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Work Background
Various (Consulting)VP, Channels and Partnerships, Sales and Business Process Consultant
Jan. 2023Phoenix, Arizona, United States · HybridProvided sales and business process advisory and consulting services in various engagements
Conducted market scoping and provided advisory services for a private equity firm interested in investing/acquiring a Digital Media organization
Offered consulting on sales processes and alternative distribution channels to a national construction and plumbing distributor
Advised a national FinTech firm on channel sales strategies and best practices, resulting in 30% MoM revenue increase and cost reduction of 40%.
Partnership LeadersMember
Dec. 2022Phoenix, Arizona, United States · RemotePartnership Leaders is the industry association for top Partnership/Channel/ Alliances/Business Development leaders. Our mission is to elevate the role of partnership leaders at their companies and provide a vibrant online community through virtual events, curated professional networking opportunities, and educational resources to drive success for our members.
InPlayerSenior Vice President of Global Sales and Partnerships
Jan. 2017 - Oct. 2022Phoenix, Arizona Area · RemoteRecruited to build the North American sales strategy as initial and sole North American employee for startup digital media/FinTech payments and subscription management platform. This “Player/Coach” role included identification of key vertical markets and accounts, segmentation, recruitment, closure and enablement of strategic go-to-market partnerships, ownership of entire sales process and customer experience from prospecting to closure through deployment and support, as well as management of Strategic Partnerships and OEM relationships with an emphasis on investment/acquisition. Promoted to Senior Vice President of Global Sales and Partnerships due to achievement, responsible for steering direct and indirect sales team through hyper-growth.- Consistently achieved top sales performance from 2017 to 2022, excelling as both an individual contributor and SVP/VP of Global Sales and Partnerships.
- Generated >80% revenue as Ind. Contributor
-Demonstrated impressive closure rate of approximately 75% for prospects at the top of the sales funnel.
- Team expansion of 5x
- Secured deals with the top 10 revenue generating direct clients
- Pioneered the creation of a comprehensive sales process, facilitating accurate performance reporting
- Formed a significant OEM partnership with an online video platform provider, resulting in an immediate influx of 186 revenue generating clients.
- Identified, Closed, Managed lucrative OEM partnerships with leading OTT application providers, OVPs, and other streaming/player technologies and platforms (THEOPlayer, Brightcove, Applicaster, JWPlayer, Kaltura, Wowza, BitMovin, VIMEO, etc.)
- Oversaw a global sales and sales engineering team, ensuring unified and high-performing operations across all regions.
- Established collaborative collateral materials and an engaging C-Suite to individual seller engagement model through key GTM partnerships
-Drove co-sell efforts with partners, from identification to qualification to closure and deployment
CloudHealth Technologies, Inc.Director of Business Development
Jan. 2014 - Dec. 2017Greater Boston Area · HybridAcquired by VMWARE $600MM -Established Multi-Cloud Cost and Performance Management startup organizations channel sales, strategic partnership, and business development strategy from inception
-Recruited and enabled key managed service/cloud service providers (MSP/CSP) to drive co-selling and expansion of AWS/AZURE/GCP Partnerships
-Drove 2-Tier distribution and direct enterprise sales via large Distributors/VARs such as Insight, Avnet, CDW, TechData, Synnex, Ingram, SHI, etc.
-Identified, initiated, managed, and completed sales process and enablement efforts for top MSP/CSP targets in North America, LatAm, South America, Asia Pacific, Middle East, and EU
-Promoted to lead a dedicated team consisting of engineering, sales engineering, sales/business development reps, and marketing due to performance
-Developed and defined entire channel sales process from initial contact through fulfillment and enablement
-Led direct sales efforts and managed sales process and pipeline development for partners selling to C-Suite executives from SMB to Fortune 100
SonianDirector, Business Development
Jan. 2011 - Dec. 2014Greater Boston Area · HybridAcquired by Barracuda
- Handpicked by CEO and VPE of a SaaS/Cloud-based Data Archiving and Search startup to spearhead the implementation of the company's channel sales strategy and execution efforts.
Led program development, partner recruitment, enablement, and GTM efforts.
Fostered strong relationships with key Microsoft partners and MSPs such as RAX, Intermedia, Apptix, MindSHIFT, et al.
Oversaw 80% of the company's revenue through channel sales.
Achieved a remarkable increase of 200%+ in channel revenue.
Introduced an innovative "agency" style channel sales support methodology to enhance shoulder-to-shoulder co-selling efforts.
Successfully boosted average per month unit sales in top strategic partner from 2,000/month to an impressive 5,500/month.
Various Startups Director, Global Channel Sales/Sales
Jan. 2001 - Dec. 2011United States · Hybrid• SilverBack Technologies, (acq. Dell)/ Limelight Networks (now Edgio, IPO)/Ecora (acq Versata), iStreamPlanet (acq. Turner) Highlights
Demonstrated leadership in SMB and enterprise direct sales as well as channel/alliance sales and development.
Pioneered the creation and definition of the Managed Service Provider (MSP/MSSP) market, leading to industry recognition (SilverBack).
Designed and implemented a highly successful CRN 5 star awarded channel program, specifically catering to Managed Service Providers.
Managed the most successful MSP Partner program in the industry, resulting in an acquisition by Dell.
Achieved top ranking performance in various sales and channel development roles.
Formulated and executed a comprehensive channel/alliance strategy involving Online Video Platforms, DRM, Hosting/Co-Location, Ad-insertion, live streaming, and other digital media ecosystem players (LLNW/Edgio).
Successfully sold to key accounts within the ecosystem including Rackspace, AT&T, VZN, Turner, Hosting.com, Savvis, CenturyLink, The Masters, among others.
Led a team expansion from zero to 10 members.
Received recognition in the prestigious Presidents Club.
Presented to the board and secured a pre-IPO investment of over $160 million from Goldman Sachs.
Oversaw direct enterprise and federal sales in addition to channel targeting MSPs (Ecora).
Consistently achieved outstanding results in revenue generation and lead generation.
Sole employee retained by acquiring organization.
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