Jonathan Sullivan

Experience

• 

  NS1

  Founder and CPO, Board of Director

  Mar 2013 - Mar 2023

  The world's largest brands depend on NS1’s globally distributed traffic management platform to reliably and securely connect with their global audiences. Billions of people now interact with work, school, entertainment, and healthcare services via NS1, and now as part of IBM it sits as the foundational piece of a next-generation SDN and connectivity platform.

  • Scaled products from pre-revenue to a combined ~$50M in ARR across thousands of customers
  • Evolved company from single point solution to a platform with multiple, tightly integrated products
  • Broke into adjacent markets with two new products, with each new line of business generating multiple millions in ARR within three years
  • Established deep and productive partnerships with Sales & Marketing, authored meaningful presentations and collateral that connected with customers
  • Recorded video content and ran webinars demonstrating the platform, helping to clearly and succinctly communicate the value of new products and features to the market
  • Extensive BD experience - nurtured and inked major partnerships with companies including Cisco, Intel, Ingram Micro, and SHI International
  • Scaled platform to 10s of trillions of queries per month across 50 globally distributed locations
  • Scaled technology organization to ~100 personnel including 60 Developers, 5 Product Managers, 20 Support Engineers, QA, and testing
  • Implemented business continuity and disaster recovery planning, balanced business needs with budget constraints and reduced MTTR from multiple days to one day, then to one hour, over the course of two years in line with plan and budget
  • Created Innovation Department to incubate ideas for next wave of growth into adjacent markets
  • Scaled Customer Success team to 20, maintained an NPS of 75 with 97% gross and 125% net revenue retention
  • Consistently managed to maintain greater than 40% non-male staff makeup from year 4 onward, including critical leadership roles
• 

  Internap, now Horizon IQ

  Distinguished Solutions Architect

  Jan 2012 - Mar 2013

  Internap Holding LLC (INAP) is a global provider of performance-driven, secure hybrid infrastructure solutions, enabling technology leaders to simplify their cloud journeys and accelerate innovation. INAP’s expansive suite of multi-platform cloud, modern data center, optimized network and intelligent managed services solutions help businesses flexibly and reliably move workloads to the right destination at the right time - reducing risk and maximizing value.

  • Oversaw the integration of Voxel's technology and IaaS platform into Internap's product portfolio
  • Advised CEO and Business Unit leaders on how to align products and ensure all roadmaps would meet at a central point on a 24-month time horizon
  • Formed cross-functional Deal Review Committee that brought leaders from Hosting, Colo, CDN, & Transit Business Units together to understand, coordinate, and sign off on deals involving multiple products
  • Helped train and reorient the Sales Engineering organization, pivoting the company from a rapidly commoditizing market to effectively selling into a highly differentiated managed services space
  • Served as Sales Engineer and lead architect for complex, multi-million ARR deals that required bespoke implementations
• 

  Voxel dot Net

  Director of Technical Operations, Director of Sales Engineering

  May 2005 - Jan 2013

  Founded in 1999, Voxel was an early entrant into the PaaS/IaaS market, building and selling a blend of integrated on-prem and cloud products spanning Managed Hosting and colocation, on-demand bare metal and cloud, load balancing, and CDN. Acquired in 2012 by Internap, founders and early employees at Voxel went on to start companies including NS1, Packet, and Grafana.

  • Leveraged operational knowledge to partner with sales to oversee and accelerate a highly technical, collaborative sales processes
  • Authored customer-facing marketing collateral and sales proposals that distilled complicated multi-facility deployments into a format our prospects’ non-technical leadership could digest at-a-glance
  • Collaborated with engineering to architect, diagram, and price bespoke multi-product deployments
  • Lead team of 10 engineers across New York and Singapore responsible for operating low level physical infrastructure including fiber, routers, switches, servers, load balancers
  • Atop that foundation, deployed, operated, and maintained mission critical services for Fortune 500 companies spanning a mix of transit, hosting, cloud, and CDN services
  • Responsible for uptime and reliability for all IaaS and SaaS services, including running RCA/RFO processes
  • Defined Managed Services roadmap in concert with engineering team, helping to balance the needs of existing customers with features that would expand our TAM