Lead Channel growth for Appgate globally, focused on Resellers, Systems Integrators, Managed Services Providers, Distributors, Technology Alliance Partners, Hyperscaler Cloud Marketplace Partners, Technology Alliance Partners and Referral Partners. Also responsible for Global Channel Operations, which includes programs, technologies and all initiatives to grow our Channel GTM (training, enablement, partner portal, incentives and more).Established Hyperscaler Cloud Marketplace Strategy - Drove a 200%+ increase in revenue transacted through the AWS Marketplace. Built foundation to transact on Azure and GCP Marketplaces by leading cross-functional team. Trained and enabled Sales, Channel and Customer Support to understand market opportunity, conduct discovery and accelerate deal flow by leveraged the "Big Three."Drive Technology Alliance Partner (TAP) Relationships and GTM - Engage with strategic TAPs to develop GTM plans, align sellers, develop joint marketing opportunities, drive account mapping and more to create new revenue opportunities for Appgate. Key partners include Illumio, Menlo, CrowdStrike, Island and ColorTokens. Lead cross-functional working group to ensure Appgate presence in key TAP marketplaces.Lead GSI/FSI Program - Set the strategy for key GSI and FSI partnerships. Personally manage our top GSI partnerships and lead a team that recruits, onboards, enables and establishes the GTM for key FSIs.Lead Global MSP Program - Accountable for the growth of our global MSP Program.Lead Global Channel Operations and Programs - Established the foundation for all channel operations to ensure that Appgate has seamless, automated programs and processes to accelerate deal flow and provide reporting and analytics to measure the success of our Channel efforts globally. Align with RevOps to continually improve and enhance Salesforce.com, align with Finance to ensure we have real-time access to revenue and bookings data to stay on top of channel performance.

Transitioned from Marketing to Sales in July 2022. Expanded responsibilities include Global Channel Programs and Global Channel Operations. Key accomplishments:- Partner with head of MSP Sales to create and grow our MSP Partner Program. This includes marketing strategy and execution, MSP Partner community development, continuous process improvement and more.- Cleaned up deal registration process and defined new streamlined process to ensure deal registrations are managed and progressed through the sales lifecycle in a more efficient manner.- Supported migration from "old" LMS to a more expansive LMS to support global partner training and certification. Defined required reporting to provide greater insight into "productive" partners and designed and implemented a communications plan to engage partners and encourage training and certification.- Created our first formalized AWS Go-To-Market plan to raise awareness of this channel to market internally and with our partner community. Supported the company's application for the ISV Accelerate program, opening the door to new co-selling opportunities, MDF and more.- Continue to "own" our Partner Relationship Management (PRM) solution, which was launched in June 2022. To date, have increased users by at least 35% MoM and partner organizations enrolled by 89%. Developed communications plan to engage partner community, promote new partner portal offerings, train internal team and partners, as needed, and support our partners with self-service capabilities.

Helped build out and differentiate the Channel at Appgate in the highly competitive, fast moving cybersecurity industry. Appgate is a fast-growth company that is quickly making its mark in this space. Appgate is an industry leader in Zero Trust and Secure Access solutions changing cybersecurity for the better by making it simpler for users and operators and harder for adversaries.- Recognized as a 2022 Woman of the Channel (CRN).- Responsible for the selection, implementation, launch and ongoing management of the company's first partner portal (Allbound PRM).- Manage a $1M+ Channel Marketing budget. - Directly support the SVP of Global Channel and Alliances, as well as 17-20 Channel Sales Directors. This includes plan development, partner recruitment, partner enablement and partner GTM.- Led the effort to create and expand the Appgate partner database (SF.com) globally, which allows us to more precisely segment, market to and market through. Expanded database from 40 partners to over 1,200 (active and prospective) in less than six months.- Launched the Appgate Managed Services Partner Program in eight weeks. Continue to support the development and expansion of this program (MSP Partner Advisory Board, MSP Partner Onboarding, Community Development, Content, Outreach Campaigns, etc.).- Support National Resellers (Lumen, Optiv, GuidePoint), Regional Resellers, MSP Partners, Distributors (Ingram Micro EBG) and Referral Partners - Primary (Avant, Intelisys, TBI, Sandler Partners, etc.) and Selling Partners/Agents. This includes recruitment, training and certification, enablement and GTM.- Plan and execute national and regional events for and with our partner community - messaging, content, event execution, lead management, follow-up and tracking of Marketing Return on Investment.- Leverage MarTech to execute and deliver (SF.com, Pardot, Allbound, 6Sense, Outreach, Absorb, Cvent, Sendoso, Splash, etc.).

