DAVID GRAZIO

** ***** **** **** adg45e@r.postjobfree.com

Merrimac, MA. 01860 978-***-**** www.linkedin.com/in/davidgrazio/

TECHNOLOGY INDUSTRY PARTNER SALES EXECUTIVE AND MARKETING STRATEGY PRACTITIONER

B2B channel sales and marketing executive with 25+ years of experience focused on building and implementing channel go-to

market strategies. Expertise in partner recruitment, enablement programs, demand generation, global partner program design,

technology alliances, and channel marketing. Comfortable in managerial and individual contributor roles focused on overachieving

revenue goals and objectives. Managed global channel teams of 8 direct reports. MBA from University of Massachusetts.

PROFESSIONAL EXPERIENCE

MASSCHALLENGE MENTOR 2018 to 2019

Served as a Mentor to Technology Start-ups participating in the 2018 and 2019 Accelerator Program. Provided channel insights and guidance on partner go-to-market strategy development, recruitment, enablement, and contract negotiations.

INDIRECTLY INC. 2018 to Present

Recruit, Engage, Achieve

STRATEGIC CHANNEL CONSULTANT AND ADVISOR

Channel go-to-market strategy and partner program design and management

Engaged with AWS team to develop partner sales enablement tools and resources including: sales battlecard, webinar series, customer presentations, and buyer personas to support partner sales teams in promoting AWS

Partnered with Google Cloud team to create and manage developer training road show series and seminars by developing content, agenda, and driving attendance at all events to recruit users for GCP developer community

Collaborating with clients to provide customized services that address emerging growth needs and business requirements for target markets and audiences. Client portfolio includes global system integrators (GSIs), technology solution providers, industry influencers, value added resellers, and system integrators. Client project portfolio: Amazon, Netflix, Microsoft, Adobe, Samsung, Google, Dell, VMware, HP, Sophos, NetApp, EMC, W3R

Services include development of go-to-market strategy, business and marketing plans, corporate marketing assets, website optimization, content management, social media networks, marketing communications, event management, PR/Media relations, Analyst relations, branding and messaging, and technology strategic alliances

Event management, event marketing and technology community building focused on recruiting new community members, driving registrations, sponsorships, influencers programs, social media outreach, press and analyst coverage, along with developing strategic technology alliances

Design of lead generation campaigns for technology start-ups focused on Enterprise marketplace and leveraging Salesforce and Hubspot to provide detailed MROI analysis highlighting key marketing analytics and metrics through customized marketing executive dashboard

Creation of demand generation programs and integrated marketing campaigns targeted at business (CxO) and technology (IT) leaders with focus on content development, messaging hierarchy, and value proposition statements to drive net new qualified prospects and accelerate sales pipeline activity

SECURITY INNOVATION Wilmington, MA.

Innovator of Application Security Training and Assessment Services

Director of Channels – North America Region 2014 – 2018

Develop indirect sales strategy through establishment of Security Innovation Partner Program and Partner Community to grow revenues of application security training and education services. Create a partner support infrastructure to increase market share and expand sales within the Enterprise marketplace.

Developed strategic technology alliance with AWS to leverage Amazon Quicksight as the embedded data analytics source for creating user reporting dashboards on security training to identify user learning requirements

Successful recruitment and on boarding of Security Innovation Channel Partners resulting in $2.5M+ in application security sales with 160% YOY Growth from 2015 to 2017 leveraging OEM partnerships with Micro Focus, Trustwave, Rapid7, and RSA Security along with GSI partners: DXC Technology, NTT Data

Establishment of 2 Tier channel model featuring Ingram Micro as exclusive distribution partner to assist with targeted recruitment of MSPs, VARs, and select OEM partnerships.

Develop partner sales enablement tools and programs to on board security partners and accelerate sales activity

COREDIAL LLC/EZUCE INC. Andover, MA. 2010 to 2013

The leading provider of virtualized communications and social collaboration solutions for enterprises.

VP of Marketing

Develop and implement corporate go-to-market strategy for a start-up organization focused on delivering virtualized communications to global enterprises. Key initiatives include building a global partner program and community to offer eZuce openUC solutions within all target markets including Higher Education, Healthcare, and Government.

