San Francisco Bay Area
Company Builder | BD/Channels Leader | Deal Maker I build companies and businesses by accelerating sales through corporate deals with strategic partners. And I love doing it! For 25+ years I’ve led Business Development, Alliances & Channels teams for Enterprise Software companies - both big and small. Over this time I’ve build the BD/Alliances from the ground up, I've scaled businesses, and I’ve personally structured dozens of complex deals with industry-changing business models & challenging negotiations: OEMs, Technology Partnerships, GSIs, M&A. I’ve worked across a number of domains including Cyber Security, Infrastructure, AI, SaaS, Cloud, IoT, Telecom and Digital Media. I’m also a start-up investor, advisor and mentor. JD, MBA & Computer Science degrees, and former investment banker. Specialties: Strategic Business Development, Channel Sales, GSI Sales, Corporate Development, Corporate Strategy, Investment Banking, Law, Business Model Innovation, Complex Negotiations, Mergers & Acquisitions, M&A, Strategic Alliances, Joint Ventures, Managing Cross Functional Teams, Intellectual Property Licenses, Software, Telecommunications, AI, Mobile, Digital Media, Games, Online Services, Consumer Electronics, OEM, GSI, IoT, Automotive, Infotainment, Embedded Systems, SaaS, M2M, Start-ups.
I’m responsible for all strategic partnerships with other SaaS companies, cloud marketplaces, GSIs, MSPs, and solution providers. Cyberhaven has an industry-defining approach to tracking data lineage, along with using AI to understand data and risk. This allows us to protect our customers’ IP and other sensitive data as it moves between clouds, devices, web, messaging, and generative AI tools.
Manage a global team with responsibility of accelerating sales by partnering with: GSIs, Strategic Advisories, Technology Alliance Partners (ISVs, Cloud Marketplaces), Private Equity and Cyber Insurance.
Joined as employee #120, left when the company had 600 employees. Built the partnerships function and team from scratch. Grew a global team, with partners contributing more than 10% of overall ARR. Managed the entire ecosystem from Sales Partners (GSIs, MSPs, Distribution, VARs, Federal) and Technology Partners (ISVs, Cloud Marketplaces.) Key accomplishments: . Grew a deep strategic partnership with Microsoft at the President level, covering Sales, Customer Success, Marketing, Product and Engineering. Co-sales initiatives with Microsoft’s CSM team drove new logo acquisition, and co-marketing initiatives resulted in a significant increase in mindshare. . Developed strategic GTM partnerships with TCS, HCL and Wipro which drove new logo acquisition focused on G2K accounts. . Partnered with AWS for Marketplace and APN Customer Engagement (ACE) to accelerate sales. . Kicked off the Fed ecosystem, putting partnerships in place with Carahsoft, Federal Systems Integrators, MSPs and VARs.
Managed a global team of 50+ BD, Sales & Presales professionals responsible for driving business with Global Systems Integrators including Accenture, Capgemini, Cognizant, HCL, IBM, Infosys, TCS, Wipro & others. We have developed innovative partnership models with GSIs, and enabled Nutanix field sellers to accelerate sales. Strong business results with a 3-year CAGR of 45%.
Founded the BD/Alliances function at Nutanix, growing it to 15+ people. Structured & negotiated high impact strategic alliances & partnerships globally. Notable deals include OEM arrangements with Dell and Lenovo.
Built the Strategic Business Development function, team & pipeline for Microsoft’s IoT Business, which included Windows Embedded & Automotive. Structured & negotiated high impact strategic sales, partnerships, joint ventures, strategic alliances and in-bound IP licenses with senior executives of Consumer Electronics Manufacturers, Carmakers, Software & Silicon Vendors. Managed multi-disciplinary virtual teams across Engineering, Product Marketing, Sales, Legal & Finance. Key Accomplishments: • Structured & negotiated a deal with that is generating $1B in revenue over 10 years; largest deal ever for the division, with an industry-defining business model • Closed 10 other deals across Americas, Europe & Asia enabling division revenues to double in 3 years • Closed an engineering collaboration and go-to-market partnership with a leading OEM targeting the retail vertical focused on next generation industry handheld devices • Successfully negotiated 8 in-bound IP license deals with software vendors to enhance various Microsoft solutions • Developed new go-to-market strategy for Microsoft’s automotive software business, including revamping the deal pipeline; executed against the new strategy by partnering with Sales, and developing business arrangements with external partners resulting in a high growth business for Microsoft • Defined market entry strategies and business models for eBook readers, portable navigation devices, security & surveillance, and many other device categories
Structured deals with a variety of 3rd parties, including games developers, digital media companies and telcos for Xbox Live. Received a patent for Xbox Live Primetime business model. Conceived & managed development of a trivia service for Xbox Live, including defining the overall vision, creating the business model, securing the digital media partnerships. Created a corporate acquisitions framework & pipeline for the Xbox business. Developed a console lease-to-own program to enable telcos to sell Xbox 360 consoles & Xbox Live subscriptions.
Managed & executed MSN’s (now Windows Live) in-bound IP license arrangement and out-bound distribution partnerships in the mobile services sector globally, including partnerships with mobile operators, Consumer Electronic Manufacturers and Software Vendors. Closed 14 partnership agreements, many were landmark deals with new business models. Managed business development for MSN India, including major deal with Reliance Communications. Secured a distribution agreement with Nokia. Defined & developed an ecosystem partner program for 3rd party mobile client experiences.