Impact at the seams — where strategy, technical credibility, and relationships have to line up before a deal can actually close.
Started on the operator side at UPS in 1995, then moved inside the vendors that defined modern infrastructure — VMware, EMC/Dell, VCE, and now Broadcom. First as a pre-sales engineer earning trust on the whiteboard. Today as a strategic alliance and partner Business Development leader.1
Founding member of EMC's vSpecialist team — the cohort that put EMC and VMware on the map as the defining duo of the virtualization era. Promoted in 2013 to lead a global 50-person Cloud Platform Specialists organization through the EMC → Dell integration. Now owner of the Dell VxRail alliance — one of the most successful hardware/software partnerships in enterprise infrastructure — and the VCSP program guiding Broadcom's partner ecosystem through a generational portfolio shift.2
Owning multi-billion-dollar OEM and software partnerships end-to-end — joint solution architecture, go-to-market motion, executive sponsorship, and the unsexy mechanics that turn a logo on a slide into pipeline.
Deep pre-sales — discovery, architecture, POCs, the whiteboard, the room.
Activating resellers, SIs, MSPs, and service providers with plans that produce measurable outcomes.
Virtualization-led transformation, converged platforms, cloud automation — the journey customers actually take.
Built and led a 50-person global cloud architecture organization through the EMC → Dell EMC integration.
| # | YEARS | EMPLOYER | ROLE | SCOPE |
|---|---|---|---|---|
| 06 | 2019 — Now | VMware / Broadcom | Strategic Alliances & Partner Business Development | Dell VxRail · VCSP · Global ecosystem |
| 05 | 2008 — 2019 | EMC / Dell | Director, Cloud Platform Specialists | vSpecialist founder · 50-person team |
| 04 | 2005 — 2008 | VMware | Channel & Territory Sales Engineer | Early x86 virtualization |
| 03 | 2003 — 2005 | Orasi | Microsoft CRM Practice Manager | Built and led MS CRM practice |
| 02 | 1996 — 2003 | STI Knowledge | Founding Team · CRM Systems Lead | Help-desk outsourcing · CRM platform |
| 01 | 1995 — 1996 | UPS | IT Support | Package centers · Shipping systems |
Own the Dell VxRail strategic alliance — one of the most successful hardware/software partnerships in enterprise infrastructure. VxRail now spans 20,000+ customers and roughly 300,000 nodes deployed worldwide, anchoring Dell's #1 position in HCI at 37.2% global market share — the undisputed leader. The partnership carried past Broadcom's 2023 acquisition of VMware with a public joint commitment from Dell and Broadcom to keep VxRail and VMware Cloud Foundation co-engineered.
Also lead partner strategy for the VMware Cloud Service Provider (VCSP) program through the Broadcom transition, realigning a global ecosystem to the consolidated portfolio and the shift to subscription.
On the side — and increasingly inside the day job — going deep on AI as a practitioner: building with the tools, watching how enterprises are actually adopting them, and tracking how the IT landscape and the operating model of work itself are being rewired in real time. Keeping up with technology has never just been the job. It's the hobby.
Founding member of EMC's vSpecialist team — the cohort Chad Sakac built to close the expertise gap between EMC storage and VMware in the rooms that mattered. Subject-matter experts embedded inside the sales motion, every vSpecialist with a super-power, running like a NASCAR pit crew — sudden bursts of coordinated energy when a deal needed all three vendors at the whiteboard at once. The team grew from a handful to 200+ worldwide and made EMC and VMware the defining duo of the virtualization era.
As converged infrastructure took hold, the discipline expanded into the VCE alliance — V·C·E for VMware, Cisco, EMC — where vArchitects designed the Vblock systems customers bought as a single pre-engineered stack, validated and assembled in the VCE factory. Promoted in 2013 to Director, Cloud Platform Specialists: built and led a 50-person global organization through the EMC → Dell EMC integration, delivering converged and hyperconverged engagements to Fortune-class customers.
In February 2016 the team helped launch VxRail — the jointly-engineered EMC/VMware hyperconverged appliance that would become Dell's flagship HCI product. It hit 8,000+ nodes across 1,000+ customers and 28% of the HCI market inside its first three quarters, outgrowing the broader HCI market by 2x and anchoring the franchise (27.1% global HCI share by 2017, growing 145% year over year) that Dell still leads today.
Pre-sales engineer during the formative years of x86 virtualization — the stretch EMC chairman Joe Tucci called "one of the fastest-growing businesses in the history of the software industry." VMware Infrastructure 3 had just shipped with VMotion — live migration that quietly broke the rules of how data centers were supposed to work — VirtualCenter was making clusters manageable, and revenues climbed from $387M in 2005 to over $700M in 2006 on the way to a $19.1B IPO in 2007, the largest tech IPO of the year.
Ran VMware Capacity Planner assessments inside customer data centers — the agentless tool that quietly inventoried physical workloads, shipped the telemetry to VMware's hosted warehouse, and benchmarked it against industry reference data. The output was a tangible consolidation roadmap: which servers to virtualize, in what order, on what hardware, with what ROI. Customers used those reports to consolidate, and partners used them to sell. Earned the whiteboard trust that carried VMware adoption across dozens of enterprise accounts — the wave that fundamentally reshaped the modern data center.
Established and led Orasi's Microsoft CRM consulting practice — owning solution architecture, delivery, and client engagement from pre-sales through implementation for mid-market and enterprise customers.
Followed Cliff Oxford from UPS into the Atlanta startup he founded a year earlier — a help-desk and support-center outsourcing pioneer that hit the Inc. 500 list of America's fastest-growing private companies three years running, and earned Oxford the Atlanta Chamber's Entrepreneur of the Year award in 2000. STI grew to roughly 350 employees with offices across the US, UK, South Africa, India, Hong Kong, and the Philippines, and authored the HelpDesk 2000 certification suite — CFST, CHDD, CHDM, CHDP — that became an industry standard for service-desk professionals worldwide.
Ran IT for the printing operation in the early days, then from 1998 architected and operated the in-house CRM platform that ran customer delivery end-to-end — one of the company's most strategic operational assets through to its 2003 sale to Mellon Bank Ventures.
Began an enterprise IT career supporting UPS package centers across Georgia and the customer-facing shipping systems behind them — first-hand operator experience inside one of the world's largest logistics networks.
Open to conversations about partner strategy, sales engineering, and how vendors and the channel can do better work together.
