Partnership Leaders is the industry association for Partnership/Channel/Alliances/Business Development leaders. The association's mission is to elevate the role of partnership leaders at their companies and provides a vibrant online community, virtual events, curated professional networking opportunities, and educational resources to drive success for its members.

Global provider of fleet management software with annual revenue of ~$500 Million.■ Manage the global operations of the Channel Sales department, with 500+ headcount in the U.S. and 70 countries. ■ Create and implement growth strategies for international markets leading to overall revenue generation.■ Lead a 10+ team of Channel Sales Directors, Managers, and Specialists in building and maintaining relationships with channel partners and resellers. ■ Meet weekly with executive leadership to review sales goals, inventory levels, and budgets; discuss strategic initiatives and the competitive landscape.■ Hold weekly pipeline review meetings with the Channel Sales team; coach team members on identifying and recruiting potential channel partners.■ Collaborate with partner CEOs on strategic initiatives and competitive issues

Global provider of comprehensive financial and real estate software solutions.■ Managed the partner network of resellers and finance consultants. ■ Oversaw strategic development and execution for a new channel partner program, including qualifying, recruiting, and onboarding new partners.■ Developed and implemented a structure and process for the evaluation of new integration partners.■ Participated in sales and budget meetings with executive leadership; presented channel performance reports.■ Collaborated with partner organizations to improve performance and draft plans to expand into new markets.

Global trade and logistics software provider.■ Hired to reorganize and rebuild an underperforming sales channel. Led a Sales team through the reorganization process, redesigned channel partner programs, negotiated new partner contracts, and increased reporting.■ Collaborated with executive leadership to develop and implement channel partner strategies.■ Worked with the executive leadership of partner organizations to ensure pipelines were managed, quotas were met, and partners had the tools they needed to be successful.■ Coached individual channel managers on sales strategies, pipeline calls, and leadership opportunities.■ Identified opportunities to expand the product lines offered through the channel organization.Key Accomplishments■ Grew revenue 34% within one year of reorganization; increased channel percent of sales from 2% to 67%.■ Launched new channel recruiting strategies, leading to an increase in partner count of 16.■ Introduced a cloud-based shipping solution to the channel, revolutionizing that segment of the supply chain.

Global provider of professional information, software solutions, and services to the financial and healthcare industries.■ Managed and guided the strategic alliances division, ensuring all partnerships aligned with the broader corporate strategy. ■ Developed a process for identifying, recruiting, and onboarding new alliance partners.■ Identified and recruited potential strategic alliance partners to augment company product development strategy; participated in M&A discussions with potential alliance partners.■ Conducted regular reviews of all alliance partners to ensure continued success.

Leading cloud-based provider of supply chain and EDI solutions. ■ Hired to create and lead a new global channel division for the company; built the organization into a leading provider of outsourced software solutions and integration in the cloud services. ■ Hired, trained, and grew the division into a team of 11 channel sales and strategic alliance professionals.■ Led partner recruiting strategy and initiatives; onboarded 300+ partners within two years.■ Built and maintained strong sales channel partnerships within the Microsoft and SAP partner environments; built relationships with leading consultants and systems integrators/VARs.■ Designed and implemented channel partner program metrics; conducted quarterly reviews of partner programs.■ Named “Top Channel Chief” by CRN magazine from 2008-10 and a “Top Emerging Tech Company from 2007-09.■ Received the 5-Star Partner Program Award from VARBusiness magazine and Everything Channel from 2008-10.

Global provider of data communications products and services.■ Established and managed partner channel sales relationships for three domestic territories; set and ensured sales quotas were achieved. ■ Managed the company’s largest multinational client account. ■ Oversaw five Channel Managers and three Sales Engineers; trained and provided performance feedback.■ Analyzed market trends and adjusted channel strategy and partner recruitment targets accordingly.■ Led channel distribution operations with global partners, including Black Box, Ingram Micro, and Tech Data; facilitated training and support for all channel partners.Key Accomplishment■ Increased channel revenue 18% by implementing a strategy to embed new products in global partner catalogs.

Provider of business communications products and specialized avionics solutions. ■ Led the sales and business development activities for a startup telecommunications and avionics firm; oversaw all government sales. ■ Developed and implemented sales strategies to ensure sales growth and customer satisfaction.■ Managed a Sales team of four Directors and 17 supporting staff; oversaw P&L and budget responsibility.■ Developed and implemented channel strategies for international markets; led all strategic alliance programs.Key Accomplishment■ Secured $3 Million in revenue within 9 months of origination; grew revenues an average of 28% yearly.