Los Gatos, California, United States
I decode data and through that discover GAPS to drive culture, boost business opportunity, and collaborate with teams that crush it. I lead at scale where people, data, and operations intersect. I turn workforce insight into action that transforms and drives results from the front line to the C-suite.
Managed and launched a global PS enablement path for WW Channel Partners and Distributors on DNS, DHCP, IPAM security products; netting over 800 partners. Created comprehensive Partner Performance dashboard focused on metrics such as $ACV, Renewal rates, product activation timing, and Service Request volume; Created an ROI calculator for Partners to evaluate enablement payback, created a library of E2E digital assets to support Partner journey; brought Eng., Prod and PS together for product tool creation.
Led Change Management (CM) for Services offer. Developed messaging and materials for GTM, Sales Enablement (SE), Stakeholder training. Orchestrated first ever Services offer rebates for partners. Led cross functional CM for E2E digital asset standardization to improve the customer experience. Created and managed Marketing and Sales Enablement plans and deliverables for Services’ product launches across Cisco architectures. Corporate Development team for small to mid-sized SaaS acquisition integrations and large SP divestitures valued at $200-750M+. Program managed product and service transitions. Ensured product security compliance on acquired products and services. Created Field Marketing plans. Cross functional collaboration with numerous organizations. Selected Achievements: • Inspired new view of competitive threat; Socialized findings with 35+ stakeholders in four Cisco BU’s; inspired service inclusion in partner planning, rebates, renewal metrics; and Service offer changes • Gained cross functional agreement with 40+ stakeholders for a standard content management platform and meta tagging framework to improve customer experience and impact SDN product sales. • Trained, educated eight+ global cross functional workstreams on new privacy regulations (GDPR); adding new GDPR WBS items to A/I methodology • Generated cost and time savings by spearheading collaboration with six+ diverse teams on a cross-functional initiative to streamline cloud-based requirements for security and compliance (FedRAMP, CATO) for SaaS applications; added new WBS items to A/I methodology. • Collaborated on Sales Enablement plans for a corporate wide product support initiative that realized $millions in incremental service and product sales. • Created GTM and Field marketing collateral and integration playbooks for partners and direct sales for SaaS integrations.
Managed global license marketing for a privately held $5B Intellectual Property firm. Built a partner network to enable the resale of technology patent licenses. Created strategies to engage client company C-Suites in licensing discussions and thought leadership; presented to C-level executives for keynote conference presentations. Created all GTM materials. Selected Achievements: • Develop partnership and joint Use Case messaging, market execution across channels • Facilitated sales team effectiveness by designing and executing an internal Sales & Marketing website that served as a single repository for all sales information. • Illustrated IP portfolio value by creating use case videos and an IV fact sheet tailored for patent license sales.
Oversaw Services integration for acquired SaaS companies. Incorporated service offerings into Cisco’s infrastructure, product, pricing, partner and sales materials Selected Achievements: • Received Awards for Excellence in Execution due to innovative thinking that led to seamless integration of services into the company product portfolio. • Drove integration activities by forging successful new methods for SaaS offerings. • Played an instrumental role in accelerating the adoption of Cisco technology worldwide; created field enablement materials that increased the sales team’s product awareness and resulted in higher Services sales.
Managed global Services partner program valued at $750M+ in annual sales. Reviewed quarterly partner sales performance to objectives; program and partner performance enhancements, allocation of MDF to sales objectives; co-branding and FE/GTM. Selected Achievements: • Reduced annual Cisco support costs by $10M+ through eliminating contract loopholes. • Trained ~ 100 global cross functional stakeholders on metric tools • Increased consistency in Cisco partner engagement and operations by co-authoring a comprehensive Partner Global Services Operating Guide.