Hand-picked by SVP to take on LVAR as a second business line and formally promoted 6 months later to additionally lead the development and growth for national data center business on-premise, as-a-service, and via Cloud partners. Previously led and grew Dell’s business with the top 13 data-center partners overseeing teams of 9 direct and 75 indirect reports across North America. Created ~$2B in new business to exceed total revenue of $5B across all areas of charge.• Appointed to LVAR team leader role while maintaining all aspects of the Client Workforce Transformation role. Formally promoted 6 months later into a dual role.• Assumed an additional 13 top performing National Account Managers (NAMS) as direct-line reports. • Shifted focus of the sr. director role to the data center business to grow the install base with data center partners. • Create DCaaS and Cloud demand generation plans that target the highest-level decision makers nationwide.• Secure CIO engagements that widen Dell’s reach into to net new channel, direct, and ecosystem business. • Awarded 5 out of 10 North American channel partner awards for achievements in DCaaS, Cybersecurity, and AI.• Expanded business with major partner by $700M during first 9 months of assuming the dual leadership role.• Recognized this partner as Dell’s Channel Partner of the Year for 2022 with annual account revenue at $1.7B. • Deliver double-digit growth to surpass cataclysmic ongoing expansion while exceeding aggressive AOP targets.• Develop market strategy directly tied to Dell’s financial, operational, and competitive success during rapid change.

Reporting direct to SVP as member of the core leadership team heading the entire Dell solutions portfolio in the US & Canada, with a team of 10 Partner Account Managers focused on client solutions (CSG) within the Dell Channel. Build Workforce Transformation solutions that align to client need while developing people, pipeline, and portfolio business.• Achieved 122% of $1.5B initial quota across commercial and enterprise base, growing to $2B within the next year. • Set strategy for executing mission-defined CSG FY21 priorities, winning executive buy-in for initiatives and financing. • Align field marketing organization to the sales management operating program and the overall enterprise strategy. • Partner with sales vertical SVPs across Dell US & Canada to promote and grow Channel community versus Direct. • Leverage loyalty and trust to create a team culture relentlessly focused on market dominance for new solutions. • Mentor and promote above average salespeople into top performers while pushing top producers to new heights.• Received FY20 President’s Club Award—increasing visibility to SVPs vying for internal talent to lead major divisions. • Won high potential account from key competitor—converting away 80% of their volume & on-track to achieve 95%. • Led and coached territory managers to achieve 2X targeted North American account growth against the AOP goal.

Over my career, managing multiple different partners in multiple roles has contributed to the task of being a servant leader under multiple SVPs, VPs and Sr. Directors at once. This is highly unusual—most of my peers would have one SVP looking over their activity, and driving it. I’m also running the business plan and sales management strategy for 2 segments, even having run inside and outside execution during the startup phase. While responding to channel partners in both segments and running both teams, I’ve also taken the time to create a tight knit family by cross-training Acquisitions & SMB field reps on one another’s operations, solutions, and plans. I have created $250+ in net new revenue, while managing an $800M book of business. I also groom, mentor and lead succession planning efforts for my own post and that of top performers.  Frequently tapped to head large scale endeavors, key accounts, and major acquisitions or integrations.  Stakeholder management internally with C-suite; and across all sales and marketing specialties.  Develop key performance indicators (KPIs) and standard operation procedures (SOPs) for territory reps.  Lead Inside Sales Manager (ISM); Technical Sales Manager (TSM), & Territory Account Managers (TAM).  Grow and govern Acquisitions (Acq) and Medium Business (SMB) while taking EMC into the Dell fold.  Align Go-to-Market (GTM) to channel reseller partners, while developing solutions for future customers.

Lead 10 Channel Account Managers overachieving an annual $325M+ indirect revenue goal throughout the Northeast. Primary focus is guiding/driving sales team to support valued partners sales, marketing, enablement, programs, training & demand generation focused on Dell EMC’s portfolio.  Led acquisition Integration of EMC into Dell, providing seamless service integration and customer success.  Analyzed pipeline and territory data to develop account plans for each CAM focused on partner growth.  Achieved #1 US territory out of 6 blending over 115% & 25% quarter-on-quarter growth in FY17. Achieved 98% accuracy on weekly and quarterly pipeline/forecasting to Executive Leadership in FY17. Rescued flight risk accounts worth $80M with these accounts 90% retained throughout upcoming merger. Led strategic planning sessions in executive-level conference room meetings and back office research.

Created the overarching sales & marketing strategy leading/executing with 23 matrixed team members. Major focus on relationships with site managers to over-attain the $160M growth plan with PCC & GovC.  Developed marketing plans for Dell-funded initiatives in conjunction with PCC & GovC site executives. Executed $1.8M ESG plan that resulted in $21M incrementally over following 6 quarters. Created/executed $2.5M EUC plan which successfully delivered $35M incrementally over 4 quarters. 4 consecutive quarters of 100%+ attainment against data center partner partnerships quota across East, West and Central territories. Assess needs; gain trust and rapport; design and build channel strategy.  Drove marketing strategy and incentives with all PCC sales makers attaining #1 overall EUC OEM.

Tasked with growing mindshare and the associated revenue stream from 40 top-tier Dell Partners, as well as the recruitment, onboarding and enablement of new VARs. Efforts were primarily focused on brokering win-win scenarios with the Dell Direct team, evangelizing key programs & incentives, resolving conflict and hitting key enterprise and client sales objectives/KPIs.• Exceeded quota targets 8 out 8 years blending over 100% • Successfully evangelized Dell’s channel strategy garnering feedback and interest early in our channel go to market resulting in a 75% net new adoption rate• Cultivated executive partner relationships to award winning levels: Dell NA Enterprise Partner 2012, Northeast Partner of the Year 2013, 2014 & NA Enterprise Architecture Partner of the Year 2011• Managed northeast channel pipeline which drove 80% close rate while maintaining value, trust and dedication with engineers and sales makers within the partner community

• Responsible for purchasing operations and procurement of all client and company IT solutions • Developed and enhanced outstanding vendor relationships providing exceptional service and support• Negotiated an additional 22% discount with Dell leading to an increase in clients helping drive sales from 3.5 Million to 6Million in one year• Developed and implemented unit cost analysis to determine top vendors which lead to an 18% savings in overall purchases• Trained and supervised shipping /receiving team and Jr. Buyer overseeing entire purchasing operation• Successfully communicate with all CRM’s and PM’s company wide to make sure we are meeting every client need.