Running the strategic alliances team that includes partnerships such as AWS, Twilio, and Meta. Making sure that the most strategic partnerships add value for Zendesk, the partner, and the customer.

I took a year to set up the partner function at Behavox. I was partner hire #1 and my remit included ISVs, Cloud Leaders such as GCP/AWS, and SIs. I set up a framework for how to scale the partner ecosystem for revenue and product success in the future.

I ran the strategic alliance with AWS and Microsoft Azure across the entire product portfolio of Siemens Digital Industries. This allowed me to set the strategic direction in how Siemens engaged with both of these cloud partners for our multi-billion dollar business. This includes co-engineering, co-selling, and executive alignment. I worked closely with the teams at AWS and Microsoft on a daily basis and determined how to partner technically at the product level, realistically at the field level, and strategically at the executive level. Building a true strategic alliance takes time, skill, vision, and team work. You need to build trust internally and with the partner.

I was responsible for strategic partnerships at Okta as we moved from startup to scale. My primary focus was how we competed and partnered with Microsoft. We partnered with Microsoft around Office 365 and we competed with them around Azure AD and EMS. Navigating this complex relationship made for an interesting role! This led me to explore a strategic partnership with Amazon Web Services as well as partnerships with companies from the ecosystems of both Microsoft and AWS. Partnering for the benefit of Okta, the partner company, and the customer was my focus.

I managed the relationship between Microsoft and AWS. This was a very complex partnership where we both partnered and competed at times. The relationship of these two companies varied depending whether one looks at it from an Engineering, Customer Support, or Sales and Marketing perspective. I was able to look at the partnership for an overall perspective and represented AWS as we talked with Microsoft about contracts, licensing, joint engagement, and how to build the $x00M business that was Windows on AWS. Duties included:- All negotiations between AWS and Microsoft - Ownership of strategic view of the partnership with respect to: licensing, partnering, joint selling, marketing, joint channel engagements, etc.- Responsible for revenue growth due to partnership and ownership of revenue quota - Executive engagement between AWS and Microsoft - Navigating extremely complex relationship between Microsoft and AWSI added responsibilities to mange IBM Software and HP Enterprise. Both companies have strong customer bases that want to consume AWS services. My role is to work with these companies to find the most efficient way to go to market. I keep an eye on what is best for the customer as these large companies negotiate support, licensing, and GTM strategy. I take great pleasure in getting new offerings available for our joint customers.

Eleven years at Microsoft have included Product Management, Product Marketing and Business Development across the SaaS / Hosting / Cloud Computing and Embedded space. Developed WW channel and sales strategy to drive 35% YoY growth in the $1.5B ww business in concert with sales leadership. Mentored sales teams worldwide to ensure high growth opportunities were realized and a healthy run rate of revenue was achieved. Grew revenue from $100M to $1.5B over 7 years. Built and executed worldwide Channel Strategy for hosting partners and subsequently integrated that channel into the existing Microsoft framework. Moved the 100% direct business to a 80% indirect business over 4 years.Integrated hosting messaging into the worldwide marketing campaigns that each country executes. Ran marketing pilots in Americas and Europe that enabled partners to execute lead generation campaigns increasing revenue by 40% YoY.

NCompass Labs was the leading developer of web content management software based on the Microsoft .NET architecture. Developed and executed marketing strategy to support sales growth from $0 to $13M over 2 years. This included growing the permission based marketing database from zero records to over 13,000 and generating a run rate of 5,500 leads per quarter.NCompass Labs was acquired by Microsoft in 2001 and I successfully transitioned the existing marketing programs to the Microsoft ecosystem which enabled a sales pipeline of $150M in the first year post acquisition.

Responsible for all aspects of product marketing including direct mail, email marketing, events, PR/AR, online and live seminars. Effectively supported sales teams with revenue generating marketing programs.