Key Achievements:★ Led channel development partner management strategy at LogRhythm Security to generate 90% of company revenue through channel partners (with 50% being identified by partners) to deliver an additional $28M in channel revenue growth in a year. o Owned and grew LogRhythm’s MSSP business, including strengthening the relationship with Optiv with 23% YoY revenue growth. ★ Directed global business partner/strategic alliance development strategies at IBM to drive… Show more Key Achievements:★ Led channel development partner management strategy at LogRhythm Security to generate 90% of company revenue through channel partners (with 50% being identified by partners) to deliver an additional $28M in channel revenue growth in a year. o Owned and grew LogRhythm’s MSSP business, including strengthening the relationship with Optiv with 23% YoY revenue growth. ★ Directed global business partner/strategic alliance development strategies at IBM to drive growth for IBM security, big data analytics, AI, and ML solutions with leading GSIs such as Accenture, Deloitte, EY, Capgemini, Sogeti, Infosys, Wipro, and TCS, resulting in:o Consistent over-achievement of a 20% revenue growth target, with 21% YoY brand revenue growth in 2013 (from $215.1M to $272.1M) and 23% growth in 2014 (from $272.1M to $353.5M).o Achievement of a top 10% performance ranking from 2013 to 2015, in addition to receiving the IBM Sales Eminence Award in 2012 for achieving 134% of quota. ★ Drove channel development strategy in a start-up environment to enable seamless partner recruitment, on-boarding, and enablement for Guardium Security, leading to 250% revenue growth (from $18M to $83M) in under 2 years and a successful acquisition by IBM.★ Built and led a channel management team spanning North America and EMEA to drive growth with global distributors, VARs, and SIs for Olicom Networks, resulting in revenue growth from $55M to over $450M over 8 years and 6 President’s Club awards. Show less

LogRhythm · Full-timeLogRhythm · Full-time Feb 2019 - Feb 2020 · 1 yr 1 moFeb 2019 - Feb 2020 · 1 yr 1 mo Boulder, CoBoulder, Co ★ Directed a global cross-functional team in building and managing long-term relationships with strategic channel and alliance partners to drive new opportunity identification and growth for LogRhythm’s security solutions portfolio. ★ Established robust C-level relationships within partner organizations to secure buy-in for channel… Show more LogRhythm · Full-timeLogRhythm · Full-time Feb 2019 - Feb 2020 · 1 yr 1 moFeb 2019 - Feb 2020 · 1 yr 1 mo Boulder, CoBoulder, Co ★ Directed a global cross-functional team in building and managing long-term relationships with strategic channel and alliance partners to drive new opportunity identification and growth for LogRhythm’s security solutions portfolio. ★ Established robust C-level relationships within partner organizations to secure buy-in for channel sales, go-to-market, and partner enablement initiatives, resulting in positive partner relationships and over 50% of new opportunities being closed by channel partners. ★ Oversaw channel partners’ delivery of a wide range of security solutions available as both on-premises and cloud-based services, including SIEM, SOAR, UEBA, log management, threat detection, compliance, zero trust, NDR, and MITRE ATT&CK framework. ★ Devised and implemented targeted partner enablement, education, and support programs that strengthened partners’ go-to-market capabilities across their largest verticals (including financial services and healthcare).★ Directed a global cross-functional team in building and managing long-term relationships with strategic channel and alliance partners to drive new opportunity identification and growth for LogRhythm’s security solutions portfolio. ★ Established robust C-level relationships within partner organizations to secure buy-in for channel sales, go-to-market, and partner enablement initiatives, resulting in positive partner relationships and over 50% of new opportunities being closed by channel partners. ★ Oversaw channel partners’ delivery of a wide range of security solutions available as both on-premises and cloud-based services, including SIEM, SOAR, UEBA, log management, threat detection, compliance, zero trust, NDR, and MITRE ATT&CK framework. ★ Devised and implemented targeted partner enablement, and education. Show less

VP, Strategic Alliances and Business DevelopmentVP, Strategic Alliances and Business Development CA Consulting · Full-timeCA Consulting · Full-time Jan 2015 - Feb 2019 · 4 yrs 2 mosJan 2015 - Feb 2019 · 4 yrs 2 mos North AmericaNorth America ★ Delivered strategic guidance and execution support for business development, go-to-market, and channel partner/alliance management activities of IT security and analytics organizations such as Apervita (GE Healthcare), Firescope, and… Show more VP, Strategic Alliances and Business DevelopmentVP, Strategic Alliances and Business Development CA Consulting · Full-timeCA Consulting · Full-time Jan 2015 - Feb 2019 · 4 yrs 2 mosJan 2015 - Feb 2019 · 4 yrs 2 mos North AmericaNorth America ★ Delivered strategic guidance and execution support for business development, go-to-market, and channel partner/alliance management activities of IT security and analytics organizations such as Apervita (GE Healthcare), Firescope, and Ziften. ★ Defined and established channel partner development strategies supported by customer-centric value propositions, data-driven KPIs, and targeted go-to-market plans to grow channel sales of SaaS solutions covering security, BI, big data, and healthcare analytics. ★ Created and delivered best-in-class training programs on channel management and partner enablement as a hands-on player-coach, resulting in continuous improvement in channel sales performance and incremental revenue growth. ★ Managed the end-to-end partner cycle for client organizations (from recruitment and onboarding to enablement and ongoing partner support activities) to establish sustainable sales coverage.★ Delivered strategic guidance and execution support for business development, go-to-market, and channel partner/alliance management activities of IT security and analytics organizations such as Apervita (GE Healthcare), Firescope, and Ziften. ★ Defined and established channel partner development strategies supported by customer-centric value propositions, data-driven KPIs, and targeted go-to-market plans to grow channel sales of SaaS solutions covering security, BI, big data, and healthcare analytics. ★ Created and delivered best-in-class training programs on channel management and partner enablement as a hands-on player-coach, resulting in continuous improvement in channel sales performance and incremental revenue growth. Show less

