreds of new customers, VAR's, and alliance partners and 200%+ revenue growth year-over-year with a focus on use cases around AI model distribution, global backup and disaster recovery, as well as video streaming.

2020 - 2022

Consulting and Advisory Boards

CACHENGO, INC.

Cachengo is an award winning machine learning (AI/ML) edge compute and storage device, ideal for heavy AI/ML workloads happening at the edge of the network, such as smart cities, smart transit, smart manufacturing, and smart retail. I am offering consulting services on their sales and go-to-market strategy.

KEPLER COMPUTING, INC

Kepler is still in stealth mode but has specific intellectual property that will change the way hyperscale data centers scale out their massive compute power. One of the many benefits is extraordinary savings in power requirements. I am providing sales and go-to-market consulting services.

BLAIZE SEMICONDUCTOR, INC

Blaize is a fab-less AI semiconductor company solving for artificial intelligence workloads for edge devices, such as automotive. My consulting services include product-market-fit analysis, hiring quota carriers and sales engineers, as well as building pipeline and highly accurate sales forecasting systems and lead gen prosecution.

THE SUN COMPANY, INC.

TSC not only builds and installs renewable energy microgrids, but they also have their own battery technology that does not depend on rare earth metals such as Lithium Ion, Cobalt, or Nickel. TSC retained my services for sales and go-to-market consulting as well as assisting the CEO in raising venture capital.

DIAMANTI, INC.

Consulting with Diamanti as they lay the foundation for building a highly scalable and repeatable sales processes focused on the containerized Kubernetes market. In addition to hiring quota carriers and sales engineering talent, I also launched the global Diamanti channel partner program and implemented major enterprise sales process while using modern sales tools such as Seamless.ai, Seismic, ZoomInfo, Drift, Bombora, Market, Salesforce.com, Gong, and other tools all working in concert with one another to process highly scored marketing qualified leads (MQL's).

2018-2022

Senior Vice President

Worldwide Sales and Operations

HAMMERSPACE, INC.

Hammerspace is the creation of David Flynn (former founder/CEO of Fusion IO) and Trond Myklebust (Linux Kernel gatekeeper) and is the first company to make "Hyperscale NAS" a reality, achieving the promise of Kubernetes to enable workload portability across any environment. Hammerspace enables corporations of all sizes to overcome the siloed nature of the hybrid cloud using technology that makes complicated enterprise storage obsolete.

In early 2018, approximately 2 years before the product became generally available, I joined as the first head of sales. I hired the first 8 sales people and built and implemented the first CRM and forecasting system. I also documented and implemented the repeatable sales process, created and implemented the Hammerspace Channel Partner Program (Recognized by CRN as one of the top 100 channel executives to know on Sep 28, 2020), and landed the first dozen+ early adopter customers and more than 40 system integrator partners for annual recurring revenue contracts that are set for growth and expansion.

2014-2017

Vice President

Worldwide Enterprise Sales

MICRON SEMICONDUCTOR

Korn Ferry recruited me from Dell to be one of 50 Vice Presidents at Micron, a global semiconductor company of 35,000 employees. The role was focused on building a new, customer facing, enterprise and global sales team in parallel to the existing OEM sales team. As the industry buying patterns were shifting very rapidly away from OEM's in 2014, the Micron board of directors knew that they had to adapt and augment their long-standing OEM sales team by building a parallel sales team focused on building demand at the largest buyers of volatile and non-volatile memory, such as hyperscale companies like Google, Amazon, Microsoft (Azure), Facebook, Apple, Baidu, Alibaba, and Tencent. After hiring 65 experienced sales engineers and account executives we succeeded in taking Micron from last place in enterprise SSD global market share to first place in 5 quarters. The majority of Micron's market share gains came from Samsung and Intel.

2013-2014

Executive Director

Advanced Systems Group

North America Storage P&L

DELL TECHNOLOGIES, INC.

