Seattle, Washington, United States
GTM Strategy and Operations leader with 16+ years in B2B enterprise software go-to-market, commercialization, and product operations. I build the operating layer between product and field teams: structured business-review and pipeline cadences, enterprise enablement systems measured on utilization and business health, and feedback loops that unblock go-to-market at scale. Repeatedly stood up 0-to-1 motions inside matrixed orgs with no direct authority (PLG, co-sell, and cloud commercialization). Early adopter of AI-native tooling: built RAG agents and signal pipelines across Gong, Salesforce, and marketing data that turn customer conversations into measurable seller action. Consistent top performer: 175%+ quota attainment, org-wide enablement adoption (95% of 650 sellers in 3 months), and data-driven programs delivering multi-million-dollar pipeline across NAMER, EMEA, APAC, and LATAM.
Own the data-led PLG & PLS operating motion connecting Product, Marketing, Sales, IT, and Engineering for a DNS-security leader. - Established the cross-functional operating cadence (weekly steering, business reviews, exec reporting) that aligns product and field around PLG - Achieved 175%+ target cloud revenue each quarter of FY26 - Built an AI-native signal layer to accelerate seller workflows: RAG knowledge base (11 defined use cases, 200+ assets) + Gong conversation tagger + AI agent generating recommended plays — tagging 81% of customer calls to use cases and securing executive support for the generative recommendation layer. - Created and deployed enterprise enablement and documentation systems with metrics for adoption and use-case penetration by seller, closing the product-to-field feedback loop. - Engaged engineering leadership on platform dependencies and data compliance: built the legal/compliance framework for self-serve onboarding and re-architected the provisioning pipeline to support pivot to in-product provisioning, authentication, and authorization - Stood up automated customer onboarding and launched token & PayGo consumption billing with Product, Engineering, and Finance.
Lead overall GTM alliances with AWS and Google Cloud Year 1 (9 months) - 175.2% ACV Quota Attainment; 227% Marketplace transactions YoY; 643% Cloud Co-Sell Opportunities YoY $15M Strategic Collaboration Agreement secured with AWS; 1st in company history 95% Cloud Sales Essentials certification within 3 months of launch Automated seller self-support for cloud engagement supported leading to >350 seller led co-sell opportunities Build Global Program including AWS Security Competency, EMEA KYC, SAAS CoSell Benefit/SRRP, & SAAS Architecture Review Launch Regional Partner Manager cloud enablement series for both International and NAMER
Sell With – Direct Deal Support •10x+ increase in shared pipeline within 3 months through targeted account team introductions and accurate, mutual expectation setting •3x Google originated deals through clearly communicated shared value proposition Sell Through – Programmatic Engagement •Create Better Together story through customer references, revenue creating product enhancements, and constant communication throughout both companies •Unify disparate regional alliance efforts through scaled engagement model supported by global marketing for clearly demonstrated, global customer value Marketing – Immediate, Sponsored, & Tri-Party •Clarify expectations and metrics for $1M+ annual marketing plan by creating a Partner Marketing Run-book while securing funds from 3 new partner programs within Google •$14M+ pipeline created from Tri-Party, 6-month $100k marketing program focused on Better Together with Ping, Google, and Consulting Partner driving Google Next Event attendance while including clear sales development processes and expectations
2022 AWS Global Marketplace Partner of the Year - High marketplace revenue of any ISV partner - Supported by clear Path to Value for New Partners leading to 4 New Partners - Successfully led new partner to $100K+ packaged services revenue in <12 months - Focus channel efforts on High Revenue potential, High cloud competency partners *Build out automated and lower-cost support models to free resources 2022 Canalys #1 Channel Security Vendor for channel-first engagement model Launched joint ecosystem solutions for FedRamp & Federal Contractors, Medium Business, High Tech, Media & Entertainment, Industrial IoT, Financial Services, and SoCaaS generating $600k+ net-new revenue in 2022, growing 500% YoY to $3M in 2023. Teamed with CRO/COO/EVP Global Sales Alignment to enable smooth in-region Sales Collaboration, Marketing Campaigns, Customer Outreach events, and AWS/Azure Conferences Organized and led a matrixed team of Channel Specialists (NCP, Cloud Native, Enterprise, SMB, Marketing), Product Development, Cloud Alliances, and Operations across Consulting Partner, AWS/Azure, and Trend to create new service offerings - 3 out of 6 team members earned promotions in ~18 months for their results Implemented continual process improvement and standardization of Next Generation partner development enabling junior channel specialists to scale efforts to 30+ partners Co-Designed Go-To-Market strategies with consulting partner executives supported by personally developed & proven Run Book with modifiable collateral & processes
Account leader for $60M annual revenue global contract Led Account Team to 118% quota attainment while improving team responsiveness from 62% contracted SLAs success to 97% SLA success (2 hr acknowledgement/48 hour quote) Established Director and VP relationships to unlock & close $18M new business 1st year Leveraged consolidated enterprise software asset management to create active opportunities with Microsoft, Starbucks, Costco, Nordstrom, & Paccar