Responsible for the recruitment, onboarding, and management of strategic manufacturers of CPEs (routers, gateways, and access points) for broadband service providers. Project managing the integration of OpenSync middle layer to allow delivery of Plume Design services to Communication Service Providers and their end customers.Authored, negotiated, and managed alliance agreements for end-point manufacturers(i.e. Vantiva, ZTE, TP Link and Kaon), system integrators (i.e. SpanIdea, Allion, Kyrio) and SoC (i.e. Broadcom, Maxlinear ) manufacturers. Escalation point for service provider customers and CPE manufacturers integrating OpenSync middle layerLiaison for Plume sales and ODM/OEM sales teams, leveraging each other for service provider opportunities.Successfully recruited and onboarded key partners to integrate OpenSync into 100+ edge devices to date, making this open-source middle layer the de-facto standard for broadband service providers, SoC vendors, and OEM/ODMs of routers, gateways, and access points. Having OpenSync integrated into these devices allows the delivery of Plume Design services, which led to the explosive growth of Plume.

I provide strategic sales and market consulting services to institutional investors regarding the IoT ecosystem and lead discussions and overviews for investment firms. Engaged with Sprint Enterprise sales on wireline business development.Constructed and presented a 4G/5G application study to PE investorsDeveloped a go-to-market strategy for a global router manufacturer entering the North American market.Designed a winning channel program for an industrial gateway manufacturer which generated in excess of $5M in year one.Worked with a start-up search engine on engaging cellular operators to utilize their NLP and AI capabilities for joint revenue ventures.

Led the transformation of a direct sales model to two-tier distribution.  Created program structure, go-to-market strategy, and execution budget. Authored and negotiated reseller and distribution agreements and developed Deal Registration, VIR, and MDF programs. Crafted product sales promotions, reseller spiffs, and channel webinars. Guided the creation of sales and support training programs. Developed support and RMA policy. Implemented back-end systems for PRM and point-of-sale reporting.Recruited distributor, VAR, MSP, SI, and OEM partners. Developed and implemented a partner onboarding process.  Managed service provider (Verizon, AT&T, Sprint) co-sell relationships.  Sourced and implemented the back-end system for point-of-sale reporting and PRM.  In six months, I stood up the channel with 3 distributors, including one $29 billion global giant.  In 18 months, I built out the program to include 5 distributors and 60 diverse VARs, MSPs, and SIs. Poised the channel to take current 4G and future 5G solution offerings to market.

Led a remote team for channel sales, enterprise sales, solution partners, operator (Verizon/AT&T/T-Mobile) engagementCreated the two-tier channel strategy and developed reseller and distributor programs, including MDF management, deal registration, lead generation programs, and sales promotions. Sourced and implemented channel support infrastructure, including PRM and POS platforms.Constructed, negotiated, and closed supply and services agreements exceeding $25M with key accounts across North America and Europe, which included Get Wireless, JP MorganChase, Atlas Copco, Vodafone, Duke Energy, Pfizer, Merck, GE, and Brightstar. Created the Solution Partner Program to leverage ecosystem integrators, application developers, and value-added resellers, which generated more than $10M in new business opportunities. Developed channel strategy for legacy direct-sold solutions to scale, creating more than $10MM in sales in year one.Drove engagements with the operator ecosystem to leverage their teams for co-sell opportunities. Executive, sales, and marketing contacts throughout Verizon, AT&T, Sprint, US Cellular, T-Mobile, Vodafone, TELUS, Rogers, and BelLExecuted sales as an individual contributor of wide-area wireless networking solutions to the enterprise and public-sector markets in the US and Canada and leveraged operator sales teams from AT&T, Verizon, Sprint, Rogers, Bell, and TELUS for opportunities, which generated in excess of $25M revenue.Achieved Pinnacle Club status through performance excellence and consistently 150% OTE earner.