IBM logo Director, WW Business Partner Development and Strategic AlliancesDirector, WW Business Partner Development and Strategic Alliances IBM · Full-timeIBM · Full-time Dec 2009 - Jan 2015 · 5 yrs 2 mosDec 2009 - Jan 2015 · 5 yrs 2 mos Armonk, NYArmonk, NY ★ Served in a multi-faceted leadership role with responsibility for driving business development strategies, programs, and partnerships with leading GSIs and building out new channel partner ecosystems for IBM’s… Show more IBM logo Director, WW Business Partner Development and Strategic AlliancesDirector, WW Business Partner Development and Strategic Alliances IBM · Full-timeIBM · Full-time Dec 2009 - Jan 2015 · 5 yrs 2 mosDec 2009 - Jan 2015 · 5 yrs 2 mos Armonk, NYArmonk, NY ★ Served in a multi-faceted leadership role with responsibility for driving business development strategies, programs, and partnerships with leading GSIs and building out new channel partner ecosystems for IBM’s security, Watson, big data analytics, ML, and AI solutions. ★ Guided a global cross-functional team comprising technical security architects, sales engineers, and partner enablement managers to streamline partner recruitment, on-boarding, and enablement as well as solutions development and delivery processes. ★ Drove the build-out and expansion of the global IBM strategic alliance ecosystem for big data solutions, in addition to building and managing a global partner channel spanning the Americas, EMEA, and APAC for the Netezza Analytics acquisition. ★ Cultivated and maintained robust, consultative relationships with GSI partners to drive the end-to-end product lifecycle and enable seamless solutions delivery through sell-to, sell-through, and sell-with models. ★ Guided a global cross-functional team comprising technical security architects, sales engineers, and partner enablement managers to streamline partner recruitment, on-boarding, and enablement as well as solutions development and delivery processes. ★ Drove the build-out and expansion of the global IBM strategic alliance ecosystem for big data solutions, in addition to building and managing a global partner channel spanning the Americas, EMEA, and APAC for the Netezza Analytics acquisition. ★ Led the development and delivery of 81 global partner enablement sessions (4-day boot camps) that trained, up skilled, and certified 2K+ SI business partner SEs in just 1 year. Show less

Guardium (Acquired by IBM) · Full-time Jan 2008 - Dec 2009 · 2 yrs Jan 2008 - Dec 2009 · 2 yrs Boston, MA ★ Played a critical leadership role in restructuring and expanding the channel partner program for a start-up organization, resulting in new partner relationships with leading GSIs and VARs, rapid revenue growth, and eventual acquisition by IBM. ★ Redesigned the channel program by creating and implementing new partner management and enablement… Show more Guardium (Acquired by IBM) · Full-time Jan 2008 - Dec 2009 · 2 yrs Jan 2008 - Dec 2009 · 2 yrs Boston, MA ★ Played a critical leadership role in restructuring and expanding the channel partner program for a start-up organization, resulting in new partner relationships with leading GSIs and VARs, rapid revenue growth, and eventual acquisition by IBM. ★ Redesigned the channel program by creating and implementing new partner management and enablement tools/programs, including a new partner portal with in-person/virtual training and certification content. ★ Developed strong relationships with VPs at Dell to drive incremental sales of Guardium solutions through the Dell sales organization, in addition to cultivating relationships at Deloitte to grow sales of Guardium database security solutions to F100 companies.★ Played a critical leadership role in restructuring and expanding the channel partner program for a start-up organization, resulting in new partner relationships with leading GSIs and VARs, rapid revenue growth, and eventual acquisition by IBM. ★ Redesigned the channel program by creating and implementing new partner management and enablement tools/programs, including a new partner portal with in-person/virtual training and certification content. ★ Developed strong relationships with VPs at Dell to drive incremental sales of Guardium solutions through the Dell sales organization, in addition to cultivating relationships at Deloitte to grow sales of Guardium database security solutions to F100 companies. Show less