Developed strategic technology alliance with Microsoft to leverage MS Azure DevOps as the developer platform for code contributions to sipX open source project and future openUC product development efforts

Founding Member of Executive Staff responsible for all internal and external marketing activities including creating company website, intranet, marketing communications, staffing, and product collateral development

Established strategic partnerships and alliances with GSIs (IBM, Accenture, Capgemini) to accelerate adoption within the enterprise marketplace and provide support via customized demand generation programs

Key contributor to company growth initiatives resulting in QOQ growth for nine consecutive quarters with annual revenues exceeding $3M generating 100,000 openUC seats deployed via 45 authorized eZuce global partners

Create, organize, and manage eZuce sipX CoLab Global User Conference including 2012 inaugural event featuring over 100 attendees and industry guest speakers (Wainhouse Research, COMMFusion)

GN NETCOM INC. Nashua, NH 2008 to 2010

Leading global producer of innovative headset and speakerphone solutions.

Director of Channel Marketing- Enterprise & Contact Centers

Create and manage Jabra Partner Program as supporting channel infrastructure for Jabra partner community to gain market share within the contact center and office (CC&O) marketplaces

Member of Executive Staff responsible for establishing North America channel strategy including targeted reseller recruitment, developing Jabra Partner Program, engagement with GN Netcom Sales to achieve revenue targets, and identifying new market opportunities for Jabra solutions within key verticals including Healthcare, Financial Services, and Government

Engage with GN Netcom Product Management Team to identify new markets, target users, and key reseller accounts for launch of new Jabra wireless solutions generating over $4M in revenues during 2H ‘09

Responsible for implementing NA Industry Analyst Program including building relationships with Frost and Sullivan and Gartner Research resulting in Innovation Award for Wireless Technology (Frost & Sullivan)

ADTRAN/BLUESOCKET, INC. Burlington, MA 2007 to 2008

Leading provider of high performing, cost effective, and scalable wireless solutions.

Director of Channel Marketing

Develop and implement worldwide Bluesocket Channel Partner Program to accelerate growth of existing partners and recruit new value-added resellers and system

Develop and implement partner strategy including recruitment, enablement programs, achieving sustained growth within key partnerships, and creation of online partner tools and resources

Achieved top 5 industry leading market share position for wireless solutions acquiring over 3,000 customers

Generated 136% of company revenues for 2H ’07 including 150% QOQ growth for North America value-added resellers and recruited 30 new VARs/System Integrators in Q4 ’07 contributing over $1.5M

DELL/EQUALLOGIC, INC.- Nashua, NH 2005 to 2007

Leading provider of iSCSI storage area network (SAN) solutions.

Senior Manager, Partner Program & Channel Development

Develop and manage global partner program for market leading company in high growth iSCSI storage marketplace.

Achieve top 3 industry leading market share position for iSCSI segment of storage industry with over 2,000 customers worldwide and strong partner focus on key GSIs: Capgemini, Infosys, and Wipro

Develop and manage partner recruitment strategy by onboarding 400 resellers producing $80M in revenues

Develop and grow executive level relationships with strategic go to market resellers to increase sales engagement in partner programs resulting in 130% of sales quota

PROGRESS SOFTWARE CORPORATION, Bedford, MA. 2001 to 2005

Provides development, deployment and management of business applications on-premise or on any Cloud.

Senior Manager, ISV Partner Market Development

Created Progress Empowerment Programs to enable Progress ISVs in strengthening their business acumen along with leveraging Progress OpenEdgeTM technology.

Attain 105% with total partner revenues exceeding $250 million in 2004

Responsible for $3.5 million budget resulting in $50 million in new Progress revenues and 23% CAGR

Achieve 10x average ROI for partner programs through lead generation, strategic planning and marketing

EDUCATION

UNIVERSITY OF MASSACHUSETTS- LOWELL, Lowell, MA; MBA, Marketing

UNIVERSITY OF MASSACHUSETTS- DARTMOUTH, North Dartmouth, MA; B.S. Degree, Management

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