Oct 2023 – Jun 2024 · 8 mos · Washington DC-Baltimore Area · Remote

• As Head of the Global Partner Journey team, I lead our strategy for helping customers discover partner offerings in their digital buying journey. I am responsible for scaling cloud business with and through priority value added resellers (VARs), globally, and building a world-class digital demand platform that scales lead flow to VARs. I lead and manage a team of high-performing partner marketing professionals (9).

Sep 2022 – Jul 2023 · 10 mos · Washington, District of Columbia, United States · Remote

• Confluent provides cloud-based real-time data streaming services based on Apache Kafka®
• I created the strategy and operating model to implement marketing plans to support and scale Confluent’s partner GTM activities, solutions, and pipeline. I led the execution of marketing efforts across Confluent’s ecosystem of partners (CSPs-AWS, Microsoft, Google, ISVs and SI), globally. Developing annual marketing plans with strategic partners to generate marketing-sourced pipeline, globally. Exceeded quarterly targets (pipeline, partner sourced, marketplaces-leads for cloud trial signups, and MDF utilization).

Aug 2021 – Sep 2022 · 1 yr 1 mo · Washington DC-Baltimore Area

• Responsibilities: Build and execute a global marketing strategy and plan to drive market awareness, pipeline development and the adoption and usage of Stripe services through partner-driven marketing motions. Position, internally & to customers, the value partners bring to help deliver Stripe solutions.
• Accountability: Pipeline generation with 50+ strategic partners (Platforms, ISVs, GSIs, GISVs), aligned with company growth goals & targets. Support growth of a multi-million dollar business with & through partners.
• Team Leadership: Recruit, manage, & lead a global team of 22 partner marketing professionals.
• Strategic Planning: Own and lead strategic planning globally, including operational frameworks, aligning business priorities with sales, GTM strategies, product roadmaps, marketing campaigns, & functional goals.
• Scaling through the Partner Program: Drive and own the marketing launch and re-branding of the new partner program, including developing, managing and scaling all marketing benefits of the partner program (MDF program, co-marketing campaigns and assets, guidelines, marketing toolkits & launch events).
• Partner Engagement: Developed and launched a global partner-customer reference program to evangelize the value of working with the Stripe partners. Create and lead partner enablement events, globally, to build partner awareness of Stripe vision & value, as well as business-building programs, resources and tools.

Aug 2016 – Jul 2021 · 4 yrs 11 mos · Washington DC-Baltimore Area

• Responsibilities: Build and execute a global partner marketing plan to drive awareness, adoption, and usage of AWS services in the Public Sector through partner driven activities. Understand global business dynamics in the Public Sector, position the value add of all AWS partners (e.g., Consulting Partners –System Integrators, Managed Service Providers, Consultancies, Distributors, Resellers, and Technology Partners - ISVs, SaaS, Strategic Alliances) to internal and external audiences.
• Team Management: Lead, recruit and manage a global team of high performing partner marketing professionals.
• Strategic Planning: Own and lead operational planning globally for the Partner Marketing function (Partner Marketing Center of Excellence), including defining business priorities, GTM strategies, resourcing coverage models, investment plans and functional goals.
• Sales Alignment: Define, implement and operate a partner coverage model that aligns partner marketing resources with AWS Public Sector Partner Sales to help grow AWS business through, or in cooperation with, AWS Partners.
• Integrated Marketing: Develop joint marketing campaigns and programs with AWS Partners to drive new customer acquisition, qualified opportunities, and sales pipeline in the Public Sector. Grew pipeline +200% YoY, every year, for past 3 years.
• Marketing at Scale: Develop and execute marketing programs for Public Sector partners to drive engagement through the AWS Partner Network (co-branded assets, agency support, resources and tools, etc.).
• Partner Education & Enablement: Created and led partner enablement events, globally, to build partner awareness of business-building programs, resources and tools for the Public Sector. Educate 12K+ partner employees and executives per year.
• Sponsorships: Expanded PS Summit sponsorships from one flagship event to a global program supporting multiple summits, growing sponsorship revenues 400% in 3 years.

