SUMMARY

A leader in cross-functional program management and pre/post sales support providing expertise in creation and management of effective readiness programs, improving the effectiveness of sales and partner programs, and generating sustainable revenue contributions.

CORE STRENGTHS

Partner Program Design & Management – Product/Project/Program Management – Event Organization & Oversight - Sales Force Empowerment – Training & Development – Strategic Planning – SFDC Reporting – M&A Activity/Integration

SELECT HIGHLIGHTS

• Led Workfront enablement & sales strategy through the integration with Adobe. Including sales, presales, inside sales, product, partners, CSM, and PS.
• Grew PROS Sales live training programs by 300%, delivered 2000+ elearning classes.
• Designed and implemented SalesPRO and Sales College programs (SAVO/Cornerstone)
• Grew VMware’s partner technical certification performance 1,377%, partner competency attainment 111%, and sales/pre-sales accreditation 127% in fiscal year 2012.
• Managed the Red Hat global partner enablement program, created the partner certification program, and directed the implementation of a new learning management system.
• Directed the sales and technical enablement programs for HP Software's global partner ecosystem, representing over $500M in license revenue and over $1B in services.
• Created the global presales engineering and education programs for ICC and the Unisys-focused activities for DCA and Attachmate.

EXPERIENCE

ADOBE (Orlando, FL)                                                                                     2017-Present
Adobe is changing the world through digital experiences. I joined Adobe as a result of the acquisition of Workfornt in 2020.

Senior Manager of Partner & Workfront Enablement - Manage the global enablement programs for customer-facing Adobe Workfront teams (Sales, Presales, Partner, CSM, Inside Sales, etc. Create and develop the global enablement programs for the Adobe partner ecosystem.

PROS (Orlando, FL)                                                                                        2013-2016

PROS helps companies of all types realize their maximum revenue and profits. .

Manager, Global Sales Productivity - Create, develop and manage the global training programs for the PROS sales ecosystem, including all LOB (internal, field, and partner organizations). The productivity program supports YOY organic growth of 22+% in 2015.

VMware (Mason, OH)                                                                                     2011-2013

VMware is the industry leader in virtualization and Cloud infrastructure. VMware is a $4.6B provider of infrastructure & management software and Cloud computing.

Manager - Americas Partner Enablement/Partner Programs - Develop and manage the value-added reseller enablement program within the Americas region. The VMware Americas VAR community is responsible for $350M+/year in revenues and the enablement program is responsible for ensuring that partners are ready to insure 20% growth annually. Represent global partner program to geographic partners and partner support ecosystem.

RED HAT (Raleigh, NC)                                                                                  2009-2011

Red Hat is an Open Source technology company. Red Hat is a $1B provider of infrastructure, middleware, and management software.

Senior Manager - Global Partner Enablement - Directed the partner sales training and certification programs for Red Hat's Channel & Alliance Partners. Responsible for strategic program design and tactical delivery models in multiple global operating regions. 

HEWLETT-PACKARD (Cincinnati, OH)                                                          1998-2009

HP is a technology company that offers one of the most comprehensive hardware, software and services portfolios in the industry. HP Software is a $3.5B provider of management software solutions. I joined HP as a result of two acquisitions – Bluestone Software in 2000 and Mercury Interactive in 2006.

Senior Manager - Global Partner Enablement - Transformed and directed the partner sales and technical training and certification programs for HP Software’s Channel & Alliance Partners. Training activities included: classroom, virtual classroom, event-based, and computer & web-based instruction Responsible for strategic and tactical program design in multiple global operating regions.
 

Worldwide Partner Presales Readiness Manager - Developed and managed a global program designed to provide product knowledge and demonstration capabilities for 150,000 certified HP professionals and partner presales resources and leverage them as active evangelists for HP products, services and solutions. The primary areas of focus were HP Software and HP ProCurve networking products.
 

Sales Engineering Manager/Lead Solutions Architect - Managed the Channels and North American middleware presales teams delivering RFI/RFP responses, system demonstrations, proof-of-concept installations, technical presentations and expertise to overcome customer technical objections to proposed solutions. As a TSI-cleared professional, provided primary presales support for HP Software efforts within the Department of Defense and intelligence communities. 

EDUCATION AND TRAINING

Computer/Management Science                           Embry-Riddle Aeronautical University

Public Speaking and Human Relations                            Dale Carnegie and Associates

IT Service Management                                                                       EXIN International

Lean Sigma                                                                                             Hewlett-Packard

CERTIFICATIONS

Foundational Certificate in IT Service Management                                                itSMF

Accredited Sales Professional – HP Strategic Software/HP Application Software/HP Operations Software

Accredited Integration Specialist – Business Availability Center v8       Hewlett-Packard

Accredited Integration Specialist – SiteScope v9                                   Hewlett-Packard

Red Hat Certified Sales Professional