Aug 2022 – Oct 2024 · 2 yrs 2 mos

• Upon purchase of Citrix, Cloud Software Group further separated ShareFile from the Citrix organization officially making it a separate entity. At that point, ShareFile leadership decided to build a channel program which had to be done from the ground up. Based on my background and proven success at Citrix, multiple senior leaders at ShareFile—who had firsthand experience working with me at Citrix—brought up my name for the role. At the time, the ShareFile EVP personally contacted me to recruit me to help build and develop ShareFile’s Channel Program.
• Channel Program Development - heavily involved with cross department leadership, systems and legal team
• Define program strategy - objectives, incentives, cross-functional alignment, and readiness. Develop value prop – with Sr leadership and Legal team
• Define program structure - workflow, rules, implement operations, technology and processes - with Systems, Operations, and Legal team
• Launch, communicate and drive activation
• Define team roles, team structure, interview candidates
• Focus Partner Management - focused on maintaining key partner buy in through multiple transition periods.

Jan 2020 – Aug 2022 · 2 yrs 7 mos

• Q1 2022 - Q3 2022 (FL, MS, AL, GA, TN)
• Q1 2020 - Q4 2021 (FL, MS, AL)
• Responsible for all activities regarding the Business Relationship, Planning and Development of the Managed Partners within the assigned territory.
• Primary Duties & Responsibilities:
• Maintain 20% YoY Sales growth, mid 8 figure quota / hit MBOs focused on channel growth
• Independently develop a business plan for overall channel partner sales growth. Emphasis on managing top performing partners and developing high potential partners in territory.
• Partner Management/Development -Builds a detailed business plan, including strategic and tactical goals. Develops and leverages strong sponsors/advocates to expand presence and relationships with key line-of-business decision makers across the partner organization
• Partner Leverage -Strengthens partner relationships by crafting a productive cadence of interaction with them around enablement, marketing, current and future sales pipeline.
• Consultative Selling -Understands partner industry dynamics and their specific strategies, goals, priorities and challenges. Starts with the partner point of view and fits the Citrix solution/advantage into that picture.
• Pipeline Development and Management -Proficiently leverages interactions with partners and Citrix Sales teams to develop new relationships and target new opportunities.
• Apply an in-depth understanding of Citrix products, programs, sales methodology, marketing and licensing
• Drive and lead continual training activities which articulate Citrix’ strategic direction, product and technology roadmaps, requisite sales skills, go-to-market planning, demand creation and monitor resellers progress towards adherence to program requirements
• Accomplishments:
• Q4 2022 142% attainment
• Q4 2021 134% attainment
• Q1 2021 167% attainment
• North America Channel Award–Q3 2020 attainment
• Global Channel Award–Q2 2020 "PAM Best Practice Super Hero"
• North America Channel Award–Q1 2020 attainment

Aug 2019 – Jan 2020 · 5 mos

• Territory - MA/RI/ME/NH/VT/Upstate NY/CT
• Americas Partner Sales
• Accomplishments:
• Global Channel Award – Q4 2019, attainment based
• Global Channel Award – I managed the Citrix 2019 "Citrix Enterprise Partner of the Year" award winner

Dec 2017 – Aug 2019 · 1 yr 8 mos

• East US
• Americas Channel
• Primary Responsibilities;
• Develop and grow the partner ecosystem. Focus on building new partner relationships and driving revenue through strategic business planning and execution.
• Understanding enhancement of partner economics, business models and motivations for success.
• Maximize partner revenue generation through portfolio planning, enablement, marketing, sales coaching & forecasting.
• Accomplishments:
• Americas Channel Award – Q4 2018, performance based
• Americas Channel Award - Q1 2018, attainment based