Organizations must embrace digital and transform their sales and marketing efforts to compete and win. I leverage my experience, along with my passion for sales and marketing to help others advance their sales, marketing and GTM strategies. I'm open to long-term engagements and short-term project work.Sample engagements:Sales and Marketing Consultant for a US-based IT company. Brought in to audit existing marketing engine and provide recommendations for transforming the function to support planned growth. Also provided interim support during a key marketing employee's voluntary transition. Full-year project, serving as CMO for US operations of Outscale, Inc., a Platform as a Service/Infrastructure as a Service provider, headquartered in France. Launched new website for US business, developed messaging platform, designed frictionless sales process, implemented various digital campaigns (HubSpot and Social) and more.About me:- Passionate about bringing sales and marketing together to increase revenues and reduce churn- Trained in SPIN Selling and Solution Selling Methodologies- Hold Microsoft Global Challenger Certification- HubSpot Inbound Marketing Certification- HubSpot Content Marketing Certification- Pragmatic Marketing Trained and Certified- Marketo's #118 customer (Hands-on experience with HubSpot and Pardot as well)- Social Selling Advocate and TrainerEducate. Influence. Engage. Repeat.

Regional Vice President for Core BTS (Tailwind Capital), a solution provider focused on client-centric IT services, software and technology. Technology focus areas included: Security, Data Center, Unified Communications and Networking. Services focus areas included: Cloud, Managed Services, Subscription-based Services, Change Management, Staff Augmentation and Learning Services.- Managed multi-million dollar P&L for territory.- Managed a team (5-7 direct reports, plus multiple indirect team members) to ensure it was properly resourced, had the right technical expertise to meet our needs, and was able to proactively address our clients'/prospects' needs.- Collaborated with manufacturer partners to build joint GTM plans, secure training and development, and build rapport with partner sales representatives.- Maintained and expanded customer base by coaching sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities; and working closely with strategic manufacturer partners.- Supported sales representatives by stepping in to handle client escalations and address internal challenges, clearing the way for them to focus on their clients and prospects.- Planned and executed numerous field marketing activities to engage with clients, create new opportunities and identify prospects.- Planned and executed the company's 2018 and 2019 Annual Security Conference. Doubled the vendor sponsorships YoY and greatly expanded attendance (live and virtual) both years.- Member of Extended Leadership Team (ELT).

Brought in as Contract CMO/VP of Marketing to help launch Outscale in the US. - Launched new website- Established digital presence through SEM/SEO- Implemented lead generation programs- Selected Marketing Automation platform and assisted with implementation- Worked closely with CEO on GTM strategies- Supported a team of five inside sales professionals- Developed and implemented channel strategy.Outscale was acquired by Dassault Systemes.

Transitioned to contract work while serving as the primary caregiver for family members in need. I provided long-term and short-term project support to SMBs during this time. I leveraged my experience, along with my passion for sales and marketing to help others advance their sales, marketing and GTM strategies.

