Stamford, Connecticut, United States
I build partner-led revenue engines — taking direct-sales organizations and transforming them into partner-centric commercial machines through co-sell architecture, MOU negotiation, programmatic partner development, and field activation that produces pipeline. At Anunta I inherited a direct-sales MSP with no partner infrastructure and built the motion from scratch. Negotiated multi-million dollar MOUs with a global OEM and workspace technology vendor, activated national resellers as co-sell partners — partner-influenced pipeline reached 77% of active opportunities within four months of MSA Signature — and built the full Microsoft co-sell operating model: MCEM language adoption, CRM standardization for Azure Solution Specialist engagement, and v-team/PDM coordination for an ECIF eligible MSP. Led a full pricing and packaging overhaul across service lines — standardizing offers, global SOW frameworks, and eliminating field friction. Spearheaded a dedicated expansion motion that drove 2.5x growth from initial land. I drove a Customer Zero strategy — requiring the product team to run our AI services play internally before going to market. Currently building an AI-accelerated GTM motion on an evolving data infrastructure that taught me firsthand that the data layer is the real unlock for AI productivity gains. I’m now leading that build — structuring our CRM as a fully enabled data foundation for AI-accelerated workflows, automated outbound, and pipeline intelligence. I lead through influence, not authority — aligning sellers, marketers, and delivery teams through shared metrics, clear playbooks, and executive sponsorship. Channel Architecture · MOU Negotiation · Microsoft Co-Sell & MCEM · ECIF · CSP & EA · VAR & MSP · OEM Alliances · Partner Activation · Pricing & Packaging · CRM Enablement · AI-Accelerated GTM · Workflow Automation CT Top 50 Women Leaders — 3 consecutive years. CRN Next Gen 2025. Gartner Magic Quadrant contributor. Sandler Certified. Challenger Sales.
Partner-Led GTM Architecture: Spearheaded Anunta’s North America evolution to a partner-first commercial model — building the full ecosystem motion from the ground up and driving partner-influenced pipeline to 77% of active opportunities within four months of activation. Pipeline & Deal Growth: Grew qualified pipeline to $34M and increased average closed won deal size from $15K to $63K through standardized qualification, rigorous deal inspection, and a dedicated expansion motion that drove 2.5x growth from initial land. Strategic MOU Negotiation: Closed a $2M MOU with a leading workspace technology vendor targeting $30M in revenue impact via distribution. In advanced negotiations on a $10M OEM partnership — framework includes $8M in sales commitments and 12 months of funded Pre-Sales and Enablement headcount. Microsoft Co-Sell Operating Model: Built Anunta’s internal Microsoft co-sell infrastructure — MCEM language adoption, CRM standardization for Azure Solution Specialist engagement, and direct v-team/PDM coordination to maximize co-sell funding and visibility. Pricing, Packaging & Enablement: Led a comprehensive pricing and packaging overhaul across service lines — standardizing offers and global SOW frameworks to accelerate deal velocity. Built the Deal Discovery Guide, partner activation talk tracks, and L&D programs that enable partners and internal sellers to execute independently. Customer Zero & AI GTM: Championed a Customer Zero strategy — requiring internal validation of our AI services play before going to market. Now leading the build of a fully enabled CRM data foundation to power AI-accelerated GTM workflows, automated outbound, and pipeline intelligence. RevOps Infrastructure: Transformed HubSpot into a sophisticated RevOps platform — enabling partner influence tracking, account-level visibility, and real-time executive dashboards across the commercial organization.
Enterprise Capture: Built GTM strategies targeting top-100 high-tech enterprises — working with VPs of Alliances at organizations including ePlus, AT&T, T-Mobile, Fortinet, and Vonage to design and execute co-sell plays using automated account mapping. Sales Team Alignment: Used account-mapping data to align internal sales teams for coordinated joint-pursuit campaigns — reducing deployment timelines by 73% and achieving 85% sales-motion entry rates through partner ecosystem leverage and prospect-facing artifact standardization.
High-Scale Performance: Exceeded $52M revenue target, delivering 204% YoY growth (150% to plan). Service Pivot: Led a strategic market shift toward profitable App Dev and Cloud Migration (AWS/Azure), moving the organization away from commodity hardware sales. Methodology-Led Coaching: Drove a 179% increase in average deal size by institutionalizing Challenger and Sandler sales methodologies across a mid-career account management team.
Exceed plan with 153% achievement in FY '21 and 120% in H1 FY '22. Promoted