Dec 2016 – Dec 2017 · 1 yr

• Inside Territory Partner Account Manager
• Americas Channel
• Canada / Arrow partners, US and Canada - October 2017 to December 2017
• Northeast - December 2016 to September 2017
• Inside role
• Primary Responsibilities;
• Supporting, developing and growing the Tier1 partner ecosystem
• Maximize Tier1 partner revenue generation by managing activities associated with pipeline management, marketing events, and certifications.
• Prospecting and sales skills development to assist partners to drive new opportunities.
• Accomplishments:
• Global Channel Award – Q3 2017, performance based
• North America Channel Award – Q1 2017, performance based

Aug 2015 – Dec 2016 · 1 yr 4 mos

• Territory Sales Manager - Americas Sales, Commercial
• Kansas & Missouri - Virtualization, Mobility, Cloud & Networking Specialist
• Responsibilities;
• Drive customer success through strategic partnerships and innovation.
• Identify solution opportunities through executive-level conversations with prospects & current customer base
• Meet and surpass Quota (mid 8 figure) / MBO targets
• Territory - All commercial accounts (500 to 3,500 employees), as well as all Education and Healthcare accounts in Kansas and Missouri
• Accomplishments:
• North America Sales Award – Q3 2016, performance based
• North America Sales Award – Q2 2016, performance based
• North America Sales Award – Q4 2015, attainment based

Aug 2014 – Jul 2015 · 11 mos

• Sr Services Account Manager - North East Enterprise
• As part of the Citrix Services Sales team, I worked to deliver the best possible technology support and other post-sale services to fit the needs of Citrix North East Enterprise accounts.
• Duties include:
• Selling support and services including; Technical Support offerings, Technical Relationship Manager contracts, Assigned Escalation Engineer contracts, Citrix Education and Citrix Consulting Services
• Collaborating with and supporting Citrix North East ERM counterparts (Enterprise Relationship Managers)
• New business pipeline generation and renewal retention
• Development of quarterly sales strategies and business/action plans
• Lead generation to drive revenue outside of Citrix Services
• Engage & leverage Citrix channel partners to position and secure future receivables
• Accomplishments:
• Exceeded quota every quarter in the seat, mid 8 figure
• Sales Award – Q2 2015, attainment based, North America VIP Sales Honor

Feb 2001 – Jun 2014 · 13 yrs 4 mos · United States · Remote

• Eastern Data, Inc February 2001 – June 2014
• Alliance Channel Manager - Microsoft, Intel, Nvidia, Asus, Lenovo
• Sr Sales Dir - US Com & ENT
• Senior IT Account Executive - Enterprise, US
• Sr Alliance Channel Manager duties Included;
• Managing alliance relationship with assigned alliance partners. Developing business plan with alliance partner team, executing on goals through internal enablement of EDI Sales and Technical team, sales acceleration activities and marketing activities. Alliances managed - Microsoft, Intel, Nvidia, Asus, Lenovo. Managing and training of EDI Channel team members.
• Sr Sales Dir duties Included;
• Developing and managing teams of Account Executives, US territory. Consistently over attaining on quota. 100% of the teams maintained EDI education excellence on product and exceeded new account development quota and renewal growth. Territory - Commercial / Enterprise, US
• Account Executive duties Included;
• Consulting based sales and account management for Enterprise accounts covering everything within the IT infrastructure with focus on Software and Network sales
• Work closely with numerous Manufacturer Reps, Sales Engineers, and Channel Partners to develop strategies to land new accounts and expand into existing
• Skills;
• Proven, consistent YoY growth in sales revenue, both existing and new accounts as an Enterprise Account Executive.
• Consistently exceeds Alliance Partner goals through strategic planning and follow through.
• Team Leader - Building and driving Sales and Channel teams with proven track record of success, consistently exceeding quota and all EDI requirements
• Developing and maintaining long term business relationships
• Organized, detail oriented, self-motivated, excellent written and verbal skills, excellent ability to keep up with continually changing technology
• Background in IT including sys admin, networking, database administration, website development and management with numerous IT certifications