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Director Of Business Development (Strategic Partnerships)

Partnership Leaders

Partnership Leaders is the industry association for Partnership/Channel/ Alliances/Business Development leaders. The association’s mission is to elevate the role of partnership leaders at their companies and provides a vibrant online community, virtual events, curated professional networking opportunities, and educational resources to drive success for it's members.

Member

YayPay

▪ Managed and grew NetSuite Partnership, as well as successfully negotiating four new
strategic partnerships
▪ Created all partner marketing collateral for various verticals/industries, including:
Software, Wholesale Distribution, Manufacturing, Advertising, Media, Publishing, Retail
and Professional Services

Director of Strategic Alliances

Azuqua (Acquired by Okta)

▪ Spearheaded and deployed creation of Partner Program initiative to develop strategic
alliance infrastructure
▪ Orchestrated five strategic partnerships in three months, preparing startup for
successful relationships post-acquisition
▪ Distinguished company with three white label deals with large enterprise companies

Highspot

•	Galvanize Channel Development Management by forging, implementing, and maintaining more 
        than 15 partnerships in support of Highspot’s channel business strategies.
•	Partner with cross-functional teams in order to create Highspot-branded Partner Program; lead 
        weekly meetings with each cross-functional team i.e. marketing, product, customer service, 
        account management, sales. Project manage each team to make sure all tasks were completed.
•	Cultivate partnerships with the goal of bridging and eliminating strategic product gaps by 
        negotiating contracts and launching products within internal sales teams.
•	Oversee Customer Relationship Management by building and sustaining executive, sales, and 
        marketing relationships including BDR Organization, Account Executive Organization, Account 
        Management Organization, and the Executive-Level Team, as well as creating and maintaining ties 
        with Sales Consultant Firms and ISV’s surrounding the Partner Ecosystem.

Strategic Alliances

Avalara

•	Orchestrated Channel Development Management by formulating, instituting, and overseeing 
        NetSuite and Oracle partnerships in support of Avalara’s business strategies.
•	Surpassed partner revenue objectives and goals, such as a yearly revenue growth between $800K 
        in 2014 and $5.2M in 2017.
•	Analyzed and planned the partner ecosystem to create synergy among marketing, sales 
        organization, and product teams in order to position company solution offerings to the field, 
        prospects, partners, and customers.
•	Headed a team of Strategic Alliance Managers in collaboration with our top SaaS partners 
        including NetSuite, NetSuite VARs, and NetSuite ISVs.
•	Led Program Development Management and successfully outpaced sales objectives and quotas 
        every year; designed and managed the go-to market planning and execution for partnerships, 
        including managing the lead generation and sales alignment process from SDR – AE – Go Live – 
        AM – Technical Case Manager; engineered and executed marketing plans via internal and external 
        marketing channels including Referral Marketing, Content Marketing, Advertising, Mutual 
        Marketing Events, SDR and BDR Teams
•	Promoted Customer Relationship Management by initiating, cultivating, and sustaining executive, 
        sales, and marketing relationships including BDR Organization, Account Executive Organization, 
        Account Management Organization, and Executive-Level Team, as well as developing and 
        maintaining relationships with VARS and ISV’s surrounding the partner ecosystem.

Strategic Alliance Manager - Team Manager

Responsible for developing and managing revenue growth opportunities by strategically creating new and expanding existing relationships with our business partners, ensuring we understand their overall business and serving as their primary source for sales and use tax compliance.

My Strategic Alliance:

NetSuite

Strategic Alliance Manager

Responsible for developing and managing revenue growth opportunities by strategically creating new and expanding existing relationships with our business partners, ensuring we understand their overall business and serving as their primary source for sales and use tax compliance.

My Strategic Alliances:

NetSuite
Oracle
Pinnacle Cart
PrestaShop
Volusion/Mozu

Work within the VSB space by educating the Avalara value proposition and demonstrating through their Accounting/E-Commerce Shopping Cart.

Develop a sustained pipeline of accounts by actively prospecting, marketing lead follow-up, creating personal relationships, executive introductions, and marketing automation introductions to independently close contracts at a close frequency and value to meet or exceed productivity and quota expectations.

Follow the established sales process, and consistently and regularly use Salesforce.com to provide timely and accurate forecasting and reporting of activity to Sales Management.

Develop, write, and deliver value-based sales proposals. Appropriately engage management and staff in the sales cycle in addition to providing ongoing feedback to other areas of the organization.

Regional Sales Manager

Sub Dio

•	Oversaw Direct Channel Sales and Marketing through directly managing eight  brands including 
        Turtle Beach, HMDX, myCharge, The House of Marley, Lab-C, Sensio (Bella), and iShieldz; building 
        and nurturing long-term relationships with Account Managers, Purchasing Agents, Buyers, 
        Inventory Managers, and Sales Directors for all Sub Dio brands; spearheading the analysis of 
        consumer supply chain and logistics reports for our vendors.
•	Orchestrated Strategic and Opportunity Assessment by; acting as the key contributor to strategic 
        assessments of new products and the implementation in domestic and international channels; 
        implementing several initial market, competitive, and strategic assessments including tempered 
        glass protectors, Bluetooth speakers, kitchen appliances, mobile charging
•	Directed Indirect Channel Sales and Marketing by mobilizing domestic and international channels 
        to market and sell products through their intermediaries, wholesalers, retailers, and distributors 
        (e.g., Amazon, Costco, Verizon, Staples, and T-Mobile); propelling and managing forecasting, RMA, 
        MDF, and ROI for all brands in domestic and international markets (such as EMEA); writing reports 
        analyzing sales and point of distribution issues for dissemination to vendors.
•	Implemented Strategic Retail Marketing through directly involvement with the creation of POP 
        Kits, Manager Kits, and Training programs when bringing multiple brands’ products into Sub Dio’s 
        various Channels domestically and internationally.

Customer Relationship & Direct Channel Manager

Livemocha

•	Identified and built relationships with organizations that could benefit from implementation of a 
        technology-driven language learning platform. 
•	Cultivated and managed relationships with customers throughout the entire sales cycle.

Business Development Manager of Language Learning Platform

Pacific Rim Constructors

•	Discovered, developed, endorsed, and handled strategic sourcing procurement opportunities for 
        global projects and operations. 
•	Successfully strategized, coordinated, executed, and followed up on diverse customer relations 
        programs, including PNG and Hides Wellpad Papua New Guinea Programs, OS2 Odoptu, Russia 
        Program, with additional responsibilities involving calculating their annual budget and monthly 
        forecast as well as other business reporting as required.

Business Development Manager

CampusPoint

•	Bridged connections between college students/recent college graduates and employers in the Puget Sound area through recruiting services. 
•	Established and maintained consultative relationships with students and employers.

Account Manager

I am a seasoned channel sales and marketing professional with 10+ years of strategic leadership and customer relations experience in the sales platform and software, tax software, consumer electronics, online language education, union contractor, recruiter, yacht detailing, countertop construction sectors. Recognized for demonstrating a natural aptitude for leading cross-functional teams, as well as for creating partner management programs, I have a history of contributing directly to company growth and expansion throughout my career. Professional focal points include strategic alliances, direct and indirect channel management, B2B sales, B2C sales, international business, logistics, procurement, market analysis, management development, project management, partner programs and relationships, customer relations, and vendor relations. Delivering superior administration on the latter areas of expertise requires utilization of effective communication skills, as well as business acumen, project management and resource management to support efficiency and maximum returns.

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