Experience

Phoenix Energy Technologies

• IT Services and IT Consulting
• 1 - 100 Employee

• Channel Manager

  • Dec 2021 - Present



relayr

• Germany
• IT Services and IT Consulting
• 100 - 200 Employee

• Technical Partner Manager

  • May 2018 - Dec 2021

  Responsible globally for relayr’s technical / delivery partner ecosystem. My team establishes and manages the orchestration of all partner functions required to enable relayr to deliver complete end-end IIoT solutions to our customers. • Provide leadership, direction, coaching and development for relayr’s partner ecosystem management team. • Responsible for the identification, vetting, recruitment, onboarding and ongoing functional and relationship management / optimization of relayr's technical partners. • Expanded and executed relayr’s technical partner ecosystem orchestration strategy globally. This includes partners across multiple functional domains, including hardware design / fast prototyping, software development, integration, global logistics, field services. • Directly led the partner orchestration for complex customer projects. • Work closely with all aspects of relayr’s business, including sales, engineering, finance, and legal.



TD SYNNEX North America

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Solutions Program Manager

  • Aug 2015 - Feb 2018

  Responsibilities included leadership, practice and solutions development, channel enablement and partner acceleration around Tech Data’s enterprise mobility offerings. • Responsible for leading a team of program managers, consultants and architects within Tech Data’s mobility practice. • Responsible for managing and expanding vendor alliances, conducting new vendor/solution analysis and recruitment to expand our mobility solutions portfolio • Led the development, launch and ongoing execution of Tech Data’s AccessEMM managed services offerings. AccessEMM is a portfolio of mobility and cloud managed service offerings. • Led the development of numerous partner solutions playbooks, sales kits and other enablement tools designed to accelerate partner growth in 3rd platform technology areas. • Evangelizing Tech Data’s solutions strategy and capabilities to partners and internal teams • Served as a presenter and panelist at numerous partner and customer events. • Previously supported Tech Data’s Big Data and Analytics practice as a subject matter expert



Avnet Technology Solutions

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Field Technical Consultant

  • Sep 2013 - Aug 2015

  Responsible for partner training and enablement, pre-sales support and providing solution / technology leadership and direction for Avnet’s SAP practice.• Created Avnet’s SAP HANA and SAP BI Partner Accelerated Accreditation Programs• Delivered SAP training to over 40 VAR and supplier partners, as well as internal Avnet personnel• Delivered numerous customer presentations to support partner sales opportunities and participated as a speaker at partner and customer events• Worked with key alliance partners (Cisco, HP, IBM) on SAP HANA solutions, initiatives and opportunities

• Technology & Vertical Segment Programs Manager

  • Sep 2011 - Sep 2013

  Managed Avnet’s vertical market and converged infrastructure initiatives and programs around Cisco solutions. Responsible for the development and execution of various multi-vendor solution initiatives, partner recruitment, enablement and GTM programs. Additional responsibilities included operational aspects of taking complex converged infrastructure offerings from concept to launch and providing technical marketing support. • Designed and executed partner enablement and GTM programs designed to accelerate partner growth with Cisco data center solutions into targeted vertical markets (healthcare, retail, finance government).• Led the design and execution of Avnet’s Cisco SAP HANA partner program launch, including solution overview documentation, technical frameworks and partner process.• Led initiative to provide integration, supply chain and channel enablement for ISV appliance solutions based on Cisco ISR platform. • Served as Cisco solutions team alliances lead and business unit liaison to Avnet’s Embedded OEM team. Responsible for working closely with Avnet’s Embedded OEM team to position and drive relevant Cisco solutions with Avnet’s OEM customers and alliance partners.• Led the design and execution of Avnet’s partner-facing Cisco inventory configurator tool for Avnet’s Cisco team, requiring the coordination of Sales, Technical and Ops resources.



Insight

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Product Manager II - HP

  • Oct 2007 - Feb 2011

  Managed Insight’s HP Server, Storage, Networking and Software lines of business; collectively representing $250 million annually. Responsible for the development and execution of comprehensive Go to Market plans. Responsibilities included: client marketing programs (web, direct mail, client events, call campaigns), sales training and incentive programs, technical resources and program compliance. • Primary relationship manager, responsible for developing and maintaining a positive partner relationship with HP business units and channel teams. • Developed and led client facing sales and marketing campaigns. Incorporated input from sales teams and secured sales leadership buy-in and support to ensure successful campaign execution. • Responsible for the planning and execution of a $700 thousand - $1 million quarterly operations and marketing budget.• Developed and executed cross-departmental initiatives to secure several new HP enterprise authorizations and Elite Partner designations. These authorizations and partner designations drive over $300 thousand of incremental gross profit quarterly.• Responsible for managing HP ESSN training and enablement initiatives for Insight’s sales and pre-sales teammates.• Provided dotted-line leadership and direction for HP dedicated sales, business development and pre-sales engineering teammates.

• Product Manager, Cisco

  • Apr 2006 - Sep 2007

  Managed $300 million line of business with consistent Y/Y revenue growth. Developed and executed Insight’s Cisco Go to Market plan. Coordinated the development and delivery of Cisco training for Insight sales teams. Managed Cisco partner incentive and customer satisfaction programs, resulting in over $8 million of gross profit annually. • Developed and executed an ongoing partner sales engagement project designed to drive sales alignment and revenue growth in the SMB segment.• Achieved consistent quarterly growth between 15%-28% Y/Y.• Planned and executed Insight’s internal and external marketing strategy specific to our Cisco networking business.

• Cisco Systems Sales Specialist

  • Jun 2005 - Apr 2006

  Key responsibilities included:• Driving revenue as a client facing, technical pre-sales specialist and providing pre-sales support to Insight sales teams • Driving internal visibility, awareness and training on Cisco solutions. Worked closely with sales and pre-sales engineering groups to position Cisco solutions, as well as Insight’s capabilities and value-add to clients and prospects.• Responsible for delivering Cisco product/solutions training to Insight sales teams • Responsible for achieving revenue targets of $1million to $2 million per month

• IBM Software Sales Specialist

  • Mar 2003 - Jun 2005

  Key responsibilities included driving revenue as a client facing technical pre-sales specialist and providing pre-sales support to Insight sales teams, as well as driving internal visibility, awareness and training on IBM Software solutions. Worked closely with sales and pre-sales engineering groups to position IBM Software solutions, as well as Insight’s capabilities and value-add to clients and prospects. • Responsible for achieving revenue targets of more than $200 thousand per month• Grew Insight’s IBM Software revenue 34% Y/Y• Helped to redesign Insight’s IBM Software deal registration and special pricing processes• Responsible for delivering IBM Software product/solutions training to Insight sales teams• Received departmental Top Performer Award



Skillsoft

• United States
• E-Learning Providers
• 700 & Above Employee

• Corporate Account Manager

  • Aug 2001 - Feb 2003

  Managed target accounts in the Southeast region. Primarily focused on driving KnowledgeNet’s live web based Cisco and Microsoft technical training solutions. • Received three Top Sales Awards • Involvement in market/competition analysis project, used to better position sales and marketing tactics against competitors’ products/services. Managed target accounts in the Southeast region. Primarily focused on driving KnowledgeNet’s live web based Cisco and Microsoft technical training solutions. • Received three Top Sales Awards • Involvement in market/competition analysis project, used to better position sales and marketing tactics against competitors’ products/services.