(555) 432-1000,
Montgomery Street, San Francisco, CA 94105
Executive Profile

Innovative and strategic channel Executive with demonstrated ability to create market opportunity, drive strategy to execution and build strong collaboration between teams and organizations to deliver mission critical results business in highly competitive and complex market conditions.

Skill Highlights
  • Results Driven
  • Strategic Thinker & Growth Hacker
  • Inspirational Leader
  • Change agent and innovator
  • Strong collaborator
  • Industry spokesperson
  • Business & Channel Development
  • Customer Centric
University of Washington Seattle, WA Expected in 1998 MBA : Executive - GPA :
Wharton Philadelphia, PA Expected in 1997 Executive Management : Certificate - GPA :
University of Washington Seattle, WA Expected in 1992 BA : Marketing - GPA :
Philadelphia, Expected in : - GPA :

Microsoft Leadership Development

London Business School, London UK, Microsoft Leadership Program2008

Microsoft HiPo2006-2007

Microsoft Bench2008-2010

Microsoft Senior Bench 2012-2015

Microsoft Leader PaD

Core Accomplishments
  • Leadership & Change Management
  • Developed organizational design to reduce costs and increase efficiencies resulting in higher performance across segments.
  • People management
  • Develop high performing teams with consistent results and WHI @ 87+ lifetime average
  • Strategic Thinking and Whitespace
  • Designed competitive partner recruit program landing WW investment and roll out.
  • Created & led BPOS GO BIG initiative resulting in 50M seats & 8K new partners WW.
  • Created partner profitability framework and cloud profitability model
  • Developed & led GO BIG @ EDU initiative-driving incremental funding, x-subsidiary goals, MYR Strategy against 50M devices.
  • Reaching new audiences with engagement strategy resulting in 24K new BDM contacts.
  • Results Driven:
  • Consistently exceed scorecard, KPI and revenue targets in all roles.
  • Developing Six Sigma approach to CA-unifying gaps, R&R and outcomes across customer journey improving pipe by 200%.
Professional Experience
Marriott International - General Manager
Greensboro, GA, 08/2011 - 04/2015

Responsible for driving revenue growth, deal velocity and market share for $11B+ revenue and 24K customers and managed partners across Enterprise, Corporate Accounts & Public Sector & Education business in the US Subsidiary.

  • Developed & executed plan to drive marketing transformation across the US.
  • Built and executed engines to extend marketing reach at scale with partner and Tele.
  • Built experiential marketing approach, created storytelling and customer advocacy programs resulting in WW adoption and new audience acquisition beyond the CIO.
  • Consistently exceeded Segment Scorecards resulting in Sub of the Year: FY13, #1EPG FY12 and beating YOY budget by $200M.
  • Led MYR Whitespace topic for Go Big in EDU to win 50M in devices over 3 years and building cross subsidiary plan and operationalized plan to win top K-12 accounts and the platform with ISV, channel, tele and digital plan resulting in incremental investment FY14 COE achievement.
  • Led US Subsidiary planning across segments to define GTM and key plays across partner, sales, service & partner resulting in alignment on key marketing and sales motions and improved agility to support fast/fail.
  • Defined customer journey framework aligned with marketing engines and clear business impact defined across US Subsidiary to drive YOY increase in Pipeline, Opportunities, Net new contacts and converted revenue #1 in A13.
  • Developed Voice of Customer initiative to drive PR pipeline and customer story telling transforming customers to advocates for Cloud Platform, winning WW award for top performing sub.
  • Achieved top WHI at 89+ and Manager Excellence for Gold Club FY14.
  • Creator of Federal Forum, CXO Next and now framework WW executive engagement.
  • Created modern marketing strategy and framework--implemented by WW EPG at MYR FY15.
Withum - Senior Director, WW Partner Cloud Strategy
Parsippany, NJ, 2009 - 2011

Responsible for the creation, on-boarding and growth of new cloud partners to drive revenue and increase share of MS Online Services.

