You are on page 1of 3


WHARFF 16 Gately Avenue, Hudson, MA 01749

Home: 978-562-9412 Cell: 978-855-9886


♦ Driving profitable revenue growth through superior channel management,
programs & demand generation

Channel Program Development / Creative Marketing Demand Generation / Partner Ecosystem Management
Channel Recruitment / Strategic Alliances / Business Development / GTM Planning & ROI Execution
Hardware/Software Solution Selling / Multi Industry Expertise / High-Tech Company Know-How
Negotiation & Persuasive Abilities / High-Performance Teaming / Strategic Leadership
Out-of-the-box Thinker /Strong Interpersonal & Managerial Skills / Goal Oriented

♦ Channel Development & Change Management: Drove Channel program creation

from scratch & channel centric changes that resulted in EMC achieving “worst to first” rating
’07 & ‘08 ARC/VarBusiness Awards, led $50M channel investment that drove 59% YoY Focus
partner revenue growth, and solution partner ecosystem marketing initiatives that achieved
53% of $12B revenues thru channel.
♦ Indirect Revenue Growth & Partner Recruitment: Increased yearly revenue growth
20%-60% via worldwide channel program development at Inmagic Inc, NMS Communications,
Aspect Communications, Applix Inc, and GTE CyberTrust. Forged more than 60 new strategic
Channel & Alliance partnerships Worldwide throughout U.S., Canada, Europe, Asia & S.
America, resulting in 100% certified & trained sales partnerships; generating over 2 Million partner
driven leads.
♦ Brand & Market Preference: Developed, branded & launched two new company logos
at Applix & GTE CyberTrust and drove EMC/VMware virtualization joint partnership branding
that resulted in market preference, viability and brand recognition with end-user prospects.
♦ Division & New Product Launch: Launched first “E-Check” with the Dept. of Treasury at
GTE; utilizing PKI security technologies that; resulting in USA Today voting it “… one of the
most significant events in ‘98”and forever changed the face of electronic commerce banking
as we know it.
♦ Industry Recognition: Awarded industry and nationally recognized sales & marketing
achievements for exceptional creativity driving complex global industry business solutions from
Automation Hall of Fame Award, and MA Interactive Media Council. These renowned demand
generation field sales & channel partnership tools grew industry market presence growth over
25% and established Digital as a leader in the manufacturing & healthcare industry segments.

EMC, an Information Infrastructure Leader of Storage Solutions, Hopkinton, MA 2006-
Drove Partner Enablement channel centric changes that enabled EMC to achieve #1 ’07 & ‘08
ARC VarBusiness Awards, Developed & drove plan for $50M to build local Partner dealership
models; achieving 59% YoY growth with Focus partnerships rapid adoption. Drove creation of
Rules of Engagement, and led US channel as liaison assisting global launch & enablement for 5
EMEA Partner/EMC Solution Centres, assuring channel readiness.
♦ Led global Partner Enablement and solution marketing initiatives that drove 53% of $12B
revenues thru channel
♦ Developed Partner Enablement Plan of Record for Partner recruitment, drove on-boarding
requirements & partner demand generation enablement; resulting in over 15,600 partner
leads for focus partners.
♦ Drove development & execution of VMware virtualization programs internally & externally via
partners; resulting in leadership market share gains based on EMC storage solutions.

Inmagic Inc, a software developer of content management solutions, Woburn, MA 2003-

Direct Account management -mid state territory for Library Application software. Director
worldwide channel partnerships, responsible for the recruitment of new Resellers & Sis. Resulted
in 15% revenue growth of Content Server solutions across WW channel.
♦ Recruited & developed training for 6 new Channel Partnerships – SI & VARs; resulting in 100%
♦ WW roll-out of new Content Catalog & library automation applications – Content Server, Genie
& Presto; 25% growth

