Greater Seattle Area
Coverage area: AI Foundry, GitHub, Azure PaaS, Developer Tools, Marketplace I am responsible for leading a team of business development and strategy professionals to drive outsized impact through custom (and often complex) partnership deal structures. The work involves developing a clear strategy for how to grow the business given the finite resources available, aligning internal teams to rally towards a common goal and working with external partners to form win-win scenarios. This often requires forming perspectives on how SOTA technologies translate to customer value, creative business models to align incentives, and designing the product to GTM playbook that will resonate with customers. I am also responsible for conducting strategic diligence on M&A targets that often require constructing a business case (TAM, market trends, customer data, competitive intelligence, internal capabilities, financial projections, SKU creation, and technical assessment)
Leading company wide strategy and execution of partnerships. Responsible for developing growth strategies and operationalizing GTM activities. Business model and packaging. Product integrations and ecosystem strategy. - Drove 2/3 of new customer logos for the last 3 quarters through new partnership program - Designed and implemented self-managed to SaaS migration offers including customized pricing - Developed product integration strategy with hyperscalers' services and improve interoperability with relevant products / services in the ecosystem - Launched a GenAI ISV program geared to onboard relevant GenAI startups that can bring value for customers with proprietary data - Implemented co-sell and co-marketing engine for all of DataStax GTM teams to work with our hyperscaler partners - Shifted the company's focus to winning digital natives via customized partnership campaigns Generative AI, MLOps, Databases, Data Streaming, Event Processing, OSS
Developed company's strategy to grow primarily via partnerships
I lead the strategy & business development team for our Developer / Cloud Products (Azure, Visual Studio, GitHub) Business Development, Strategy & Ventures organization Partnerships, M&A, Product Strategy Experience includes: Creating new business / pricing models (1P=3P, licensing, royalty-based, marketplaces, etc.), GTM terms (+ co-sell incentives), and product scenarios to build custom, strategic partnerships with key players in the ecosystem. Closing multi-million dollar strategic partnership deals. Conducting diligence on M&A targets to develop go/no go recommendations based on strategic fit, value identification, DCF/NPV modeling, and competitive chess boarding Developing product strategies with engineering / product teams that include assessments of market size, trends, customer pain points, product capabilities/features, competitive landscape and internal GTM capabilities to pursue the highest probability of success business opportunities. Product experience: IaaS/PaaS/SaaS, IDEs / Editors, DevOps Services (CI/CD, Version Control, Software Testing), Distributed Computing, APMs, Cloud Platform Services, OSS, Developer AI Tech, Cloud Gaming, API-based Services, Observability / Monitoring, Data, Edge AI among others
Competitive intelligence, market assessment, customer segmentation / targeting, eCommerce / merchandising / personalization, digital transformation
Portfolio assessment, growth strategy, customer experience improvement, commercial due diligence, PMI, commercial GTM strategy, pricing, performance improvement, global sales and distribution strategy, org / decision effectiveness.