Jun 2022 – Jan 2024 · 1 yr 7 mos · United States

• The most trusted and leading Cloud Migration automation solution company. Home of LeapLogic and the Winner of 2023 Databricks Migration Partner of the Year

May 2020 – May 2022 · 2 yrs · United States

• Global leader in enterprise search, analytics, observability and security solutions
• Oversee a territory & team covering strategic and regional partners from Canada to Brazil.
• Align go-to-market strategy with a partner community that is capable of selling and delivering solutions to customers ranging from commercial (500 employees) to enterprise (50K+) companies.
• Maintain a strong focus on strategic partners, including Accenture, Capgemini, Optiv, AWS, Google, Microsoft, TCS, Wipro, and Infosys.
• Charted the successful development of an Elastic Longtail partner index for the Americas to identify, cultivate, and develop partnerships to address the needs of Elastic customers; track and manage the cloud delivery, vertically-focused, solution-based index to maintain fresh partnerships and provide value to customers and the sales organization.
• Increased percentage of partner-based deals in the Americas region by triple digits in one year.
• Boosted partner-sourced deals for the Americas region from to double digits of total sales.
• Moved Elastic to top 3 position among ISVs for GCP Marketplace and into the Top 10 ISV partners for MS and AWS Marketplaces.
• Improved Americas quotas by 6X YoY for FY22 beginning in May 2021.

May 2018 – Nov 2019 · 1 yr 6 mos

• Delivered high-quality leadership to a large team of US and India-based sales, alliance, marketing, and operations managers to drive more than $2B in partner-related services bookings for the North American Business Unit.
• Defined and implemented goals for the team to grow YoY bookings faster than 15% with each partner; succeeded in establishing Capgemini as one of the Top 2 partners as measured by influence revenues in North America.
• Key Accomplishments:
• Achieved 135% growth in 2018 & 2019 for partner-related bookings.
• Grew MS Azure Consumption by 285%+ YoY, the fastest growing SI in North America.
• Facilitated a 162% YoY jump in AWS bookings projecting a $115M + increase.
• Boosted ranking from #10 to #7 with AWS in North America while growing bookings by 55%.
• Increased in ranking from #7 to #5 with Salesforce in North America.
• Accomplished a 43% YoY increase in MS Azure with an additional $100M+ in bookings.
• Generated $10M in Net Contribution Margin in resell of partner software and hardware-based technologies.
• Succeeded in growing Salesforce and Oracle by 37% and 12% YoY respectively; improved the Salesforce ranking to the #4 spot in NA.
• Brought in a total of $4,058,418 in partner funding in 2019.

Nov 2016 – Aug 2018 · 1 yr 9 mos

• Participated in portfolio rotation initiative for the group to ensure revenue growth from new digital technology areas, including Cloud, Analytics, IoT, and Cognitive Computing across multiple markets consisting of NA, France, UK, and Germany.
• Conducted a study involving interviewing country CEOs, sales leaders, and alliance partners to identify viable digital plays; executed new Cognitive IoT group strategic play.
• Selected to lead the Portfolio Rotation strategic initiative with IBM Alliance.
• Key Accomplishments:
• Spearheaded the launch of the key strategic bet IoT, successfully exceeding bookings goal of 41 million Euros in the first year.
• Achieved 111% of the program’s annual bookings goal while growing key areas such as Enterprise Asset Management by 129% YoY.
• Assigned and managed seven consultants to the Watson IoT Center responsible for co-developing innovative and cognitive manufacturing sector solutions for predictive maintenance, prescriptive quality, and Blockchain-based supply chain.

Jan 2016 – Jan 2017 · 1 yr

• Pioneered the start-up of GE Digital Alliance from ideation to launch.
• Provided dynamic leadership to two senior consultants in the evaluation, selection, and pursuit of distinct workstreams comprised of Digital Manufacturing, IoT, and Analytics components.
• Enhanced internal and external awareness of the newly-formed partnership by facilitating global pipeline, POCs, demos, meetings, and events.
• Key Accomplishments:
• Secured funding for Predix technology training for Capgemini consultants, resulting in the highest number of single company trained consultants at 250 accounting for 20% of all Predix-certified consultants globally.
• Cultivated and maintained strategic partnerships with key entities, including GE Aviation, GE Connections (Grid), and GE Oil and Gas business units.
• Closed the first large deal with GE Predix in energy and utilities sector out of France.

Jan 2012 – Dec 2016 · 4 yrs 11 mos

• Elected by the group executive committee to assume responsibility for the IBM alliance.
• Oversaw a global team of 35 senior managers and alliance team members while maintaining a $12.5 million budget.
• Developed and deployed eight global growth campaigns spanning mobile, smarter commerce and cities, enterprise asset management, IOT, Big Data, and Cloud/PaaS with Bluemix.
• Key Accomplishments:
• Improved IBM alliance and service revenues from 2.2 billion Euros to over 3 billion Euros by 2015 through a focus on fast-growing digital services, including training, marketing, solution development, and go-to-market functions.
• Garnered interest in IBM technologies through internal contesting; implemented go-to-market solutions to be utilized by sales organizations, such as a People Analytics program which leveraged Watson APIs and was sold to more than six enterprise-level customers worldwide.
• Positioned the company as the largest global systems integrator partner to IBM in Europe and number two globally, resulting in over 30,000 registered users, $500 million in revenue, and the receipt of five prestigious Beacon awards from IBM.

