Atlanta, Georgia, United States
Keyfactor is a leader in machine identity management for securing both enterprise assets and IoT devices. Keyfactor is an Insight PE backed company with 490 employees with security offerings that range from SaaS, on-premises software to embedded solutions. - Responsible for a team of 250, including managing 3 c-staff positions CMO/CSO/CCO, covering sales, channel, marketing, professional services, customer success and support resulting in continued 35%+ YoY growth. - Operationalized sales/channel GTM model to drive revenue from $32M to $130M in ARR. - Instituted efficiency and processes to drive predictable Top-Funnel (Demand Gen) -> Early Stage -> Late Stage pipeline model. - Managed complex sales team consisting of SDRs, Mid Enterprise, Enterprise and Channel all with different sales motions. - Focused on building integrated customer journey process from pre-sales to sales to customer success resulting in world-class renewal (94%) and NRR growth (115%).
Atlassian is a collaboration, workflow and DevOps leader with over 200k customers; public company (NASDAQ: TEAM) with over 8,000 employees and $4.5B in revenue. - Recruited during early stage as a member of the senior executive team to institute process and cadence to build consistency and revenue, resulting in fly-wheel motion that drove 30% growth and allowed for IPO. - Responsible for building/growing Atlassian channel sales from ~$25M to over $1.3B in revenue, approximately owning 50% of Atlassian revenue. - Built partner and enablement programs from scratch that aided in recruiting an ecosystem of VARs, solution partners, technology vendors and GSIs. Built separate program dedicated to government that included government resellers (Carahsoft) and FSIs which generated over $100M in revenue. - Key member of strategy team that drove the transition from perpetual license to a SaaS subscription model while introducing an enterprise sales motion to complement a PLG business. - Directed cross-functional teams to develop co-marketing campaigns with channel partners, a seamless customer renewal process and a partner centric support program to ensure that partners supported the entire customer journey. - Recognized as top GTM Channel model by CRN (including winning Top Channel Chief award 3 years in a row).
Responsible for scaling Alfresco's global growth and providing consistency over world-wide operations and strategic initiatives. - Managed operations and execution of a $70M business, 350 employees - Revamped sales model, comp plans and direct/channel GTM - Implemented SFDC (migration from SugarCRM -> Saleforce)
Grew Americas business from $0 (pre-product) to $40M with responsibility for strategy, direct sales, channel sales, field marketing and operations. - Employed an open-source/freemium model, both on-premises and SaaS - Ran SDR, Inside and outside sales model - Responsible for global channel sales including all alliance partnerships and OEMs
• Created the JBoss Certified Partner Program which generated $1.5M in revenue in the first year. • Expanded JBoss partner program from 3 existing partners to an ecosystem of over 100 ISVs, OEMs and System Integrators. • Managed strategic partner relationships including HP, Novell, Dell and Unisys. Revenue from these partners totaled over $2M in 2005. • Developed go-to-market plans with strategic partners involving all joint sales and marketing activities. • Authored all partner marketing material including collateral, whitepapers, newsletters and website content.