  • Developed vision and drove multi-year execution of new business models, routes to market and WW field organization growth of 50+ leads in the field to accelerate growth of MS Online.
  • Developed WW SMS&P BPOS Go Big initiative-operationalizing across SMB, CA & Partner a plan to exponentially grow BPOS seats within subsidiaries and channel transformation to build capacity and capability for the cloud.
  • Achieved 200% of quota for BPOS customer adds in CA, Partner Trained, POR Attach and Activation.
  • Developed Field Resource model and capacity framework-landing 73+ incremental HC for SMS&P in FY11.
  • Developed channel model, partner program initiative and grew MOSPA channel to over 40K partners in FY11, with over 8K actively selling generating >70% of all services revenue.
  • Developed Azure Framework for growth, building incubation within SMS&P and leading 23 incremental BDM resources for FY12 and the creation of Azure Circle partner program.
  • Consistently exceed all SMS&P scorecard metrics & stretch KPI's for 200% YOY channel growth.
  • Established partner activation strategy-to land on Subsidiary scorecard.
  • Established WW landing plans, BG alignment on commitment setting and investment in HC to change channel from "Opportunistic" to "committed" building cloud as minimum 30% of business.
Altra Holdings, Inc. - Director, WW Emerging Channels
Niagara Falls, NY, 2007 - 2009
  • Create and drive worldwide channels strategy for Software + Services including thought leadership in new channel models, distribution, channel incentives, compensation and web 2.0.
  • Consistently top ranked manager for organization; exceeding MBOs, revenue targets, employee and budget.
  • Seasoned experience representing executive-led financial investments including key investment efforts for field and cross company strategy for S+S.
  • Launched worldwide press initiative stating Microsoft investment in S+S and positioning partner opportunity as key differentiator in market.
Villagecare - Director, WW Competitive Strategy
Jersey City, , 2005 - 2007
  • Created 3 year strategy to compete against Google in the enterprise search market.
  • Outcomes of FY07 resulted in: New partner channel program for the company and attaining 300% achievement of channel capacity, WW scorecard metrics for category products at 100% quota for search and worldwide launch by Steve Ballmer and Kevin Turner announcing strategy for FY07.
  • Created and drove worldwide Linux compete strategy for channel resulting in: Positive Share by 2pts & 6pts increase perception against Linux critical categories: ISV, Web Launched recruitment strategy with incremental $100M investments at MYR.
  • Established analysis of market and evolution of channel community resulting in Organic channel efforts for web 2.0.
Microsoft - Group Manager, WW compete marketing
City, STATE, 2003 - 2005
  • Created and managed competitive channel strategy against Linux/OSS in the channel.
  • Identified key channel perception of profitability: establishing framework and methodology to compare business performance for MS resulting in share shift of channel ecosystem.
  • Built marketing strategy for Linux Vulnerable channel including "Get The Facts" for Partner, Evidence engine and recruitment give/gets to win key customer deals.
  • Created Competitive Partner Recruitment (CPR) strategy, HC & execution. - Vice President Marketing and Business Development
City, STATE, 01/1999 - 01/2003
  • Responsible for company channel strategy, target market definitions, direct customer acquisition strategy, branding and product direction to differentiate within highly competitive SMB market.
  • Drove Company to profitability in 2002.
  • Established new multi-tier distribution strategy, leading direction for legal/licensing, finance, product development and sales targets for private-label distribution model through traditional and alternative channel partners.
  • Designed channel recruitment and engagement program (P3) resulting in growing channel to 11,000.
  • Established original branding, positioning, PR, Analyst Relations, Advertising, direct marketing, packaging/UI design, pricing and promotions.
  • Public relations strategy reached Wall Street Journal, Money Magazine, Washington Post, CNN, and Fortune's top 50 technology companies covering Internet solutions.
  • Leveraged customer acquisition model through strategic ISV's and grew to 60,000 paying customers-one of the largest customer acquisitions within the EBSP space.
  • Directly sold initial accounts resulting in excess $1 million upfront revenue with key accounts including: Pitney Bowes,CBS, Chase, Wal-Mart, The Excite Network, First Data, Discover Financial Services, ADP, Citicorp, FISERV.
Wall Data Incorporated - Vice President, Channel Marketing & Business Development
City, STATE, 1997 - 1999
  • Responsible for Worldwide channel marketing and business development at publicly held Wall Data Incorporated.
  • Developed new business channels and recruitment model, channel marketing strategies and sales engagement framework.
  • Grew strategic alliance team to consistently exceeded quota by over 105% and MBO's Managed new 30+ division responsible for $10M incremental growth within first quarter of launch.
  • Created the "Cyberprise Partner Network", growing distribution for Cyberprise to top ISV and Solution Integrators in addition to exceeding revenue in traditional enterprise resellers.
  • Participation in earnings calls, analyst briefings and fiscal investment briefings for creation of separate division within Wall Data.
Wall Data - Director, WW Strategic Alliances
City, STATE, 1996 - 1997

Worldwide responsibility for Strategic Alliance Organization managing direct sales team in Asia Pacific, Europe & North America.

  • Exceeded Quota by 200% YOY.
  • Established Alliance recruitment and engagement program resulting new revenue from Oracle, Netscape, PeopleSoft, SMS, Onyx Software and PTC technologies.
  • Successfully negotiated multi-million dollar contracts with key technology providers including Digital/Compaq (HP) worldwide.
  • Bundled Wall Data's activeX product with Microsoft IE browser, Visual Basic and SNA Server.
Wall Data - Microsoft Alliance Manager
City, STATE, 1995 - 1996
  • Built Microsoft Strategic Alliance Team and drove standards, product direction, marketing programs and funds allocated towards component based software, specifically ActiveX.
Microsoft - Account Representative
City, STATE, 1993 - 1995
  • Increased Reseller Channel Revenue by 130% FY94 & Corporate Account revenue by 200%, drove expansion into Federal, LAR and Fortune 100 resulting in expansive growth for MS Press.
IBM - Marketing Representative
City, STATE, 1991 - 1993

Sales and Marketing for AS/400 small business division.

  • Exceeded quota, award winner & established new vertical markets within AS/400 division for Accounting/CPA and Legal, during rapid growth of low-end server entrance.
  • 23+ year tech industry veteran
  • Executive leadership
  • People Management & organizational design
  • Channel Development & Marketing
  • Direct & Channel sales in Enterprise, CA, SMB & Hosting
  • ISV & Hosting Executive management
  • Product marketing & program development
  • Operational design & execution
  • Formal Degree in marketing, design, advertising, AR/PR and people management.
  • Entrepreneur, start-up and Venture Capitalist experience

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School Attended

  • University of Washington
  • Wharton
  • University of Washington

Job Titles Held:

  • General Manager
  • Senior Director, WW Partner Cloud Strategy
  • Director, WW Emerging Channels
  • Director, WW Competitive Strategy
  • Group Manager, WW compete marketing
  • Vice President Marketing and Business Development
  • Vice President, Channel Marketing & Business Development
  • Director, WW Strategic Alliances
  • Microsoft Alliance Manager
  • Account Representative
  • Marketing Representative


  • MBA
  • Executive Management
  • BA

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