Experience

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  Alerion Capital Group

  • Scottsdale, Arizona, United States

  • Advisory Board Member

    • Jun 2016 - Present
    • Scottsdale, Arizona, United States

    I am a member of Alerion's Advisory Board and I provide assistance with evaluating potential investments.

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  Unnamed (AI for smart communities)

  • United States

  • Co-Founder

    • Jul 2022 - Present
    • United States

    Applying cloud and AI technologies to delivery solutions for smart/modern communities

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  Udynamix

  • Advisory Board Member

    • Apr 2023 - Sep 2023

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  Adaptiva

  • United States
  • Software Development
  • 1 - 100 Employee

  • Chief Executive Officer

    • Feb 2022 - Jun 2022

    Held a series of progressive leadership roles with this fast-growing developer of endpoint security and distribution software products. Reported directly to the company's Founder/Owner, holding oversight for all business functions including sales, partnering, finance, HR, marketing, IT, support and product development—and with a mandate of driving continuous company growth and profitability.• Drove critical efforts to modernize the organization and improve all business aspects of the company, leading the build-out, scaling, and optimization of the company's marketing, customer support, internal IT, security, product management, finance, partnering, and pre-sales function—in addition to expanding and refining the existing sales and development organizations to accommodate rapid growth• Led headcount expansion from 28 employees to over 90 in two years, opening subsidiaries in the UK and India and recruiting top talent throughout the US, UK, Singapore, Germany, Australia, France, and India• Personally led the cultivation and signing of the company's two largest contracts, closing multi-million dollar deals with Accenture in 2020 and 2021—creating the first true "software company" out of what had previously functioned essentially as a basic development lab and incubator• Successfully shifted the company from a legacy perpetual licensing model to a SaaS / Term Licensing model within 12 months, providing a far more profitable and predictable recurring revenue stream• Partnered with the company's investment banker, Bank of America, to secure growth equity investments that enabled a tripling of the enterprise value of the company in 2 years; additionally led discussions with 60+ VCs and software companies.

  • Chief Operating Officer

    • Mar 2021 - Feb 2022

  • Chief Growth Officer

    • Oct 2019 - Mar 2021

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  Oracle

  • VP Business Development and Partner Strategy

    • Mar 2017 - Oct 2019

    Reported to Oracle’s GM and the SVP of Oracle’s Marketing Cloud division, driving global partnering and GTM business development for the Oracle Marketing Cloud (OMC) product portfolio. Recruited, managed, and mentored a global team of 32 Alliance and Business Development representatives responsible for managing all partnerships and revenue generating programs with Oracle’s Global and Regional Systems Integrators, AppCloud ISVs, Marketing Agencies and Business Consultants. • Led the team in attaining a 70%+ attachment rate in terms of Oracle’s new OMC business, driving $54M+ in overall co-selling and indirect revenue through partner channels• At the request of Mark Hurd (Oracle's CEO), orchestrated an internal restructuring to merge the Marketing Cloud business division’s partnering function and resources into the regional North America, EMEA, Asia and LATAM application sales organizations• Created/managed two North America partnering and business development teams—one responsible for engaging MSP and BPS partners supporting Oracle's SaaS applications throughout North America, in addition to a second team responsible for the partner management and GTM activities for a set of Oracle's North America 1,800+ ISV partners that complemented Oracle's E-Business Suite Applications

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  Oracle (NetSuite)

  • Seattle

  • VP Global System Integrators

    • May 2015 - Feb 2017
    • Seattle

    Reported to the President of Worldwide Sales & Distribution, holding accountability for establishing and leading NetSuite’s Enterprise Alliance Partner strategies and programs. Directed a worldwide team of 26 Alliance and Business Development Directors in managing partnerships and GTM programs with 50+ global and regional Systems Integrators—as well as an international network of Business Consulting partners. • Supported field sales enablement and guided teams in attaining NetSuite's co-selling revenue goals in the enterprise segment—as well expanding NetSuite partner services practices; key results include driving a 139% increase in Alliance co-sell revenue ($27.8M) from 2015 to 2016

