Conduent

Senior, strategic leadership role, where I have been charged with building, scaling and managing alliances & partnership practice globally across all three business units for this $4 billion+ provider of digital business solutions across commercial, government and transportation industries. I have oversight for global alliances and partnership strategic planning, while leading full lifecycle partnership formation: Identify solution opportunities and top cloud/tech partners, develop business cases, secure C-suite buy-in, build financial models/ROI/forecasts, secure/onboard ultra-high value partnership/alliance agreements and develop GTM strategies for enterprise offerings.

I defined and deployed the North American and global strategic plan for alliances and partnerships programs and built the practice from the ground-up into a multi-million pipeline and 2024 growth plans for a full team build out. I successfully built new relationships at the Board and C-suite levels within top global cloud and technology partners, and I directed all areas of partnership programs, effectively operating across internal C-suite, legal, finance, engineering and marketing teams. I built several, ultra-high-value partnership programs, outbound GTMs and internal/external enablement infrastructure creating a multi-million dollar pipeline.

Director of Alliances & Partnerships

Partnership Leaders

Partnership Leaders is the industry association for Partnership, Channel, Alliances, & Business Development Leaders. The association's mission is to elevate the role of partnership leaders at their companies and provides a vibrant online community, virtual events, curated professional networking opportunities, and educational resources to drive success for its members.

Member

Talkdesk

Strategic leadership role directing business, product and sales strategies to develop and manage startup Consulting Partner Practice to build global enterprise pipeline for this emerging Contact center as a service (CCaaS) provider.  

I managed all areas of building the practice with technology counterparts, including defining global strategy, recruiting/onboarding partners, negotiating/managing legal agreements (NDAs, MSAs) and building business cases, use cases, go-to-market (GTM) strategies and commercial models.

Secured and managed relationships with numerous, key global consulting partners, system integrators, sector-aligned consulting firms and independent software vendors within first six months.
GSIs: Accenture, Deloitte, Capgemini, Kyndryl, PWC, Cognizant, KPMG and Slalom.
ISVs: ServiceNow, Salesforce, Amazon Web Services, Microsoft and Guidewire.

Drove TalkDesk’s awareness and brand in majority of large GSIs with resource investment and built pipeline of large deals with significant logos.  Engaged partners’ sales and industry teams to build multiple GTMs and commercial models across reseller, co-sell, referral and services. Built new relationships with key ISVs to offset/leverage GSIs’ existing investments.

Director - Global Consulting Partners - North America

Advizex

Served as business and sales strategic leader to launch Emerging Technology Division to build new cloud-based technologies and partnerships focused on cloud adoption, utilization and optimization.  

Partnered with a technology peer to create strategy, build out technical offerings, develop internal infrastructure/processes, train sales organization and develop messaging, GTMs, use cases, target accounts and sales tools.  Secured and managed partners/alliances and engaged all levels of partners, including C-suite, regional sales leaders and field sales. 

I built and implemented divisional sales, marketing, GTM and service offerings, including targeting, securing and onboarding three key partners: Snowflake, HashiCorp and Dynatrace.  I initiated relationships with Rancher, VMware Tanzu (formerly Pivotal) and major cloud providers, such as Microsoft Azure and Amazon Web Services.

I created key partner/alliance management model, including strategies, roles & responsibilities of internal resources, governance standards and framework in order to enable key partner growth year over year.  
Successfully created multiple new revenue streams in emerging technologies and lead generation sources.

Business Development Manager

Magenic

Co-led end-to-end design, development, launch and management of formal strategic alliances program and cloud practice to modernize company offerings and build new, enterprise revenue channels for this provider of custom solutions, including Agile software, cloud development, DevOps, experience design and advisory services.

I led sales and marketing strategy to secure and grow new relationships with cloud partners and defined overall product, sales, marketing and GTM strategy. 

Leading all areas of practice sales, I built the practice’s infrastructure, sales and marketing tools, training, internal/partner sales enablement, reporting, KPIs, target accounts and technology event/user group engagement plans.  

Strategic alliances program from concept to 12% of company revenue within three years.


Secured all new partners: Pivotal (Dell), Microsoft (Azure), Amazon Web Services and Google Cloud Platform in 2017-2018 and secured Dynatrace, New Relic and VMWare in 2019.
Ongoing partner pipeline exceeded $30 million in opportunities.

