Gary Garcia

Partnership executive with 15+ years building and leading partner ecosystems at the intersection of AI, cloud infrastructure, and developer platforms. Built ARM's global MBED IoT partner program — 250K+ developers, 90+ partners, $25M in partner-influenced revenue.

Rebuilt

Veritas's alliance function and launched Defense 360, a cybersecurity partner program with 22 partner enabled, channel read ready solutions and measurable revenue growth. Led NetApp's channel-ready FlexPod program, driving $2B in partner-influenced revenue. Deep experience with ISV, SI, hyperscaler, and AI ecosystem partnerships — from SDK-level integrations to enterprise GTM motions.

Fractional Executive & Consultant - BOLLAROW - Santa Clara, CA

(2025-01)

Advising AI data analytics and customs brokerage software companies on GTM and alliance strategy — structuring distribution partnerships, negotiating co-sell frameworks, and building channel programs from the ground up. Clients include KronML (AI Data Analytics) and TensorMem (AI Infrastructure Software)

Head of Strategic Partnerships & Alliances - VERITAS TECHNOLOGIES - Santa Clara, CA

(2019-01 - 2024-12)

$2B Global Enterprise Software Company

• Rebuilt Veritas's dormant global alliances function: secured three SAP certifications, launched four co-brand GTM motions with OEM partners, and established a structured partner onboarding process that reduced time-to-revenue from 9 months to 3 months.
• Launched Defense 360 cybersecurity partner program: 22 partner-enabled integrations in year one, driving 30% growth in security-related sales across the channel.
• Negotiated volume consumption and selling pricing frameworks across GCP, Azure, and AWS marketplaces, expanding partner routes-to-market and increasing cloud-sourced revenue.
• Managed MDF and partner incentive programs for Intel and VMware partnerships — allocating funds, structuring co-op marketing budgets, and measuring sell-through against investments.

Director, MBED Partner Program - ARM - San Jose, CA

(2015-01 - 2018-12)

• Built ARM's global MBED Partner Program from the ground up — the first structured ecosystem for MBED IoT platform. Grew to 250K+ developers, 90+ partners, and $25M in partner-influenced revenue by Year 3.
• Designed partner tiering, certification, and incentive frameworks that drove 30+ partners through ISO certification in 12 months and reduced partner onboarding from 18 months to 6 weeks.
• Established joint GTM executional frameworks with 15 strategic partners — coordinated business reviews, co-funded demand generation, and aligned sales incentive structures across the ecosystem.
• Structured AI and ML integrations within the MBED platform, working with NVIDIA, ARM's hardware partners, and cloud providers to deliver ML inference capabilities to IoT customers.

VP Business Development - NetEnrich - San Jose, CA

(2012-01 - 2014-12)

Inspired by the success of FlexPod, the founders of NetEnrich hired me to develop a homegrown technology into Vistara, a new SaaS line of business which was acquired by HP and is now called OpsRamp.

• Developed and launched Vistara, negotiated channel distribution to and through Ingram Micro and Arrow in just four months.
• Designed innovative, structured sales deals that stabilized our ability to invest in development and hire a sales team.
• Created an innovative pricing and sales commission model that compensated larger, creative deals and streamlined smaller deals.

Principal Program Manager, Alliances - NETAPP - San Jose, CA

(2008-01 - 2012-12)

• Led NetApp's channel-ready FlexPod converged infrastructure partnership with Cisco and Ingram Micro — co-developed the channel program, joint pricing structure, and partner enablement framework that drove $2B in partner-influenced revenue by Year 3.

Board Member, Chair of The Board of Directors - KeyPoint Credit Union

(2012-01 - 2024-12)

Asked to join as a volunteer on the Supervisory committee, delivered progressive leadership roles including managing the Board of Directors as the chair.

• Expert Risk Management- 5 years as Chair of Finance and Risk Committee.
• Expert Governance- 3 years as Chair of Supervisory committee, managing external and internal audit.
• Expert C-Level management- Served 3 years as chair of the Compensation Committee, direct supervision of the CEO

Head of Product Security, Head of IT - StorageWay - San Jose, CA

(2000-01 - 2002-12)

Head of IT - The Santa Cruz Operation - Santa Cruz, CA

(1994-01 - 2000-12)

Specialist, Electronic Warfare Signal Intercept Operator, Korean Linguist - US Army

(1985-01 - 1989-12)

Exec MBA - Santa Clara University (2008)

BS - E-Business - University of Phoenix (2006)