12+ years in pre-sales, systems engineering, partner technical or channel leadership, including experience leading leaders.
Demonstrated record of _transforming_ a technical function - new operating model, new metrics, new expectations - not just running an existing one well.
Ability to lead through influence across Sales, Channel, Product, Services and Marketing without direct authority, and to build consensus with partner executives.
Comfortable making and defending difficult calls on coverage, investment and what we stop doing.
Deep understanding of channel economics: reseller, GSI, distribution, service provider and MSP models, and what makes a partner practice profitable enough to sustain investment.
Track record of driving partner-originated pipeline and holding a team accountable to it.
Credible at depth across modern data platform architecture: block, file and object, unstructured data at scale, hybrid and cloud data services, Kubernetes and storage-as-a-service models.
Working command of the AI data pipeline, and of data governance and classification as AI prerequisites.
Fluent in cyber resilience, virtualization migration dynamics and the competitive landscape.
Executive presence to move between a partner CTO conversation and a whiteboard architecture session.
Data-driven; instinct to instrument before scaling.
Thrives in ambiguity and pace, prioritises ruthlessly, and exercises sound judgement on difficult calls.
Genuine passion for building people and businesses.