Greater Seattle Area
Brings a breadth of experience leading global teams in scaling partner-driven growth, optimizing indirect sales models, and strengthening partner engagement. In leadership roles at Exabeam, Carbon Black, Cisco Security, Sourcefire, and Symantec, consistently delivered record-breaking channel sales, transformative partner programs, and impactful market expansion strategies. Strong passion for tackling evolving cybersecurity challenges; leveraging business development strategies and robust partner networks to drive sustainable growth and innovation.
• Led a global team of 20+ in driving GSI, VAR, Distribution, and MDR sales growth and retention for Exabeam. • Managed all aspects of indirect sales model and strategic technology alliances, contributing over 52% of partner-generated bookings. • Awarded as the first-ever ExaGals Global Ally for supporting women in tech and exec sponsor for Black at Exabeam (BAE) initiative.
• Spearheaded the initial drive into the GSI model with top-tier partners such as Deloitte, Accenture, and PWC, expanding market reach significantly. • Developed and implemented a post-sales margin enhancement GTM strategy to ensure partners had a robust deployment and advanced services offering, leading to increased customer satisfaction and retention. • Created and rolled out the "Win the Techie" program, integrating into Salesforce and driving 300+ demo-ready partner trainings per year on new products.
Sales leader for Carbon Black’s worldwide channel and alliance sales, delivering >50% of company bookings via partner-originated opportunities. Leading WW team of 23 partner and alliance salespeople, driving channel sales strategy, execution, market penetration and partner loyalty. Carbon Black Results: • 2016 (exceeded) and 2017 (exceeding) >100% of channel-generated bookings target • CDW - fastest growing partner in Next Gen cloud endpoint space, doubling YoY revenues and winning Silver Partner of the Year • Created and implemented innovative salesforce.com “Global 4 Partner Metrics” • Drove exclusivity agreement with Arrow distribution. Signed/enabled 85 new partners in < 10 months • Broadened multi-million MSSP and IR sales partnerships to cloud-based products
Promoted to lead Cisco's worldwide partner sales effort for newly established $2B+ Global Security Sales Organization. Managed (direct and dotted line) team of 50 partner sales and tech managers. Cisco Security Results: • Led successful integration of Sourcefire’s $200M+ partner channel with Cisco’s new Security Partner Program • >100% channel bookings goal (2014 - 2015) • Rolled out new, global pre-sales enablement (aka "Win the SE") to accelerate 500+ partner tech advocates • Drove global partner security metrics (leveraging Tableau across multi-databases), tying early investment (e.g. partner enablement, field marketing activities, investment) to pipeline build / bookings by partner
Sourcefire Results: • Sourcefire (Nasdaq: FIRE) (Acquired by Cisco Systems for $2.7B October 7, 2013) • Led Sourcefire’s award-winning NA channel sales strategy, programs, execution, contributing to 74% channel bookings growth from 2011 to 2013 ($72M to $125M) • Drove Partner Sales and Tech Certs (1,005 in 2013) exceeding 2011/12 combined total of 598 • Signed Sourcefire’s first-ever NA distributors (Computerlinks and Synnex). Grew from zero to $21M incremental in just 18 months. 75+ new selling partners added • 2012 and 2013 President's Club