SUMMARY:

• Senior Partnership & Business Development Executive - High Technology / Software Cultivating New Business Opportunities Driving Market Penetration Entrepreneurial
• Relationship Building Building Top-Producing Partnerships Exceeding Goals
• Enterprise Software Partner Sales Go-To-Market Strategies
• Business Development & Pipeline Building IoT Strategies
• Strategic Alliances & Relationship Management Channel Buildout
• Business Planning, Budgeting & Forecasting Sales Training, Coaching & Leadership
• Distinguished 15+ year career with Confidential, Confidential, Confidential, Startups and Technology Companies reflects a record of career advancement and a history of success in navigating global organizations and managing complex enterprise sales while forging strategic partnerships and new mutual product offerings with technology alliances.
• Extensive sales and Channel experience and technical knowledge of the Datawatch Analytics Portfolio, Business Intelligence, Internet of Things, Advanced Analytics, Enterprise Cloud Computing, Big Data, and Virtualization.
• Solid capabilities in going to market with new product and service offerings, including business intelligence/analytics, Big Data analysis, Internet of Things(IoT), Project Management, and new-to-market offerings.

PROFESSIONAL EXPERIENCE:

Confidential, Round Rock, TX

Director, Global Partner Development

• Responsible for buildout of a new channel, including global partners: Confidential, Intel, Microsoft, Net new IoT Partner Ecosystem, Yokogawa, Sanmina and many others.
• Create new business development opportunities with partners by creating net new market offerings for advanced and predictive analytics
• Created a full partner ecosystem around IoT, technology, resale, Federal and SI. Created the product and pricing for our IoT solution.
• Managed the partner ecosystem to generate Revenue. Built a channel from scratch to over 2 million dollars in the first year with a 10 million dollar pipeline.
• Worked directly with marketing to create professional business development content that included published case studies, Webinars, co-alignment in conferences and other sales activities.
• Aligned with the Global sales strategies to align with channel partners of all types and increase revenue through the channel.

Confidential, Chelmsford, MA

Director, OEM and Strategic Alliances

• Responsible for sales plans and pipeline generation, key wins - Confidential Software Group, Confidential Internal, Confidential Services, Cerner, Symantec, Seagate and others.
• Locate Key Strategic Partners such as Tableau and Tibco, Confidential and build unique go-to-market offerings.
• Expanded Datawatch penetration within all Confidential business units as well as forging new strategic partnerships with Mid-Market OEM companies.
• Built Market ready offerings within Confidential for IoT, Internal Use, Data Preparation, and Services.
• Intense Concentration on Simplifying Complex mutual technology offerings for market consumption.
• Worked with Senior Executive leadership on Strategies for Datawatch’s IoT and multiple partner offerings.

Confidential, McLean, VA

OEM Strategic Accounts, Strategic Alliances

• Facilitated pricing and contractual negotiations, driving for deal closure. Internally accountable for revenue and product forecasting, P&L and territory presentations to executive leadership team.
• Achieved 111% of revenue goal on net new business. Doubled OEM growth in Arizona and Utah.
• Implemented strategic plans to utilize channel partners, SI’s and consultants aligned with the customer base initiatives in the Western region.
• Recognized as a key leader within peer group, and executive team.
• Developed New Strategic Ideas on how to go to market with our product and demonstrations.

Confidential, Scottsdale, AZ

Department Sales Lead and Head of Strategic Alliances

• Launched new Global partner alliances to capture market share in the Project Management space.
• In charge of sales execution strategy for net new Global Accounts and mid-market land and expand offerings.
• Executed on cross-departmental sales strategies to grow vertically and horizontally within accounts.
• Managed Day to Day SAAS Sales generation of West Coast Accounts while expanding our offering into Large Global Customer such as Cisco, HP, Microsoft.
• Integral part of the creation of the Customer Success Team, and revamping how the company went to market.

Confidential, Burlington, MA

Fusion Middleware Consultant

• Communicated, developed and executed short and long term Business Plans, for the expansion of revenues and market penetration in a direct sales model to Southern New Jersey Clientele. Accountable for a direct plan of 1.2 Million.
• Worked with Core Technology and Application reps to cross sell fusion Middleware Offerings.
• Considered a Specialist in Fusion Middleware Technology team advancing Confidential product and revenue offerings.
• Relocated to Arizona and Confidential did not have a similar local position.

Confidential, Cambridge, MA

Account Executive

• Communicated Zooms differentiated and new-to-market vertical search engine to net new clients.
• Aggressive net new growth strategies for growing our business.
• Sold Zoom across verticals that includes, sales, recruiters, technology, and business intelligence.
• Exhibited extensive knowledge of introducing a net new product and concept to the market.
• Sold the most cold-call business in the company with highest pipe to close ratio - 2004, 2005