Positioned strategic alliances program for strong year over year growth through continually expanding relationships with partners
Pivotal (Dell): Achieved #1 growth partner; #1 direct sub partner on Pivotal consulting projects (number of projects & revenue); 1 partner in joint national events; #1 in field engagement; awarded 2019 “Global Customer Collaboration Partner” and 2018 “Breakthrough Partner of Year”.
Amazon Web Services: Advanced tier partner, focused on Windows workloads; top partner delivering Pivotal on AWS.
Microsoft: Top 10 National Systems Integrator for Azure consumption; top partner delivering Pivotal on Azure.
Google Cloud Platform: Top partner delivering Pivotal on GCP; drove $5 million+ in consumption in multiple clients. 
Dynatrace: #1 modernization SI partner; certified numerous consultants; 50+ joint field opportunities in six months.

Strategic Alliances Manager

SPS Commerce

Global Strategic Alliance Manager
12/2014 to 11/2016
Promoted to a senior, specialized sales team focused on capitalizing on indirect channel sales: Designed, developed, launched and managed Strategic Alliances program across SPS’ four core products in North America, EMEA and APAC.  I led alliances strategy for Product Item Management solution for global consulting firms and large software vendors.

I built alliance with Oracle and Oracle’s partner ecosystem, including creating GTM, collateral, sales enablement and training tools, where we secured and onboarded 10 new strategic partnerships in 12 months.  

Managed large global system integrators, such as Capgemini, Accenture, Deloitte, HCL, Tata Consulting (TCS), PwC, etc. 
Partnered with digital ad agencies, niche software providers, ecommerce companies and venture capital firms to support integration of products into SPS’ products and sales strategies.

Channel Sales Manager
12/2010 to 12/2014

I held sales, business and client engagement oversight for channel sales program driving cloud-based supply chain solutions for this leading global provider of cloud-based supply chain management software solutions to retailers, suppliers and 3PLs.  Led enterprise solution channel sales initiatives, including building relationships with VARs, integrators and ERP solution providers, as well as clients.  Sourced and secured strategic, global reseller partnership with Exact Software; integrated SPS into top 25 Exact Software VARs and consulting firms.

Strategic Alliances & Channel Sales Manager

Social Media Performance Group, Inc.

Member of startup team and led full sales and engagement lifecycles of social media programs for this startup joint venture delivering advisory solutions for small to large organizations to optimize social computing: employee engagement, wellness, marketing and fan engagement. Closed deals with Boston Scientific, Major League Baseball and the National Football League.

Partner

Trissential

While at Trissential, I focused on business development in the following areas: 

- Strategy, which included: executive strategy, business, enterprise, and technical architecture
- Management, which included: project, program, and portfolio management
- Execution, which included: business analysis, SDLC, QA, etc.
- Enterprise Applications: focusing in on all aspects of JD Edwards as well as Oracle Transportation Management (OTM/G-Log)

Also while at Trissential, I was in charge of all partner relationships, those relationships included: Computer Associates (CA), Oracle, Fujitsu, Motion-International, GNC Consulting, Maximus, and many others. 

I was also in charge of social networking strategy and execution, which included activities such as creating overall social networking strategy, administration of Linked In groups, connecting with partners, etc.

Oracle Corporation

Application Sales & Business Development

IKON Office Solutions

Account Executive

Currently senior leader for Conduent’s alliances & partnership practice globally, where I have directed all areas of building, scaling and managing the practice from the ground-up into a multi-million pipeline across all three business units. Combined, I have more than 15 years of experience in strategic business leadership, building sales partner ecosystems, key account management and securing/developing ultra-high value partners within cloud, technology, consulting, system integration and OEM/referral/resellers. 

I have success in leading design, development and management of high-value strategic alliance programs from securing/onboarding new partners and closing legal agreements through creating innovative, multi-partner product & solution offerings, developing omnichannel go-to-market (GTM) strategies and building alignment between internal/external executive, business, sales and IT stakeholders.

Specializations: 
Engagement, Alignment & Enablement of Global Consulting Partners, System Integrators & Independent Software Vendors | Key/Strategic Account Management | Developing/Managing Partner Ecosystems | Enabling, Leading & Developing Global Sales Teams | Direct, Indirect & Global Account Sales Channel Management | Technical, Consultative & Solution Selling | Enterprise Solutions | Building Ultra-High Value Strategic Partnerships | Project/Program Management | Technical & Marketing Content Development | Branding & Messaging | Go-to-Market Strategies | C-Suite Relationships

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