Executive Leader managing Esri's 2900+ member global partner ecosystem and partner program. Support and drive top line growth through a rapidly growing partner channel. Develop key partner programs and strategies, including partner tiers, specialty designations, selling programs, and performance management. Lead a partner management team to help partners take full advantage of Esri's technology and market presence to grow their business while managing growth of the partner channel to meet business expectations.

• Drive annual revenue through Alliances, GSIs, Consultants, ISVs, Cloud providers, OEMs and Resellers.• Manage and lead team of partner managers to drive Y/Y growth through portfolio of 150+ partners. Analyze gaps and recruit/onboard partners to expand footprint in white spaces. • Executive engagement and business alignment with key Federal partners including AWS, Accenture, BAE, Booz Allen, Deloitte, Leidos, L3Harris, Lockheed Martin and Microsoft. Develop and implement reseller strategy including GSA and GWAC resellers, from contract/partner identification to negotiating agreements and solution bundle authorizations.• Lead partner strategy for large Federal government bids by managing cross functional team including Sales, Professional Services, Solution Engineers and Legal to identify partners, form pursuit teams, and negotiate TAs.• Develop and implement new partner programs to increase channels to market, including the Federal Small Business and Cloud Services Provider Specialties, Strategic Systems Integrator and GSA Reseller program.• Drive pipeline and partner community engagement by creating strategic partner events, including executive workgroups, partner conference sessions, preconference seminars, technology exchanges, solution fairs, special interest group meetings, networking events, and industry conferences.• Design and execute partner enablement strategy for services partners and developers, including training/certification plans, SI Enablement, workshops, webinars, executive briefings, small business bootcamp.

• Sold $15M+ annually through services and solution partner influence, resell, OEM and direct sales.• Founded Esri's Federal Small Business Specialty Program, recruiting 90+ partners in 2 years and driving $2M+ additional annual revenue.• Managed strategic partnerships and joint GTM strategy with Federal Systems Integrators • Led Defense partner strategy, including market analysis, new partner identification, recruitment and enablement. • Created partner business plans and pipelines by collaborating and aligning partner development, marketing, and sales plans with Esri’s sales targets and objectives.• Developed business for joint partner offerings through co-marketing programs and campaigns. Managed projects and content for partner solution briefs, sales kits, demonstrations, presentations, whitepapers, events, and online.• Negotiated and managed partner agreements, including solution OEM, bundles, extended support/benefits, master partner agreements, Enterprise License Agreements, NDAs, services and teaming agreements.• Established and fostered relationships with C-Level executives, BD, marketing, and technical stakeholders.• Led cross-functional teams including sales, professional services, marketing, and industry solutions to drive alignment, teaming strategy, sales engagement, enablement, and identify opportunities for joint partner offerings.

• Drove $60M in revenue annually through joint business development, marketing, and sales engagement activities with global partner base. Established new partnerships with SIs, the primary route to market. Presented to executive management the partner landscape, strategic plans and updates. • Initiated and built Curam’s Partner ecosystem in Government HHS Sector for Global and regional SIs, technology/ISV and consulting advisory partners, including partner recruitment, onboarding, partner programs. Negotiated partner agreements and terms, including master partner agreements, NDAs and teaming agreements.• Developed partner training and certification plans and ensured enablement of key SI and services partner resources.• Managed complex global strategic alliances with IBM, Accenture, HP, and RedMane, including overall joint GTM and business development plans, executive governance, pipeline calls, issue handling/escalation, sales engagement.• Developed partner marketing and enablement programs and content, including sales kits, demos, battlecards, product briefings, events, seminars, webcasts, joint customer case studies, PR, solution briefs, and website. • Led cross-functional teams and workshops to create differentiated joint partner value propositions and GTM strategies around complementary solutions and technologies.

• Managed business partnerships with IBM and BearingPoint, driving more than $6 Million in annual sales.• Managed global partner contracts and agreements, including IBM global reseller agreement.• Led alliance strategy for assigned partners including joint solution development and go-to-market programs.• Initiated co-marketing programs with MicroStrategy’s alliance partners, including Global Alliance partners such as Ascential, HP, IBM, MapInfo, Netezza, SAP, SUN Microsystems, Sybase, Teradata.• Conceived MicroStrategy 8® product launch Partner Marketing plan, including beta testing program, PR, public launch webcast, new product training, collateral, and website marketing. • Drove lead generation through the creation and execution of the annual alliances marketing plan, including sales collateral, website marketing, newsletters, PR, advertising, online seminars, customer success stories, & events. • Developed webcast series, driving 1,000 attendees and generating 150 business leads from $250M+ organizations.

• Directed the implementation of over 100 training and professional development programs annually for more than 800 auditors and their clients across the Mid-Atlantic region. Co-managed $4 million budget.• Devised marketing and communication strategy for all training programs, increasing overall attendance by 20%.• Designed innovative training curriculum, cutting local training costs by 50%. • Established new local office policies and procedures for Continuing Professional Education documentation and tracking, and integrated them on a national level, resulting in 100% compliance and reducing liability to firm.

• Collaborated with the Marketing Director to develop annual marketing plan, including direct mail, media planning/buying, subscription and single ticket sales, achieving highest sales in the theater’s 50-year history. • Analyzed weekly sales reports and made strategic pricing and advertising recommendations to senior staff to maximize sales and reduce costs. Filled seats to 90% capacity. Managed $2 million communications budget. • Launched targeted marketing campaign for play series “Downstairs,” gaining over 200 new members aged 25-35.• Acquired RSVP Catering sponsorship for Opening Night receptions. Coordinated logistics and onsite management for ten opening night events for over 500 VIPs.