Experience

SlashNext

• United States
• Computer and Network Security
• 1 - 100 Employee

• Senior Vice President, Channels, Alliances and Business Development

  • Mar 2020 - 3 years 10 months

  Boston, Massachusetts, United States HumanAI™ Security for Email, Mobile and Browser The only generative AI security to stop BEC, text scams, credential theft, zero-hour threats, and other types of phishing in one platform.



BlueJeans Network (Acquired by Verizon)

• SVP, Global Channels

  • Sep 2018 - Feb 2020

  Boston Reporting to the CRO, responsible for the global strategy and execution of BlueJean channels and monetization of BlueJean strategic alliances. Sole focus on building new channels by operationalizing strategic partnerships and through the implementation of a tiered distribution strategy. Highlights include: * Implemented a 2 tier distribution model and built relationships with Ingram, Scansource, Westcon and others distributors globally. * Successfully designed and rolled… Show more Reporting to the CRO, responsible for the global strategy and execution of BlueJean channels and monetization of BlueJean strategic alliances. Sole focus on building new channels by operationalizing strategic partnerships and through the implementation of a tiered distribution strategy. Highlights include: * Implemented a 2 tier distribution model and built relationships with Ingram, Scansource, Westcon and others distributors globally. * Successfully designed and rolled out new channel programs. * Rebuilt the global channel team of Channel Managers, Ops, Marketing and Channel Enablement. * Leveraging Microsoft alliance, built a triangle strategy focused on close working collaboration with Microsoft sales and customer success managers, identifying customers requiring BlueJean solutions and then leveraging those opportunities to build a focused Microsoft channel for the BlueJeans solution. *Powerful results including: Significant increase in ARR, 300% growth in accepted deal registrations and, 250% growth in partner sourced pipeline. Show less



Actiance, Inc. (Acquired by K1 Investment Management Q4'2017)

• SVP Business Development, Global Alliances & Channels

  • Aug 2015 - Jun 2018

  Greater Boston Area Executive team member reporting to the CEO focused on scaling growth through strategic reselling and channel partnerships. During my tenure, we successfully reignited growth (200%+) leading to a successfully sale to K1. Successfully developed strategic ISV reselling and OEM relationships with IBM (Watson, Cloud, Global Services and Collaboration business units) resulting in closing several strategic opportunities which accounted for ~70%+ the growth in ARR Actiance .… Show more Executive team member reporting to the CEO focused on scaling growth through strategic reselling and channel partnerships. During my tenure, we successfully reignited growth (200%+) leading to a successfully sale to K1. Successfully developed strategic ISV reselling and OEM relationships with IBM (Watson, Cloud, Global Services and Collaboration business units) resulting in closing several strategic opportunities which accounted for ~70%+ the growth in ARR Actiance . Built eco-system of Technology and Services partners that added differentiated value to the Actiance Alcatraz Cloud communications archiving platform. Developed and launched global VAR program. Succesfully negotiated strategic in-bound licensing and services deals that helped dramatically decreased Actiance's expenses and helped accelerate market expansion opportunities. Show less



Dell EMC

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

• Vice President - Sales, Indirect Channels and Business Development

  • Jan 2005 - Aug 2015

  Worldwide Leadership team member reporting to the EVP Sales. WW responsibility for Indirect sales channel including OEM, BPO's, Cloud Providers, ISV Resellers and other non-standard channel partners. Successfully incubated the organization, hired a worldwide sales organization and led a team that has yielded 12-18% of the business units net licensing revenue during my tenure. Closed all types of strategic partnerships including embedded OEM, revenue sharing, royalty based, cloud based… Show more Leadership team member reporting to the EVP Sales. WW responsibility for Indirect sales channel including OEM, BPO's, Cloud Providers, ISV Resellers and other non-standard channel partners. Successfully incubated the organization, hired a worldwide sales organization and led a team that has yielded 12-18% of the business units net licensing revenue during my tenure. Closed all types of strategic partnerships including embedded OEM, revenue sharing, royalty based, cloud based subscription revenue and BPO. Exceeded $375M in cumulative sales during tenure. MVP Sales organization 2006, 2007. President Club for 14 successive years. Team received numerous awards from customers/partners as a key supplier.

