Head of Partner Ecosystem team, with ownership of partner programs, partner marketing, and initiatives at fast-growing technology and telecom vendor, selling through MSPs, TSDs, agents, distributors, and resellers. Granite is a leading communications services provider for businesses with multiple locations. Granite provides one-stop solutions for voice, data, Internet, wireless, video and secure network options throughout the United States and Canada. Granite understands that no two businesses are run the same way, and will create a flexible communications solution tailored to each customer’s needs today and in the future. Granite’s scalability allows your business to grow with imminent demand.

■ Developed and launched structured Channel Incentive Programs aligned with strategic objectives, leading cross-functional team collaboration and program operationalization with legal, finance, sales, pre-sales, marketing, services, and operations stakeholders. Led incentive Partner Marketing and evangelism efforts■ Created Channel Partner “End-of-Life Initiative” incentive system, speeding customer adoption of new SaaS, Security, and IT Networking solutions.

■ Built and launched Channel Partner Marketing promotions and programs across SaaS, Security, and IT Networking solutions.■ Structured operational reporting and analytics to measure and track program performance and outcomes. ■ Partner Advocate and Evangelist for Service Provider Transformation umbrella marketing narrative.

■ Led operational initiatives in IT Service Management Business Unit for pure SaaS company, with cross- functional virtual teams across partner org, product management, development, marketing, sales, finance/FP&A, and IT.■ Defined and deployed comprehensive 360 degree Tableau dashboard for senior executive audience, covering all critical aspects of the BU, including financial metrics, marketing, competitive, product usage, customer success, and partner health. Led parallel effort in other BUs while adding incremental improvements, including high-level correlations between disparate data sets. Championed the use of ServiceNow tools.■ Developed groundbreaking new Design Council customer and partner feedback program to incorporate customers throughout the entire product development lifecycle, from ideation, through development and testing, to go-live and reference stages.■ Undertook comprehensive analysis and planning of all manual processes in Business Unit with automation plan, starting with customer program planning and execution.

■ Partner Operations across global partner ecosystem, leading transition to SaaS cloud and hybrid sales models, including strategy, planning, budgeting, sales forecasting, reporting, and analytics.■ Head of the partner portfolio management and governance process, achieving executive partnership alignment across all SAP board areas and entities. Increased participation from 40% to over 80%.■ Ownership of SaaS and On-Premise Win-Loss analysis across direct and indirect routes to market, as a business-critical service provided directly to the SAP Executive Board, while simplifying the infrastructure and processes to reduce resource requirements from 1.0 FTE to 0.2 FTE.■ P&L Ownership – executed organization budget planning, management and forecasting with consistent +/- 2% results.

■ Created and managed impactful Performance Management process with KPI definition and goal-setting, including key metrics of revenue, profitability, and subsequent analysis. Performance assessment and closed loop, continuous improvement resulting in all KPIs being exceeded.■ Owned P&L planning, budgeting and forecasting across 100+ colleague team for expenses and revenue targets. Provided accurate and on-time forecasts each month/quarter.■ Directed Partner Satisfaction Survey activities, including partner communications, response rate improvement, results analysis and corrective action planning and execution. Increased partner participation rate by 10%, and aggregate partner satisfaction metric by 15%.

■ Created and managed the original structure and processes enabling the software partner team to closely monitor and manage P&L within +/- 2%, including a published system of best practices.■ Championed successful cost-cutting efforts in the areas of travel, third party, and marketing expenses, resulting in USD $2M savings in a 100-person team.■ Product manager for SAP Collaboration Workspace (CW), an innovative Enterprise Social Network Platform. Successfully recruited and supported over 50 pilot customers, with a 90% satisfaction rating. ■ Secured partner-based SOA (Service Oriented Architecture) references from joint customers early in the rollout of SAP Enterprise SOA, achieving the goal of 1,000 references.■ Led the initial partner recruitment efforts which proved the viability of the SAP EcoHub online partner solution marketplace concept, and received the “SAP MVP Award” as a result.

■ Managed Partner Program team to provide essential services and marketing programs to global ecosystem of “Powered by SAP NetWeaver” platform partners, across the entire partner engagement lifecycle. ■ Ownership of low-touch, scalable ISV recruitment efforts for SAP, including mass recruitment campaigns, events, incentive programs, and internal infrastructure. Aligned recruitment efforts with SAP industry business units. Achieved 200% of recruitment goal.

■ Created and launched new ISV partner programs for SAP NetWeaver and SAP xApps. Adhered toestablished SAP best practices which facilitated rapid program launch, along with change management.■ Developed strategy targeting the manufacturing market, with the high-tech vertical as a pilot market. Successfully recruited leading software vendors to fulfill areas of manufacturing strategy.

■ Established and operationalized SAP Portals Partner Program for ISVs focused on Enterprise Portal and Business Intelligence opportunities.

(Acquired by SAP in 2001)■ Inbound and outbound product marketing for market leading Enterprise Portal. Encompassed partner marketing and third-party application integration.