Diagnose & Reset
I step into complex, underperforming partner ecosystems, find the root cause, and set a strategy the executive team can rally behind.
Partner ecosystems,
transformed at scale.
Currently exploring
Sr. Director / VP, Partner Strategy & Operations
Enterprise SaaS · Cloud · Infrastructure — Remote or SF Bay Area
I'm a Partner GTM Strategy & Operations executive with 15+ years building and executing partner strategies at Salesforce, ServiceNow, and Lumen. I diagnose underperforming ecosystems and lead the strategic, operational, and organizational changes required to drive growth at scale — and launch net-new routes to market.
Built partner ecosystems at
Executive Summary
What I do best.
Build the Operating Model
Segmentation, coverage, tiered programs, commercial contracts, and enablement — the plumbing that turns partner strategy into partner revenue.
Launch New Routes to Market
ISV, SI, VAR, MSP motions built from zero — including the co-sell playbook, incentives, and org design required to scale.
Career
15 years, three enterprises, one throughline.
Building and transforming partner ecosystems that move the number — from analyst at Salesforce to Senior Director at Lumen.
- 2024 – 2026
Senior Director, Partner Strategy
Reversed a Multi-Year Channel Decline on a $1.6B ARR Book
$1.6BARR channel transformation19%YoY channel growth20%OpEx reduction$12MNew ISV ARR (Yr 1)- Architected transformation under CEO/CRO mandate to triple partner influence from 18% → 70% within five years.
- Built the three-year strategy, investment, and execution plan to double the channel business and launch net-new routes to market.
- Secured CRO approval to launch ISV motion; scaled to $12M ARR across 20 co-selling partners in year one.
- Redesigned partner commercial contracts, realigning incentives to drive strategic product sales and reduce attrition.
- Designed Lumen's first tiered partner program and enablement strategy; hired two senior leaders from the ground up.
- 2023 – 2024
Chief of Staff, Global Partnerships
Unified GTM for a $1B+ Influenced Partner Business
$1B+Influenced sales110%Quota attainment20%Channel conflict ↓20%GSI joint pipeline ↑- Chief of Staff and strategy lead to the VP of Global Partnerships, supporting a 30-person org.
- Designed unified partner GTM strategy and operating model, aligning with core business units to cut channel conflict 20%.
- Architected the Top 250 Accounts partner strategy with GSIs, increasing joint pipeline 20%.
- 2012 – 2023
Senior Manager, CSG Strategy & Operations · Manager & Analyst, Partner Strategy & Operations
11 Years Scaling Partner & Services GTM from Analyst to Sr. Manager
$100MServices revenue driven$800MInfluenced annual sales40%Productivity gains$3BServices ecosystem advised- Led GTM for a 300+ person design consulting org, driving $100M revenue and influencing $800M in annual sales at 30%+ YoY growth.
- Architected data-driven partner segmentation & coverage model — 40% YoY growth, 120% attainment, adopted as new global standard.
- Owned annual planning across 400-person sales org; delivered 32% YoY growth via refined territories, quotas, and KPIs.
- Modernized partner BI infrastructure and built a referral fee model delivering $1M in cost savings.
By the Numbers
Measurable outcomes, not slideware.
The bar I hold myself to: every partner strategy I've led has moved a real number the CEO and CFO already care about.
$1.6B
ARR partner business transformed at Lumen
70%
Partner influence target architected (from 18%)
$12M
New ISV ARR in year one across 20 co-sell partners
20%
OpEx reduction while reversing sales decline
$800M
Influenced annual sales advised at Salesforce
110%
Global Partnerships quota attainment at ServiceNow
How I Work
A five-part approach to partner transformation.
The playbook I run when a partner business needs to grow faster, cost less, and reach new routes to market — refined across Salesforce, ServiceNow, and Lumen.
01
Diagnose the Ecosystem
Every underperforming channel has a root cause hiding in the data. I find it fast — segmentation, coverage, incentives, or motion — and name it plainly.
02
Architect the Strategy
Multi-year partner strategy grounded in the P&L: investment plan, route-to-market mix, and the operating model required to execute against the number.
03
Launch New Routes to Market
ISV, SI, VAR, MSP — I've stood up the fastest path to revenue and built the co-sell motion, enablement, and contracts to scale it.
04
Redesign Programs & Incentives
Tiered partner programs, commercial contracts, and non-monetary benefits that align partner behavior to the outcomes the business actually needs.
05
Build the Team
Hire the senior leaders, build the operating cadence, and leave behind a team that outperforms the day after I move on.
Leadership Style
How I lead — and my first 90 days.
The operating principles I bring to every partner org, and the concrete plan I execute the day I walk in.
Methodology
Lead with the data, decide with judgment
Every strategy starts with the P&L, the pipeline, and the partner-level performance. Data frames the choices; experience makes the call.
Executive clarity over executive theater
One-page strategies, honest tradeoffs, and a plan the CRO and CFO can defend. No 60-slide decks pretending to be a decision.
Partner-first, revenue-accountable
Partners are a route to market, not a favor. I design programs and incentives partners actually want — measured against the number.
Build teams that outperform after I leave
Hire senior, coach hard, install the operating cadence. Success is a team that keeps compounding once I've moved on.
First 90 Days
- Days 1–30Phase 1
Listen & Diagnose
1:1s with sales, product, marketing, finance, and the top 20 partners. Audit segmentation, coverage, incentives, contracts, and the last four quarters of pipeline. Name the two or three root causes plainly.
- Days 31–60Phase 2
Align & Architect
Surface the highest-leverage bets to the CRO and CFO. Draft the multi-year partner strategy, the investment plan, and the target operating model. Identify org and hiring gaps.
- Days 61–90Phase 3
Mobilize & Execute
Publish the strategy. Kick off program, contract, and incentive redesign. Launch the first new route-to-market pilot. Lock the quarterly operating cadence with sales and finance.
Education
Foundations.
California State University, Chico
B.S. Business Administration
Double Major: Finance & Accounting
Community
Where I stay sharp.
Industry Organization
Partnership Leaders
Member of the leading community for partner and ecosystem executives.
Core Competencies
Partner Ecosystem Strategy · Partner Program Design · Channel & Partner GTM · Commercial Strategy · Business Planning & Forecasting · Revenue Growth Strategy · Executive Advisory · Cross-Functional Leadership · Operating Model Transformation
Let's Connect
Building a partner ecosystem worth investing in?
I'm actively exploring senior Partner GTM Strategy & Operations roles with enterprise technology companies. If you're looking for a leader who can diagnose, architect, and execute — let's talk.
Schedule 30 min on Calendly →