VP of Marketing for Acano, a tech startup founded in 2012, Acano is a fast-growing technology company with a fresh perspective on audio, web and video conferencing. Acquired by Cisco in the fall of 2015.- Supported field sales across Americas, Australia and Asia. Worked closely with sales and dozens of channel partners to drive demand through the use of integrated sales and marketing programs.- Developed and executed multi-faceted event plan for Acano's presence at Enterprise Connect (leading industry event), which took place just six weeks after being brought into organization. This included booth design, theme, messaging, press briefings, analyst meetings, social engagement (pre-event, on-site and post-event); press release development (no agency); speaker prep; staffing; lead acquisition; social activities; and more. Booth was packed and Acano was the buzz of the show. Achieved similar results two months later at InfoComm. No staff. Modest budget.- Developed and executed on industry analyst/influencer outreach plan, which resulted in positive mentions (at key industry events, in blogs and directly to prospects); inclusion in key analyst reports and award recognitions. Singlehandedly secured 17 analyst briefings for executives at Enterprise Connect and 11 briefings at InfoComm 2015. Issued 14 press releases/media alerts.- Greatly expanded @AcanoCo's social reach and engagement with zero budget in 1st 6 months (LinkedIn Followers: +35%, Twitter Followers: +36%; Facebook Page Likes: + 96%), significantly outpacing direct competitors. - Trained sales team to employ social selling techniques through one-on-one and small group sessions. Developed "how-to" tools to help field better understand how to employ social (content sharing, brand awareness, lead generation). Led session at new hire training, focused on creating brand ambassadors.- Leveraged social to engage with industry analysts, industry influencers, partners, customers and prospects.

Responsible for Global Marketing and Inside Sales at SumTotal, a Skillsoft company. Brought in by CEO and Vista Equity Partners to collaborate with customers, partners, industry experts and our employees to advance the company's talent expansion strategy and ensure SumTotal delivered real business value for our 3,500 customers. I led a team of 40+ marketing and business development (inside sales) professionals who delivered Solutions Marketing, Demand Generation, Telesales, Field Marketing, Global Events, Customer Marketing, Media and Analyst Relations, Marketing Operations, Creative Services and Corporate Communications.SumTotal was acquired just months after joining. Following the announcement, my efforts were focused on integration and the development of our new joint messaging platform - Talent in the Learning Age.

Dynamic leader, responsible for all aspects of marketing for Dimension Data Americas, a $1.5B IT Services and Solutions Provider. Led a team of 17 straight-line and 6 dotted-line reports, along with multiple vendor partners. Increased brand awareness, drove demand and engaged employees through integrated campaigns, consistent communications and compelling messaging. Collaborated with Sales, Alliances and Service Delivery organizations to align objectives internally and with our partners to drive results. Highlights:- Led demand generation efforts for $1.5B business. Worked closely with partners and internal stakeholders to drive demand for Dimension Data's diverse range of services and solutions, including Cloud, ITO, Network Integration, Security, UC, Contact Center, Managed Services and more. - Played a leading role in three major acquisitions (OpSource, Xigo and Nexus). This included due digilence prior to acquisitions, development of all messaging, and execution of all communications (employee, customer and industry). Led acquisition integration for all marketing-related activities.- Led Americas' Voice of the Client initiative, surveying top 50 clients 2X/year to provide a valuable feedback mechanism to drive retention, identify potential client satisfaction issues and uncover new opportunities.- Established the Americas as a global leader within Dimension Data with regards to Social Selling and Social Media. Recognized as a change agent, driving adoption of Social Marketing for recruitment, employee engagement, brand building and demand generation.- Generated a record level of sponsorship and partner participation at Americas Annual Conference for 3 straight years. Managed all aspects of this $1.8M event, which drew 600+ attendees.- Chief communicator for Americas' business. Drove internal and external messaging across all communications channels (All Hands Calls, Managers Meetings, Email, PR). Played a key role in new hire and sales training.

Established the NoVA/DC/MD Marketo User Group to bring marketing automation experts and novices together to drive revenue marketing forward. Drove the conversation and collaboration related to the use of Marketo and Marketing Automation for revenue generation amongst companies in the DC metro area.

