Experience

Grew IBM Watson Media partner revenue fivefold
Owned Slack, Teams and Copilot for 300,000 at IBM
Built a product line from zero to about $30M a year at DVEO

IBM and Ustream, 2014 to 2025

Head of Unified Communications, CIO Office, IBM
October 2022 to December 2025

Led unified communications for 300,000 IBM employees worldwide on a $100M budget, across voice, video, conferencing and enterprise streaming, with a global team in New York, Durham, India and Slovakia. Retired BlueJeans, then led IBM's move off Webex onto Microsoft Teams in 7 months against a 12-month plan when the CIO directed the change. Rolled out Microsoft Copilot company wide as an end customer and had Slack AI in pilot when I left.

Director, Strategic Partnerships & Technical Sales, IBM Watson Media
August 2019 to October 2022

Rebuilt IBM's enterprise video partner program while running technical sales. Grew partner revenue fivefold in three years, to 60 percent of the business unit's revenue, while IBM as a whole grew four to five percent a year. Took the channel from $10M to $50M by turning partners who had been subcontracting to us into resellers of us, bringing CDW, SHI, Ingram, TD SYNNEX and Arrow into the program, and retiring the direct sales team. Rebuilt the global partnerships organization from a team of 4 across five regions, with four partner tiers and roughly twenty defined partner capabilities. Co-developed solutions with Samsung, AT&T and Sony, and secured a five year AI contract with the U.S. Navy. Delivered AI and enterprise video into defense, federal and judicial agencies including the U.S. Navy, NASA, U.S. Army, DHS, CDC, FBI, DOJ and multiple U.S. Courts of Appeals and state courts. Took over the partnerships team in February 2020 at 4 people and grew it to about 10; with about 15 sales engineers, led 25 direct and 30 indirect reports through October 2022.

Head of Sales Engineering, IBM Watson Media
April 2016 to August 2019

Retained through the IBM acquisition and expanded to lead global sales engineering and technical enablement for IBM Watson Media. Grew the function from the two person team at Ustream, supporting $30M in annual revenue. Built a partner-delivered services motion before partnerships was my job: with no internal production team, brought in SuiteSpot as a services partner and attached their work to platform deals for Intuit, Tesla, Sony, Mazda and JetBlue, taking major event deals from roughly $30K to $500K and above. Wrote the SOW and SOA templates every Watson Media technical seller used and trained the team on them; they are still in use. Built the onboarding frameworks and reference architectures the field ran on, and standardized deployment models so every region sold and delivered the same platform. Ran special projects reporting into the CRO, with five VPs across the business unit using me as their read on the field. Introduced early AI into production environments, speech to text and video analytics, which became a real differentiator against platforms that did not have it.

Sr Manager of Sales Engineering, Ustream
May 2014 to April 2016

Ran sales engineering for Ustream's enterprise live video platform. A two person function in a startup, with support engineers filling in on deals, which meant carrying enterprise technical sales and solution architecture personally rather than delegating them. Started the partnership with SuiteSpot that let Ustream sell full video production alongside the platform without an internal production team, on a simple placement SOW. Worked with marketing daily as the technical check on what the product could credibly claim, and built the demo and trade show content the company took to market. Advised on market direction ahead of the IBM acquisition.

Video infrastructure, 2004 to 2014

VP, Strategic Partnerships & Product Development, DVEO (a division of Computer Modules, Inc.)
January 2011 to May 2014

Led both sides of a streaming media systems integrator and vendor. Built a new streaming product line from zero to about $30M a year, spanning the Multistreamer, Gearbox, Proxicaster and Delay Server families. Cut the RealNetworks partnership (2012 to 2014) that put their streaming server inside DVEO's video encoder, sold as the "CDN in a box" version. Company revenue grew from under $20M to nearly $50M. Formed strategic alliances with Time Warner, Comcast, NBCUniversal, BBC and Sky. Signed an OEM agreement under which Harmonic white labeled DVEO's streaming product, and integrator agreements with Diversified and Satellite Engineering Group (now Wesco). Built interoperability with Roku, Dune HD and Amino set-top boxes and with Beenius and Minerva set-top software, and worked with Geniatech, AJA and Blackmagic Design, who built custom boards for DVEO's encoders. Customers included Sinclair, Fox, NBC, Comcast, BBC, Sky, Petrobras and NASA.

Director of Business Development and Technical Sales, Video Products, LSI / Tarari
September 2006 to December 2010

Owned video product strategy and commercialization, and after the LSI acquisition built the distribution network and channel program. I was also on the LSI team for ten Cisco Cloud Services Platform deals, about $35M each. Microsoft funded development of the Tarari Encoding Accelerator and named the product line OEM Gold Partner of the Year. Customers included Netflix, CBS, BBC, ITV, BSkyB, BT and Canal+.

Director of Sales & Engineering, CompuModules Division, Computer Modules, Inc.
May 2004 to September 2006

Grew the division from $150K to over $3M in annual revenue, taking on a role that had been sitting vacant. Built the AV and third-party product line including Matrox, VITEC, Harmonic and JVC broadcast. Customers included defense test environments such as Naval Air Weapons Station China Lake.

Broadcast and early streaming, 1999 to 2006

Founder, President and Executive Producer, River Communications Inc
2001 to December 2006 (incorporated March 2002)

Founded and led a media and streaming services company serving enterprise and broadcast clients, with full ownership of strategy, P&L and operations. In its first year, River carried over the roughly 160 hours a week of production that started at SeminarSource, and in later years it ran more than 200 hours a week. Clients included Discovery Channel and the American Diabetes Association. Broadcast and satellite engineering for XETV Fox 6, San Diego, contracted through TV Magic and delivered under River Communications, 2003 to 2005.

Sr Producer and Director of Webcast Engineering, SeminarSource.com
August 1999 to March 2002

Led webcast engineering, encoding infrastructure and digital content distribution during the early expansion of enterprise streaming. Developed streaming products that generated approximately 80% of company revenue, delivered across the first generation of CDNs, Akamai, iBEAM and Digital Island, when there was no pricing model and bandwidth was billed after the fact. 100% live-stream success rate, including the launch of Discovery.com.