Granite Bay, California, United States
I’m a strategic sales and ecosystem leader focused on helping organizations solve complex challenges through technology transformation. Over the course of my career, I’ve led large, multi-million dollar pursuits by aligning customers, partners, and internal teams around a shared vision—spanning cloud, identity, security, and application development. I’ve built my reputation on simplifying complexity, bringing the right stakeholders together, and turning strategy into execution that delivers real outcomes. I believe the most impactful solutions come from aligning go-to-market motions directly to customer business challenges and delivering measurable, real-world outcomes. Today at Okta, I operate at the center of a broad partner ecosystem—working across GSIs, cloud providers, technology partners, and resellers to drive joint go-to-market motions and customer impact. I’ve generated over $26M in partner-influenced pipeline, increased average deal size beyond $1.5M, and established a consistent motion of 8–10+ seven-figure deals annually. Beyond revenue, I design and lead innovative engagement strategies—from executive workshops and Shared Signals Framework events to creative partner activations—that open doors, accelerate deals, and deepen long-term relationships. Core Strengths: Executive Alignment: Align C-level stakeholders across customers, partners, and internal teams to drive clarity, consensus, and momentum in complex, multi-million dollar pursuits Customer-Centric Discovery: Uncover true business objectives beyond technical requirements, translating them into actionable strategies that deliver measurable outcomes Relentless Activation: Turn strategy into execution by activating the full partner ecosystem—driving workshops, campaigns, and co-sell motions that generate pipeline and accelerate deals
Drive partner-led growth across the public sector by building and executing joint go-to-market motions with GSIs, technology partners, VARs, and cloud providers. Operate at the center of a multi-partner ecosystem to generate pipeline, accelerate deal velocity, and deliver identity-driven security outcomes. Lead co-sell strategy across key partners including Deloitte, Accenture, KPMG, CrowdStrike, Zscaler, Palo Alto Networks, Rubrik, Proofpoint, Socure, ePlus, Insight, AHEAD, Carahsoft, AWS, Microsoft Azure, and Oracle Cloud. Develop and execute joint GTM plans aligned to strategic accounts and public sector priorities. Build and scale partner-sourced and influenced pipeline while orchestrating complex, multi-partner pursuits. Drive field-level co-sell motions to accelerate deal cycles and increase win rates. Design and deliver partner-led marketing campaigns including interactive customer workshops, Shared Signals Framework (SSF) joint events, and creative engagement programs such as charity pickleball tournaments to deepen relationships and expand pipeline. Enable partners through sales plays, joint messaging, and solution alignment, while acting as a strategic bridge between partners and Okta sales teams to embed partners into territory and account planning. Impact: • Generated $26M+ in partner-influenced pipeline • Increased average deal size to $1.5M+ • Established a consistent motion of 8–10+ $1M+ deals annually • Accelerated growth through a partner-first GTM model across SLED • Positioned identity as the core control plane for Zero Trust security
VMware’s unique application portfolio creates the opportunity for customers to tackle digital transformation and modern application development across any cloud while maintaining the highest security posture. Accelerate very complex opportunities, coordinating across internal franchises, system integrators, sales leaders, and internal technical resources to deliver world class solutions for our customers. ● Lead the Strategic Pursuit initiatives: o Within 6 months we identified, scoped, and closed $22 Million in ACV and added $4 Million in ARR as VMware began our own transformation to a subscription model. ● Developed and rolled out several new GTM programs: o Focused on our top Hyperscalers (Amazon-VMC, Microsoft-AVS, Google-GCVE and Oracle-OCVS) to expand our engineered solutions through our hybrid cloud strategy. o Increased ARR over $4 million over the past 4 quarters. o Developed internal summit sessions to enable both field organizations on the best strategies to Go-To-Market together. o Driving joint forecasts and joint account planning sessions o Developing joint marketing strategies providing the field organizations selling events to tag team. ● Extensive Partner and SI engagement: o Drove a joint solution with GSI and leading identity solution provider to address statewide Citizen Identity management networking across internal franchises to develop an engineered solution inclusive of field enablement, marketing and Engineering. o Expanded VMware’s Cloud Service Provider Program by recruiting State data centers to sign up as a Managed Service Partner providing the ability to offer Jointly Managed Services to their departments. ● Developed transformation and modernization strategies for multiple large customers. o Programs range from tackling technical debt standing in the way of cloud initiatives. o Holistic AI / ML fraud solutions as a liberating data strategy helping our customers gain access to multiple data sources in a performant manner.
With Red Hat’s acquisition by IBM, the definition of a large pursuit needed to be redefined. Operating at this new level required new processes, new tools and the formation of our new team, The Strategic Pursuit Practice. - Initially communication and coordination across Red Hat and IBM posed the largest hurdle. IBM is a massive organization with many years of institutional processes and behaviors. By forging relationships with leadership on both sides, our team was able to break through the norms and establish new ways of working. - With this new way of working, we quickly established the merits of having Red Hat’s innovative reputation leading the messaging quickly relating to our customers wants and needs on their journeys to the cloud. - Internally we doubled down hosting enablement sessions with IBM’s technical staff, alignment workshops with all their managing directors and sales teams and multiple conversations across the many competing business units. - The Strategic Pursuit Practice quickly became the link when aligning strategic multi-product and service opportunity with IBM, while also beginning to establish the big deal process for any large Red Hat pursuit. - Our team quickly expanded to working all large pursuit beyond IBM with our strategic GSIs, partners and resellers. Helping our field sales grow and maintain a consistent big deal approach tying our messaging to business outcomes, product value proposition, competitive analysis and much more.
Red Hat Open Innovation Labs As the Client Advocate for Red Hat’s Open Innovation Labs, I have the opportunity to develop transformational journeys with my customers. Taking a more holistic approach of combining technology, people and process across the enterprise, we have been successfully catalyzing real change. Utilizing immersive experiences to first prove it out and then scale it out, this change highlights the art of the possible and kickstarts transformation. Sales Enablement: In support of my mission to make my customers successful, I have developed a unique sales enablement program focused on scaling out this new way of selling throughout Red Hat globally. Applying several DevOps, Agile and Lean ways of working to our sales process, has opened up communication and really put our customers at the center of all of our sales motions. In this new enablement we teach methods and techniques that build frameworks to truly partner with your customer. No longer am I simply telling the sales force to go ask open ended questions, but taking it a step further and using Target Outcome, Impact mapping, Start at the End, etc to align with our customers business goals and work together in achieving these goals. The program has become wildly successful with significant impact to the sales force both culturally and from a metrics perspective in driving new and larger pipeline.
I am excited to join Red Hat's team moving into their State and Local group selling to the State of California. Red Hat has recently transformed to the bleeding edge cloud management provider offering a full open stack solution.
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