Gong

Leading sales transformation practices and business consulting firms to develop the future revenue intelligence platform.  Directed the Go To Market (GTM) planning and build out of a network of recommenders, advisors, GSIs, and consulting partners to generate revenue growth. Gong, a SaaS  AI Powered Platform, captures customer interactions, analyzes them, and then delivers insights, suggest next best actions and automate workflows thus improving Sales Performance for large and small organizations.

Initiated joint GTM initiatives with Sandler, Challenger, Force Management,  Corporate Visions  and other sales methodology companies. Engaged new partner type Sales Influencers / Executive Advisors for Strategic Accounts.  Facilitated teaming between reps and their consulting counterparts.  

Assisted consulting companies in understanding Gong forensics and including new data type as part of their overall revenue improvement recommendations.  Helped partner build partner service offerings and revenues in this new category of revenue intelligence.

 Grew the business from 1% to 14% of company net new revenues over 2 years.

Senior Director, Sales Transformation & Advisory Partners

UiPath

Lead key programs, infrastructure build out and cross functional initiatives to support growth of all indirect partners for Robotic Process Automation leader.  Hands on building partner base, across all aspects of partner organization including GSIs, National and Regional partners.  Managed, built and measured partner investment process for $10M Acceleration Fund.  Analyzed business plans and provided GTM guidance for partner investments, funding 15 out of 70 submissions.  Built Partner Inside Sales teams, developed organizational structure, built operating policies, KPIs, recruited team members.  Solicited and engaged with third parties for channel outsourcing and/or distribution coverage for the long tail.  Provided consultation around operational excellence, headcount, resource and fiscal planning.  Led partner teams while permanent leadership is recruited and ramping (GSI, EMEA).  Provided effective partnering and deal registration best practices to new hire sales at bootcamps and SKOs.

Senior Director, Global Partner Strategic Initiatives

Nutanix

Responsible for building SP strategy, global SP operating plan, achieving SP Sell thru revenue targets. Manages headquarters team that works closely with field and partner organizations to design Nutanix service offerings with MSPs, SPs, and VARs. Creates new sales policies to accelerate and drive the business towards adapting to partner based OPEX based service offerings. Identifies and creates strategies with sales teams to penetrate sell in, sell thru, and sell with sides of the large SP organizations.

Sr. Director, Service Provider Sales

NetApp

Hybrid Cloud Partner Development, Emerging Products Division
Global Business Development & Programs, Service Providers
Manages global team of Business Development and Cloud Architects that identify, pursue, recruit and enable partners to participate in NTAP’s “Data Fabric".  Specifically focused on Hybrid Cloud Products such as AltaVault (formerly Steelstore), NetApp Private Storage, and Cloud OnTap that work in concert with public clouds such as AWS, Microsoft, Softlayer, Google and Alibaba Cloud and cloud ecosystems.  Also manage the Global NTAP Service Provider Program budget and am responsible for GTM initiatives for all pathway partners within NTAP's Cloud Business Unit. Part of the initial team that set the strategy for NTAP’s Service Provider Program in 2010.  Initiated Design Win sell process and rolled out and trained the incubating Telco Service Provider field teams for embedding NTAP in the design of service catalogs. Designed Go To Market workshops to accelerate co marketing and co selling of SP services with NTAP direct and indirect channels. Created content and rolled out global sales workshops for "developing OpenStack strategies within your accounts" across 9 cities around the world and trained over 200 sales people. Created the NPS Delivery Partner Program and designed “GetSuccessful with NetApp Private Storage” workshop targeted at recruitment and enablement of NTAP VARs and SIs for AWS and Azure. Top 10% sales achiever for 2013. Club winner 2011, 2012, 2013, 2015. Special recognition award at Club 2012.

Director, Cloud Business Development

ObjectVideo

OEM Sales Director

ActivCard

Director of OEM Sales

Sun Microsystems

Global Alliance Manager

Experienced Building new partner pathways to customers, increasing revenue, increasing adoption.  Proven ability to open, develop, and grow net new business in SP, MSP, OEM, Distribution, VAR, GSI, Consulting, Technology Partners, and Sales Influencers.   Led Partner Sales, Partner Customer Success, Partner Marketing teams, planning and executing unique GTM strategies for sell in, sell through and sell with all partner types. Effective in leading teams, setting strategies, selling in concert with field as an overlay sales leader. Extensive background in cloud providers, data center outsourcing, hyper converged infrastructure, Generative AI, AI assisted selling tools, robotic process automation, AI hosted service models

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