Jan 2009 – Dec 2011 · 2 yrs 11 mos

• Facilitated a strategic partnership between HP and Capgemini via a $5 million investment agreement for EMEA.
• Charted the successful development and production of the World Quality Report which was utilized to coordinate and fund global road shows.
• Created and executed the Application Landscape Report focused on garnering global press coverage in publications such as CIO, ComputerWorld, and Forbes.
• Originated a new service offering, Application and Date Requirement for Capgemini’s ALiS Topline initiative.
• Established the company’s hosted service offering in testing (TaaS) in conjunction with HP Software tools contained in the MSP agreement.
• Key Accomplishments:
• Earned recognition for consistently exceeding the established goal of 1.5 billion Euros in providing HP Technology services.
• Succeeded in securing over $24 million in annual HP software licenses and $500 million in annual HP hardware revenue.
• Received HP Software Partner of the Year Award for North America and EMEA.

Feb 2008 – Oct 2009 · 1 yr 8 mos

• Directed a team of 400+ onsite and offshore capital market testers.
• Introduced niche in high margin categories, such as Data Warehouse Testing, ETL, FIX Protocol Accelerator, Executive Quality Dashboard, and Testing Processes.
• Achieved profitable team performance maintaining GOP margins of 10% or higher and overall usability of 95% or higher.
• Mentored and trained consultants on automated testing, successfully increasing perceived consultant value and competitive deal win rate.
• Key Accomplishments:
• Devised & implemented a new strategy maintaining a 12% growth rate despite the financial crisis.
• Played a key role in positioning Capgemini’s Testing Practice as a global industry leader through survey of 1,200 professionals, identification of trends and best practices, and quality definition for technology, tools, organization, outsourcing, cloud, and agile development.
• Established and maintained a strong relationship with HP Software securing Capgemini’s largest testing deal in 2009.

May 2007 – Jan 2008 · 8 mos · Annapolis, MD

• Entrusted with overseeing the entire marketing function of the company while supervising three direct reports.
• Designed three-layer service offering with a variety of features to promote productive sales competition.
• Revamped corporate website content and design, product documentation, and PR and AR strategies related to configuration management database.
• Nurtured relationship with third party PR firm ensuring press interviews and product reviews to support Zenoss 2.0 launch.
• Increased website traffic, CRM, lead generation, and website optimization strategies.
• Innovated marketing campaigns and videos, including case studies and customer success stories.
• Key Accomplishments:
• Incorporated a new marketing strategy with messaging to align with the Little Four segment of the IT management market.
• Executed an innovative product evaluation program, resulting in the receipt of the Network World Clear Choice Award.

Nov 2005 – Apr 2007 · 1 yr 5 mos

• Responsible for global Outbound Product Marketing activities of Mercury’s AD products for SOA and Performance Management. Plan and execute product planning, positioning, messaging and release of new products. Experienced in writing and compiling marketing materials, including datasheets, whitepapers, and presentations.
• o Essential partner to the field sales organization. Responsible for championing AD product line, demonstrating ROI for solutions, enabling the sales teams, and achieving quarterly quotas.
• o Duties include white space analysis, partner enablement and expansion of company’s solutions to the market using alternative channel resources.
• o Developed a $13 million channel sales plan in new and dormant accounts.
• o Developed Goal Based Measurement process to align IT with Business Objectives. The process has been integrated to Mercury AD products and also published as part of Mercury Quality Process book.

Nov 2004 – Nov 2005 · 1 yr

• o Headed Global Competitive Intelligence for Mercury’s all three product lines, AD, Application Management and IT Governance.
• o Implemented strategic competitive Early Warning System to provide actionable analysis for Mercury Executives, Finance, Marketing, Sales and Product Marketing.
• o Successfully created Mercury Competitive Yellow Pages in use by Sales, Marketing and Human Resources. Directly responsible for winning competitive deals in strategic accounts generating over $50 million dollars in revenue.
• o Briefed C level executives on competition prior to quarterly analyst calls.

Jul 2000 – Oct 2004 · 4 yrs 3 mos

• o Specialized in selling to large financial institutions. Helped close enterprise level agreements in excess of $20 million to the banking sector.
• o Successfully sold to and managed large accounts such as Bank One, Wachovia, JPMC, BofA, SunTrust, FedEx, UPS, Cingular, Bellsouth, Marriot, and Royal Caribbean.
• o Opened two sales offices in Eastern Europe. Hired and trained Country Managers and support staff.

May 1999 – Jul 2000 · 1 yr 2 mos

• o Worked as Technical Manager to conduct requirement analysis, create functional and system designs for company's Warehouse Management System software, PkMS, to fit the needs of major customers such as Lego and Sainsbury's.
• o Managed a group of 6 consultants. Moved to London, England to help manage the largest client of the firm.
• o Responsibilities included communicating with Tier 1 level clients in the international markets in order to organize sales meetings and presenting the company in front of decision makers and executives. Extensive experience in pre and post sales activities and account management.