United States
I have spent developing lean, highly product fluent sales motions that delivered over $300 million in ARR. The edge isn’t just experience. It’s knowing why AND how to build tech stacks and wire AI tools like Claude Co-Work, Salesloft, Apollo.io, Gong, etc in to facilitate critical tactical workstreams to support elite closers who operate with high product fluency, selling efficiency and deliver exceptional high EQ driven customer outcomes. I build and scale lean sales ecosystems - Direct, channel, alliances, and GSI selling motions that turn enterprise software into predictable, partner-sourced revenue. Over a 20-year career in enterprise sales and partner leadership at ADP, Spectrum, Epicor, NetSuite, Oracle, and SugarAI, I've owned everything from new partner sales motions to emerging alliances, channels, and GSI strategy across the Americas. My focus is building lean, product-fluent go-to-market pipeline growth engines and the associated selling playbooks - signal, sequential outbound messaging, discovery for winners, partner deal registration, co-sell, MDF, joint business planning as well as key negotiating pillars - focal areas that drive improved sales margins, stronger pipeline growth, reduced CAC all at scale whether Direct sales motions, partner revenue engines or blended. Across my career, I've delivered over $300M in (ARR) through direct and partner-sourced revenue building tech stacks along the way that make revenue teams faster: NetSuite CRM, Salesforce CRM/PRM, Salesloft, Apollo.io, ZoomInfo, Domo, Sales Navigator & Gong for pipeline & deal execution with AI tools like Claude woven in to give elite closers the product fluency and selling efficiency to deliver high-EQ customer outcomes. Open to VP-level Partnerships, Channel & Alliances, and GTM leadership roles in enterprise software and SaaS — building or scaling partner ecosystems from the ground up or taking an existing one further. Always open to a conversation with fellow GTM and partnerships leaders.
Providing fractional sales and partnerships GTM consulting to SaaS firms, IT services partners, and PE-backed firms - 15+ consultative engagements delivered since inception, spanning partner program design, AI sales & partner enablement & RevOps architecture. Redesigned & accelerated a hyperscale initiative with the AWS marketplace partnership in joint ventures with partners; Conga, Epicor, Hootsuite, Sage, Snowflake, Syspro & Kyndryl Worked on re-build of partner co-sell workflow incorporated into Slack & Salesforce pipeline design, updating broker/CPA referral sales stages, lead routing, funnel reporting & attribution tracking. Utilizing Claude, Apollo.io, Notion AI & Gamma AI, completed an Ideal Partner Profile (IPP), pitch deck, partner recruitment outbound sequence & partner enablement project to accelerate partner program expansion & co-sell engagement with the Oracle NetSuite sales organization on behalf of an Oracle NetSuite ISV parter. I designed an AI enablement rubric aligned to Sales & RevOps GTM adoption expectations across a diverse AI tech stack including Chorus by ZoomInfo, ChatGPT, Gamma AI, CRM & Tableau to accelerate familiarity and toolset adoption. Developed a custom GPT Co-Sell mentor for the firm's new client acquisition teams.
After spending time with the leadership & founder team, I had the opportunity to step in as SVP - Global Partnerships behind the Chief Strategy Officer/Founder to further rationalize then re-architect all partner program motions into the modern AI era across a dynamic ecosystem of over 300+ partner firms. Reporting to the CRO with dotted line to the CEO, I focused on simplifying, enriching & positioning the business to operate in a more uniform, globally architected manner to position the business for accelerated revenue growth in a smaller set of key international markets. Key Performance Metrics Representing 47% of SugarCRM overall revenue, I had responsibility for a $73 million (ARR) partner book of business across all global VAR, ISV, SI & OEM partner operating motions with customers in 26 countries which in 2025 was a $29.3 million renewal book - (NRR) of 103%, $9.4 million global new business (ARR) target for FY '26. Led the structural design of new global systems integrator program guidelines, incentive structure & scorecarding rubric aligned to the entire customer lifecycle shifting away from a legacy new sale only revenue share model. Accelerated design & execution of hyperscaler initiative advancing ACE pipeline development within our AWS marketplace partnership building multi-partner co-sell motions to enable our field selling organization. Launched a partner AI initiative piloting 3 use cases in enablement and support (Notion AI, Zendesk Agentic AI, HeyGen, Canva & Claude) co-developing the company's first end-to-end partner implementation enablement curriculum with education, pre-sales, and CX leaders support. Began design of an AI enabled partner co-selling mentor incorporating both contextual & legacy knowledge base. Constructed new affinity framework to build referral relationship motion to foster growth across Franchise, Associations & Buying groups touching the distribution & manufacturing verticals.
