Apr 2021 – Jun 2025 · 4 yrs 2 mos

• Responsible for establishing the strategy, plans, and organization to develop Independent Software Vendor (ISV) partner sales for the growing Global Financial Services business at AWS. This involves developing a deep understanding of technology solutions in the financial services industry to define how AWS and ISV partners can mutually grow revenue. ISV partnerships include technologies from global technology providers to FinTech startup organizations who are engaged with the largest financial services institutions worldwide. Execution of the strategy includes hiring, onboarding, and managing the teams of industry sales specialists who lead the ISV relationships across North America, EMEA, and APAC.

Dec 2018 – Apr 2021 · 2 yrs 4 mos

• Created and executed the strategy and organization to accelerate the delivery of ISV partner solutions into public sector markets. The organization included three teams (Security & Compliance Acceleration, National Security and Defense Acceleration, and Machine Learning/Artificial Technology Adoption) who worked with ISV partners globally to help them overcome technical and business obstacles that delay solution sales, such as achievement of FedRAMP authorization. Responsibilities included hiring and development of the management team and supporting the development of their teams, creation and delivery of scalable partner programs, executing event and marketing initiatives with partners, managing business reporting and reviews, managing a strong opportunity pipeline, and supporting the closure and delivery of large customer opportunities. Success was measured by successful launch and delivery of programs, total ISV wins, and overall influenced revenue.

Jun 2016 – Dec 2018 · 2 yrs 6 mos

• Created and implemented the strategy and organization for ISV sales and partner coverage for worldwide public sector - establishing the coverage/organization model, which included a sales team responsible for Sell-To revenue delivery and a Partner team responsible for Sell-With partner engagement via joint sales and go-to-market strategies. I was responsible for hiring and development of all ISV partner and sales representatives, supporting the development of revenue allocation models for SaaS ISV solutions, delivering marketing programs and initiatives with partners, managing a robust team revenue pipeline, and closing large revenue opportunities with my team. The organization covered over 300 ISV partners, and success was measured on Sell-To and Sell-Through revenue growth for ISV partners, as well as partner technology adoption, competency progression, and PR-marketing delivery.

Sep 2014 – Jun 2016 · 1 yr 9 mos

• Dedicated Partner sales and alliances lead for AWS Public Sector to build the organization responsible for growth of the consulting partner and reseller channel in the United States. This included creating the overall consulting partner and reseller strategy, establishing coverage and organization structure, hiring and development of all partner channel representatives, developing revenue recognition and compensation models, establishing sales team coordination, maintaining a healthy opportunity/revenue pipeline, creating public sector partner programs, and managing all business reporting and reviews. The organization covered over 1,000 partners, including large systems integrators such as Lockheed Martin, resellers such as DLT, and consulting partners of all sizes and socio-economic status. Success was measured on Sell-To and Sell-Through revenue growth for all partners, as well as partner recruitment and competency progression.

Mar 2009 – Sep 2014 · 5 yrs 6 mos

• As the Senior Director of Developer and Platform Evangelism for U.S. Public Sector at Microsoft, I led the organization responsible for evangelizing how new technologies can be applied in the government, healthcare, and education industries, providing readiness and guidance to developers, and working directly with agencies, organizations and partners to help ensure success for solutions built on the Microsoft platform. My teams developed and managed industry partnerships with ISVs, from startups to established leaders, to help them build solutions and sell into public sector customers (government, education, and healthcare).
• In addition, my organization was responsible for building relationships with the startup community in the DC area, and fostering relationships with incubators/accelerators (1776, CIT, and others). Finally, I also led initiatives and engagement with STEM Education organizations such as FIRST, TEALS, and Code for America, seeking to grow STEM adoption in schools and to build enthusiasm and competency for Computer Science education and technical career development.

Jun 2006 – May 2009 · 2 yrs 11 mos

Jan 2003 – Jun 2006 · 3 yrs 5 mos