Apr 2024 – Aug 2025 · 1 yr 4 mos · Atlanta, Georgia, United States

Jan 2022 – Mar 2024 · 2 yrs 2 mos · Atlanta, Georgia, United States · Remote

• Responsibilities:
• I managed and led the expansion of the North American ecosystem portfolio and bookings growth, including hiring and oversight of a nine-person team. I enhanced operational readiness within the Americas channel business by executing efficient processes and streamlining resource allocations. I created investment models and served as a key influencer to foster mutually beneficial partner GTM collaborations. I directed the inspection of the channel partner pipeline while accomplishing and surpassing sales targets. I facilitated the identification, design, and execution of critical partner engagement and CoSelling sales motions, impacting ecosystem growth opportunities and the development of the partnership.
• Key Achievements:
• Generated an unprecedented 25% increase in channel-initiated bookings by creating a go-to-market framework and hybrid internal coverage model, executing sales best practices, integrating partner planning, and providing constant coaching.
• Accomplished 35%, 24%, and 140% increase YoY with National Partner Managers, Regional Partner Managers, and Alliance Managers by hiring, reforming, and mentoring teams to boost incremental, annual revenue growth.
• Facilitated in securing an additional $4.5M in incremental channel bookings by redesigning SolarWinds partner GTM into partner-oriented CoSelling methods, catapulting total channel business from 19% (FY21) to 25% (FY22).
• Drove $6.5M in additional 2022 channel bookings through executive-level interactions and corresponding sponsorship of strategic growth initiatives.
• Secured the highest-ever percentage of channel-partner bookings (60%) to total theater bookings.
• Gained recognition for enhancing channel NPS rating from 11 points (FY22) to 40 points (FY23).
• Utilized use-case / outcome-based selling approach to channel, alliance, and customer selling motions.

Nov 2020 – Jan 2022 · 1 yr 2 mos · Atlanta, Georgia, United States · Remote

• Responsibilities:
• I oversaw the expansion of partner portfolios throughout North and South America by using innovative investment models for emerging business programs and growth campaigns across various focus channel partners and alliances. I enabled operational readiness and implementation across multiple sales segments and organized a team of five into a matrix model to increase business development of net new pipeline opportunities.
• Key Achievements:
• Acquired an additional $2M in bookings for Snow Software (2021) by fostering executive relationships with vital national partners.
• Drove a 300% boost in partner share growth via the transformation of the Snow field teams towards a partner-oriented framework.
• Boosted Americas' YoY partner-sourced bookings by 250% while increasing compliance with critical technology alliances.
• Served as key spokesperson to negotiate and secure 40 new partner contracts as well as directed adoption of existing partners into the new Snow partner program.
• Increased America's partner-oriented business contribution, raising it from 6% in 2020 to 24% in 2021.
• Established and maintained technical compliance of 100% among target partners and over 85% within an in-depth comprehensive partner ecosystem.
• Increased North America's partner-generated business share from 5% in 2020 to 17.5% in 2021.

May 2015 – Oct 2020 · 5 yrs 5 mos

• Responsibilities:
• I produced strategic alliances with critical partner stakeholders and sales channel heads for the incorporation of NetApp solutions to drive comprehensive go-to-market opportunities. I led the expansion of service capabilities across national partners and created strategic partnerships to increase market reach and provide significant revenue growth. I developed and implemented multiple strategic investment initiatives to provide new customer acquisition growth and activate incremental volume of selling partner resources.
• Key Achievements:
• Outperformed annual growth plans on an average of 111% in the leadership of key national partners including Logicalis, Softchoice, CDW, Presidio, and ePlus.
• Established alliances GTM model as primary growth motion with Cisco, Microsoft, NVIDIA, Commvault, and Veeam.
• Drove $1M+ in additional financial support for initiatives by championing three MOU programs.
• Triggered average annual partner growth of 16% YoY enhancing their market relevance through services attach, new customer acquisition, and portfolio cross-sell
• Recognized as NetApp's 'National Partner Manager of the Year' for Fiscal Year 2020.

May 2014 – Apr 2015 · 11 mos

• Responsibilities:
• I headed the expansion of a new channel team within the Commercial (private) sector focused on key geographic markets and high-potential partners driving incremental growth through national campaigns, CoSelling engagement motions, and customer-account-based targeting. I created, communicated, and executed an in-depth channel marketing strategy and complied with sales leadership to enhance the portfolio of channel partners for new-customer acquisition, technical competence, and services capabilities.
• Key Achievements:
• Facilitated proactive leadership, coaching, and guidance to an untenured team of four channel growth managers to impart engagement best-practices and overachieve partner attainment.
• Surpassed the fiscal year 2015 regional revenue goal (110%) achieving $61M in bookings against a $55M target, a 27% YoY progression.
• Exceeded the fiscal year 2015 national revenue goal (106%) accomplishing $240M in bookings against a $255M target, across four national regions and channel managers.
• Increased total business channel segment by 15% YoY.

Apr 2011 – Apr 2014 · 3 yrs

• Responsibilities:
• I boosted the growth of the regional partner portfolio through strategic account pipeline development, increasing the volume of activated partner selling teams, and uplifting of customer value proposition. I integrated strategic account planning, developed lead-generation campaigns, aided enablement workshops, and managed marketing events focused predominantly on new customer growth with a focus and emerging partners.
• Key Achievements:
• Drove unprecedented increase of $9M through targeted partner recruitment, enablement, and activation approach.
• Generated a 10% growth outcome related to the execution of analytics on shortfall strategies toward revenue objectives.
• Surpassed annual target each year with average annual growth of 14%+ through the oversight of regional partner ecosystem.
• Inaugurated as an original constituent of NetApp CDM Advisory Council.

Aug 2010 – Apr 2011 · 8 mos · Cincinnati, Ohio Area · Hybrid

• Hired to manage the partner community in the Ohio Valley region, including Ohio, Michigan, West Virginia, Kentucky, and Western Pennsylvania. Led planning and implementation of initiatives to support partners including pipeline creation, training, and marketing. Focused on visibility into marketing programs, and enablement.
• ~ Served as member of internal ‘Partner Excellence’ board
• ~ Attained 116% of revenue target for fiscal year
• ~ Managed 80+ established partners within territory and on-boarded 6 partners into RSA partner program
• ~ Executed channel forecasting and pipeline creation metrics; attaining 4% forecasted bookings accuracy
• ~ Attained 100% of MBO criteria and 96% of Balanced Scorecard ‘focus’ partner revenue targets