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Summary

Results-driven sales leader with 20+ years of successful hands-on experience driving sales and providing world class client/partner satisfaction in highly competitive markets. Developed and maintain trusted relationships with customer and partner C-level executives across North America. Proven ability to consistently grow revenue and profit through strategic sales execution and enabling strong co-selling partnerships.

Work Experience

Inuvika - Director of Sales and Channels North America | Seattle, WA | 01/2024 – 08/2025
Software company delivering VDI, Virtual Apps and DaaS solutions. Foundational leader pioneering new expansion into the North America market. Developed sales/channel strategy and owned all engagements including recruiting, qualifying, enabling and growing of all partner types. Qualified all customer leads, engaged partners and provided critical sales support through the entire sales cycle to closure.
  • Leveraging existing channel relationships and aggressive recruiting, onboarded, enabled and managed 40+ new channel partners (VAR, MSP, CSP, ISV) resulting in 700% increase in active partners and 215% in NA revenue.
  • Led engagements with strategic CSP/Hosting partners driving over 5,000 net new license deployments in consumption based MRR revenue stream. Including Opus Interactive, US Signal, Simnet, AIM Services.
  • Drove net new revenue by recruiting and building relationships with strategic alliance technology and OEM partners 10zig, Zadara, Verge.io and Virtuozzo.
  • Managed sales/channel ops including business workflows for CRM/PRM and other critical sales infrastructure.
Career Break | Seattle, WA | 05/2022 – 01/2024
Took intentional time off for personal/family matters and professional recharge. Actively maintained industry knowledge through reading, online courses, networking and occasional independent channel consulting projects.
Spur Reply - Principal Consultant Channel Management | Bellevue, WA | 08/2021 - 03/2022
Global consulting company providing enterprise technology companies with GTM services. Provided thought leadership, subject matter expertise, and developed industry leading IP to drive impactful client outcomes.
  • Hyland Software – Strategic Channel Assessment and Executive Workshop.
  • VMware – Next Gen Distribution Strategy.
  • NetApp – Strategic Development and Support for FY22/23 Channel GTM Initiatives.
  • Microsoft – FY23/24 GTM Partner Segmentation Strategy.
Arrow Electronics - IBM Embedded Partner Manager ISV MSP CSP OEM | Seattle, WA |01/2020 – 05/2021
3rd Largest Global Distributor of IT Hardware, Software and Services. Built ISV, MSP, CSP, OEM partnerships which embed IBM or Red Hat Products into partner IP, software, hardware, or services to create self-branded solutions.
  • Enabled Sycomp to deliver IBM Spectrum Scale on RHEL embed solution for large enterprise on Microsoft Azure.
  • Worked with Novate to deliver Managed IOT services using an embedded Maximo solution.
Parallels – Sr Manager Partner Sales ISV MSP CSP OEM | Bellevue, WA |10/2014 – 10/2019
Software company delivering VDI, Virtual Apps and DaaS solutions. Provided hands on sales leadership focused on developing and executing new business strategies for the Parallels VDI solution. Created and managed the Parallels Service Provider Program (PSP) including consumption licensing, pricing, deliverables, contracts, marketing, and all sales operations.
  • Grew Service Provider consumption based MRR sales 170% YOY.
  • Delivered revenue/profit growth with the largest ISV MSP CSP OEM partners including Tyler Technologies, Epicor, Highjump, BlueYonder, Casaba, McKesson resulting in average 50% annual MRR usage increase.
  • Developed and managed strategic alliances with AWS, Azure, Nutanix, HP and Scale Computing.
HPe - Sr. Storage Sales Manager | Seattle, WA | 05/2012 – 09/2013
Sales leader for new and 100% competitive enterprise account sales in the Pacific Northwest region focused on HP Storage solutions. Worked effectively across multiple internal and external business units to drive storage virtualization, business continuity and cloud integration.
  • Achieved 107% 2013 Sales Objectives.
  • Led and Closed $821,000+ Storage consolidation and competitive take out at Tektronix.
IBM - Sr Storage Solution Sales Manager | Seattle, WA | 05/2010 – 5/2012
Successfully led multiple sales strategies and tactics focused on driving key initiatives for IBM Growth Solution products. Delivered new sales opportunities through enablement of IBM sellers and Channel Ecosystem. Engaged in key strategic sales opportunities to provide guidance, strategy and lead co-selling activities.
  • Achieved 110% of FY 2010 sales objectives.
  • Executed on site and web-based demand generation events resulting in over $1,500,000 of net new competitive sales supporting emerging growth products in less than 1 year.
  • Enabled over 25 Key VARs supporting growth solutions and delivering an average of 50% increase YTY in
CloudFuse – Managing Partner | Seattle, WA | 09/2009 – 05/2010
CloudFuse (self-employed) – Independent consulting services focused on technology sales channels. Business, sales, channel, and technology consulting with several projects successfully delivered with high client satisfaction.
  • Developed Sales Training Content for HPe 2010 ESSN Sales Kick Off.
  • Closed key services contract with Doyenz for DRaaS offering.
Leverage Information Systems – Director of Enterprise Sales | Woodinville, WA | 09/2008 – 09/2009
Large Regional VAR focused on delivering Cisco Solutions Developed and executed strategic and tactical plans required to achieve corporate growth goals. Led a team of 12 field sales, inside sales and pre-sales engineering resources as well as overall P&L responsibility.
  • Reduced operating expenses by 60% through improved alignment between sales costs and performance.
  • Improved team transaction profitability 5% (average) through implementation of solution selling process.
NetApp - Sr. Channel Partner Development Manager | Bellevue, WA | 11/2006 – 08/2008
Organically developed new channel sales territory including all aspects of recruitment, enablement, sales support, and relationship management.
  • Within 6 fiscal quarters recruited and enabled over 40 producing VARs and 140 total VARs.
  • Developed and executed sales plans with top VARs which resulted in over $1,500,000 in net new business.
  • Enablement activities resulted in highest revenue yield per VAR in North America.
IBM - Americas Competitive Sales Leader | Seattle, WA | 01/2006 – 11/2006
Created, delivered, and executed competitive sales strategies within the System x brand for all business units in North America. Created unique sales TCO and ROI tools that aligned technology with business value for strategic customers.
  • Executed strategic win plans for top 14 competitive accounts in the West resulting in over $15,000,000 of incremental revenue in less than 12 months.
  • Provided leadership for development and delivery of competitive proposals and presentations for sales teams, IBM Executives, Business Partners and Tier 1 Customers at the CxO level.
  • Developed and delivered competitive sales education workshops to IBM and extended teams for West region and Americas as required.
  • Created unique sales TCO and ROI tools that aligned technology with business value, which led to closure of $15,000,000 competitive opportunity.
IBM - Sr. Channel Partner Territory Manager | Phoenix, AZ | 5/2000 – 12/2005
Led and executed effective territory sales management strategies to drive hardware, software and IGS services business through key IBM Business Partners.
  • Achieved over 100% of $160,000,000 average yearly quota from 2000 - 2005.
  • Created and implemented Sales Opportunity Management database used by all IBM Channel representatives in the western United States, resulting in efficiency improvements and forecast accuracy.
  • Recognized for ability to close large complex opportunities resulting in 8 Americas Vice President Awards.

