Provide GTM consulting for technology partnerships and channel programs.

1. Contributed 12% of CircleCI’s ARR from cloud, technology, and marketplacepartners through co-marketing, enablement, SPIFFs, and sales campaigns2. Strategized the tri-party initiative GTM with AWS, Tech Mahindra, and CircleCI tolaunch the Integrated DevOps Toolchain solution offering, driving incrementalrevenue through partner ecosystem integrations3. Partnered with Microsoft Azure’s Windows Container team to publish CircleCI’spartner listing on Azure docs, which drove 153 platform sign-ups in a month4. Generated $6 million in the pipeline from partner field events and summits5. Managed and coached a team of partner professionals to deliver impactfulresults in partnership rolesChannel and Alliance Strategy for AWS: Develop and execute a comprehensive global channel and alliances strategy tailored to CircleCI and AWS services. Partner Relationship Management: Cultivate and maintain strong relationships with existing and potential AWS-focused channel partners, alliances, and key stakeholders. Collaborate to develop joint business plans, sales strategies, and co-marketing initiatives that leverage CircleCI-AWS services.AWS Expertise and Enablement: Possess deep knowledge of AWS services and offerings. Collaborate with the sales team to ensure channel partners are well-equipped with the necessary technical and sales enablement resources to effectively promote and sell CircleCI-AWS services.Budget Oversight: Develop and manage budgets dedicated to channel and alliance activities focused on AWS services, ensuring optimal resource allocation for the attainment of strategic goals

Pipeline Development: Successfully built a pipeline worth $12 million and achieved an impressive annual increase of $3.6 million. This achievement was attributed to strategic marketing efforts focused on databases and SAP cloud migrations. The campaigns were conducted in collaboration with partners from AWS, Azure, and Google Cloud, demonstrating expertise in demand generation.Co-Marketing Planning: Developed co-marketing plans for joint solutions involving SAP, Oracle, and Google Cloud. These plans were created in close cooperation with the Solutions and Partner teams. This collaborative approach ensured effective marketing of the combined solutions, strengthening partnerships and driving business growth.

Partner Product Portfolio: Managed and promoted partner products from industry leaders such as IBM, HPE, Dell, Netapp, Intel, Lenovo, AWS, Veritas, and Veeam.Integrated Partner Marketing Programs: Developed, executed, and measured end-to-end integrated partner marketing campaigns. Collaborated closely with cross-functional teams, including Business Development, Demand Generation, Solution Marketing, and Partner teams, to ensure the success of these campaigns.Budget Management: Owned and managed the partner marketing program budget, which included tasks such as month-end reconciliation, partner billing, expense forecasting, and contributing to ROI analysis for major campaigns. Ensured that marketing initiatives were cost-effective and aligned with financial goals.Metrics and Data Analysis: Analyzed market and company data alongside partner strategies to identify opportunities, target audiences, define objectives, assess threats, and prioritize marketing priorities. Used data-driven insights to inform decision-making.Content Marketing: Developed and leveraged joint messaging with Softchoice and partner organizations to create a wide range of marketing collateral, including solution briefs, slide presentations, web content, and social media content. This content was used for both internal and external purposes, including education and the creation of business and technical white papers.Partner Go-To-Market (GTM) Strategy: Collaborated closely with partners to create joint solution value propositions. Played a key role in defining the internal and external go-to-market strategy and execution, ensuring that partner solutions were effectively positioned in the market.Partner Relationship Development: Established and nurtured relationships with key partners to ensure their active participation in and alignment with all relevant Softchoice marketing programs. Strong partner relations were vital for the success of collaborative marketing efforts.

Collaborative Go-to-Market Planning: Partnered closely with sales teams and Vendor Business Managers to develop and execute joint go-to-market plans. This collaborative approach ensured that marketing efforts were aligned with sales strategies, maximizing the impact of marketing campaigns.Marketing Plan Development: Created and implemented comprehensive marketing plans that encompassed various channel partners. These plans were designed to effectively promote products or services and engage partners in achieving common goals.MDF Budget Management: Took ownership of the Market Development Funds (MDF) budget, which is a financial resource allocated to support marketing activities. Managed the budget effectively, ensuring that funds were allocated to initiatives that would yield a positive return on investment.ROI Analysis: Analyzed the return on investment (ROI) for marketing activities and spend in the channel. Evaluated the effectiveness of marketing campaigns and initiatives to determine their impact on business outcomes.

