Charleston County, South Carolina, United States
An accomplished Global Channel Executive with demonstrated success in channel and direct sales leadership, partner sales, new market development, strategic planning, and organizational improvement. Proven track record in scaling start-up organizations and driving long-term growth for established global companies. Experienced in mentoring and managing teams ranging from five to 200 people in both a direct sales and channel sales capacity. Consistently identifies innovative solutions to expand partner sales, grow market share, and generate award-winning results. AREAS OF EXPERTISE Direct & Channel Sales • Partner Recruitment & Development Communication • Presenting & Public Speaking Strategic Business Planning • Program Management & Development SMB Strategy & Execution • Technology Industry Knowledge Cross-Functional Management • Mentoring & Coaching STRENGTHS & CAREER HIGHLIGHTS ➣ GLOBAL CHANNEL SALES – Extensive background in channel strategy, operations, and sales leadership for both small and large companies. Recognized as CRN’s #1 Channel Sales Leader for 2021 and #2 Channel Sales Leader for 2022 at HPE. Launched an industry-leading partner program at SimpliVity to strengthen the partner ecosystem and spur significant sales. ➣ GROWTH LEADERSHIP – Grew SimpliVity’s partner business from a $5M start-up environment to a $180M business in three years. Grew HPE’s Distribution Led business from 22% to 28% of overall North America channel revenue. Maintained 22 straight quarters of “as a Service” growth at HPE, including generating $780M of “as a Service” revenue in 2022. ➣ STORYTELLING & PROBLEM SOLVING – Utilizes storytelling to frame conversations and influence partner behavior. Skilled at evangelizing new concepts and identifying approaches to create compelling differentiators. Simplifies complex problems into clear, concise, and actionable solutions. ➣ BUSINESS OPTIMIZATION & TRANSFORMATION ¬– Transformed HPE’s partner ecosystem to an “as a Service” model, leading to 99% growth in 2022. Consolidated the distribution partner landscape at HPE by 20%, increasing the opportunity for each distributor and driving revenue growth through a smaller, more efficient distributor ecosystem. ➣ TEAM LEADERSHIP – Motivates and empowers teams to perform and take ownership of results. Experienced in recruiting, mentoring, and leading diverse and high-performing global channel teams of up to 200 members. Builds authentic relationships with teams and business partners based on trust, honesty, and mutual respect.
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Led team of 200 worldwide resources responsible for a $12B partner ecosystem consisting of distributors, value-added resellers, system integrators, service providers, ISVs, and OEMs. Directed programs, operations, and field execution of channel priorities to accelerate growth. Oversaw worldwide Small Medium Business (SMB) strategy and execution, as well as partner services (driving attach and install base renewals). Managed channel strategy and operations, including partner programs, tools, portal, rebate structure, and reporting.
Owned worldwide distribution strategy, programs, and execution. Led team that owned the worldwide relationship with Hewlett Packard’s top-five distributors, making up 65% of overall distribution business. Evolved distribution strategy to extend the reach of HPE in both volume and value priorities.
Led global strategy team responsible for coverage model in Small Medium Business (SMB) segment. Developed and drove programs to enable focus and growth in the segment.
Developed and owned strategy, programs, and execution for channels (including reseller and distribution), ensuring strong alignment with corporate objectives. Developed and rolled out an industry-leading partner program. Recruited, developed, and led a high-performing channel team globally that recruited and enabled partners. Measured performance, augmented strategy, and reported out to executives. Traveled extensively to enable partners and build relationships. Ran Partner Advisory Boards in US and EMEA. SimpliVity was a leading provider of software-defined, hyperconverged infrastructure. HPE acquired SimpliVity for $650M in 2017.
Led integration of Isilon Channel Program into broader EMC Velocity Program. Recruited and developed 30-person Global Channel Specialty team and enabled EMC partners to identify, position, and sell file storage solutions. Identified a group of “Focus” partners that were high-value opportunities to prioritize with messaging and strategy. Aligned the ecosystem in an effort to grow the business. Prioritized larger partners for coverage by specialist team while leveraging distributors to scale business down market. Grew $230M file storage business into a $1B business.
Integrated segmented channel organizations into one business unit focused on enterprise, commercial, and SMB accounts. Reorganized channel coverage model for improved partner alignment and efficiency. Directed six regional partner managers and a team of 45 district channel managers. Drove significant partner satisfaction resulting in winning ARC Survey for fourth consecutive year. Exceeded channel revenue objectives with 108% attainment over two-year period.
Recruited and managed a partner organization that supported EMC’s highest-growth sales division (commercial). Matrix managed an additional virtual team of technical consultants, field marketing managers, and services program managers. Grew commercial channel organization from 19 people to 46 people. Developed a Focus Partner Program that enabled first-year growth of 54%. Recognized as Top Channel Manager for 2008. Exceeded channel revenue objectives with 103% attainment over three-year period.