San Francisco Bay Area
I am a strategic architect of high-growth ecosystems with over 25 years of experience spanning the technology stack—from the foundational networking era to the modern frontier of Cloud, AI, and Cybersecurity. I specialize in building Global GSI and MSP organizations from the ground up, leveraging a "Full-Stack" perspective to drive massive, scalable revenue. Executive Leadership & Recent Impact: Currently at Splunk, I am spearheading the transformation of our Global GSI and MSP ecosystems. During the Cisco acquisition of Splunk, I focused on neutralizing displacement threats by stabilizing the partner ecosystem and proving our platform as the high-margin foundation for enterprise AI and managed services. - Elite Revenue Velocity: Consistently smash targets, achieving 192% of FY25 quota and currently pacing at 385% for FY26. - Navigating Complexity: I excel at turning market "noise" into opportunity, aligning disparate and protective sales teams into a unified GTM motion that prioritizes account protection and long-term stability. The "Zero to One" Specialist: I have a proven track record of architecting partner organizations for high-growth leaders like AWS, Claroty, Ermetic (Acquired by Tenable), and Datadog. - Ermetic: Scaled partner-sourced revenue from 1% to 40%+ of total annual revenue. - AWS: As a Global Lead, I grew cloud revenues for five strategic security partners from $10M to over $550M. - Value-Driven Architecture: I shift the partner narrative from "product fulfillment" to value-driven outcomes, embedding technology into the service portfolios of GSIs like Accenture, Deloitte, IBM, Kyndryl, NTT, and DXC. The Foundational Edge: My strategic foresight is rooted in a decade of technical and account leadership at companies like Cisco, AWS, Juniper, and EMC. This deep understanding of networking and infrastructure allows me to navigate today’s cloud-native shifts with a level of technical intuition and foresight that outpaces the market. I thrive at the intersection of Cloud, Data, and AI, building the ecosystems that allow global enterprises to scale securely.
Ecosystem Architect & Revenue Catalyst. I specialize in "Zero-to-One" builds and "One-to-N" scaling of global partner organizations. Currently leading the post-merger GTM integration for Splunk’s most complex GSI/MSP alliances, I am the primary architect of the "Platformization" strategy—merging Cisco’s networking dominance with Splunk’s data intelligence to create high-margin, non-displaceable service offerings. Impact Highlights: - Hyper-Scale Revenue Mastery: Consistently outperform aggressive targets by engineering high-velocity co-sell engines. Achieved 192% of FY25 quota and currently pacing at 285% for FY26 through the rapid onboarding and activation of new GSI partners into the strategic ecosystem. - IP-Led Co-Innovation: Co-engineered proprietary GSI-branded vertical solutions (e.g., "Resilient Manufacturing-as-a-Service") embedding Cisco FSO and Splunk AI, creating 100% competitor-proof annuity streams and high-value pull-through for partners. - Cisco + Splunk Convergence: Pioneered the "Unified Fabric" narrative for GSIs, enabling partners to offer Predictive Network Defense. This allows partners to shift from reactive support to proactive business outcome guarantees, driving a 20% increase in their professional services revenue. - Cloud Marketplace Engineering: Revolutionized how GSIs leverage AWS, Azure, and GCP Marketplaces to burn down client "committed spend" (MACC/EDP). By using the integrated stack to unlock stalled budgets, I accelerated large-scale digital transformation projects. - Executive-Led Advocacy: Directly influence Partner Executive Decision Makers to prioritize Splunk/Cisco as their "Primary Security Fabric," securing top-of-stack placement in 3-year strategic roadmaps and multi-billion dollar service portfolios.
Recruited to architect and spearhead the inaugural Global Cloud Strategy during a critical expansion phase. Successfully pivoted the organization toward a cloud-first GTM model, establishing the foundational infrastructure for hyperscaler revenue and driving immediate market velocity. Key Performance Highlights: - Strategic GTM Transformation: Architected a diversified multi-cloud GTM strategy across AWS, Azure, and GCP, successfully moving the partner ecosystem from traditional fulfillment to a high-velocity cloud-consumption model. - GSI Lab & Solution Architecture: Spearheaded the development of specialized OT security labs with Deloitte, Rockwell Automation, and KPMG. These facilities validated Claroty’s XIoT platform in real-world industrial environments, directly linking physical proof-of-concepts to Cloud Marketplace offerings. - AWS Revenue Acceleration: Scaled the AWS Marketplace presence from zero to $2M+ in CPPO revenue within six months; secured a high-value Strategic Collaboration Agreement (SCA) to align global joint GTM efforts. - Pipeline Engineering: Generated a $20M+ qualified pipeline within the first two quarters by leading innovative solution development and strategic account mapping across Manufacturing, Automotive, and Healthcare. - Operational Modernization: Automated the co-sell engine by integrating Salesforce with AWS ACE, enabling real-time pipeline management and reducing manual reporting overhead. - Azure & Google Cloud Development: Established the Azure ecosystem through the Pegasys program and orchestrated Google Cloud initiatives leveraging AI technologies to maintain strategic alignment during shifting OT priorities.
