Hopkinton, Massachusetts, United States
Results-driven strategy, go-to-market and integrated marketing leader. Excellent analytical, relationship development, collaboration and communication skills. Proven track record of managing large, cross-functional and transformational partnerships and initiatives. Specialities - Sponsorship strategy, negotiation and integrated activation, including content development, media, communications, experiential activation, sales enablement and more - Cross-functional program leadership and collaboration - Go-to-market and integrated marketing performance management (analytics, measurement, technology partnerships) - Internal and external relationship development - Building high performing teams
Navigate is a trusted advisor to leading brands, properties, and media entities across the sports and entertainment industry. We blend best-in-class research, data, and analytics with experienced consulting to provide executives with clarity and confidence when making their biggest decisions.
• Established the strategic framework and roadmap for the Global Sponsorships portfolio as Dell Technologies, following the combination of Dell and EMC • Responsible for the sourcing, assessment and negotiation of all new sponsorship agreements, including relationships with McLaren Racing, the PGA TOUR, Boston Red Sox, Moody Center ATX, the IOC via Atos, Topgolf and other professional leagues, teams and venues that operate at the intersection of technology and culture • Developed and led cross-functional, integrated activation plans across: brand & experiential marketing, global sales and field marketing teams, communications, business units, in order to maximize the value of these relationships for Dell Technologies customers, partners, suppliers, team members and communities • Delivered ROI / ROO results that spanned direct new business development, brand metrics (media equivalency, awareness and consideration lift), SOV, engagement, and pipeline creation
Global Sponsorship Lead: • Set the strategic framework for partnership investments & renewals; established governance • Led global activation of all partnerships working with cross-functional, highly matrixed teams • Responsible for ROI / ROO measurement GTM Strategic Initiatives: • Led small tiger teams and large cross-functional teams on strategy development and execution of key growth initiatives • Focused on GTM strategy and efficiency initiatives spanning engagement models and resource deployment, sales compensation, RTM roles and responsibilities, segmentation and territory optimization • Led GTM workstreams for acquisition integration
• Led strategic GTM initiatives including market entry / market expansion plans, joint venture assessments and other new business development initiatives • Developed Global Sponsorship portfolio strategic framework and measurement • Channel transformation: defined the path for double digit growth (achieved ~20%) and executed it: established Voice of the Partner, partner segmentation, sales and operations role definitions, enhancements to deal registration, pricing and IT systems support
• Led internal strategy and operational transformation initiatives within EMC • Focused on Go-To-Market (GTM) strategy, planning, and optimization initiatives - S75, VNX launch co-captain, Rapid Growth Markets Board support and more • Team building: joined as 6th member of team which grew to ~30; active in recruiting & onboarding
• Led client and Bain teams on growth strategy, operational efficiency/performance improvement, and private equity due diligence projects • Consistently rated at top of peer group; awarded Boston office’s first “Consulting Excellence Award”, July 2007 • Served as consultant lead for HBS recruiting, fall 2007; cohort Community Service lead