As the company's marketing executive and member of the leadership team, led all aspects of marketing for Aptela, a provider of hosted VoIP and PBX solutions to the SMB market. My contributions to the re-branding of the company, new website, digital marketing and closed-looped reporting played a significant role in our successful exit strategy (JMI Equity / acquisition by Vocalocity).Key accomplishments included: - Re-branded company, including new message platform, logo and tagline.- Launched new, intuitive website to guide small and mid-sized businesses through the evaluation and purchase process.- Implemented marketing automation (Marketo) and live chat (Velaro). Drove all demand generation and lead nurturing activities for company, including management of lead qualifiers. - Managed BDR team, which was responsible for lead qualification and appointment setting. Established role, developed compensation plan, developed BDR KPIs and managed performance. This new team helped streamline lead qualification and nurtured leads until hand-off to Sales (once SQLs).- Established "lead to close" business processes that guided the implementation of Marketo and Salesforce.com to drive the company’s sales process. - Developed company’s first comprehensive suite of sales tools and collateral.- Spearheaded Aptela’s social media program, which includes ownership of the corporate blog, as well as monitoring and management of the company’s Twitter, LinkedIn and Facebook presence.- Created company’s first reputation management campaign to monitor, manage and protect (proactively and reactively) Aptela’s online reputation.- Developed "how-to" video assets, which offered clients a self-service option vs. calling into customer support. These videos included phone setup, router setup, solution customization (auto attendant, find me/follow me, etc.). - Developed and hosted various webinar series to educate prospects on our solutions.

Responsible for Corporate Marketing (Corporate Communications, Marketing Communications, Media Relations) and Channel Marketing for Apptix, a leading provider of hosted messaging and collaboration solutions for the SMB market.- Responsible for the development and execution of Apptix's channel programs. Key focus was to equip, train and enable our channel partners to sell on our behalf. Programs included solution overviews, call scripts, outbound marketing campaigns, sales incentive programs, sales training, etc. Worked with Savvis, Bell Canada, Verizon and others looking for a cloud-based solutions offering (and MRR) as a complement to their existing solutions portfolio.- Developed and launched a new Unified Communications messaging platform.- Worked closely with Microsoft to develop Go-To-Market initiatives to drive sales and adoption of Hosted Exchange and Hosted SharePoint. - Worked closely with BroadSoft to establish partnership and launch Hosted Voice solution.- Worked closely with Global Relay to establish partnership and launch Email Archiving solution.- Managed PR/Media Relations efforts for Apptix and its various web properties (MailStreet.com, ASPOne.net and Mi8).- Responsible for all communications (market-facing and internal) and marketing integration related to three acquisitions in 24 months.- Managed the development and issuance of company's Annual Report.

Responsible for development of strategy and execution of product marketing, marketing communications, lead generation and sales enablement programs for industry solutions. Managed $3M+ marketing spend and multiple agency partners. Developed and implemented key strategic initiatives to drive new revenue and increase profitability. Focused on Retail, Consumer Goods, Travel/Hospitality markets.Focused on Supply Chain Management, Transportation Management and Revenue Management solutions.

Hired to help marketing and business leadership re-brand, launch industry marketing and position business for acquisition, which was accomplished in 12 months.Responsible for development of strategy and execution of product marketing, marketing communications, lead generation, and sales enablement programs for industry solutions.Focused on Financial Services, Healthcare, Manufacturing/Distribution and Retail verticals.Enterprise Application Integration (EAI)/Data Transformation solutions.

Director, Marketing Programs (6/01-3/02). Responsible for all lead generation programs, partner marketing, field marketing, and marketing support for international affiliates. Managed budgets ranging from $2.7M-7.1M, led staff of 4 marketing professionals and 2 contractors, and directed the activities of multiple vendors/agencies.Director, Worldwide Channel Marketing (1/00-6/01). Responsible for the planning and execution of all marketing programs, industry marketing, partner marketing, international marketing, and field marketing. Managed $4M budget, staff of 10 marketing professionals, 2 contractors, and multiple agency partners.Director, Worldwide Product Marketing (9/99-1/00). Created service offerings to support new product line, established message platform and developed delivery methodologies, sales tools and training materials for sales, services, and partners.

See above.

Held various sales and consulting roles during my time with james martin + company, including:Channel Sales Director - Identified and secured new business, managed partners and led partner marketing (including Microsoft, MicroStrategy, CA/Platinum, and Siebel).Director of Sales Operations, North America - Provided operational support to all aspects of North America’s sales activities, including management of North American forecasting and sales reporting process for the president of the company. Also managed company’s Strategic Alliance Program.Sales Manager - Recognized for exceeding quota and adding 3 of 5 new clients within the East region during 1997. East Region Sales Support Manager - Supported over $1M in product sales in 1996. Senior Consultant - Started as a consultant on various development and business process re-engineering engagements for the Federal Government.