NMS Communications, a leading telecom components and software provider,

Framingham, MA 2001- 2002
Drove revenue growth from 20% to 60% through indirect channel model throughout US, Canada,
Europe, and Asia partnerships. Managed worldwide channel programs for 9 Authorized Channel
♦ Developed, deployed and tracked ROI of $2.5M Co-op channel investments with partners:
Linkhead, SAS Group, NOS Tech, TDI Systems, Hagemeyer Electronics, NTT-ME, Avnet,
Integrys Ltd. and Channel Access.
♦ Managed communications & Partner extranet for 240 NMS Solution Developers
Aspect Communications, a worldwide Call Center management solutions provider,
Chelmsford, MA 2001
Developed Channel infrastructure foundation to move Aspect to an indirect channel selling model;
achieving 50% of revenues via the channel. Lead creation of the Aspect Partner Program and
managed the worldwide channel program office.
♦ Obtained 13 new partnerships with Aspect including: Zamba, Aliant, Aria Solutions, VorTecs,
Breakaway Solutions, Syrius, Gold Systems, Primas Group, AIS, Allot, eStara, SEEC and Covigo.
♦ Created and delivered partner sales training programs and materials for Call Center
technology, resulting in 100% certified Aspect partnerships and drove demand awareness, &
managed Partner database & communications vehicles

Applix, Inc., a Customer Relationship Management solutions provider, Westboro, MA

1999 – 2001
Grew Channel revenues 20% through indirect partner channel. Designed and built the Applix
Leadership Alliance Partner (ALAP) program. Created and delivered ALAP FastTrack training
program/materials to enable partners to sell CRM/OLAP analytic e-business solutions. Drove
brand awareness and market preference campaigns to secure 10 new WW Partnerships.
♦ Managed joint Advertising, PR, AR, Trade Events, Collateral and Internet/extranet venues,
achieving increased revenue.
♦ Rebranded/launched Applix and the ALAP program, Developed company wide Lead
Management process for partners.

GTE CyberTrust, a software Security and Encryption Company, Needham Heights, MA

1998 – 1999
Achieved division revenue growth from $18 to $30M. Secured $36M corporate funding to build
CyberTrust PKI Certification Authority. Built and led Marketing Communications team to drive
brand awareness and market preference for CyberTrust PKI security products & services through
Advertising, PR, AR, Trade Events, Collateral and Web venues Drove business programs
generation to establish 30 indirect Channels partners in 22 countries..
♦ Launched first “E-Check”: From Dept. of Treasury; drove PR, AR and Web for FSTC/GTE; USA
Today voted it
“ of most significant events in ‘98”
♦ Led development upgrade/redesign of CyberTrust CA Hosting Facility, establishing worldwide
customer visit center and CNBC National TV show: Business Technology Week - Electronic
Commerce with MasterCard; achieved greatest leads.
Digital Equipment Corporation, a leading computer manufacturer, MA and MI 1981 –
DIR COMMUNICATIONS & MARKETING, Industry Expertise Center, Littleton & Marlboro, MA 1992
– 1998
Drove industry sales communications, resulting in 6-10% market growth per industry. Managed
budgets, design, creation, & execution of all communications activities across 16 industries
including Manufacturing, Financial, Communications, & Healthcare. 5 year Representative on the
Aerospace Industries Association communications council.
♦ Drove DEC/Microsoft “NT Manufacturing” CD and Quarterly Magazine Editions. Program show
cased 38 ERP partner apps, first Internet-enabled, multi-media animation technology, reached
170,000 manufacturing professionals.
♦ Awarded ’98 MIMC Award for Interactive CD-ROM “Windows NT for Health Industries”.
Produced and developed interactive CD featured in Health Data Management Magazine;
resulted in reaching 150,000 Healthcare IT profs.,
♦ Produced innovative technology TV show: World Business Review, Power Computing, reaching
50 states, 300 cities, 60 million viewers & NPR broadcast listeners,
♦ Managed premier solution & technology road show: “The Driving Force,” a 3-yr operation
throughout US and Canada
♦ Managed industry trade shows; DECworld, 40th Int’l Paris Air Show; generated $7.4M revenue
& 380 sales leads.
Account Manager for SDRC, MacNeal Schwendler Corp, & Spectragraphics Corp, within
Engineering Systems Group. Managed creation & development of Business, Marketing,&
Advertising programs between Digital & Partners.
♦ Drove campaigns, strategies, & demand resulting in CAD/CAM Engineering applications ported
to Digital platforms.
♦ Orchestrated joint announcements & promotions; increased account market share and
revenue growth by 140%.
♦ Earned 6 DEC100s, 1 DECathlon award (top 10% sellers), and multiple quarterly awards for
sales performance.

EDUCATION: Various Management and Business Development Courses, MA & MI

Washtenaw Community College, Ypsilanti, MI
Jackson Business University, Jackson, MI