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  Microsoft

  • Redmond Washington

  • Vice President Dynamics Partners Sales and Programs

    • Mar 2008 - Apr 2015
    • Redmond Washington

    Reported to the divisional Corporate VP of Sales and Operations, overseeing three key business areas: (1) ERP/CRM Partnering Strategies, Partner Management, Indirect Revenue & Programs; (2) Customer Lifecycle Management; and (3) Support Service Strategy & Programs. • Led teams in maximizing revenue through Microsoft’s 6,000+ MBS ERP and CRM partners, guiding staff in an immense range of partner-related activities including defining MBS partner compensation models and programs; creating and managing partner selling and co-selling agreements; defining field sales compensation; and representing the MBS partner business to the press and industry analysts.• During the first 3 years of tenure, led a complete revamp of the MBS Partnering compensation model that led to improved margins, greater revenue ($700M to $1.3B in 4 years), consistent YOY revenue growth (>14% for ERP and > 40% for CRM), and the attainment of the highest level of partner satisfaction ratings among all partner categories within Microsoft for 4 straight years• Utilized executive contacts at IBM (CEO Ginni Rometty) to initiate the repair of the long-fractured partnership between Microsoft and IBM, establishing IBM as a Microsoft Dynamics partner; these efforts subsequently led to engagements between IBM and Microsoft in multiple additional product areas• Oversaw Customer Lifecycle Management, introducing the role of Customer Success Manager (CSM) into the MBS business, as well as Microsoft at large; defined the role of the CSM for the MBS ERP business, secured executive support, piloted the CSM role in the UK, and subsequently expanded the role into other geographies• Designed/implemented programs to improve partner capabilities and lower Microsoft’s support costs, including rollout of a new pay-for-performance compensation model for maintenance and support renewals which generated higher revenue for Microsoft through attaining 94%+ renewals

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  Oracle

  • Senior Vice President Worldwide Alliances and Channels

    • Jun 2005 - Mar 2008

    Reported to Oracle’s President, Charles Phillips, leading an org responsible for ongoing development and execution of Oracle’s Alliances and Channels strategies/programs—as well as the maximization of both direct and indirect Oracle revenue. Scope of ownership included accountability for $2.3B+ in indirect annual license revenue through Oracle’s partners as well as $1B+ of Oracle partner co-sell direct revenue in 2007. • Directed teams in maintaining over 1,100 Oracle Alliances and Channels resources, as well as managing OPN relationships with over 19,500 VARs, Distributors, ISVs, and Services partners• Partnered with Oracle’s M&A team on corporate development initiatives (including both pre- and post-acquisition activities), in addition to representing the company to analysts/press and participating on variety of leadership and strategy boards internally within the enterprise• Delivered multiple keynotes at Oracle’s OpenWorld events, as well as numerous Oracle’s partner events, including high-profile conferences hosted by HP, Sun, and Capgemini• Modernized Oracle’s partner program (OPN) to provide differentiated compensation to thousands of Oracle’s E-Business Suite partners, which led to improved revenue impact for Oracle

  • Vice President Enterprise Support Services Delivery Management

    • Aug 2003 - May 2005

    Responsible for leading the team that provided support services to Oracle’s top 20 enterprise customers in the US (e.g. Boeing, GE, Nike, Verizon)—representing over $800M in annual Oracle maintenance and support services revenue. • In addition to primary responsibilities, jointly created Oracle’s initial Customer Success Management (CSM) function and then built the organization that provided CSM support to Oracle’s initial ERP On-Demand (SaaS) clients throughout the US

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  Oracle Corporation

  • Redwood City California

  • Vice President Global Platform Alliances

    • Mar 2001 - Jul 2003
    • Redwood City California

    Promoted to manage relationships with all of Oracle’s server, storage, O/S, and system management partners including Sun, HP, EMC, NetApp, Redhat and Microsoft. • Successfully linked OEMs to Oracle’s ongoing demand creation initiatives, in addition to aligning them with the company's product-build engineering cycle, synchronizing them with the distribution strategy, and integrating them into Oracle’s multi-vendor support and outsourcing services models; additionally, led the creation of Oracle’s Certified Configurations and Blueprints programs for partners

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  Oracle

  • Redwood City California

  • Vice President Intel Technologies Division

    • Jul 1998 - Feb 2001
    • Redwood City California

    Promoted to VP role managing one of the three global platform divisions within the company, overseeing a variety of global business and technical initiatives between Oracle and key partners such as Apple, Bull, Dell, DG, Fujitsu/Siemens, Micron Electronics, NCR, Novell, SGI, Unisys, and Intel (incl. all Intel Tier 2 vendors).• Established the initial partnering agreements between Oracle and several large high-tech companies, including Dell and Intel• Created and led the go-to-market organization for Oracle’s “Raw Iron” database appliance, a predecessor to Oracle’s highly successful Unbreakable Linux offerings