• Develop and lead partner growth initiatives: on-boarding, contract negotiations, marketing campaigns, sales enablement and alignment that has resulted in $50M TCV in 2 years.• Oversee and coordinate all aspects of Glia’s relationship with assigned partners.• Manage partner metrics and progress towards goals, via regular communication with assigned partners. • Establish meaningful relationships with executive leaders, sales and other stakeholders within partner’s organization to maximize awareness, mindshare and enthusiasm for selling Glia. • Build tactical plans to roll out new products to the market with partners.

• Orchestrated daily operations and Go-to-Market strategy for 2 of the largest Global Carrier companies resulting in $25M in ARR.• Strived to achieve Trusted Advisor to partners, providing expert guidance on account alignment strategies, marketing initiatives, event planning and product education.• Emphasis on pipeline generation activities increased opportunity pipeline 75% year over year.• Aligned closely with NICE and Partner Sales Managers to stay focused on sales cycle, deal closure and implementation hand off.

• Enabled and coached regional partner sales team on ShoreTel Prem and Sky solutions resulting in 12% increase in partner revenue.• Planned and conducted monthly business planning and review sessions with top partner to ensure compliance with the ShoreTel Partner Program, which entailed training certifications, revenue commitments and pipeline growth targets.• Established specialized SPIFs around pipeline generation and deal closure.• Collaborated closely with Sales Operations to manage deal quoting.

Successfully develop and manage a set of Focus Channel PartnersMetrics set upon revenue increase quarter over quarterConduct training for partners on new products in person and video ledCraft creative incentives for Channel Partners each quarter Contribute to revenue by identify existing and net new customer prospects

• Increased focus partner revenue from 2010-2011 by 38%• Exceeded SMB focus quota 25% year over year from 2011-2014• Initiated and established a cadence with focus partners for monthly call blitz days for both inside and outside sales teams resulting in an additional $100,000 in pipeline generation monthly• Led and mentored a team of 5 Inside Sales Representatives who each became top earners in the department• Facilitated the closure of the first $500,000 deal in Western Canada for a large educational steering committee organizationProfessional Experience:• Developed a sustainable network of channel partners in Northern California, Pacific Northwest and Western Canada by leveraging strong product knowledge, presentation and closing skills to optimize sales results• Formed strong alliances and worked alongside Channel/Regional Managers and Sales Engineers• Demonstrated an unwavering commitment to new and existing partners by assisting them in achieving customer retention and sales success• Performed customized demos to meet partner and customer's needs and solution selling to alleviate their pain points

Results:• Top producer reaching personal goal of 300 new opportunities every quarter• Consistently stack ranked in the top 3 out of 11 Market Development Reps every quarter• Complied analytics to support the launch of an online chat feature to increase opportunity creationProfessional Experience:• Methods of lead attainment included cold calling into named accounts, follow up on prospects from website inquiries, in-bound calls and event follow-up• Researched and expanded knowledge of customers by utilizing Social Media• Established rapport with field teams by assisting them in net new growth of sales pipeline and created a nurture program for early stages deals to move them through the sales cycleEstablished rapport with field teams by assisting them in net new growth of sales pipeline and established a nurture program for early stage deals to move them through the sales cycle

Project Account Specialist Team Lead, 10/2006 to 10/2008Results:Decreased Joint Venture billing and invoice review for the Boston T-Line Subway account from 90 days to 60 daysFormulated relationships with external associates throughout the United States involved in Joint Venture accounts for the United States Post Office and Highway 45/130 tolls roads which allowed for project billing cycles to be reduced from 60 to 30 daysCoached 7 Project Account Specialists to improve their monthly Sarbanes Oxley scoring from 90% to 95%Professional Experience:Managed and maintained daily operations of billing departmentEnsured associates maintained accuracy per Sarbanes OxleyContinually met performance goals by driving billing revenue each month

SLA Coordination Lead, 4/2006 to 10/2006Results:Completed nationwide Technical Expert sourcing project for PetSmart 45 days earlier than anticipated end dateImproved customer SLA response by 10% in 6 monthsProfessional Experience:Ensured delivery of outstanding customer service and that all assignments and associated reporting requirements were achieved in accordance to defined SLA’sInterfaced with customers including receiving inquiries, negotiating mileage and pricing issues on a project by project basis, communicated acceptance of engagement and handled customer escalationsDeveloped large rollout schedules, wrote or modified client-specific work orders