San Diego, California, United States
I am the builder of ecosystems that make products win markets. If there isn’t a partner framework, lifecycle, or GTM engine, I build it. If integrations stall, I unblock them. If partnerships aren’t tied to revenue, I fix the instrumentation. I am often brought in to stand up and grow partner programs where the stakes are high, the motion is unclear, and the company needs alliances that do more than logo swapping. Where revenue, integrations, and field adoption are needed to move the business. My lane sits between product, engineering, and GTM where I don’t simply manage partnerships but rather architect the operating system behind them. That means defining use cases with product teams, securing engineering investment, validating technical integrations, packaging joint solutions for sellers, activating co-sell and marketplace motions, and instrumenting pipeline so partnerships show up in ARR. ACROSS CYBERSECURITY, CLOUD, AND AI PLATFORMS, I HAVE: — Influenced $50M+ in pipeline and ARR. — Reduced integration time-to-market 50% via repeatable lifecycle frameworks. — Launched multi-partner GTM motions across incident response, data protection, AI/ML, and cloud security. — Turned early ecosystems into revenue engines. I have led at the front of global alliance strategy and joint solutions with CrowdStrike, Microsoft, Palo Alto Networks, Cisco, Databricks, Salesforce, and ServiceNow. WHERE I ADD VALUE: — Ecosystem Architecture: Designing partner strategy, lifecycle models, and integration frameworks from zero to scale — Joint GTM & Co-Sell: Building repeatable motions that create sourced and influenced revenue — Product Partnerships: Fusing roadmaps, validate APIs, and package real use cases — Marketplace & OEM Monetization: Turning integrations into commercial distribution — Cross-Functional Collaboration: Uniting CTOs, Product, Engineering, PMM, Sales, Channel, Legal, and Security. — Technical Credibility: At ease withing IR workflows, XDR/SIEM/SOAR ecosystems, AI/ML detection, data platforms, and integration architecture. — Field Enablement: Equipping
I serve as the owner of our global ISV and technology partnership strategy, building the company’s first partner ecosystem to power our pivot into cyber resilience, security, and AI. From the ground up, I architected the ecosystem strategy which required recruiting and vetting partners, establishing technical integration frameworks, and launching co-sell motions that tied directly to measurable revenue outcomes. I worked in cadence with product, engineering, legal, marketing, customer success, professional services, security, privacy, and compliance to turn partnerships into field-ready solutions. PERFORMANCE HIGHLIGHTS: ► Architected multitier partner model that scaled from zero to 20 strategic alliances and increased market credibility and mindshare in cybersecurity. ► Launched Integration Program spanning Security, AI, and Incident Response, forming strategic partnerships with CrowdStrike, Wiz, Palo Alto Networks, Databricks, Pinecone, AMD, Salesforce, ServiceNow, Cisco, and others. ► Lowered integration time-to-market 50%, designing Product & Partner Development Lifecycle (PDLC) to govern ideation, technical validation, GTM readiness, and alliance performance. ► Enabled predictable integration delivery, scalable co-sell execution, and consistent partner quality via repeatable onboarding and technical validation frameworks. ► Closed strategic product gaps through ecosystem design and increased joint solution adoption, leveraging partner integrations to accelerate threat analysis, detection, and remediation capabilities. ► Expanded TAM and improved pipeline velocity, activating enterprise GTM and field motions, including co-sell programs, revenue-share and OEM models, and GSI engagement strategies. ► Established partner activations at RSA Conference, Black Hat, Fal.Con, Dreamforce, and Knowledge. Deployed ROI maximizing playbooks and executive sponsorship that tied event investment to pipeline and revenue outcomes.
▪ In this capacity, I was charged with standing up and commercializing a newly formed OEM partner ecosystem and digital store, guiding partners through positioning, co-sell readiness, and field alignment to accelerate market traction. I translated early ecosystem strategy into revenue-producing go-to-market motions and functioned as both an internal seller and ecosystem architect, owning enablement across OEMs, ISVs, MSPs, SIs, VARs, and distributors. PERFORMANCE HIGHLIGHTS: ► Drove $3.6M+ in net-new ACV and $16M in ARR through joint GTM execution with OEM and alliance partners, including Microsoft Azure in regulated cloud environments, SailPoint, and BeyondTrust. ► Generated $40M+ in partner influenced licensing revenue, uniting ISVs, MSPs, and SIs around packaged services, integrated offerings, and marketplace monetization. ► Built ecosystem enablement engine that replaced tribal knowledge with repeatable execution. Delivered joint solution narratives, partner-specific assets, on-demand seller and channel training, and public-facing partner content. ► Operationalized first-generation marketplace, guiding partners through early ecosystem learning curves and establishing expectations for relevance, seller value, and license expansion motions. ► Lowered friction and accelerated seller adoption, forming co-sell operating norms for new ecosystem while clarifying how OEMs, ISVs, SIs, VARs, and distributors engage together. ► Leveraged digital and online demand-generation channels to drive pipeline creation and deal velocity. Designed and executed joint GTM campaigns in partnership with marketing. ► Boosted co-selling effectiveness and partner-sourced revenue, facilitating sales enablement sessions, joint workshops, and field training.
I led the initial GTM activation for an emerging AI-driven robotics and automation portfolio, partnering with elite ISVs and technology alliance partners to translate advanced AI capabilities into field-ready solutions and monetizable demand. PERFORMANCE HIGHLIGHTS: ► Orchestrated GTM strategy across 10 elite ISV and TAP partners, including DataRobot, Alteryx, Finastra, and H2O.ai. Shaped integrated AI and automation use cases that anchored early market positioning. ► Generated $4M+ in sourced alliance opportunities, designing use-case solutions that connected AI capabilities to real operational and commercial outcomes. ► Converted AI concepts into sellable narratives while targeting partner webinars, social campaigns, and co-branded demand-generation motions. ► Synchronized product, engineering, and marketing teams to move ideas from experimentation to market execution. Acted as program owner for joint solution launches. ► Formed repeatable foundation for partner pipeline growth and future ecosystem expansion, establishing GTM playbook for AI-enabled robotics.
▪ I was charged with building and executing the strategy to grow the partner ecosystem, leading revenue expansion through targeted partner recruitment, go-to-market design, and seller enablement. I drove partnership monetization across OEM, ISV, and channel alliances while collaborating closely with product, engineering, marketing, legal, and finance to ensure alignment and scalable execution. I also built and led a team of three Business Partner Managers, establishing the structure, processes, and accountability needed to accelerate performance and growth. PERFORMANCE HIGHLIGHTS: ► Tripled annual revenue from $3.6M to $12M, sustaining 40% YoY net-new growth ($2M to $2.9M annually) repositioning portfolio around endpoint compliance, advanced threat detection, and prevention solutions. ► Scaled ecosystem to 50+ partners, launching recruiting and vetting strategies that onboarded industry leaders including Cisco, IBM, VMware, F5, CrowdStrike, HP, Palo Alto Networks, and Citrix. ► Activated field and channel through modern enablement. Trained direct sellers, channel teams, and GSIs on joint solutions while clearly articulating value to sellers, partners, customers, and broader ecosystem.
▪ Closed new business and renewal agreements through prospecting and negotiation. ▪ Managed key national accounts, including Google, Apple, Facebook, and Microsoft. ▪ Achieved $2M annual revenue goal by adding ISV and OEM to leverage a portfolio of services.