Jan 2023 – Jul 2025 · 2 yrs 6 mos · Bedford, New Hampshire, United States · Remote

• Redefining the partner Ecosystem strategy and defining each partner program, SI, GSI, OEM, ISV including Incentives, Sales engagement, As Confluent transitions from ARR to consumption, I have lead each regional leader to develop a consistent strategy around focus partner for a high touch model and owned the sales quota for the longtail partner in a low touch revenue generation. Using GSIs for their branded solutions as a RTM and CSP solutions and marketplace (CPPO and GCPO) for growth models. Offering AI tools to increase productivity and effectives in sales cycle.
• Noted Accomplishments:
• o Evolved Partner incentive model to drive new logo, deal registration, and consumption model impacting NRR.
• o Implemented regional planning to grow focus partners 32% YoY with clearly defined quarterly OKRs.
• o Moved partner incentives OPEX from CoS to SG&A resulting in stronger balance sheet reporting.
• o Worked with regional BDM sales teams to focus on top 100 Partners to grow 4% faster than direct teams.
• o Longtail partner business grew at the same pace as high touch partner 28-32% each year
• o Recognized as Industry leading Partner Portal, Implementing AI resources for automation

May 2021 – Feb 2023 · 1 yr 9 mos · Bedford, New Hampshire, United States · Remote

• As Global Sr. Director with two decades of experience in cloud services channel models will define and execute the global partner lifecycle experience with several extended teams focused on the ARR channel model. Transitioning from a resell to co-sell model and working with Geo sales leaders to implement Partner Growth Plans and Rules of Engagement resulting in double-digit channel growth. Leveraging years of experience of global business models and cultures, to build a global partner model that is scalable, and flexible, to grow with Qlik’s exploding business.

Aug 2018 – May 2021 · 2 yrs 9 mos · Bedford, NH

• As Global Director, I’ve been tasked with developing a high-performance partner ecosystem that is competent, with the right coverage, and profitable for our company partners. I define and build key strategic global partnerships, including Deloitte, Accenture, and Dimension Data. One of my main focuses is on driving scalable growth strategies for Dell Boomi Global Partner Program and associated incentives relating SI, GSI, OEM, and ISV partners.
• Highlights of the value I’ve brought Dell-Boomi, Inc:
•  Achieved year-over-year growth rate of +60% by implementing standard Partner Growth Plans and Rules of Engagement.
•  Defined multi-year GTM plan with quarter by quarter metrics with executive commitments.
•  Served as lead role in defining holistic partner experience lifecycle with 8+ extended teams, driving 30% increase in partner satisfaction and 50% partner loyalty.
•  Reduced CoS and increased partner satisfaction by implementing new PRM platform (Impartner).

Jul 2017 – Aug 2018 · 1 yr 1 mo · Greater Boston Area

• I was brought on board to lead the strategy and go-to-market plans for emerging IoT and Analytics solutions where I partnered with the Regional Sales VPs and National EVP of Sales to assemble “Top 25” sales plan. I interfaced with our national cross-functional teams to deliver IoT and Analytic solutions that had direct impact on new revenue streams, enhanced experiences, and operational costs for clients. I was able to restructure the client engagement approach by creating and integrating solution offerings from OEM partners into world-class lifecycle management process.
• Highlights of my accomplishments within this role:
•  Developed IoT and Analytics roadmap with product house to bring to market ePlus branded solutions building new revenue stream of $300K within first year.
•  Created strategic alliances with major IoT vendors, relayr, AiRISTA, Nvidia, and Informatica to bring three unique solutions to Healthcare and manufacturing verticals.
•  Maximized revenue streams and customer service by collaborating with service teams in deliver lifecycle services.

