I specialize in partnership strategy planning and partner programs aimed at unleashing the full potential of your ecosystem to drive business growth. I have led business development at both large ISVs and at small startups, so I have a comprehensive view of how to generate success via partnerships. Whether it’s an inbound focus on technology integration or outbound focus on go-to-market partnerships, I have an extensive history of success in both of these areas.

• Former Microsoft executive leader and business development VP at ISVs like Citrix and startups such as Puppet and KineticaDB

• Successfully designed, negotiated, and executed a strategic Microsoft Azure 1st-party agreement for a client, yielding $25M in year 1 revenue, a SKU on the Microsoft pricelist, and 100% co-sell attach to retire Microsoft seller (ACR) quotas.

• As head of cloud partnerships for a data analytics startup, led the creation of managed service marketplace offerings on Azure and AWS, increasing annual recurring revenue by 90% and doubling the installed base.

• Developed partner strategy and marketing content for a startup’s executive team, resulting in the securing of a $42M funding round.

• Created and implemented sales and marketing initiative leveraging a maturity model framework at Microsoft called Infrastructure Optimization, driving a 3x increase in enterprise agreement revenue per PC. The model data generated was cited by Dr. Peter Weill from the MIT Center for Information Systems Research (CISR) as “a goldmine of customer insight”.

• Drove key components of the enterprise account planning process at Microsoft, delivering 15,000 high value enterprise customer profiles, sales plans, and coaching that increased deal sizes.

• Led product marketing for a breakthrough identity management product that generated $50M in first year sales with a $500K budget using an innovative freemium model.