Proposal Management: Managed and coordinated various types of proposals, including Requests for Proposals (RFPs), Requests for Information (RFIs), Requests for Quotations (RFQs), and Expressions of Interest (EOIs). This involved responding to client inquiries and crafting compelling proposals to win business.Sourcing and Recruitment Sales Strategy: Developed and executed sales strategies specifically tailored to sourcing and recruitment. These strategies likely involved identifying potential clients, building relationships, and positioning services to meet their staffing needs.Market Intelligence: Kept up-to-date with the latest information on company and competitor products, pricing, and solutions. This knowledge is essential for making informed decisions and staying competitive in the marketplace.Client Presentation: Conducted client presentations to showcase sourcing and recruitment strategies. These presentations would have highlighted the value proposition and demonstrated how your services could meet the client's needs effectively.Go-To-Market (GTM) Strategy: Designed and executed go-to-market strategies, including the development of value propositions that set your services apart from the competition. These strategies likely involved market segmentation, targeting, and positioning.Competitive Insights: Gathered and analyzed competitive insights to better understand the competitive landscape. This knowledge would have been used to refine sales and marketing approaches and gain a competitive edge.Digital Sales: Engaged in digital sales efforts, including online lead generation, email marketing, social media selling, and other digital tactics to reach and convert potential clients.

Channel Marketing Leadership: Led day-to-day channel marketing activities with channel partners, overseeing and executing various marketing channels, including email, digital advertising, social media, events, video content, and newsletters. This role involved managing the entire spectrum of marketing initiatives.Competitive Insights: Developed competitive insights into marketing strategies and promotions within the channel. This involved keeping a keen eye on market trends and the strategies of competitors to inform decision-making.Channel Sales Enablement: Owned and drove channel sales enablement initiatives, which included executing the channel newsletter, conducting monthly product trainings for product line and sales teams, and developing sales tools to empower the channel partners.Project Management: Owned action plans and tracked the status of all deliverables to ensure timely handoff and delivery. Effective project management ensured that tasks were completed according to schedule.Campaign Planning and Launch: Planned, launched, and scaled campaigns in collaboration with partners, leveraging packaged AWS and partner solution offerings to attract new AWS customers through Value-Added Resellers (VARs). This initiative aimed to expand AWS customer adoption.Joint Messaging and Campaigns: Collaborated closely with partners to create joint messaging and developed marketing campaigns that were ready for execution. These efforts were designed to raise awareness and generate demand for AWS and partner solutions.Partner Program Enhancement: Developed collateral documents and onboarding tools for the AWS Partner Program to enhance the overall partner experience and improve communication with VARs (Value-Added Resellers).Partner Workshops and Roadshows: Conducted partner workshops and roadshows to communicate AWS solutions and program benefits to partners. These events served as platforms for educating partners and fostering stronger relationships.

Support for Global Business Partners: Provided extensive support to global business partners for the Tivoli Software as a Service (SaaS) portfolio. This support encompassed Market Development Funds (MDF) management, partner enablement, the implementation of Sales Performance Incentive Funds (SPIFFs), and the execution of strategic sales campaigns. These efforts aimed to empower partners and drive sales of the SaaS offerings.Enablement Sessions: Conducted enablement sessions for go-to-market teams of worldwide partners. These sessions were designed to equip partners with the knowledge and skills to promote and sell the Tivoli SaaS portfolio effectively.Field Marketing Events: Strategized and executed field marketing events, including sporting and executive forums. These events generated interest, engaged potential clients, and accelerated the sales pipeline by fostering direct interactions and relationship-building opportunities.

-Managed Oracle's customer feedback process for top 500 Oracle accounts to generate client reference leads, resolve customer issues working with account managers and renew licenses-Analyzed customer feedback that touched the largest segments of Oracle customers, ensured that it had company wide visibility and facilitated the Oracle response/issue resolution to that feedback-Supported Oracle’s customer success forum activities to get the real voice of the customerand share the feedback with Product, Marketing, and Sales teams appropriately

-GRC solutions business development covering Western Europe and the United Kingdom-Secured the first deal in the UK & Ireland for risk management solution- Won the first deal for Quality Management Solution for a multi-billion dollar CPG company.