Orchestrating multi-million dollar, multi-year strategic software and infrastructure partnerships across the Roche, Novartis, Genentech, and Sandoz ecosystems — combining C-suite commercial alignment with deep technical architecture.
Key transformational initiatives bridging complex vendor technology with global life sciences operations.
Snowflake • MongoDB • Cloud Alliances
Aligned executive stakeholders across Pharma, Diagnostics, and Research divisions. Repositioned commercial packaging to overcome a multi-quarter impasse, securing foundational $50M and $7.8M long-term enterprise commitments.
Dell Technologies • EMC Infrastructure
Constructed financial investment and ROI models for global infrastructure modernization. Successfully negotiated the landmark $65M Sandoz contract and drove sustained quota expansion culminating in a $100M total contract year in 2023.
Roche & Ventana Internal Governance
Directed the internal global storage lifecycle and vendor portfolio managing a $70M annual budget across 100+ petabytes. This customer-side buyer governance directly informs a consultative, high-trust sales approach.
Real-world leadership lessons from navigating complex enterprise contract negotiations.
Facing an 8-month stalled renewal at Roche/Genentech, the roadblock was addressed not by discounting, but by reframing the dialogue around divisional business outcomes. By co-engaging strategic cloud providers (AWS, Microsoft) and aligning with engineering leadership, the contract was restructured to secure a $7.8M, 3-year agreement.
Having managed a $70M annual vendor budget as a customer executive at Roche/Ventana, negotiations are grounded in operational empathy. Understanding internal risk management, SLA governance, and procurement hurdles allowed closing deals that served both client technical architecture and vendor growth.
In global life sciences, enterprise software is never adopted in a vacuum. Scaling platform adoption requires co-selling alongside global system integrators (Accenture, Capgemini, TCS, ZS, Zifo) and hyperscalers, ensuring mutual pipeline alignment and multi-million-dollar expansion.
Resolved multi-quarter impasses to close $7.8M 3-year Roche/Genentech deal; driving joint go-to-market motions with AWS, Azure, Accenture, and specialized pharma integrators.
Secured $50M 5-year enterprise renewal across Pharma, Diagnostics, and Research divisions, scaling platform adoption and partner alliances.
Led Roche, Genentech, Novartis, and Sandoz accounts. Consistently achieved top-tier quota attainment (220% in 2019, 176% in 2021, 154% in 2022) with $100M total contract value in 2023.
Awarded Global Architect of the Year (EMEA West) and EMC Gold Award for sustained sales and enterprise technical architecture excellence.