I was recruited to Dell by a former CEO of mine, Alan Atkinson, who was hired by Michael Dell to be the SVP and GM of global storage. My role as an Executive Director in the Advanced Systems Group was to turn around a -23% YoY decline in storage sales revenue for the North America P&L. I completely redesigned the Dell storage sales process focusing less on storage features and functions, and more on the entire workload and its impact on all underlying infrastructure - - compute, storage, and networking. My new sales process allowed us to restore storage revenues to growth or +12% YoY even after all department heads were required to reduce headcount by 40%+ during that same year. The net result was nearly a 2x improvement in sales conversion per quota carrier. The new sales process was so successful I was asked to record the "whiteboard conversation" so it could be distributed worldwide for new storage sales training in all markets.

2011-2013

Vice President

Worldwide Sales

SOLIDFIRE (ACQUIRED BY NETAPP)

Before joining Solidfire I invested 7 years of my career working for CEO, Alan Atkinson, and successfully turning around a data storage company called Xiotech (ultimately got acquired by Violin Memory). I chose to leave Xiotech to join a venture funded all-flash-array data storage company called Solidfire based out of Boulder, CO and funded by New Enterprise Associates. When I joined Solidfire as VP of Sales it was myself and 20+ engineers and we were 10.5 months away from a generally available product. I acquired the first 15 customers (customer #1 was eBay) and I also hired the first dozen sales teams, I built the CRM and forecasting system, and also implemented key channel partners as we sold to some of the largest multi-tenant/cloud environments in the world. The early success paved the way for Solidfire to be acquired by Netapp.

2005-2011

Vice President

Worldwide Sales

XIOTECH (ACQUIRED BY VIOLIN SYSTEMS)

In early 2005 the former CEO/founder of Sequent, Casey Powell, who I worked for from 1995-2000, asked me to join him as VP of Worldwide Sales at a $100MM data storage company - - Minneapolis based Xiotech. Steve Luczo, CEO of Seagate, spun out Xiotech by selling it to Ed Glassmyer at Oak Ventures. At the time, Xiotech was bleeding cash and was in need of a turnaround. Ed Glassmyer tapped one of his limited partners and seasoned CEO, Casey Powell, to lead the turnaround. Casey recruited me to run worldwide sales and to work with him on "right-sizing" the company, re-invent the selling motion and go-to-market strategy, re-invigorate the channel partner program, and improve the sales team's operational efficiency all while injecting enthusiasm into all parts of the company and re-inventing a culture of accountability, respect, positivity (can-do attitude) and aggressively competing in the mid-market. We accomplished all of those things and very quickly restored it to EBIDTA positive within 90 days and grew revenues every quarter until the financial crisis hit in 2008. In 2011, CRN magazine awarded me with the Channel Chief award for our customer-focused, ground-breaking channel partner program.

2022 - 2024

Chief Revenue Officer

EDUCATION

1988-1991

Bachelor of Science Degree

Marriott School of Management, Finance

BRIGHAM YOUNG UNIVERSITY

I attended BYU while working my way through college. I paid 100% of all college and living expenses while carrying a full credit load and also participating in the BYU Finance Club and coordinating study groups as well as social activities for all Finance Club members. I also participated in intramural football and baseball and began what is now a three-decades-long passion for long-distance and ultra-distance competitions such as Ironman triathlons, running marathons, and cross country mountain bike racing.

1986-1988

Volunteer Services Representative

The Church of Jesus Christ of Latter Day Saints

BOGOTA, COLOMBIA

In 1985, The State Department for the United States deemed Bogota as the 2nd most dangerous city on the planet right after Beirut, Lebanon. My time in Colombia was at the height of the drug wars and Pablo Escobar's reign of terror. Notwithstanding those dangers, we served the people of Colombia while learning to speak, read, and write Spanish fluently. Even though it was not the best time for a North American to be in Colombia, the experiences and acquaintances we made were very rich and we learned, at a young age, to understand and appreciate different cultures, languages, and customs. We also learned how to work in local communities and small villages and the importance of gratitude, humility, and serving others.