I build partner ecosystems that drive revenue and enterprise value | Stanford MBA
Menlo Park, CA
Experienced B2B internet and enterprise software executive with strong company building skills; extensive operational and deal expertise; a track record of driving revenue and margin success through leadership in sales, marketing and business development functions; and a broad set of industry contacts and professional relationships. Expertise in capacity building, designing scalable organizations, and unleashing the potential of teams through hands-on, supportive and engaged leadership.
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2020 - Present
Stealth Digital Health Startup
Head of Growth
Bringing new technology to market that will reduce the spread of COVID-19 and other maladies that transmit through human networks.
2017 - Present
Advising a leading Partner Sales Platform on product, sales, channels and growth strategies.
2019 - 2020
VP Strategic Alliances and Channels
Fountain is the all-in-one hiring platform, built for part-time, gig worker, and high-volume hiring needs, helping customers grow their business and replace critical roles on demand. Fountain maintains strong growth within On-Demand, Franchise, Food and Beverage, and Quick Service Restaurants, with expansion into new markets everyday. As the first executive leader for Alliances and Channels at Fountain, I focused on strategic partnerships that compliment Fountain's core capabilities and provided customer and market expansion.
2019 - 2019
Strategic Business Consultant
Claris supports and enables 1000 partners globally that resell, enhance, and design innovative solutions to solve customer problems using the Claris platform. I was engaged by CEO and the partner team running Claris Partner Program (formerly Filemaker Partner Community). - Analyzed existing strategy and growth plans for program; designed feedback process for capturing the voice of the partner. - Advised and recommended changes and new initiatives to transform partner program under new Claris rebranding. - Guided the team managing Claris Connect partners , a partner marketplace, and program elements for the new partner type.
2016 - 2019
Strategic Advisor and Investor
Provide input and act as sounding board for ideas to grow an innovative startup that captures the Candidate Experience to improve the recruiting process.
2013 - 2019
Vice President Of Alliances
First executive hired to lead strategic alliances for Jobvite, a leading talent acquisition platform. In this role, I designed, built and managed channel partnerships and strategic alliances. Served on the Executive Team with CEO, and managed a partner sales team to drive customer acquisition and retention through partner integration, lead referrals, and channel deals. - Built a partner ecosystem of more than 50 robust, enterprise-grade partnerships with leading HR technology vendors (e.g, Background Screening, Candidate Assessment, Candidate Sourcing, Job Boards, HRIS, Learning and Performance Management). - Initiated and managed key partnerships with LinkedIn, Indeed, Facebook, Google, Ultimate Software, Saba Software, and ADP. - Guided partners in building integrated solutions to Jobvite's APIs, kept partners updated on latest API features and functions, and helped partners comply with GDPR and other data security requirements. - Trained partner sales teams on joint value proposition; led go-to-market and co-marketing initiatives with partner marketing pros; supported partner events and created sales opportunities for partners at Jobvite events. - Negotiated, closed and managed our largest reseller deal, with annual net channel revenue over $1M and over 100 new customers. - Negotiated and closed the largest OEM partnership with Text/SMS vendor Canvas to create a new product line called Jobvite Text; achieved $1.5M in run rate revenue leading to successful acquisition of Canvas within six months of close. - Led strategic effort to identify and purchase Mulesoft for enterprise integrations between Jobvite and 3rd party HR technologies. Interviewed and trained a new Technical integration leader to build and lead an integration team using Mulesoft. - Structured and launched Jobvite's first official Partner Program, and led the design of a new Jobvite Marketplace to showcase all partner solutions.
2010 - 2012
Vice President and General Manager, GigaOM Pro
As General Manager for GigaOm Pro, I led and managed a new business unit to provide professionals and companies in the emerging technology markets with the in-depth research reports, thought leadership opportunities, and valuable insight from a team of 130+ world-class GigaOM Pro analysts.
2006 - 2010
Ziff Davis B2B
Vice President Of Business Development
Ziff Davis B2B acquired Focus Research in August, 2011. Focus Research (formerly Tippit) was an innovative startup in the B2B lead generation services market. Focus combined lead flow from syndication of high quality buyer-focused content to market leading web properties with in-house SDR processes, to drive high quality leads and sales opportunities in VOIP, CRM, HR, web hosting and other high volume B2B marketplaces. As VP of Business Development, I led a team that created hundreds of partnerships to extend the reach of our research content and brand to busy buyers and professionals wherever they consumed content. The content syndication network produced up to 50% of the inbound lead traffic, and led to a successful acquisition of the lead generation business by Ziff Davis B2B in 2011.
2005 - 2006
Director, Worldwide Channel Sales
JRG was an innovate, just-in-time production scheduling solution for mid-market manufacturers in the Food and Beverage industry. JRG was acquired by Ross Systems, a division of CDC Software, in early 2006. At JRG, I ran WW channel sales, and established partnerships to take the product into new vertical markets. • Developed channel pricing model for a SaaS solution which allowed resellers and integrators to customize the product and services to meet the needs of new markets. • Signed and trained the first set of channel partners in both North and Central America. • Prior to sale of the company, I reported directly to the interim CEO to develop P&L models to evaluate investment options, refocus the sales process and retool the business model for scaled down but profitable growth, setting JRG up for acquisition.
2000 - 2005
Director of Strategy, Product Marketing, Channel Marketing
1995 - 2000
Senior Manager, Service and Support Division
Octel Communications was acquired by Lucent Technologies for $1.8B in 1998, and subsequently spun off as Avaya in 2000.
1989 - 1993
Senior Management Consultant
Stanford University Graduate School of Business
MBA, Business Administration
BA, Math Methods/History