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Work Background
Kaizen Business Consulting & StrategyBusiness Owner
May. 2024
Extreme NetworksVP, Global Strategic Channel Operations
May. 2022 - Nov. 2023Remote LouisianaI develop and implement strategic plans focused on reaching operational efficiencies and sales motion simplification. I supervise global channel sales operations and coordinate with extended leaders and teams in programs, finance, IT, and compensation. I lead more than 20 personnel focused on designing, sustaining, and communicating channel related plans and results.
I establish and monitor processes for channel and sales divisions with more than 200 staff. I determine and convey global and regional key performance indicators for channel affect. Plus, I serve as a key stakeholder expert on channel program and enablement maximization, design, and measurements, working closely with leaders of teams responsible for these components of our channel ecosystem.
Extreme NetworksSr Director, Head of Channels, Americas
Sep. 2020 - May. 2022I oversaw partner sales function, planning, and implementation assisting an Americas AOP of more than $700M annually. I formed and sustained partnerships with major resellers including CDW, ConvergeOne, StepCG, TDEC, and PCS and more than 150 sales personnel. I collaborated with our partners and internal stakeholders to prepare channel sales roadmaps and KPIs to move into strategic areas. I joined with distribution and marketing leaders to identify, recruit, and train partners to increase growth. I designed and deployed partner growth strategies to optimize effect including business and marketing plans.
And, I managed 32 staff aiding 1800+ active resellers.
• I revamped the team's structure, roles, and alignments to match sales structures and positively impact sales motion.
• I streamlined procedures to eliminate inefficiencies including deal registration and partner help.
Extreme NetworksDirector - Strategic Alliances, Verizon
Feb. 2020 - Sep. 2020Specializing in Go-To-Market Strategy: aligning teams and resources, joint planning, enablement, and execution of repeatable, scalable processes.
Achieving joint success while enhancing relationships and leading through change.
CiscoSr Manager, Global Partner Engagement, Global Demand Center
May. 2019 - Feb. 2020Global Partner Lead, part of a dynamic Sales and Marketing team. Lead for partner program alignment to Cisco’s demand response, connecting partners globally with qualified leads via our centralized team. I devised a scalable international plan for partner profitability and
enablement joining our right partner to appropriate customers guaranteeing accurate management of Cisco Generated Sales opportunities through the channel. I designed and delivered our partner go-to-market strategy related to leads. I prepared and delivered executive level messages. Plus, I produced and recorded sales and partner enablement for new sales motions and protocols.
Cisco MerakiAlign & Scale - Product Architecture - Cisco Meraki Product Management
May. 2017 - Feb. 2020Austin, TexasI served on the team creating cross architectural ways to better assist global customers, partners, and peers. I connected teams and initiatives through joint go-to-market strategy and delivery. I prepared messaging and scaling Cisco Meraki technical mergers. I built and executed efficient
processes for information dissemination.
CiscoSales Business Development Manager
Oct. 2015 - May. 2017Austin, TexasSales Alignment & Execution
US Commercial Theater
Strategy & Transformation
CiscoEducation Vertical Partner Manager
Sep. 2014 - Oct. 2015Austin, TexasI matched ISV Partners with proper education focused opportunities. I partnered with sales, engineering, marketing, and channel teams to develop and introduce initiatives.
CiscoSr. Manager, Partner Sales Acquisition & Integration, Global Security Architecture
Sep. 2013 - Sep. 2014I spearheaded combining of the channel sales team and partners following acquisition. I designed and instituted theater specific partner programs. I also functioned as the main source for change management tactics and trainings for all things related to channel in the integration roadmap.
CiscoSecurity Partner Development Manager
Mar. 2010 - Sep. 2013austin, txI orchestrated partner engagement for specialized product lines. I facilitated and executed business strategies aimed at regional and national growth partners. I joined with existing and contributed to identifying new resellers. I created and executed marketing campaigns. I collaborated with
sales team to enhance relationships and increase sales.
CiscoTerritory Account Manager
Oct. 2006 - Mar. 2010I predicted sales for geographically challenging region (Texas, Oklahoma, Mississippi, Louisiana). I studied technology offerings and promotions for customers and partners. My previous experience allowed me early and continued success in this role and subsequent roles.
I was an Independent Sales Agent, Southeast Louisiana, Technology Sales for Softchoice, Inc., Toronto, ON.
I began my techonology sales career at Blackbaud, Charleston, SC, holding both individual sales roles (inside and outside) and managing a team of inside sales reps selling financial software solutions.
