Charlotte Metro
I'm a growth-focused Channel & Alliances executive with 15+ years building and scaling partner-led revenue engines across Cybersecurity, Cloud/AI, SaaS, and MSP/MSSP. My focus is turning partner programs into strategic growth engines — aligning hyperscalers, ISVs, VARs, and GSIs with the execution frameworks that convert platforms into predictable, measurable revenue. I've led channel organizations through every phase of maturity, from building programs from scratch to scaling multi-million dollar ecosystems, consistently delivering double-digit revenue growth while building a culture of accountability, discipline, and high performance. At Cisco, I built the KPI-driven framework behind 50+ new service offerings, generating $100M+ in incremental revenue and $60M+ in recurring SaaS and cloud revenue through the channel. At Keysight, Gigamon, and Sisense, I owned global channel P&Ls — rebuilding underperforming programs into engines that grew partner-sourced and influenced revenue 22%+ YoY and drove 35% YoY alliance growth to $125M. I also built the MDF governance model that delivered $24M in first-year ROI-driven returns, and led globally distributed, matrixed teams across 4–5 regions — the U.S., EMEA, LATAM, and APAC — with full P&L accountability. I believe great channel leadership is about empowering partners, architecting the right GTM strategy, and driving measurable ROI at every stage of the partner journey. If you're scaling a partner-led revenue engine in cybersecurity, cloud, or SaaS, I'm always open to connecting with like-minded leaders and innovators.
Business intelligence and analytics company enabling organizations to embed an AI-powered analytics platform into applications and workflows. Led a globally dispersed team supporting a multi-channel route to market and alliance partnerships focusing on driving growth in partner sourced/influenced and cloud marketplace revenue. ► Partner Sourced Pipeline: Increased partner-sourced/influenced revenue 22% by rebuilding the global partner program, modernizing enablement/certification paths, and realigning discount and incentive models. ► Hyperscaler Partnerships (AWS, Azure, GCP): Drove 50%+ growth in cloud marketplace revenue by hiring a Channel Director focused on hyperscaler alliances (AWS, Snowflake, Databricks) and co-selling motions. ► Channel Strategy Development: Delivered 40%+ international sales growth by leading channel-led expansion into four new APAC regions with tailored GTM programs. ► MDF Planning & ROI Modeling: Generated $24M in first-year revenue through ROI-based MDF investments, verticalized marketing campaigns, and launch of partner scorecards with measurable KPIs. ► PRM Platforms: Improved pipeline visibility and partner execution by deploying a global PRM platform to automate deal registration, lead sharing, and governance across all partner types.
Network visibility and security company specializing in deep observability solutions for hybrid cloud infrastructure. Led a globally distributed team focusing on driving incremental revenue with partnerships in cybersecurity, GSI's, cloud hyperscalers, Service Providers, and ISVs. Managed complete partnership lifecycle and all GTM elements including: recruitment, onboarding, joint solution development, early-stage business development, channel enablement, co-market/co-sell activities, and governance. ► Strategic Alliances: Drove 35% YoY revenue growth to $125M by restructuring the alliance support model, strengthening forecasting accuracy, and improving partner sales motions ► Partner Recruitment & Onboarding: Generated $22M+ incremental revenue by recruiting and enabling new strategic alliances across cybersecurity, GSIs, hyperscalers, service providers, and ISVs. ► Co-Selling & Co-Marketing: Created $17M in closed/won opportunities by launching targeted ABM campaigns that delivered 800+ MQLs/SQLs with enhanced KPI-driven measurement. ► Hyperscaler Partnerships (AWS, Azure, GCP): Expanded global cloud presence by launching marketplace offerings and GTM plays across AWS, Azure and GCP.
Global leader in electronic design and test solutions serving networking, wireless, and cybersecurity markets. Led a globally distributed channel sales and operations team, supporting a multi-channel cybersecurity route to market. Focused on driving NAR channel revenue and global channel program effectiveness encompassing program strategy, policy development, implementation, and governance. ► Channel Partner Management: Delivered over $50M in incremental revenue and increased partner deal registrations by 30% by rebalancing pricing models and strengthening pipeline visibility. ► MDF Planning & ROI Modeling: Increased partner-sourced revenue 25% by identifying focus partners through attainment data and aligning co-sell motions with ROI-based MDF allocations. ► CRM/PRM Systems: Improved channel operational efficiency by revamping the PRM platform, integrating CRM systems, automating attainment reviews, and centralizing enablement content. ► Operational Excellence & Process Improvement: Reduced partner onboarding-to-revenue cycle by 20 days by simplifying legal frameworks and streamlining operational workflows.
Fortune 500 technology company (formerly CenturyLink) providing cloud, edge computing and networking solutions worldwide. Hired to spearhead strategic planning, program development, and GTM execution in support of the newly formed Lumen/Cisco Global alliance in the U.S. East and EMEA regions. Focused on driving incremental growth through cloud-based SaaS solutions. ► Joint Go-To-Market (JGTM) Strategy: Grew alliance revenue 40%+ to $90M through joint account planning, coordinated GTM execution, and tighter alignment with Cisco field and product teams. ► OEM/Technology Partnerships: Generated $60M+ in recurring revenue by developing and launching new SaaS and cloud offerings (MECM, SAP HANA, Cisco Spark/Webex) in partnership with Cisco engineering and sales. ► Partner Scorecards & Performance Analytics: Enhanced alliance execution and predictability by creating KPI-based scorecards to track pipeline attribution, SaaS adoption, and regional sales performance.
Global leader in networking and cybersecurity, driving innovation in connectivity, cloud, and enterprise security. Promoted to the role of U.S. channel lead supporting a national team of Partner Account Executives with a focus on service creation and accelerating cloud adoption through Cisco's service provider and resale partner ecosystems. ► Channel Strategy Development: Achieved 115% of plan and 148% YoY revenue growth to $330M by architecting national channel GTM strategy and expanding partner cloud pipelines. ► Partner Recruitment & Onboarding: Created $100M+ in incremental revenue by recruiting 18 new cloud partners and launching 50+ new cloud service offerings. ► Cloud Consumption & Marketplace Monetization: Built an $80M cloud-consumption pipeline via targeted “Cloud Seeding” campaigns.
Led service creation and development of collaborative GTM programs in partnership with key service provider cloud partners including; Flexential (formerly Peak10), QTS, 11:11 (formerly SunGard), Virtustream (Dell) and Windstream. ► Joint Go-To-Market (JGTM) Strategy: Drove 30% YoY revenue growth to $70M by launching new offerings, executing joint GTM campaigns, and driving sales acceleration. ► Co-Selling & Co-Marketing: Improved pipeline predictability through co-market/co-sell campaigns and targeted SaaS launch motions. ► Partner Ecosystem: Recognized as a top performer with three consecutive Sales Champion awards (Top 5%) and a Marketing Innovator award for ecosystem-led growth strategies.