Bellevue, Washington, United States
• Career Objective: To lead a team that thrives where I treasure Christ above all and translate this vision into the build up of others and yield results that are repeatable, scalable, and sustainable through the years • Brand: Strategic senior leader dedicated to building up others and driving objective measurable impact while cultivating future leaders • 25+ certifications + 3 degrees centered on leadership & people management, process improvement, product/solution subject matter expertise and sales acceleration • 20+ years of documented sales success exceeding sales revenue, services, and consumption-based quotas in global and US roles across Commercial Corporate Accounts, Enterprise, Public Sector, Financial Services, Retail, Telco, Professional Services, and SMB • 17+ years of Microsoft Partner Development experience in MSFT FTE and Partner FTE roles across people management, partner development, and readiness roles with key responsibilities around strategic partnerships, cloud alliances, co-sell, managed & professional services, M&A, change management, GTM offerings, & driving MRR/ARR, GP, EBITA metrics, and exceeding quota every year in role • 15+ years of Project/Program Management experience driving measureable impact and sustainable growth to all business projects (Green and Black Belt Six Sigma Certified) • 4+ years of direct people management experience of full-time employees, vendors, & contractors that exceeded country quotas every year in management • Specialized Skillsets & Expertise: Strategic Partnerships, Cloud Alliances, Digital Sales, Cloud Acquisition, Strategic Leadership, People Management (Sales, Marketing, Finance, HR, & Services), Managing a Country P&L, Acquisition Integration, Process Improvement, Project Management, Consultative and Solution Selling, Account and Opportunity Management, Hunting Net New Logos, Microsoft Volume Licensing, Managed & Professional Services Solution Selling, Forecasting, Competitive Intelligence, Industry expertise in Education, SMB, and SMC, OEM & 1st party Device Selling, Business Development, Sales Excellence, Co-Sell, Commercial Marketplace, and Business Management
• Owner of the Microsoft Americas co-sell engine designed to facilitate co-sell partner-seller connections at scale across co-sell days, partner showcases, and 1:1 co-sell meetings • Architect and drive the industry strategy that maximizes partner adoption & impact across all industries • Industry events orchestrator aimed at maximizing partner impact at events & enabling onsite co-sell • Serve as the connective tissue between Americas Operating Units (OUs), EPS, and Industry Teams
• Led Edu and SLG Enterprise industries to company’s first ever 60%+ Partner Share overachievement and #1 WW ranking across inbound partner referral impact and outbound partner shares from the MSFT field • Strategic leader in the Americas Global Partner Solutions (AGPS) org with the charter to mainstream partners and Azure Marketplace in US Public Sector (Edu & Gov) • Led business designs to architect the framework for optimal partnerships & mutual success and advise partner senior leaders on building a high-impact Microsoft partner practice • Evaluated managed partner portfolios to propose new recommendations & new solutions in which partners can jointly invest to fill business & market gaps • Designed and create new offer and incentive structures for partners that drive key consumption metrics • Executed regular rhythm of the business (RoB) partner reviews (MBRs/QBRs) to drive visibility into business performance and ensure alignment of partner solutions to customers by industry & solution areas • Drove acceleration of partner co-sell at scale in selling the intelligent cloud and edge solutions with partners that empowers customers in Public Sector to achieve their objectives
• Led a global business across all industries with the mission to secure the world's data from ransomware, data extortion, and winning against cyber attackers • Head of business development motions centered on strategic partnerships with cyber security companies (Zscaler) and global cloud alliances (Microsoft) resulting in winning the 2023 Microsoft ISV Partner of the Year for driving Azure consumption, Marketplace, & co-sell revenue • Responsible for investing into new strategic partnerships with partners that create new business for the company and establish competitive advantage over the competition • Build and execute GTM strategies with key partners that accelerate co-sell motions and land net new business and upsell opportunities at scale • Train up monthly sales force across Rubrik and cyber and cloud alliance partners to drive value to customers through joint motions • Champion of win wires, newsletters, readiness content creator & delivery, and landing enablement efforts across marketing investments around events and webinars
• Chief Operating Officer for the Digital Sales Corporate Cloud Acquisition Team of 140+ sellers responsible for the Americas Enterprise sales excellence business with the mission to win new cloud business • Responsible for driving sales execution in partnership with the Cloud Acquisition team to accelerate market share, deliver exceptional customer experience, and execute with excellence across all sales excellence related engines (Account Based Marketing, leads, pipeline, consultative selling, actuals, customer adds, etc)
• Global Education Readiness Leader responsible for upskilling 1000+ employees (AEs, ATSs, CSAs, SSPs, Sales Managers, GMs, Marketing, etc) into world class sellers focused on being industry experts, top solution/value sellers, and SMEs in operations/sales excellence execution • Overall Fiscal Year Planning Leader and SME across scorecard, role definitions, compensation, blueprint & taxonomy, commercial execution playbooks, change management, territory management and rules, investments & budget, and segmentation to enable the strategic direction & success of sellers WW • Global Education Leader for solving COVID-19 remote learning escalations • Global Education Licensing Escalation Leader for leading WinRooms and planning processes with Business Planning to ensure programs, solutions, offers, and incentives land successfully with field sellers, partners, and customers • Field sales advisor and coach on sales motions/strategies for up-sell and co-sell opportunities for the broader global field sales team with the goal of exceeding product mix targets and increase sell-with motions with key partners
