Conceptualize growth strategies and develop partner business plans for the multinational IT services and consulting company. Plan and manage revenue growth initiatives with strategic alliance partners across global business units. Develop and manage partner pipelines in collaboration with field sales leaders. Collaborate with sales, marketing and services stakeholders to execute business development programs.

Promoted sales of Azure Sentinel and Sentinel 360, managed threat detection and cyber security response (MDR) services; clients, like Microsoft and Amazon, use NCC products and services to test the vulnerabilities of potential investments. Built the worldwide business development strategy with Microsoft to generate leads and grow revenue. Conducted alliance account planning in conjunction with the group sales and marketing director and aligned NCC with partner vertical sales teams in financial services, healthcare, education and public sectors. Presented reports to the CEO and executive committee. Developed and led the partner go-to-market (GTM) plan across marketing, sales and product teams for managed detection and response for Azure Sentinel, a security information and event management (SIEM) and extended detection and response (XDR) product Proposed and managed development of a joint worldwide webinar with Microsoft to promote NCC’s managed detection and response service, elevating NCC’s stature in the industry and legitimizing the new product offering Landed NCC on the Growth Partners list with Microsoft’s Security Solutions product team

Drove partner growth, via product resale and professional services sales, for a solutions integrator and reseller that delivers end-to-end cybersecurity services to Fortune 2000 clients. Landed executive sponsors within AWS and Microsoft sales, marketing and product teams and evangelized joint wins across field teams. Served as an expert on selling through the AWS Marketplace while defining and executing go-to-market strategy with partners for solutions, including cloud security, firewalls and data loss prevention; managed partners included AWS, Microsoft, Google Cloud, Symantec, and Fortinet.• Obtained enrollment for Optiv as one of the first consulting partners to resell AWS Marketplace Private Offers and landed the largest consulting partner private offer in AWS history by selling $7 million in security product to a major consumer credit reporting agency• Managed the relationship leading to selection as the Symantec Secure One Services Partner of the Year for 2019• Led development of a go-to-market strategy for AWS and collaborated with AWS and sales, partner operations, sales operations and marketing teams to develop training, collateral and processes that facilitate transacting with the AWS Marketplace• Negotiated an agreement with AWS to resell security products through the AWS Marketplace with no listing fees while offering volume discounts and AWS Marketplace benefits; the deal led to $12.2 million in additional revenue• Secured featured-partner presenter status on two co-hosted webcasts on AWSMarketplace.com, Endpoint Security Solutions and Jumpstart Guide for Cloud-Based Firewalls, and generated 1,000 leads• Led strategy meetings between Optiv’s executive team and AWS senior leaders and landed an Optiv feature in VP of AWS Marketplace Dave McCann’s keynote speech during AWS re:Invent 2019• Achieved 47% YoY revenue growth, $27 million, for partner Fortinet in 2019 by aligning with Fortinet executives to implement seller and delivery training

Owned independent software vendor (ISV) partner relationships and developed go-to-market product strategy for Workforce Manager, a mobile workforce tracking app. Led the RFP process to select a developer partner. Defined product requirements and features, collaborated with branding to name the product and educated sales teams. Established value propositions, target markets, marketing communications, new channel development and sales and marketing programs.• Chosen for the Customer Centricity Award; launched the fastest growing field solution software product in company history, delivering top 5% unit sales and revenue results• Led product planning with the senior VP to inform product life-cycle decisions, ensure marketing and strategy alignment and reach product performance, revenue, market share and profitability goals• Competed with more than 200 other business products to secure placement in AT&T flagship retail stores nationwide

Drove Windows Mobile marketing campaign strategy to 320,000 worldwide partners while managing a $1 million annual marketing budget. Explored business development opportunities. Managed a team of three and supervised vendor agencies.• Led Windows Mobile business and worldwide partner groups to launch Windows Mobile 6.5 to systems integrator (SI), ISV and value-added reseller (VAR) communities• Championed the voice of the partner throughout the creation & implementation of multiple campaigns• Designed and executed an internal marketing campaign to impact sales of Windows Mobile within the Microsoft field sales organization• Managed the Mobility Competency for the Microsoft Partner Network, including defining program requirements & benefits and managing partner communications

Managed partner training and marketing programs while overseeing communications to 15,000 partners. Developed a companywide marketing best practice for the implementation of systems integrator (SI) led demand generation events. Mentored a team of tele-partner account managers and a marketing specialist.• Achieved the nation’s highest open licensing growth rate with a YoY increase of 19%• Created the Licensing Demystified partner marketing campaign to train resellers on the benefits of open value licensing, driving annual revenue 87%

Recruited and developed new partners to increase channel sales, marketing and service delivery capacity. Organized briefing events in three cities for certified partners; provided strategy, sales, marketing and product training. Developed custom marketing campaigns with partners.• Selected from 200 peers for the East Region Vice President’s Award; recognized for constructing the first-ever new field partner onboarding program that trained partners and assessed partner readiness• Nationally recognized as a 100% Club winner for partner sales revenue attainment

Assessed and addressed managed SI and ISV partner technical readiness needs. Directed partner sales and marketing execution. Conducted Microsoft Solution Selling seminars to increase partner sales capabilities.• Chosen for the South Region Medium Business Award for Outstanding Partner Management; produced sales team collateral featuring a synopsis and competencies for all managed partners by territory• Increased the sales capabilities of partners by organizing and conducting Microsoft Solution Selling seminars• Coordinated with managed partners to execute demand generation activities, including several one-to-many events• Produced marketing collateral highlighting all managed partners in each regional territory, including a synopsis of each partner and a matrix of the core competencies of each partner