Los Altos, California, United States
Results-driven marketing executive. Specialties: enabling dramatic growth with partners, demand generation, field marketing and product marketing to help startups get to IPO.
Sr. Director, Partner Marketing, 2019 - 2024 - Built and managed team, processes and tools to grow partner revenue contributions from 35% to 50% - Created and managed “Netskope Prime” recognition and enablement program for partner technical champions. Included live monthly technical briefings, members-only portal, deluxe welcome kit, LinkedIn group, dedicated demo tenant, joint training with Netskope SEs, and more. Netskope Prime members are 4x more likely to close deals than non-Prime members - Created and managed “Netskope Partner Rewards” incentive program, to drive partner loyalty and increase deal registrations by 150% - Selected, deployed, managed Netskope Partner Portal (Impartner), including SSO integrations to Netskope Partner Rewards (Channel Mechanics), Netskope Academy (LearnUpon), Netskope Community (Khoros), and deal registration (Salesforce) - Established and led Global System Integrator marketing, ramped GSIs including Deloitte and Wipro to productivity, and making GSIs an effective go-to-market path Sr. Director, Field & Channel Marketing & Demand Generation, 2015 - 2019 - Built, managed teams for field marketing, major events, demand generation, marketing ops, website, ABM - Built predictive marketing revenue contribution model based on historical lead and opportunity conversion rates, timelines and ACV trends - Developed, published marketing funnel KPI and ABM program dashboards, shared with exec leadership in open presentations - Launched Account-Based Marketing, resulting in 2x new opportunity creation for targeted accounts and 2x average deal size, 30% faster deal velocity compared to non-target account deals - Initiated, led thematic multi-channel demand generation campaigns, unifying marketing functions to effectively promote key products into key segments - Built field marketing processes and metrics for 5%+ conversion rate, 20x POI - Developed a set of event templates to scale & serve 30+ sales teams
• Built and managed Reseller and Service Provider strategy and programs, and recruitment and on-boarding processes • Recruited & on-boarded select Federal channel partners to service government contract vehicle purchases • Created the Agari Threat Report, a powerful pre-sales tool utilizing “cousin domain” honeypot data
• Built a program and team to manage all marketing functions, including PR, AR, product marketing, channel marketing, demand generation, SEO/SEM, social media and events • Created and managed channel strategy and program, including agreements, pricing, recruitment, partner resources • accelerated pipeline by 400%, focusing on content-driven inbound marketing
• CRN 5-Star Partner Program • Created and managed channel strategy, programs and promotions, helping drive contribution to 40%+ of sales • Consistently exceeded goals on partner co-marketing sales pipeline, CPL and conversion rates, within budget • Selected, implemented and managed PRM solution for joint sales tracking, deal registration and communications, with full integration into corporate CRM for improved sales productivity • Created and drove go-to-market strategies for key international markets, including product launches, focus market segments, channels and lead generation