• Responsible for the overall success of the US org, including P&L, people, and partner management, readiness, sales, marketing, Finance, HR, services, global partnerships, and customer transformation • Leader of the US organization (48 employees) for Microsoft's #1 global partner across all customer segments and successfully growing the business each year in role with double digit GP growth • Led the US org through significant transformational changes including turning the business around after an organizational restructure and navigating and integrating the org through an acquisition • Expert in managing a country P&L, including headcount, marketing, and other resources to run the business • Country lead in partnering closely with legal and global product teams to close complex and large deals that provided custom service solutions to support customer transformational goals and overall GP growth • Executed the company’s best practice known as the T-120 day plan that led to consistent touch points to all 1,600 clients with results including increased customer retention rates and 15-20% YoY solution upsells • Led a diverse business & technical services team that developed project proposals in both managed services and professional services for existing client renewals and net new opportunities • Leader responsible for bringing top quality talent to the US team (i.e. HiPos, Market Leaders, 10+ years experience) and helping to cultivate a culture as a great place to work for • Responsible for partnering with large cross group teams across COMPAREX Global, Microsoft, 100+ partners, and SoftwareONE to drive a unified approach of growing share and transforming the company • Managed the partner development engine, including MSPs and VARs, and from developing partner profit sharing contracts, to readiness and co-sell motions to accelerate the closure of deals
• Responsible for the US sales business across all customer segments and solutions, including people and partner management, sales, business, and operational excellence, building and executing strategic sales plans and sales process management, readiness trainings for internal and external audiences, compete motions, and driving the overall brand strength and share growth to the US business • Leader of the US Sales team for COMPAREX, USA, leading 12 sales direct reports to drive positive GP results across all verticals and segments • Championed the turnaround of the US Sales business to exceed gross and net profit goals, resulting in 114%+ quota attainment and positive EBITA • Grew and elevated the team into world class sellers through leadership development, strength in value and solution selling, and operational and execution excellence • Acted as the trusted advisor to the sales team through strategic deal structure recommendations, solution sales coaching, effectively competing to win, and executing on their book of business • Owned the US COMPAREX scorecard with the goal of exceeding all metrics each year by driving a well-oiled engine through the team and that drove continual repeatable, scalable, and sustainable results
• Responsible for driving Windows market share growth for OEM and Surface devices across WW Education • Exceeded WW device quota each year in role through effective leadership over 50 WW sellers that resulted in winning & activating 13 M net new Windows devices each year and an average attainment of >110% • Championed and delivered better student learning outcome practices through transformation framework workshops and pedagogical principles applied in WW program and Go to Market rollouts • Acted as the trusted advisor to over 500 field sellers, closing big deals (> 50k devices) through strategic deal structure recommendations and management of the global Edu WinRoom process • Owned and managed the WW Edu devices scorecard and business review cycles resulting in a green (>100%) scorecard attainment each year in role • Managed and led the WW Education Devices budget to land Proof of Concept and Business Investment Funds (BIF) for pre and post sales efforts that resulted in over 1 million Windows device wins each year • Partnered with the WW Devices Reporting team to develop a scalable & repeatable Power BI device reporting system for pipeline management, resulting in increased forecast accuracy • Work Health Index (WHI) Lead for WW Edu Devices at Microsoft that resulted in team morale growth • Developed excellent writing skills in email or presentations with the ability to clearly articular business results, challenges, and key strategic recommendations to senior leaders in the organization
• Responsible for managing the US Education Devices business, inclusive of Surface and OEM devices, the management of all sales excellence related activities (business reviews, scorecard management lead, data maintenance and analytics, field readiness, etc.), and partnership with the commercial team to drive overall windows market share growth • Partnered closely each week with the Surface BG, Windows BG, Commercial devices team, and the leadership to ensure effective demand and supply/chain management of Edu Surface forecast opportunities • Exceeded US device quota every year in role by an average of 150%+ quota attainment and winning 4 million net new devices annually through effective sales leadership over 14 device sellers • Achieved a scalable, repeatable, and efficient device OEM and Surface reporting system for US Edu by transitioning the business over to SQL BI through a strong partnership with finance and driving 100% adoption rate among all field sellers to use BI tools to manage their book of business • Compete analysis lead for the Edu Devices team to understand industry trends through market research reports & presenting findings and recommendations to the leadership team on ways to compete effectively • Owned and orchestrated the ROB efforts on business reviews, CRM hygiene, & forecast execution for sellers • Excellent communication skills with the ability to lead executive level meetings in both content preparation & delivery and presentation of business results, forecasts, and field and customer insights & commentary • Drove clear roles and responsibilities across U.S. Education’s sales stage processes through the development and execution of the Mobility Swimlanes project to drive effective cross-group collaboration with the broader field sales team • Partnered closely with strategic partners and marketing to drive Surface penetration to K12 & HED accounts
• Responsible for managing and growing the Edu breadth business of 4,000 accounts across K-12 and HED schools as a front-line seller and leading a cross group team of partners, marketing, & technical sellers • Ability to drive strategic technology discussions at multiple levels with partners & customers at the CXO level • Developed and implemented a Territory Plan that consistently exceeded annual sales revenue, services, and share based quotas and scorecard commitments • Inducted into the Next Step Program, a program for the top 20% of employees in the Education space with the goal of enhancing manager competency, building leadership skills, and accelerating career development • Subject matter expert in developing, managing, and advancing a pipeline of opportunities in Dynamics CRM and delivering accurate and consistent revenue monthly forecasts • Nominated and participated in the Leadership Experience Panel, an invitation for being a top performer in the Sales Marketing and Services Group (SMSG) under Kevin Turner (COO) (top 1% of employees) • Showcased Microsoft’s education offerings, executed GTM strategies and leveraged the Microsoft partner community to effectively accelerate transformational goals in the breadth space