Commercial & Partner Revenue Leadership | GTM Execution

Commercial and partner revenue leader repeatedly recruited to build, accelerate, and realign business-critical growth initiatives across startup, growth-stage, and global enterprise environments. Experience spans direct enterprise sales, partner-led growth, revenue acceleration, and GTM execution, translating executive priorities into cross-functional action and measurable business outcomes.

• 10+ Years Reporting to Senior Executives | 5+ Years Sales Team Leadership | 5+ Years Partner & Channel Leadership | 10+ Years Direct Sales 
• Cloud | Database | Security | AI | Data Analytics | Enterprise Business Apps | Dev Tools

• Microsoft - Led global partner sales strategy and joint execution for a major GSI at Microsoft across Azure, Security, and Business Applications, translating business priorities into co-sell motions, joint GTM, field engagement, and partner-led growth. 
• Microsoft - Delivered 500% YoY Azure revenue growth in FY23, 136% of Azure team quota in FY24, and 145% of Security quota in FY25.
•  Microsoft — As FY24 Global Sales Lead, drove 5X growth in partner-sourced pipeline by building joint GTM strategies, sales plays, co-sell motions, account-planning frameworks, and field-engagement programs. 
• Microsoft- Designed and facilitated 20+ executive engagements, including a global Executive Briefing Center with 25+ executives, aligning partner and Microsoft leadership around GTM priorities, sales execution, and field adoption. 
• Insight Direct - Increased Azure and M365 net-new cloud revenue 5% MoM across North America through improved seller readiness, positioning, and sales execution  
• Aerospike - Built and launched Aerospike's first SI partner program, defining the partner ICP, recruitment strategy, messaging, and engagement model; recruited 6 SI partners in 6 months and generated $1M in new ARR from a $0 baseline. 
• Karmasphere - Recruited and activated 3 strategic SI partners that generated 75% of first-year revenue, contributing to the highest annual revenue year before acquisition

•  Built and managed complex enterprise opportunities across SaaS, data platforms, analytics, and emerging technologies, spanning new-logo acquisition, strategic account development, expansion, and executive-level selling. 
• IBM Rational Software — Delivered $10.7M against $8.2M in quota across two territories, including turning around underperforming territories and exceeding individual territory targets by as much as 100%. 
• Webtrends — Managed $5M+ strategic enterprise accounts, including Intel and Adobe; closed $5.2M in revenue and achieved 125% of quota through new business, account growth, and expansion. 
• Quantivo — Built $2.5M in enterprise pipeline within 90 days and generated 4X quota pipeline within 6 months, developing strategic deals with Expedia and Salesforce
• Hummingbird Communications— Increased new-product revenue 35%, from $1.7M to $2.3M, while exceeding $725K quarterly targets by an average of 15% through new business and expansion within Fortune 100 accounts

• Led, trained, and coached 22 ISR/SDR professionals across four technology companies, supporting mid-market and enterprise revenue growth.
• Implemented new GTM and AE/SDR sales strategies, reducing close time from 52 to 20 days while increasing average deal size 41%
• Transformed an existing SDR organization into revenue-generating ISRs within 90 days, generating $90K in new business and $1.1M in pipeline 
• Generated 60% of new-business pipeline within 120 days through GTM strategy, ICP development, messaging, outbound sales, and pipeline programs. 
• Increased MRR 225% through sales-process optimization, enablement, partner collaboration, and disciplined execution. 
• Improved performance across engagements, including 50% higher win rates, 41% larger average deal size, and a 38% reduction in demo-to-close cycle time

•  Microsoft — Aligned and influenced 150+ global stakeholders across executive leadership, sales, marketing, product, solutions, and partner organizations to advance shared commercial priorities.
• Microsoft — Led shared operating practices supporting 24 Partner Development Managers, strengthening governance and reducing operational friction and escalations 75%
• Insight — Enabled 250+ Account Executives on Azure and Microsoft 365 sales plays, positioning, and opportunity conversion, contributing to 5% month-over-month cloud revenue growth across North America
• Consulting — Led, trained, and coached 22 ISR/SDR professionals across four technology companies, establishing performance expectations, operating cadence, weekly coaching, and accountability practices
• Consulting — Built hiring criteria, onboarding programs, sales documentation, and daily training programs to accelerate ramp and establish new Sales Development organizations. 
• Consulting — Developed custom sales training based on Challenger and Sandler methodologies, partnering across Sales, Customer Success, and Marketing to create benefit-based content for a 15-person global lead-development team. 
• Consulting — Improved individual seller performance 25% within two months through metrics-based management, weekly 1:1s, targeted coaching, and structured training. 
• Consulting — Optimized commercial operations through Salesforce lead workflows, reporting, sales documentation, messaging, competitive positioning, deal stages, and steps-to-close