Mar 2013 – Jun 2015 · 2 yrs 3 mos · Washington D.C. Metro Area

• Global Marketing Programs Lead: Integrated Marketing, Channel Marketing
• At Unify, Inc (formerly Siemens Enterprise Communications), I was responsible for strategy, developing, project planning & management, & leading successful implementation of integrated channel marketing programs.
• Contributions:
• >Integrated Channel Marketing: I led customer segmentation, built customer awareness, created demand gen campaigns, led pipeline building initiatives & drove sales acceleration to win new business, grow existing customer revenue in direct & indirect channels.Programs generated 1 of every 4 marketing qualified leads globally.

Dec 2011 – Mar 2013 · 1 yr 3 mos · Washington D.C. Metro Area

• (Siemens Enterprise Communications)
• Senior Manager, Global SMB Segment Marketing and Programs: Channel Marketing, Integrated Marketing
• Responsible for planning, developing, managing and leading the implementation of global integrated marketing programs for indirect channel, SMB partners.
• Contributions:
• >Integrated Channel Marketing: Created turn-key marketing tools and resources, increasing thru-partner campaign adoption, driving 31% gain in lead generation for channel partners.
• >Strategic Planning: Launched SMB council to build internal awareness and consensus on key business development opportunities that optimize resource allocation to marketing programs and initiatives.
• >Content & Program Management: Led and managed asset development with internal marketing teams and agency & vendor partners to deliver high-impact audience facing materials, localized for global adoption and execution.
• >Sales Velocity: Created & launched incentive program that modified channel behavior to sell new technology products (22%+ YOY revenue). Developed price parity promotion, driving $10M in solution revenue.

Sep 2006 – Dec 2011 · 5 yrs 3 mos

• Senior Channel Marketing Manager (SMB and Distribution Marketing): Channel Marketing, Partner Marketing, Integrated Marketing
• Responsible for developing & implementing integrated channel marketing strategy with Microsoft strategic FG Disti business partners (Ingram Micro, Tech Data, Synnex, D&H), accelerating sales opportunities w/non-managed VARs, and increasing SMB pipeline closure rates.
• >Developed GTM (Go-to-Market) strategy & integrated marketing campaigns increasing reach, frequency & yield of non-managed VARs.
• >Led & managed team of marketing specialists to develop events & webinars strengthening VAR professional skills to support SMB revenue growth & engagement w/regional partner sales teams.
• Contributions:
• >Optimized & managed multi-million dollar budget (MDF) across strategic business partners that drove business transformation, increased license & revenue growth, deepened sales penetration of targeted VARs.
• >Created & implemented GTM strategies, maximizing SMB VAR utilization of product campaigns and identifying new sales opportunities using VAR propensity models. Efforts increased average deal size by 17% YOY.
• >Increased revenue per account 32% with new tele-PAM engagement model & customized marketing plans for top revenue generating VARs
• >Established predictive modeling strategy, yielding 20:1 ROMI or better on targeted mktg campaigns.
• >Innovation: Created new licensing revenue stream for regional teams, leveraging local partner sales enablement events (Licensing Bootcamps “LBCs”). Adopted & launched globally as a “best practice” by Worldwide SMB team.

May 2005 – Sep 2006 · 1 yr 4 mos

• Senior Marketing Manager, US MidMarket Marketing: Partner Marketing, Channel Marketing, Integrated Marketing
• I developed and implemented targeted marketing programs and customer lifecycle communications (managing engagement across customers, partners and regional sales teams) to drive 95%+ renewal rates on Dynamics service plans, maintaining revenue stream on over 20% of global revenue for Microsoft. I led and managed a team of 3 marketing support managers and managed creative agency relationships to develop lifecycle campaigns.
• Contributions:
• >Managed lifecycle communications, increasing service plan awareness, usage and renewal across Microsoft Dynamics customer base by engaging regional sales account teams in monthly renewals planning and creating sales playbooks and best practices for channel partners.
• >Increased re-enrollments among lapsed customers through Win-back programs, driving $6M+ in services revenue.
• >Grew mix of Support Service Plans to high value ERP customers via Up-sell campaigns, generating $7M in revenue.