Empowering organizations to achieve more through the development of strong partnerships, scalable channels, and robust ecosystems - that's my mission.
Successes in the channel include leading high-profile turnaround projects and building alliance programs from the ground up ranging in size from $25M to $300M in AAR. The domain expertise garnered from a multitude of industry segments and verticals has been invaluable in enabling my ability to align strategy, planning and operational execution.
Partner Alliance Manager, November 2018 – April 2020
Responsible for execution of our global partner strategy, deliver Quarterly Business Reviews (QBRs) to Partner’s executive team, execute solution development and go-to-market plans to deliver differentiated solutions to ensure achievement of our joint annual accruing revenue (AAR) goals.
Key Contributions -
Implemented Quarterly Business Review (QBR) joint-planning process, KPIs, and delivery standards.
FinTech partner category subject matter expert
Senior Business Strategy Consultant | Investments & Planning, January 2017 – November 2018
Lead execution and ongoing management of annual planning processes across the Products and Technology organization, as well as sales team activities. Impart key performance metrics (e.g., attrition, span-of-control, talent pipeline) to develop planning strategies and tactics.
Key Contributions -
Developed risk management initiative to identify, analyze, and mitigate risk factors within the Products and Technology engineering function
Facilitated product portfolio modeling for annual go-to-market strategy creation
Global Channel Operations Program Manager, April 2015 – January 2017
Directed Certified Cloud & Service Provider and Embedded buying program operations through leverage of Agile methodologies to drive team performance, with accountability for annual revenues of +$240M.
Key Contributions -
Liaised between sales and multiple business units to proactively resolve pricing and deal deal structure conflicts and challenges
Led the development and implementation of the product pricing and discount structures that served as the foundation of offering go-to-market execution
Certified Cloud & Service Provider Channel Operations Manager, January 2012 – April 2015
Developed and socialized SaaS pricing models for channels including, but not limited to Amazon Web Services (AWS), Microsoft Azure, Rackspace, and Google.
Key Contributions -
Served as Product Owner for the Red Hat Update Infrastructure product offer
Established offering governance framework across sales operation teams resulting in the reduction of price escalations and discounting conflicts by 40% in 90 days
Senior Product Marketing Manager, May 2011 – January 2012
Managed all facets of channel marketing for the Eloqua marketing automation solution, including integration of pre-sales collateral within sales campaigns. Served as Product Manager for the IP Address Management (IPAM) solution.
Key Contributions -
Enacted strategies that increased pipeline performance 15%
Ran analyst briefings on product capabilities, competitive market landscape and responded to inquiries on products and organizational initiatives
Founder, November 2008 – May 2011
Launched company that offered an array of SaaS products and services targeted at original equipment manufacturers (OEMs) and value-added resellers (VARs). Managed business activities and workflow of a global team comprising SMEs, developers, technical trainers, and designers.
Key Contributions -
Created “To The Cloud” playbook for VARs and Solution Providers to migrate their customer base
Developed go-to-market execution plan to drive adoption of offerings including but not limited to white papers, product evaluation guides and training collateral
Previous roles include Global Channel Enablement Specialist at Novell; and Pre-Sales Solution Engineer at Cambridge Computer Services