Education

Harvard University, Boston MA
Completed IBM Premier Program
Washington State University Pullman, WA
Awarded Diploma for Bachelor of Arts in Humanities - Business/Communications
Current Certifications
  • IBM Certifications: IBM watsonx.ai Sales Foundation, Blockchain Essentials, Watson IOT Platform, System Storage.
  • AWS Certifications: AWS Cloud Economics Accreditation
  • Impartner PRM IQ Certification: Administration, Object Management, Segmentation, Workflows, Approval Workflows, Push Notifications, CMS 3.0, Asset Library 2.0, Co-brandable Assets and CRM Sync.
  • Other Certifications: Agentic AI: Building Data-First AI Agents
Business Skills
  • Enterprise Solution Sales
  • Channel/Partner Ecosystem Sales Leadership
  • Leadership Team and Individual Contributor
  • Channel Program Development
  • SaaS/Cloud Sales and Strategy
  • Strategic Alliance Management
  • ISV/MSP/CSP/OEM/Sales and GTM Strategy
  • Competitive Sales
  • CRM/PRM and TCMA Strategy
  • Contract Negotiation
Technology Experience
  • DaaS, Application Publishing (VCC), VDI
  • IBM, Red Hat, HPe, NetApp, Cisco, VM Ware, Microsoft, Citrix, Nutanix, EMC, HDS, AWS, Azure, Parallels, Inuvika.
  • Infrastructure Virtualization - Server, Storage,Network.
  • Cloud, Private Cloud, Hybrid Cloud, IaaS, PaaS.
  • Storage Solutions, SAN/NAS/Object, Disaster Recovery/Data protection, Security, Cloud Storage.
  • Converged Infrastructure - Server (x86 and IBM POWER).
  • AI and IOT, Blockchain, IBM Watson Solutions.
  • Impartner PRM, Salesforce CRM, Zoho CRM