$15 million AI revenue intelligence SaaS Firm - Built, operationalized, and then scaled the first multi-faceted partner program approach inclusive of an OEM, VAR & Referral go-to-market motion. Led by a defined ICP, I then constructed an IPP of bespoke ISV's in both the Americas & EMEA to accelerate indirect sales growth.
Originated and scaled Oracle's first Emerging Partner Sales accelerator from inception, built to shorten partner time-to-revenue & open new growth channels across high-potential verticals doing so with over 80+ incredibly talented, cross functional personnel this grew from a $0-$52 million (ARR) business line. In joint partnership we developed PoC's & GTM playbooks with 34 active partner firms in collaboration with the SuiteCloud Developer Network as member ISVs, building vertical extensions on NetSuite's SuiteCloud Developer Framework - giving direct exposure to hybrid VAR/ISV partner motions across new markets including Pharma, multi-unit retail, RV dealerships, distilleries, banking & financial services, and telco. Several of these firms were later acquired by major advisory firms (Moss Adams, BDO, Crowe Horvath, Citrin Cooperman, CohnReznick, and BPM), reflecting the strategic quality of the partner base that we developed and many with hybrid or fully integrated apps sold in the Oracle ISV marketplaces. Key Performance Metrics North American Sales Leader MVP, 2023, 3x President's Club Achieved 98.3% client retention and an 8.7 average partner NPS, above Oracle Consulting's 7.1 benchmark for new implementations As a 2nd line leader, structured a cross-functional, matrixed emerging sales org of 85 professionals / 6 channel leaders and across partner marketing, account management, solution engineering, and SDR functions Owned the full ERP go-to-market strategy across the emerging partner ecosystems for Oracle NetSuite unifying the customer journey for mid-to-low enterprise accountant
Working with executive team, led the formal buildout of the Oracle NetSuite Alliance ecosystem, emerging GSI and BPO partner expansion developing joint GTM, POC, enablement roadmaps and focused Led a team of 11 who recruited, contracted, built joint GTM plans, co-sold & enabled over 440 emerging partners across multiple program selling motions inside the Oracle NetSuite ecosystems Built a CPA partnership development effort from the ground up, growing the CPA commercial partner network 320% in the first 12 months to 91 international, national & regional advisory firms.
Grew NetSuite Solution Provider (VAR) new business sales 23% overall - 36% in Latin America, 8% in Canada - expanding the Americas partner ecosystem to 200+ partner sellers in the field positioning the NetSuite Cloud ERP product lines in key verticals; Software, Retail, Manufacturing, Distribution, Services & Non-Profit Designed and implemented a new Ideal Partner Profile (IPP) scoring framework, cutting time-to-initial license revenue from 9 months to just over 4 months - a 61% reduction Evangelized NetSuite's platform and subscription revenue model through industry panel speaking engagements as part of broader partner ecosystem expansion with AICIPA, Channel Focus, Accountex & various competitor global conference events
Led blended Americas Alliance & Channel sales group focused on positioning Epicor Kinetic (formerly Epicor ERP) into wholesale distribution, industrial & discrete manufacturing clients in both the mid-market & enterprise segments. Key Performance Metrics 4x President's Club Qualifier Led a 5-person North America channel sales team, delivered a North American partner 5-person sales team performance of 297% from 20111-2015 from $4.6 million to $13.7 million (ARR) Contributed to the rollout of Salesforce PRM, Zift marketing automation, and Impartner to improve lead registration, pipeline reporting, and partner experience Built an Ideal Partner Profile (IPP) framework and scoring rubric that expanded the Alliances & Channels ecosystem 59% through a methodical, sequential mirrored-sale approach
Joined through an acquisition and built the company's first formal HCM partner program from two customer-originated System Integrator relationships, before Epicor's 2011 acquisition folded the business into its broader ERP Alliances & Channels org in 2012. Key Performance Metrics Designed then scaled first HCM partner program from zero - formalizing two customer-born SI relationships into structured partner agreements, with referral/co-sell motions, certification paths built alongside the enablement lead, and joint marketing initiatives targeting key geographic, vertical, and benefit-broker channels Integrated the Spectrum partner base into Epicor's ERP Alliances & Channels org following the 2011 acquisition and 2012 fold-in then leading partner sales efforts across the North American channel ecosystem