I turn complex partner portfolios into operating models that partners, field teams, and executives can actually run.
15+ years across Apple channel sales and Cloudflare platform partnerships. Most recently owned partner success across three of Cloudflare's largest platform partners, spanning GSI, managed-services, embedded-platform, consumption, and resell motions. My lane is partner execution: governance cadence, field visibility, partner enablement, migration planning, renewal rhythm, expansion strategy, and AI-enabled operating systems that keep working after the first QBR.
Supported one of Cloudflare's largest partner revenue portfolios across GSI, managed-services, and embedded digital-experience platform partnerships.
Commercial Coverage Visibility
Built reconciliation and partner-footprint workflows that connected customer usage, commercial coverage, and account-level planning across complex partner books.
Partner-Owned Renewal Motion
Designed a joint 180/90/60-day cadence that helped a partner service-delivery team take stronger ownership of customer renewals and expansion timing.
11 Quarters / $84M+
Consecutive quarters at or above quota at Apple on an annual channel territory of $84M+. Designed the onboarding toolkit that supported a 2x increase in US Channel Sales headcount.
Approach
Partner work is part strategy, part operating system. The joint business plan only matters if the field knows what to sell, the partner knows where to invest, executives have a governance rhythm, and the account-level data is clear enough to force action.
I use AI as leverage for the analytical half of the job: portfolio audits, service-fit analysis, migration readiness, package logic, renewal tracking, QBR prep, and partner-facing dashboards. The model moves the data work faster. The judgment still lives in the partner conversation: where to push, who to involve, when to escalate, and how to frame the business case in the partner's language.
Partner stories
Partner story · 01
Building a Partner-Owned Renewal Motion
A global managed-services partner operating across managed-services and resell motions.
Problem The partner needed earlier visibility into renewal risk across a resell book with limited shared operating rhythm between partner and internal account teams.
Action Designed and ran a joint 180/90/60-day renewal cadence with a lightweight tracker, escalation path, and account-team rhythm the partner could adopt without becoming dependent on my tooling.
Impact The partner's service-delivery team took ownership of the motion, built its own tooling, and strengthened customer ownership across the book.
Partner story · 02
Operationalizing an Embedded Platform Partnership
A digital experience platform partner with a large embedded customer base built on Cloudflare's CDN and security layer.
Part A — Building commercial coverage visibility
Problem Customer footprint, usage signals, and commercial coverage lived across separate views, making account planning and migration strategy harder to run at partner scale.
Action Built an AI-assisted reconciliation workflow that connected historical order records, customer-level usage patterns, and partner-account context into a repeatable review path.
Impact Gave internal and partner stakeholders a cleaner operating view for commercial planning, account hygiene, and migration strategy without framing the work as a fault-finding exercise.
Part B — Making a complex migration executable
Problem A long-running embedded-customer migration needed account-level scoping, readiness visibility, package mapping, and a partner-facing operating view.
Action Built DNS-readiness audits, package logic, pricing review paths, and a dashboard used by partner sales and renewals teams to prioritize customer work.
Impact Moved migration planning from abstract program direction to customer-level sequencing, commercial review, and field execution.
Partner story · 03
Creating a Customer-Level Operating Map for a GSI Partnership
A global systems-integration partner with a large, complex resell portfolio and limited customer-level reporting.
Problem Expansion planning, roadmap discussion, and migration sequencing needed more precise customer-level visibility than the existing partner reporting provided.
Action Built a 3,500+ account audit to map customer footprint by industry, geography, vertical, and service usage, then translated the output for product, alliance, and partner stakeholders.
Impact Gave the teams a stronger foundation for service-coverage review, product-line expansion conversations, and migration-priority decisions.
Partner story · 04
Turning Field Signal into Channel Enablement
Apple channel sales across national retail and wireless partners.
Problem Carrier retail teams had SMB conversations every day, but the iPad and Apple Pencil story was not showing up in the moments where it could create demand.
Action Built a partner-specific enablement workshop with Apple's SMB development team, piloted with T-Mobile's NYC district leadership, and centered the training on real field conversations.
Impact Drove a measurable SMB lead lift in the pilot patch; Apple's training team scaled the motion nationally and across additional carrier partnerships.
Working with AI
I use AI as a working tool, not a branding point. In partner work I used Claude, OpenCode, and other frontier models as the analytical layer behind portfolio audits, package logic, migration planning, pricing-model analysis, dashboard prototypes, and operating workflows. The model did not make the strategic choices. It helped me move faster once the judgment call was clear.
The work falls into a few patterns:
Portfolio-scale audits. Normalize large sets of account, usage, and customer-footprint data so partner teams can make decisions from a shared operating view.
Methodology encoded as tooling. Turn package matrices, service-fit logic, migration-readiness checks, and commercial-coverage reviews into workflows that can run across a full partner portfolio.
Dashboards that survive the partner manager. Build interfaces and trackers that partner and internal teams can keep using after the first analysis is done.
Operational automation. Draft communications, intake tracking, order-flow support, and workflow automation that reduces partner-manager overhead and makes follow-through easier.
The point is not the model. The point is what changes when a partner manager can bring analyst-level leverage into the partner conversation.
Background
Cloudflare — Partner Success and Customer Success. Owned partner success across three of Cloudflare's largest platform partners, supporting one of the company's largest partner revenue portfolios across GSI, MSP, and embedded-platform relationships. Previously supported strategic enterprise customers across technology, media, sports, financial services, industrials, and enterprise services.
Apple — Channel Sales, 12 years. Ran an $84M+ annual territory across consumer and wireless channel. 11 consecutive quarters at or above quota. Designed the onboarding toolkit that supported a 2x increase in US Channel Sales headcount. Built partner enablement and channel programs adopted beyond the original region.
Sprint — Channel, prior. Early channel-sales and team-leadership experience.
Contact
If you are building a partner team and want to see how this operating model would translate, reach out.