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Work Background
mablVice President, Head of Alliances and Partner Programs
May. 2023● Produced 28% of revenue by enhancing marketplace operations in partnership with Sales.
● Closed over 25 new business deals with cloud influence in under a year.
● Launched Mobile, AI, and API Testing products in collaboration with GCP, AWS, and Azure Gen AI teams.
● Elevated the company to a GCP Premier build partner status in just one year.
● Aligned Product and Sales teams with top cloud providers, including AWS, Azure, and GCP, to increase joint solution offerings and improve sales capabilities.
● Fostered cloud partnerships to enable solutions and expand market presence.
● Developed alliance and partner roadmaps across cloud platforms and drove revenue growth with RSIs and GSIs.
● Drove Cloud opportunities via GCP PartnerAdvantage, & Amazon ACE
GitLabSr. Director - Cloud, ISV Partner Program, GSIs and Channel
May. 2022 - May. 2023Seattle, Washington, United States● Cultivated GCP, AWS, and Azure cloud partnerships to increase revenue by 30% and establish industry benchmarks.
● Enhanced ISV partner revenue by 30% through cloud integrations.
● Drove AI-driven partnerships and announced them at Google Cloud Next 2024.
● Won the Partner of the Year Award in 2022.
● Boosted revenue by guiding the cloud partnerships of Alliance Managers and Engineers.
● Streamlined the ISV partner program, expanding ecosystems and catalyzing new business.
● Innovated new business lines through a Gen AI partner strategy with GCP and Azure.
● Supervised a team of Alliance and Program Managers that were responsible for the ISV Partner Program
New Relic, Inc.Global Head of Alliances & Channel - Cloud
Feb. 2021 - May. 2022seattle, Washington, United States● Maximized year-over-year revenue growth by 22% via cloud marketplace partnerships.
● Owned and managed the largest cloud and GSI partner contracts
● Supervised a team of Alliance and Program Managers and Technical Engineers to drive partner revenue.
● Spearheaded GTM and stakeholder thought leadership for critical agreements aligned with AWS, GCP, and Azure business objectives to enhance the cloud revenue pipeline significantly.
● Introduced cloud marketplace models alongside the Product team to align with the cloud services team to spur growth.
CloudBeesVice President, Business Development, Strategic Alliances and Channel
Apr. 2017 - Feb. 2021Greater Seattle Area● Generated 24% of total business through joint co-selling SaaS/cloud marketplace initiatives.
● Elevated year-over-year AWS revenue by 38%.
● Boosted GCP revenue by 20% annually for three consecutive years.
● Recruited over 60 partners by creating a technical alliance partnership program focused on CNCF ecosystem certification and co-selling.
● Secured priority partner status with industry leaders (AWS, Google, Microsoft) within 2 years.
● Orchestrated launch partner functions for Kubernetes offerings across AWS, Azure, VMware, and Google to position the company as a leading DevOps collaborator in cloud ecosystems.
● Established a team specializing in partnership management and technical integrations that delivered cutting-edge customer solutions with the world's largest cloud providers.
● Guided Business Development Managers and Technical Alliances Engineers to exceed goals while building multimillion-dollar sales pipelines.
● Implemented targeted go-to-market campaigns that enhanced brand visibility and drove revenue through joint marketing.
● Successfully managed a staff of over 25 alliance professionals.
ExtraHop NetworksSenior Director, Business Development, Strategic Alliances and Channel
Nov. 2015 - Mar. 2017Greater Seattle Area● Grew annual revenue by 30% through partnerships and enhanced sales support with AWS, Azure, Google, Cisco, and Gigamon.
● Established a multimillion-dollar pipeline within one year by collaborating with Technical teams to integrate services aligned with Cisco, AWS, Microsoft, VMware, Arista, and ServiceNow.
● Managed multi-year OEM agreements with Cisco, VMware, and Arista
● Prepared and presented emerging technology market trends to executive management.
● Strengthened underperforming channels to enable a sustainable growth platform.
Puppet LabsSenior Manager, Business Development & Technical Alliances
Apr. 2013 - Nov. 2015Greater Seattle Area● Owned the partnership with the largest Puppet Labs partners AWS, GCP, Microsoft and VMware
● Successfully managed the AWS partnership to include signing the largest AWS and Azure multiyear OEM Agreements
● Compiled alliance relationship insights to establish shared visions and craft GTM strategies.
● Architected offers for critical technical partners, including AWS, GCP, VMware, Microsoft, Cisco, Cumulus, Huawei, and Juniper.
● Integrated VMware Product and Marketing teams to boost joint solution development.
VMwareSenior Manager, Partner Marketing
Apr. 2012 - May. 2013Greater Seattle Area•Develop and execute a Marketing go to market plan for the vCloud Air (Formerly vCloud Hybrid Service) and Usage Meter for Service Providers data centers
•Develop a go to market plan with top VMware ISV and Channel partner
•Define VMware vision and strategy for selling software defined datacenter solutions via the VMware vCloud Air and VMware's largest GSI partners
•Collaborate with the Product Marketing, Product Management, Sales, and Channel teams to develop technical sales/partner enablement assets
•Act as Cloud landscape competitive subject matter expert for the VMware field, Service Providers, vCloud Air customers and channel partners
•Write exciting collateral including slide decks, whitepapers, datasheets, and Cloud landscape competitive battle cards •Work with Service Providers to mine feedback for effective product management and engineering solutions
Microsoft & SymantecPrior Experience: Microsoft, Technical Product Manager; Symantec, Product Manager
May. 2001 - Apr. 2012
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