• Vice President Global Account Sales

  • Oct 2013 - Dec 2014

  Worldwide Leadership team member reporting to EVP Field Operations. Responsible for the development of the organization, program and sales execution to drive programmatic and long term strong growth from our largest worldwide customers.

• Vice President - OnDemand Sales

  • Jan 2012 - Sep 2013

  Worldwide Responsible for launching, incubating and successfully delivering the EMC's managed services leveraging our private cloud technologies worldwide. Hired a wolrdwide team responsible for selling this new service. Team successfully closed several major multi-year Agreements with our largest customers.



Documentum (Acquired by EMC)

• Vice President Business Development, Indirect Channels and ISV Relationships

  • Dec 2002 - Dec 2004

  Worldwide WW Responsibility for creation of Indirect channel sales through OEM, ISV and VAR reseller relationships. Start-up activity within sales organization that developed into a significant incremental channel business. Awarded MVP in sales organization in 2004. Achieved Presidents Club 2002-2004



eRoom Technology

• United States
• Software Development
• 1 - 100 Employee

• Vice President Business Development, Strategic Partnerships & Channels

  • Nov 1999 - Dec 2002

  Cambridge, MA Executive team member reporting to the CEO responsible for all Indirect channels (OEM, SI and VAR), strategic alliances and corporate development functions. Joined eRoom following prior to the C founding round and helped to build the company from $2M in revenues to $40M run-rate upon acquisition. Functionally responsible for the new indirect channels sales resulting in $10M per year incremental revenue annually. Acquisition of eRoom by Documentumm was the largest software purchase in… Show more Executive team member reporting to the CEO responsible for all Indirect channels (OEM, SI and VAR), strategic alliances and corporate development functions. Joined eRoom following prior to the C founding round and helped to build the company from $2M in revenues to $40M run-rate upon acquisition. Functionally responsible for the new indirect channels sales resulting in $10M per year incremental revenue annually. Acquisition of eRoom by Documentumm was the largest software purchase in 2002. Show less



IBM Lotus Software

• Director - Sales

  • Jun 1998 - Aug 1999

  Cambridge, MA Responsible for a direct sales team of sixty professionals focused on driving new revenue through sales of strategic Lotus products including Sametime, LearningSpace, Domino.Doc and Knowledge Management products.



DataBeam Inc. (Acquired by IBM Lotus Software)

• Vice President Sales

  • Jan 1993 - Jun 1998

  Executive team member reporting to the CEO responsible for all software revenue comprised of direct and indirect channels. Team responsible for creating dominating technology leadership position through OEM sales to over 100 leading technology companies including Microsoft, Cisco, Intel, AT&T, Lucent, Nortel, MCI, Polycom British Telecom, France Telcom, VideoServer, Tandberg and others. DataBeam successfully acquired by IBM in June, 1998. Technology and products were originally… Show more Executive team member reporting to the CEO responsible for all software revenue comprised of direct and indirect channels. Team responsible for creating dominating technology leadership position through OEM sales to over 100 leading technology companies including Microsoft, Cisco, Intel, AT&T, Lucent, Nortel, MCI, Polycom British Telecom, France Telcom, VideoServer, Tandberg and others. DataBeam successfully acquired by IBM in June, 1998. Technology and products were originally leveraged to develop Lotus Sametime and successor products. Show less



Easel

• Western Regional Sales Manager/NYC Account Manager

  • Jan 1988 - Dec 1992

  Irvine, CA Responsible for all sales and business development activities for Western Region. Managed sales and technical teams focused on new customer development and maximizing revenue streams. New York City Sales representative for 3 years. #2 sales rep worldwide in each selling year. Presidents Club and Quota achievement in each year.