Aware is a global biometric identity platform company that uses data science, machine learning, and artificial intelligence to tackle everyday business and identity challenges through biometrics. Together with our partners, we address the growing challenges that government and commercial enterprises face in knowing, authenticating, and securing individuals through frictionless and highly secure user experiences.

Pavilion is a global, private, invitation only community of sales and marketing executives at growth-focused companies. Our community is designed to support the professional development of these leaders, provide peer-to-peer connection, facilitate the sharing of best practices, and provide a forum where members can openly discuss business-critical issues. CRO School Graduate, July 2021

Partnership Leaders is the premier global community for partnership professionals building partner programs and partner ecosystems at top technology and service companies.

Counseled Exelegent's CEO on the GTM strategy and product launch of TrustElements, a cyber-risk management platform that accelerated the organization’s pivot from a predominately services-based organization to a true SaaS software company.

Recruited by the CEO to craft a global partnership strategy, develop a partner program, build a partner ecosystem, and identify markets for international expansion.

Recruited by the CEO to implement a collaborative co-sell partnership strategy through a select group of strategic partners while also expanding our partner ecosystem through a highly focused partner acquisition program targeted primarily at the Public Sector.Worked cross functionally to develop and implement a partner program, to stand up processes and systems for partner acquisition, on-boarding, and activation, and to devise GTM strategies by geography and industry vertical.In this role, I was also responsible for Partner Marketing and Partner Operations.

Recruited by the CRO to scale an existing partner program in a highly matrixed, global organization. Managed teams and had commercial / operational responsibility for channel sales and partner management in Singapore, Japan, India, Australia, Dubai, Spain, Germany, Brazil, and Mexico.Worked collaboratively across the organization to craft a global channel sales strategy that centralized the partnerships team, standardized roles/ responsibilities, changed reporting relationships, accelerated partner acquisition across multiple partnership types, introduced digital agencies as a route to market, increased focus and resourcing on our OEM partnership motion, enhanced partner enablement and training, and refocused partner marketing on high value, lead generation / pipeline building activities.Results achieved following the roll-out of our global channel sales strategy:- 60% increase in partner sourced leads resulting in a 38% increase in unique opportunities created- 124% increase in OEM revenue- 717% increase in revenue from GSIs- Partner sourced revenue as a % of total revenue increased from 10% to 45%Established, launched, and monetized a Solutions and Applications Marketplace to drive adoption of custom solutions / accelerators / integrations developed by our System Integration and ISV partners.Facilitated Liferay's transition from on-premise to the Cloud with the introduction of a "DXP as a Service" offering and the establishment of partnerships with Cloud providers including AWS, GCP, and MSFT.

Established a global partnership with Microsoft that generated 35% of total pipeline and 50% of total revenue.Increased channel sales revenue from 10% of company revenue to 64% and grew partner sourced pipeline from less that $1M to over $14M with the largest increases in EMEA and APAC.Opened and staffed an office in Australia in support of our channel partners across the APAC region.

Implemented Bronto's partner strategy with complementary technology and solution providers that assisted with the acquisition, retention, and sales growth of our retail and brand customers.Developed and managed strategic alliance partnerships with leading eCommerce Platforms (Magento, Adobe, BigCommerce, Shopify), SIs, Agencies, and ISVs.Identified, acquired, and onboarded new channel partners in emerging MarTech verticals including Chatbot Analytics, Personalization, Ratings and Reviews, List Building, SMS, FinTech, and CDPs.Managed a global team of 10 Partner Managers responsible for delivering $34.5M in annual recurring revenue and was responsible for our partner operations in Australia and the UK.

Counseled GreenMile’s CEO on the GTM strategy for expansion into the US market for its suite of SaaS based logistics, route execution / optimization, fleet management, and last-mile transportation management solutions.

Promoted to EVP of Sales and Marketing following the acquisition of Nomi where I was responsible for direct sales, partnerships, sales engineering, account management, customer success, and professional services.

Hired by the CEO to establish and execute a global channel sales strategy where I scaled the company from pre-revenue to $60m+ in annual recurring revenue with 30-60% year-over-year growth rates.I was employee #5 but the first partnerships resource. As such, I served as an individual contributor until such time as the partner program was established and we were profitably generating revenue through our partner ecosystem. Eventually I was managing a global team who were responsible for managing 45+ partners across 60 countries.

Developed a GTM partnership strategy for expansion into EMEA, LATAM, and APAC that resulted in revenue growth from $0.25M to over $25M representing 54% of the total company revenue.Spearheaded the creation of a Wholly Owned Foreign Enterprise (WOFE) in China and the establishment of a sales and support office in Shanghai. I also established and staffed sales and support offices in Mexico, Singapore and Dubai.Managed a global sales team responsible for directing the sales and marketing efforts of 30+ Value Added Resellers.

Hired by the CEO to develop a partnership strategy for international expansion into Europe, Middle East, Africa, Latin America, and Asia Pacific that resulted in 25% of total company revenue generated through partner sourced opportunities.Opened, staffed and managed sales and support offices in London and Singapore as part of our global expansion.