Outcomes built on strategic execution, not theory
Every result below represents real business impact delivered through partner ecosystem development, channel architecture, and cross-functional program leadership.
Partner incentive portfolio at Microsoft Worldwide Enterprise Partner Incentives
Senior Director, Enterprise Partner Incentives
Context: Microsoft's global partner incentive program needed a major redesign to rationalize the incentive model for their global enterprise licensing partners and to drive cloud adoption across a fragmented partner base of 400+ global resellers.
Outcome: Directed the $1.2B+ global partner incentive program, simplifying and redesigning incentive architecture to increase Enterprise Agreement focus and begin the transition from traditional desktop and server software toward cloud solutions.
In annual commercial impact at Microsoft Dynamics Deal Desk
Director, Microsoft Dynamics Global Licensing Solutions (the Deal Desk)
Context: The Microsoft Dynamics sales organization required new commercial governance to improve deal discipline and revenue performance across a $1.4B Business Unit.
Outcome: Founded and scaled the Deal Desk for a $1.4B Business Unit; improved sales team performance in one quarter post-acquisition, driving renewal rate from 86% to 94%, reducing discounting from 38% to 32%, and delivering $119M in combined annual commercial impact.
Total deal value structuring Microsoft's first Formula One technology partnership
Director, Microsoft Dynamics Global Licensing Solutions
Context: Microsoft Dynamics needed differentiated brand presence to compete for enterprise mindshare. The Formula One ecosystem offered a high-visibility platform tied to engineering precision and operational sophistication.
Outcome: Structured Microsoft's first Formula One technology partnership with Lotus F1, combining enterprise software deployment with global brand exposure. The commercial model later became common across Formula One technology sponsorships; the Mercedes follow-on partnership was reported at $60M+.
Incremental revenue generated through ISV partner ecosystem
Senior Director, Global Alliances & Partners
Context: Sage needed to extend its Sage Intacct product capabilities to accelerate adoption, enter new markets, and grow its ISV partner ecosystem to drive incremental revenue beyond direct sales channels.
Outcome: Led a targeted go-to-market strategy with ISV partners that expanded Sage's cloud ecosystem and accelerated partner-led sales growth across multiple regions.
AWS Strategic Collaboration Agreement (SCA). Multi-million-dollar cloud and AI co-investment
Senior Director, Global Alliances & Partners
Context: Sage sought a transformative alliance with AWS to scale its cloud and AI solutions, requiring a multi-year strategic commitment from both organizations. The engagement required building the alliance operations function, defining joint execution milestones, and establishing a named-account co-sell motion.
Outcome: Negotiated a five-year Strategic Collaboration Agreement with AWS, securing multimillion-dollar co-investments in cloud and AI solutions and establishing the joint execution infrastructure and co-sell motion that drove partnership growth.