Washington DC-Baltimore Area
I build partner-led businesses and lead go-to-market execution that grows enterprise software companies. I’ve scaled three $100M+ ARR global partner ecosystems across turnaround, fragmented, and high-growth environments. As VP of Global Sales, I built and led a channel-first go-to-market that drove hypergrowth and a nine-figure exit. In both VC/PE-backed and public markets, I’ve owned end-to-end GTM with partners as the force multiplier, from strategy and programs to pipeline, revenue, and the global teams that deliver them. I’ve also driven M&A integration for 18 acquisitions into channel-led organizations. Multi-route expertise across resell and co-sell with alliances, GSIs, hyperscalers, ISVs, VARs, MSPs, and distribution. Domain range across cybersecurity, cloud, AI, networking, ERP, compliance, tax & regulatory, and open source. I build what’s needed, fix what’s broken, and scale what works. ➤ AWARDS & RECOGNITION 5x CRN Channel Chief | 2x Channelnomics Global Partner Ecosystem of the Year | 9x Presidents Club ➤ CORE COMPETENCIES Partner Sales Routes VARs | Co-sell | ISVs | OEMs | SIs/GSIs | MSPs | Distributors | Hyperscalers Market Segments SMB | Mid-Market | Enterprise | Service Providers Vertical Specialization Financial Services | Manufacturing | Education | GovCon | Professional Services | Accounting & Tax | A&E | E-commerce | Highly Regulated Industries Domains Cloud | AI | Networking | Cybersecurity | Open Source | Compliance | Tax & Regulatory | ERP Leadership Reach NA | EMEA | APAC | LATAM | Federal Functional Ownership Channel Sales | Channel Strategy | Strategic Alliances | Partner-Sourced Revenue | GTM Strategy | Ecosystem Strategy | P&L Ownership | Executive & Board Engagement | M&A Integration | Partner Programs | Partner Enablement | Org Design & Team Management | Marketplace GTM (AWS, Azure, GCP; private offers) | Partner Economics & Channel ROI
$200M+ revenue | 600+ employees ➜ Led global partner strategy and execution: integrated acquisitions, rebuilt channel, and scaled the org to accelerate pipeline and ARR. • Own global indirect revenue; delivered 30%+ YoY growth in partner-sourced ARR and built a pipeline engine through structured co-sell and account mapping. • Integrated AI across the partner portfolio and execution model (enablement, co-sell, pipeline), driving partner-sourced revenue growth. • Launched BlueCatalyst Partner Program, scaling to 500+ partners across VARs, MSPs, SIs, marketplaces, and distribution; expanded alliances with Cisco, Keysight, Gigamon, and Akamai.
$600M+ revenue | 1,800+ employees ➜ Built and scaled a $120M ARR global partner business across 12 acquisitions, driving 40% YoY partner-sourced growth and transforming a fragmented partner base into a unified high-growth ecosystem. • Delivered $40M in net new partner-sourced ARR, growing from $9M to $18M annually; drove $15M through strategic alliances with Microsoft, SAP, EY, NetSuite, Salesforce, Oracle, Intuit, KPMG, PwC, and Accenture. • Built and led global GTM organization from 20 to 60 across NA, EMEA, and LATAM, owning full P&L and aligning product, go-to-market, and operations to drive global scale. • Launched Sovos Partner Network, scaling to 500+ partners across SIs, VARs, MSPs, ISVs, and OEMs.
$1B+ revenue | 3,000+ employees ➜ Rebuilt and scaled a stagnant $70M global partner ecosystem into a high-growth 600+ partner, $115M ARR business, delivering 42% YoY growth and increasing channel share of new bookings from 17% to 40%. • Delivered $45M in net new partner-sourced ARR; built and scaled global partner organization from 8 to 25. • Transformed transactional partner base into a strategic 600+ partner ecosystem across SIs, VARs, OEMs, MSPs, and advisory firms including EY, Deloitte, IBM, and Baker Tilly. • Architected and launched Deltek Partner Network, establishing a next-gen global framework with structured tiering, enablement, and co-sell motions across NA, EMEA, and LATAM.
$40M+ revenue | 130+ employees ➜ Built channel-first GTM from the ground up and led global sales into hypergrowth, #1 market position, and a nine-figure exit: owning the full revenue engine across direct, partners, marketing, and RevOps. • Scaled global sales 356% in 3 years; won 1,200 net-new customers including 35% of the Fortune 500; grew repeatable pipeline 5x and 91% YoY. • Expanded EBITDA 21% and SaaS gross margins to 88%; shifted channel from 25% to 75% of revenue driving tens of millions in incremental ARR. • Grew global GTM organization from 8 to 40 across Americas, EMEA, and APAC spanning field sales, channels, sales operations, enablement, and marketing. • Built 300-partner global ecosystem across resellers, DMRs, distributors, and strategic alliances including Cisco, Mist, Extreme, WWT, Presidio, CDW, SHI, ePlus, Insight, Ingram Micro, Dicker Data, Avnet, Synnex, HP/Aruba, and hundreds of others.