Career Sabbatical at Self-Employed (2024-06 – Present)
Following the acquisition of VMware by Broadcom Inc. and resulting workforce reductions, took a planned break after launching VMware's Partner-Led Customer Success program. During this time, supported a family medical situation overseas and now advising a Texas-based civil engineering firm on strengthening go-to-market processes, introducing KPIs, opportunity tracking dashboards, and pipeline reporting.
Director, Partner Success Strategy & Programs (Global Partner Experience) at VMware by Broadcom (2021-01 – 2024-06)
- Designed and launched VMware's Partner-Led Customer Success Program, establishing the partner lifecycle framework, enablement model, and incentive structure enabling partners to deliver standardized customer success services ensuring consistent customer outcomes regardless of partner of choice.
- Designed the partner lifecycle framework including onboarding, accreditation, enablement, incentives, and partner-led success delivery.
- Worked with leaders at VMware and key partners to define engagement models and processes enabling them to lead customer success services while ensuring a controlled, consistent customer experience.
- Built and launched partner enablement infrastructure including:
- Partner Success specialization recognizing a partner's delivery proficiency
- Success Plan Builder enabling partners to create and manage success plans with customers
- Expanded partner data-sharing and reporting capabilities
- Introduced new incentive models aligned with corporate SaaS growth KPIs
- Launched the program in May 2023 with first year results including:
- 30+ specialized partners with 100+ entering the pipeline and 650+ partner accreditations issued
- Participating partners grew SaaS revenue 4× faster than the broader VMware partner channel.
Senior Manager – Global Partners Sales & Synergy at VMware by Broadcom (2019-01 – 2020-12)
- Led channel programs and partner GTM strategy for VMware's global OEM partners.
- Designed global partner programs including pipeline management, incentives, and joint GTM initiatives.
- Built market-based models used by executives to allocate $15M+ in strategic marketing investments with partners.
- Structured multi-year partner incentives generating $100M+ incremental revenue across four global OEM partners.
- Managed partner pipeline development, funded headcount initiatives, and joint sales campaigns to accelerate HCI solution adoption.
Microsoft CSP (Cloud Solution Provider) Business and Operations Manager at Dell (2012-01 – 2019-12)
- Led Dell's transition from traditional licensing to Microsoft cloud subscription services, defining the strategy and operational model for Dell's SaaS reseller business.
- Built and scaled Dell's Microsoft CSP business from $0 to $200M annual revenue with 4× higher margins than legacy licensing.
- Developed Dell's vision for hardware + SaaS cloud solutions and led cross-functional initiatives spanning strategy, operations, marketing, and sales enablement.
- Implemented SaaS provisioning and billing infrastructure using Parallels Automation (CloudBlue) and SAP Billing and Revenue Management.
- Built a post-sales customer experience model that achieved >90% activation and retention rates for Office365 subscriptions.
- Partnered with Microsoft and CloudBlue teams to improve reseller experience capabilities within their SaaS platforms.
Global Campaign Manager – Enterprise Marketing at Dell (2010-01 – 2012-12)
- Responsible for creating and managing Dell's Server, Storage and Networking marketing campaigns from inception to execution.
- Directed advertising agencies on messaging development from initial brief to media spend of $80M for campaigns targeted to large enterprises globally.
- Launched localized mobile sites to support regional rollouts.
Microsoft licensing Manager – Partner Software at Dell (2005-01 – 2010-12)
- Managed Dell's $1B+ Microsoft licensing business.
- Leveraged partner incentives and rebate programs to increase margins by 80 basis points.
- Delivered executive briefings on Microsoft incentive changes and revenue implications.
- Coordinated global sales and marketing activities supporting enterprise and public sector demand.