My time as a Financial Advisor for Morgan Stanley Dean Witter, Baton Rouge, LA provided me with excellent sales skills.
Leading and managing multi-million dollar business in the Construction Equipment/Auction Industry provided me with experience in managing others, marketing, process, and executing large events.
SoftchoiceIndependent Sales Agent
Aug. 2005 - Oct. 2006New Orleans, LAResponsibilities Included:
• Commission only position, based in home office, Southeast Louisiana
• Reviewed technology plans of enterprises and offered volume licensing/purchasing programs
• Developed ROI proposals and made recommendations based on short and long term goals
• Facilitated upgrades and renewals, increasing sales for vendors and company
• Sales of both hardware and software included in customer proposals
Key Achievements:
• Awarded Top Sales Agent for 2005 (FY), First Half 2006 (FY)
• Built the business substantially following Hurricane Katrina
• Over 4000% YOY revenue growth for Q1 2006 (FY)
• Led Agents in most Enterprise Level Agreements
BlackbaudOutside Sales Representative, National Sales Manager, Inside Sales Representative
Jun. 2002 - Jul. 2005Charleston, South Carolina AreaOutside Sales Representative, Financial Management Solutions (Jul 2004 – Jul 2005)
Responsibilities Included:
• Territory Management: direct sales territory including 17 States, US Territories and portions of Canada as part of Senior Sales Team, working remotely from home office
• Built relationships with Executive Level Officers of prospects to identify and satisfy business needs
• Provided ROI proposals for solutions and generate revenue based on knowledge of accounting, nonprofit, and technology industries
• Worked closely with internal consulting, education and data departments to coordinate projects.
• Designed Scopes of Work to facilitate smooth implementation for customers
Key Achievements:
• Increased active pipeline by 400% first quarter live
• Designed, developed, and implemented a spreadsheet solution for entire sales division – used for forecasting, tracking sales, reconciling commission statements, and verifying payment on outstanding consulting and training for sales force
North American Sales Manager, Financial Edge (Jun 2003 – Jul 2004)
Responsibilities Included:
• Responsible for all aspects of team management: territory structuring and quota assignment; recruitment and hiring; time management; day to day operations
• Team structure included channel management
Key Achievements:
• Achieved Monthly Team Quota - which had not been achieved in previous 36 months
• Consistently hit monthly budget numbers
• At promotion, team boasted 107% quota attainment
• President’s Club Recipient 2003
• Peer Award Recipient 2003
Account Manager, Financial Edge (Jul 2002-Jun 2003)
Responsibilities Included:
• Territory Management: Managed 400+ non profit clients across 8 states Worked exclusively with Business Office
• Collaborated with Professional Services Department to outline and fill consulting engagements.
Key Achievements:
• 128% of quota for 2003 (FY); 137% of quota for 2002 (FY)
Morgan StanleyFinancial Advisor/Broker
Feb. 2001 - Dec. 2001Baton Rouge, Louisiana AreaResponsibilities Included:
• Utilized consultative sales techniques to identify client needs/interests
• Direct Sales – Stocks, Bonds, Annuities, Mutual Funds, Exchange Traded Funds
• Planned and hosted weekly sales seminars for prospective clients
• Managed in excess of $2M in assets.
• Focused on business services and financial planning
Key Achievements:
• Ranked in 1st Quartile, Class of 264 Advisors
• Developed unique asset allocation model using Excel
• Consistently recognized for presentation skills in weekly sales training presentations
• Obtained Series 7: 66: 31: Louisiana Insurance Licenses
Sprint Auction Company, Easler Auction Company, Bargain Equipment SalesGeneral Manager, Auction Sales Division, Database Manager
Feb. 1997 - Dec. 2000Charleston, South Carolina AreaResponsibilities Included:
• Handled used equipment consignments from customers worldwide
• Responsible for collection and disbursement excess of $100M, annually
• Worked directly with buyers and sellers, establishing lasting relationships
• Developed marketing plans and budgets for each auction
• Created and performed presentations to prospective County Government/Contractor Prospects
• Designed and created full-color brochures, pamphlets, and advertisements
• Approved software/hardware purchases for companies
Key Achievements:
• Designed, created, and maintained a relational database to handle inventory, transportation, and repairs for inventory in excess of $40M
• Annual sales increased from $10M to $100M during tenure as Auction Sales Manager
• Developed, documented, and published Internal Controls and Procedures manual
• Designed and implemented unique Auction Planning and Monitoring Tool
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