Jan 2014 – Sep 2016 · 2 yrs 8 mos

• Continuing my career with Cisco, I advanced rapidly to increasing levels of responsibility and oversight, where I provided expertise in sales, marketing, global revenue growth, and partner development that propelled growth in the Cisco Cloud and Managed Services businesses.
• During this time, I launched 12 new cloud, public, private, and hybrid services: Iaas, PaaS, and IoT/IoE. I created and guided the implementation of go-to-market strategies for public and private clouds, supporting cloud-native and traditional applications. Also, I collaborated with independent software vendors (ISVs) to deliver new XaaS solutions to market for reseller and end-customer consumption.
• A selection of my accomplishments included:
•  Built partner incentive program that grew cloud reseller community to over 400 resellers in three years.
•  Collaborated with cross-functional team in generating $1.2B in cloud revenue in nearly four years and continued mgd svc growth over 12% year-over-year.
•  Partnered with Geo teams to secure 50+ MOU Intercloud partnerships in one year from committed contract value over $50M.

Sep 2012 – Jan 2014 · 1 yr 4 mos

• Owns the vision, strategy, business direction for Cisco’s Intercloud and Cisco Powered business (IaaS, PaaS, SaaS, etc). Identify and evaluate strategic third party relations to introduce new cloud based services to address the needs of enterprise lines of business (LOBs). Partner program strategy development for Cloud, ISV and Managed Services partners. Work closely with extended groups within Cisco’s Worldwide Organization to assist Born in the Cloud, ISVs, global Sis, and Telecomm partners to transition to new business models. Define and monetize the “Adaptive Experience” leveraging big data and a analytics. Develop the Cisco Powered reference architectures for Cisco’s Cloud and Managed Services partner programs.
• Notable Achievements:
•  Built cloud business that grew 168% YoY, achieved $1B in revenue in under 3 years
•  $6B for overall Cloud and Managed Services Business with 14% YoY growth, double the overall company growth
•  Introduce ISV and Cloud Reseller partner programs, grew number of new partners 200% in each category

Aug 2007 – Sep 2012 · 5 yrs 1 mo

• Direct and coordinate day-to-day operational aspects of the technical business toward fulfillment of target goals and objectives. Spearhead and mentor more than 80 systems engineers worldwide and managers supporting Telecomm, Cable, and Global SIs. Function as partner reselling Cisco equipment. Maintain frequent interaction with worldwide enterprise companies on a quarterly basis to understand buying patterns, business needs, and technology trends. Establish and maintain profitable EVP/CTO relationships with Telecomm, Cable, and Global SI companies.
• Notable Achievements:
•  Drove all efforts to constantly outpace Cisco’s revenue growth by 5% on an average plan of $5.6B goal.
•  Conceptualized innovative strategy around evolving solutions and business requirements focusing on data centers, cloud computing, and XXaaS business models.
•  Allocated annual budget of $22M for headcount, programs, and targeted investments.
•  Obtained the highest employee satisfaction scores with third lowest attrition rate.

Mar 2003 – Aug 2007 · 4 yrs 5 mos

Oct 2000 – Mar 2003 · 2 yrs 5 mos

• Managed a team of engineers in the western half of the US to help drive 0.5 billion dollars in revenue resale. I guided my team to write their MBO’s and FY2001 objectives. During April of 2001 Cisco encountered a reduction in force (RIF) which I was asked to let two team members go. I was able to find a position within Cisco for one but the other was effected by the RIF. I feel this is the position I grew the most in during my entire career.

Oct 1998 – Oct 2000 · 2 yrs

• Focus on a single service provider, SBC Communications, to grow them to one of Cisco’s largest SP partners. While supporting three Account Managers and working with a nation wide team this account went from 27 million dollars in resale of Cisco equipment to over 1 billion dollars. Developed partner skill-set and owned high-level operational and engineering relationships. Helped drive vender brand preference. Expose Cisco’s direct sales force to the benefit of using SBC as their preferred partner. Nominated into the Leadership Development program in 2000. Achieved SE of the year for most developed partner in FY2000.

Feb 1997 – Oct 1998 · 1 yr 8 mos

• Responsible for maintaining and troubleshooting GTE’s internal networks of more than 1300 nodes. During network outages would take the lead to isolate issue and recommend solution. Other responsibilities included traveling to customer sites to participate in network cut-overs, assist GTE's test labs to "stress test" new products, and configure and install new equipment. Experience in designing Fast Ethernet, Ethernet, FDDI, ATM, Frame Relay, PPP, RIP, OSPF, BGP4, IP, IPX, Vines, and Netbios networks.