parcelLab

Partnership Director

Spryker

• Created and implemented a new GTM strategy to develop the North American SI (Pivotree, Skillnet, Bloomreach, Awanoo and others) and GSI (Deloitte, Accenture) partner ecosystem.
• Signed 9 new partners in 2021, sourcing 21 leads with a 75% conversion rate to SQL, sourcing 50% of North American Closed Won Deals.
• Entered 2022 with $3.8M ARR pipeline from partners.

Senior Partner Sales Manager

Royal Cyber Inc.

• Lead a team in growing the commerce practice channel engagements through alignment with key ISV, SI and GSI partners.
• Developed an $8M+ pipeline spanning 15+ opportunities by Q1 2021.
• Overhauled Digital Commerce Go-To-Market driving 3X greater engagement from end customers in webinars, blog posts and other marketing materials.

Senior Channel Manager

Pivotree

Led the development and execution of a comprehensive partnership strategy, driving exponential revenue growth and building a scalable partner ecosystem.

• End-to-End Partnership Strategy: Orchestrated and executed strategies that drove significant net new recurring and one-time revenues through the channel.
• Partner Program Development: Built a robust partner program from the ground up, successfully navigating two company acquisitions and a three-way merger.
• Revenue Growth: Delivered a twentyfold increase in ARR from the partner channel between 2017 and 2018, reaching $2.3M in ARR and $400K in one-time revenues.
• Pipeline & Performance Excellence: Spearheaded 40% of the company’s qualified pipeline in 2018, with sustained growth into 2019, earning the highest variable commission payout companywide as a percentage for two consecutive years.
• New Sales Channel Creation: Established a high-performing VAR sales channel, selling hosting services through an enterprise commerce vendor’s SaaS offering, achieving multi-million-dollar revenue with minimal customer acquisition costs.

Global Director Partnerships and Alliances

SAP Hybris

Spearheaded the growth of SAP Hybris' partner ecosystem to strengthen our presence in the enterprise commerce market.

• Expanded Partner Network: Cultivated and activated strategic partners, driving collaboration and market reach.
• Executive Engagement: Aligned partner C-level executives with SAP leadership, enhancing partnerships and visibility.
• Strategic Enablement: Delivered Go-to-Market strategies, improving partner positioning and driving revenue growth.

Senior Director, Cloud Channel Expansion

Drove strategic enablement initiatives to strengthen SAP's partner ecosystem and elevate the capabilities of Global Systems Integrators in delivering Customer Engagement and Commerce (CEC) solutions.

• Strategic Partnerships: Fostered impactful relationships with key Global Systems Integrators (Accenture, Capgemini, Deloitte, IBM, Infosys, TCS, and Publicis Group), driving collaboration and ecosystem growth.
• Certification Growth: Achieved a fourfold increase in key partner certifications, contributing to over 2,000 total certifications.
• Partner Development: Guided new and emerging SAP partners in building CEC delivery practices and Go-to-Market strategies.
• Education Programs: Designed and implemented training for Sales, Pre-Sales, and Delivery teams, standardizing best practices for SAP Hybris and CEC solutions.

Global Strategic Enablement Manager - Customer Engagement and Commerce (CEC)

Drove rapid growth and enablement of the North American partner ecosystem, empowering partners to deliver transformative commerce solutions.

• Ecosystem Growth: Expanded the North American partner network from 20 to over 100 commerce-focused partners, significantly increasing market coverage.
• Certification Growth: Achieved a tenfold increase in key partner certifications, growing from under 50 to over 500, enhancing partner capabilities and credibility.

Partner Enablement Manager (hybris)

Business Analyst (B2C)
•	Defined and maintained business requirements and specifications for 5 projects concurrently.
•	Provided user community support through training, error resolution, system enhancement recommendations, and process refinement improvements.

Project Manager
•	Launched new client sites while simultaneously performing project management for current customers.
•	Managed diverse multicultural project and operational teams.

ecommerce Business Analyst/Project Manager (icongo)

As a seasoned Partnership Executive and player-coach with over a dozen years of experience, I specialize in building and nurturing complex global channel organizations and go-to-market strategies. I have played pivotal roles in series B and C funded SaaS startups and SIs, crafting enduring strategies that create a solid foundation for long term growth in robust partner programs.

Throughout my career, I've recruited and partnered with regional SI and GSIs, Enterprise Software Vendors, ISVs, and hyperscalers, consistently delivering impactful strategies that yield mutual benefits.

With a proven track record of generating revenue, closing significant deals, and expanding global partnerships, I am passionate about navigating the evolving landscape of partnerships and alliances to achieve remarkable success. Let's connect and explore how my expertise can contribute to driving growth and opening new channels to revenue for your organization.

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