Mar 2021 – Feb 2023 · 1 yr 11 mos · Albuquerque, New Mexico, United States

• Led all elements of partnership relationship management and go to market (GTM) activities for strategically important independent software vendor (ISV) partners; primarily IBM, but included MongoDB, Elastic, Neo4j and SingleStore. Led regular stakeholder interlocks across the key stakeholder groups internally and with the partners; executive leadership, legal, contracts, finance, product, engineering, marketing, sales, CRM, field enablement and support. Collaboratively developed quarterly, annual and multi-year partner strategy and business plans, then executed them with partners. Grew annual and total contract value of the quarterly sales pipeline and closed/won business for on-premise subscription based software sales that were 'sourced' (identified and led) by partner organizations.
• Met targets by:
• ▪ delivering sales and technical enablement to partner's internal resources;
• ▪ supporting pre-sales and client facing sales activities;
• ▪ collaborating with partner marketing to participate in demand generation events;
• ▪ taking new products/offerings to market;
• ▪ resolving all organizational frictions;
• ▪ analyzing partner data to identify areas for improvement or efficiency gains.
• Accomplishments:
• ▪ improved IBM partnership deal registration/approval processing times by >60%
• ▪ delivered >100% target Total Contract Value of revenue through IBM OEM software partnership
• ▪ led 14 month GTM effort with IBM for two new Confluent premium connectors for z/OS that contributed significant revenue and pipeline growth
• ▪ analyzed partner sales data (SaleForce), identified and corrected >$4M pipeline of missed partner credit during 2H'2022
• ▪ created and delivered three industry vertical specific sales enablement sessions with key partner's sellers to help re-launch partnership, driving >$2M in quarter pipeline generation at new logo accounts
• ▪ recognized by leadership for performance and contributions in both Q1 and Q2 2022 (Incentive Stock Options)

Jun 2018 – Feb 2021 · 2 yrs 8 mos

• Managed sales enablement and communications for 260+ of IBM’s top ‘industry’ segment global accounts. Focused on improving win rates, revenue, and client satisfaction by delivering highest value resources, skills development, and professional coaching (live, virtual) for sales leadership. Partnered across HR, L&K, Sales, Marketing, and Operations.
• ▪ Achieved IBM 'Winners Circle' award for developing “Virtual Executive Presence” program to address COVID-19 loss of on-site engagements. Taught sales leadership how to “engage” virtually.
• ▪ Conceptualized and implemented 2019 “Industry Client Leader Summit”- live event in NYC.
• ▪ Drove significant increase in industry expert seller Gold and Platinum badge awards.
• ▪ Developed and deployed large-deal , go-to-market “Transformational Client Partnership Framework”.

Aug 2014 – Jun 2018 · 3 yrs 10 mos

• Led industry sales engagement and learning content development to help increase conversion and capitalization of marketing- generated leads and other key resources for “Industrial” and US Federal markets.
• ▪ Won award for successfully Enabling Sales to Accelerate Growth category.
• ▪ Contributed to multi-million-dollar new bookings; engaged sellers by serving as lead facilitator.
• ▪ Contributed to significant net new pipeline growth. Collaborated with core team to redesign and update program.
• ▪ Increased Seller Community usage including generating 3X open rate and 2.5X click-through rate averages.

Jan 2006 – Aug 2014 · 8 yrs 7 mos

• Managed and executed strategic projects for Industry General Managers and Sales Directors for targeted revenue growth, GTM strategy, market opportunity identification, and share quantification. Collaborated with cross-functional teams.
• ▪ Increased modeled market forecast accuracy significantly and identified additional opportunities.
• ▪ Authored and published internal Market Analysis & Insight Reports.

Aug 1998 – Dec 2004 · 6 yrs 4 mos

• Served as Team Leader of 15 resources (US & International). Focused on numerous projects such as managed Java DevOps, migration, security, and 24x7x365 support for global software manufacturing & distribution process.
• ▪ Achieved minimal downtime and no disruptions for Boulder distribution process.
• ▪ Improved software production speed and order fulfillment as well as reduced waste/space requirements.