Dante G.

SalesLoft

Salesloft is the provider of the leading sales engagement platform that helps sellers and sales teams drive more revenue.

* Designed and executed go-to-market plans for strategic partnerships that have delivered $9M in newly sourced ARR and influenced $24M in ARR, exceeding quotas in 2021 and 2022.
* Recruited, onboarded and activated technology/integration and consulting services partnerships.
* Built and managed a team of partner sales and development reps.
*  Collaborated with cross functional team consisting of product management, marketing, and sales to execute product launch campaigns that maximized leverage from partner ecosystem.

Partner Sales Director

Unitrends

Unitrends delivers award-winning business recovery solutions for any IT environment. The company’s portfolio of virtual, physical, and cloud solutions provides adaptive protection for organizations globally. With the industry’s lowest total cost of ownership, Unitrends’ offerings are backed by a customer support team that consistently achieves a 98 percent satisfaction rating. Unitrends’ solutions are also sold through a community of thousands of leading technology partners, service providers, and resellers worldwide.

As the Senior Director of Global Channel Marketing, I led a team responsible for driving all partner demand generation initiatives for the company. I oversaw the planning, development and execution of the programs including lead generation, partner program, MDF, PRM, events, recruitment, channel incentives, partner training, enablement and operations.

* Developed and executed channel go-to-market strategy. 
* Built and delivered on innovative channel marketing campaigns and promotions that increased partner sourced leads by 30%.
* Designed and launched award winning global partner program, increasing channel engagement by 200% and producing 98% partner satisfaction rating.
* Architected and implemented full partner marketing infrastructure stack including CRM (Salesforce), PRM (Impartner, Salesforce), MDF, LMS and marketing concierge services.

Sr. Director, Channel Sales & Marketing

Navisite

NaviSite, a Charter Communications Company, is a leading worldwide provider of enterprise-class, cloud-enabled hosting, managed applications and services. Enterprise customers depend on NaviSite for customized solutions, delivered through a global footprint of state-of-the-art data centers.

As the Director of Channels and Alliances, I led the Northeast Region channel partnerships and select strategic global alliances.

* Recruited, developed and managed business partnerships in the Northeast region, consistently delivering on sales targets and contributing to the regions #1 ranking in the company.
* Negotiated strategic alliance contracts and developed go-to-market plans with national partners DRT and ViewSonic.
* Partnered with master agents (Avant, Intelisys, WTG and TBI) to extend channel reach and grow referral sales pipeline.
* Designed and launched NaviSite's SaaS Partner Program, exceeding partner acquisition targets by 50%.

Director, Strategic Alliances and Channels

Riverbed Technology

Riverbed®, The Digital Performance Company™, enables organizations to maximize digital performance across every aspect of their business, allowing customers to rethink possible. Riverbed’s unified and integrated Digital Performance Platform™ brings together a powerful combination of Digital Experience, Cloud Networking and Cloud Edge solutions that provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and dramatically accelerating business performance and outcomes. 

In my role, I had global responsibility for all alliance marketing strategy and execution for Riverbed’s top alliance partners including EMC, IBM, HP, McAfee, Microsoft, NetApp and VMware.

* Led joint marketing with EMC and VMware, generating more than $30M in influence revenue over 18 months.
* Created and executed strategic alliance marketing plans with technology partners to increase revenue.
* Designed and delivered enablement programs to help Riverbed sales reps more effectively leverage alliances.
* Drive alliance cloud initiatives, incorporating Riverbed solutions into technology partners’ cloud offerings.

Director, WW Alliance Marketing

Vanu, Inc.

Vanu, Inc. developed the first commercially available software radio access network (RAN) that lets wireless carriers operate multiple standards simultaneously on a single platform.

As a Senior Partner Marketing Manager, I was responsible for developing partner strategy, recruitment, development and marketing.

* Developed strategic partnership plan, including defining goals, prioritizing segments to recruit and creating a blue-print for the go-to-market.
* Negotiated and closed partnership agreements with top 3 alliance targets during first 3 months.
* Architected and executed field marketing initiatives to drive awareness, generate leads and increase partner sales effectiveness.

Sr. Manager, Partnership & Alliances

Juniper Networks

Responsible for planning and execution of all strategic initiatives and plans for company's key enterprise partnership.

* Targeted, recruited and developed a reseller channel to effectively sell joint solutions from Juniper and the partner, growing revenue from zero to $13M.
* Led joint sales enablement, implemented sales training programs and promoted the value of the partnership to customers and channel partners, building a funnel in excess of $100 million.
* Orchestrated successful global launch of jointly developed product into APAC, LATAM and EMEA regions, resulting in sales wins and reference customers within first 6 months.

Alliance Director

Avaya

Global responsibility for developing and managing relationships with GSI partners including Accenture and E&Y.  Industry focuses included Financial Services, Insurance and Government.

* Defined, built and managed global strategic alliance with leading GSI partners, generating $30 million in sales over 3 years.
* Led joint sales and marketing efforts, exceeding annual quotas.
* Created and executed alliance business plans that included developing repeatable joint solution sets, negotiating contracts, designing and delivering training programs and establishing joint sales strategies that increased revenue by 20%.

Sr. Alliance Manager - Global Systems Integrators

A dynamic, highly effective senior management professional with proven track record of results in business development, strategic account management, field sales, channel management, marketing and project management.

Exceptionally adept and forging strong relationships and working across various functional organizations to achieve objectives through partnerships.

Specialties: Field Sales, Partner Recruitment, Development & Management, Channel Sales, Contract Negotiation, Channel Program Development, Cross Functional Team Management, Strategic Market Planning, Social Media Marketing and Demand Generation

Salesloft is the provider of the leading sales engagement platform that helps sellers and sales teams drive more revenue. The Modern Revenue Workspace™ by Salesloft is the one place for sellers to execute all of their digital selling tasks, communicate with buyers, understand what to do next, and get the coaching and insights they need to win. Thousands of the world’s most successful sales teams drive more revenue with Salesloft. For more information visit salesloft.com.

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