Managed the team responsible for selection and management of focus partner relationships needed to deliver digital transformation solutions leading to sustainable business outcomes. Launched go-to-market workshops to assure effective execution of complex multi-partner solution efforts in vertical and horizontal solution areas.
Led team of alliance professionals managing most profitable global alliance relationships: Intel, SAS, SAP, Symantec, NetApp, Hadoop partners. Created vertical partnerships in Financial Services, Telecommunications, Healthcare. Led the Red Hat ISV Embedded Partner Program. Drove cross-functional team initiatives. Consistently achieved year-over-year sales growth targets Successfully launched strategic alliance joint solutions (ex. Red Hat Enterprise Linux on SAP HANA). Led executive engagement at CXO levels.
Managed team of 20 alliance directors owning 80+ industry software company relationships in Distribution (Retail/Hospitality/Food Service), Financial Services (Banking/Cap Markets/Insurance) & Manufacturing (High Tech/Pharma/Process/Chemical) driving Microsoft platform adoption globally.
Managed the marketing organization for the venture capitalist and start-up audiences for Microsoft. Responsible for $5M / year marketing budget, execution of campaigns, events and programs. Managed network of global software development centers in 52 countries for use by start-up companies. Personally led Steve Ballmer and his staff in annual "speed dating" workshops with start-up companies.
Managed the team responsible for developing segment marketing strategies to take #1 share position worldwide in retail store solutions for IBM. Led the team to create retail market segmentation strategies and tactics, engage appropriate partners (ISVs, Solution Integrators, Value Added Distributors, Solution Providers) in order to drive capture of top share position by country.
Led the team that created & marketed IBM's premiere retail brand - SurePOS (PR, AR, customer success stories, events, collateral & videos). Designed and launched IBM's business unit's first global website, created and published customer success stories and marketing campaigns. Orchestrated first simultaneous global product launch for this IBM unit.
Managed C++ programmers developing retail industry back-office applications. Managed early customer installations and assured custom development met needs of retail customers. Instituted Integrated Product Development (IPD) checkpoint process for development lab with executive leadership (hardware & software) and started first PMI certification initiative for this lab at IBM.
Led account team of sales people and systems engineers covering Northern Virginia government - $13M territory / year. Exceeded sales goals each fiscal year - Achieved three 100% Club Awards. Sold & installed "first of a kind" geographic information system solution to Arlington Co. government (hardware, software, services).
Sold, installed and customized merchandise & inventory management enterprise software for large retail customers. Led customer initiatives, known as specialist globally, started user groups, educated customers worldwide. Known as global expert in IBM retail industry software solutions.
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