Partner Insight

Cloud Go to Market Expert providing training to Alliance Managers who need to learn and understand how to start a cloud/marketplace business along with how to fold it into the more extensive strategy of their company and align with C-Suite members. In addition, advising Stealth-mode start-ups building out their Partner ecosystems.

Advisor - Cloud GTM Expert in Residence 

Talend

Talend is an open-source company that offers a comprehensive software platform for Data Management and Governance. Talend’s suite of products offers rich functionality for Data Integration, Data Quality, and Data Governance for all types of customers, from SMBs to Enterprises across all verticals. The company grew from 700+ to 1,400 employees and revenue up to $290M.

Worked closely with the C-Suite, leading the company’s Channels and Alliances organization, driving the highest win rates, average sales prices, new logos, and margins for the company. Led teams up to 50 (ISV, CSP, GSI, SI, VAR, OEM) covering North America, EMEA, and APAC. Rebuilt the Partner Enablement and Certification approach and was a key member of the company’s M&A council (selection, due diligence, negotiation), incorporating 2 acquisitions into overall GTM strategy with partner-first approach.

Actively involved in partner recruitment, contract negotiation, enablement strategies, training, and execution. In addition, rebuilt company’s Partner Program and Strategy as GTM pillar, focusing on net new revenue growth, market expansion, customer satisfaction and expansion, resulting in >50% partner-driven ACV, and improved renewal rates (>93%).

Created and expanded the GTM alignment and partner focus areas, which led to the creation of an Ideal Partner Profile (IPP) and helped uncover 4 focus areas 1) Pipeline for sales that closes, 2) Solution and Technology Stack creation by partners, 3) Delivery excellence through qualification and certification and 4) Scale with Hyperscaler marketplaces. In addition, built out strong internal enablement approaches for our sales and marketing organization, creating more joint marketing engagements and initiated a strong vertical focus.

VP Global Channel and Alliances 

CA Technologies

CA is a multi-software product company operating globally with product offerings spanning everything from cybersecurity, mainframe operations, planning tools, test data management, and big data. At the time, the company had 11,000+ employees and revenue of approximately $4B. Customers were global, across all verticals and across all customer segments.

Operating within the Channel and Alliances organization and reporting to the SVP of Channels and Alliances, oversaw 10 direct and indirect reports driving the rebuild of the company’s transformation strategy’s ‘Growth’ segment (customers from SMB to $750M in size) turning CA’s ecosystem into a strong GTM pillar across all RTMs, products, Geos, and customer segments. Created and managed the global capacity model, and partner analytics delivering a regionalized partner ecosystem. In addition, developed and implemented new channel and partner programs for VAR, SI, GSI, and MSPs as well as establishing a Program Office.

Built guidelines for Channel Managers that helped them to understand exactly what program name describes: ‘where to play’ (segment, customer profile, technology, use case) and ‘how to win’ (strategies to land & expand, compete, move from tactical to strategic sales, and make partners successful).

VP Indirect Strategy and Partner Program 

McAfee

Intel had acquired McAfee but ran it as a separate organization. Held hybrid responsibilities ensuring growth with the Indian GSIs for McAfee but also pushing Intel products into the Indian GSI community either for direct customer transactions (‘Alliance Manager’ work), or for their outsourcing requirements. Focus on Endpoint security (Outsourcers) and data security & SIEM into Indian outsourcing offices so they could seamlessly work with companies where they took over customer support etc. In addition, created joint solution offerings around McAfee SIEM solutions along with supporting Intel by launching their first partner sourced Big Data solutions with the Indian GSI portfolio that included Infosys, Wipro, Tata Consulting, Cognizant, and Hexaware. Achieved double digit growth in revenues within 18 months along with creating strategic alignment on all levels, sales, product development, and C-Level.

Director of Global Indian SI Portfolio

Informatica

Informatica (NYSE: INFA), is an Enterprise Cloud Data Management leader, bringing data to life by empowering businesses to realize the transformative power of their most critical assets. They have customers in more than 100 countries and 85 of the Fortune 100 rely on Informatica to drive data-led digital transformation. Revenue was $600M+ and 900+ employees.

Initially hired in Germany to rebuild the channel strategy and oversee the DACH (German, Austria, Switzerland) channel and work with multiple partners simultaneously. Created channel programs that were a combination of training/certifications, joint marketing initiatives and programmatic customer and pipeline mappings. Later took over the global GSI program, identifying three main partners for scale: Capgemini, Cognizant, and Deloitte. In addition, assumed responsibility for Vertical Financial Services Alliances that included Accenture with a focus on partner booked pipeline by creating and roll-out of solution offerings and supporting field in supersizing opportunities.

Director Global Alliances

intouch

Co-founder of an Ecommerce interactive agency that built simple and complex ecommerce applications and sales intranets for large European customers including Deutsche Bank, Cisco, and several large retail companies.

Owner and Managing Director

A Senior Level Channels and Alliances Executive with over 20 years of experience identifying, developing, managing, and scaling Channel and Technology Partner Ecosystems to support a growth strategy with a focus on Data Management, Cyber, Cloud, and SaaS for companies that include Talend, CA, Inc., McAfee, and Informatica. Significantly improved underdeveloped channel ecosystems, then realigned and expanded them for both new product Go-To-Market Strategies along with expanding the reach of existing products. Built and managed high performing global teams up to 50 along with all indirect reports covering all RTMs (ISV, CSP, GSI, SI, VAR, MSP, OEM) covering the Americas, EMEA, & APAC. 

Owned partner recruitment strategies and relationships, contract negotiations, enablement, training, execution, and driving partner ecosystems as their own reliable RTM along with providing C-Suite, and Board support. Strong ability to effectively communicate, collaborate, present and influence at all levels of the organization. In addition to my work experience, I earned a Bachelor of Science in AI & International Marketing from the European Business School, Oestrich-Winkel in Germany. In addition, hold a dual citizenship in the United States and Germany and am fluent in German, English with a working proficiency in French.
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