Architected and executed the global "Zero-to-One" partner strategy for a venture-backed CIEM leader. Built the entire ecosystem from a blank slate, leading a high-performing global team of 10 across three continents to transform the partner organization into the company’s primary growth engine. Key Performance Highlights: - Corporate Development & Strategic Investment: Negotiated a pivotal Series B strategic investment and partnership with Splunk, providing critical ecosystem validation and technical alignment prior to the Tenable acquisition. - OEM & MSP Innovation: Architected the global OEM and MSP delivery model with IBM, successfully embedding Ermetic technology into IBM’s managed security service (MSSP) portfolio to drive long-term, scalable annuity revenue. - Global Revenue Transformation: Engineered a high-velocity GTM model that scaled partner-sourced revenue from 1% to 40%+ of total ARR in under 24 months. - "Zero-Waste" Ecosystem Orchestration: Implemented a lean, high-impact partnership philosophy that bypassed "vanity" programs in favor of precision-targeted, revenue-producing alliances with Accenture, Deloitte, and TCS. - Global Talent Architecture: Recruited and led a 10-member global organization; established a culture of radical accountability and ROI-focused execution aligned 100% with field sales targets. - Cloud-Native Velocity: Secured AWS, Azure, and GCP Security Competencies and orchestrated the Cloud Marketplace launch, leveraging hyperscaler "co-sell" to shorten enterprise sales cycles by 30%.
Strategic GTM Architect | High-Velocity Ecosystem Build. Hired as a high-impact catalyst to engineer Datadog’s inaugural GSI and MSP practices during its critical post-IPO expansion. Orchestrated a fundamental GTM shift within a legacy 3-year direct-sales organization, proving the partner "multiplier effect" by delivering $10M in co-sell revenue within the first 12 months. Key Performance Highlights: - GTM Cultural Transformation: Successfully disrupted a 100% direct-sales culture to architect a high-impact indirect motion. Led the internal advocacy and structural design required to align global field sales with a newly established partner ecosystem. - "Zero-to-One" GSI Infrastructure: Built the global SI practice from a blank slate. Secured and operationalized foundational revenue-producing alliances with Accenture, Capgemini, Wipro, and Hitachi Vantara, successfully embedding Datadog into their global digital transformation practices. - Scalable MSP Innovation: Designed and launched a multi-million dollar Managed Service Provider (MSP) practice. Pioneered the "Embedded Service" model with Accenture (ACP) and Insight (CDCT), transforming Datadog into a non-displaceable engine for their managed security and monitoring portfolios. - Google Cloud (GCP) Alliance Acceleration: Rapidly scaled the GCP partnership to Premier Build Partner status. Engineered a reciprocating USA/EMEA co-sell engine that achieved a $10M run-rate in year one and launched the GCP Marketplace listing to frictionlessly capture enterprise "committed spend." - Ecosystem Productization: Spearheaded the technical and commercial alignment required to move Datadog from a standalone tool to a GSI-integrated solution, creating a "Better Together" narrative that accelerated global market entry.
High-Impact GTM Catalyst. Recruited for a targeted, high-intensity engagement to modernize Trifacta’s cloud ecosystem and unlock critical revenue gates. Engineered a foundational shift in alliance velocity, elevating the AWS partnership and architecting the Snowflake GTM engine, directly contributing to 20% of total ARR. Surgical Impact Highlights: - AWS Partnership Acceleration: Rapidly elevated Trifacta to AWS Advanced Technology Partner status. Secured ISV Accelerate and SSRP designations, transforming the partnership from a passive relationship into a high-velocity revenue engine. - Snowflake & Databricks Integration: Architected the strategic GTM framework and technical integrations with Snowflake and Databricks, embedding Trifacta as the premier data preparation layer within their respective ecosystems. - Global Marketplace Launch: Led the end-to-end execution of the AWS Marketplace listing, enabling frictionless procurement and serving as the primary vehicle for Trifacta’s global expansion into EMEA and APAC. - Ecosystem Revenue Generation: Operationalized a new co-sell motion that scaled partner-originated revenue to 20% of total ARR within 6 months, proving the viability of a cloud-first GTM model.