Dr. Elizabeth Hincapie
Partner Sales Leader @ AWS | Public Sector | Lifelong Learner
Amazon Web Services (AWS)Nex-National Healthcare AssociatesAs a Partner Sales & GTM Lead at AWS, I am responsible for delivering on the SLG & Higher Education strategy to build mind share and adoption of cloud services across AWS’ strategic consulting partners to better serve customers.
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15+ years of experience in leading global partner go-to-market strategy and sales execution with cloud platforms, analytics, and AI solutions. I am passionate about enabling and empowering partners to accelerate cloud consumption and new customer acquisition, as well as driving top line revenue growth and overall end customer adoption across Enterprise Public Sector. I have a proven track record of guiding and coaching partners on incentive and investment programs, enablement programs, and cloud solution strategy. I also have a doctoral degree in Business Administration and Management from Florida International University.
GTM Index
- AMAZON WEB SERVICES (AWS)JOB
- Partner Sales & GTM Lead4Y
Partner Sales & GTM Lead | Public Sector
Amazon Web Services (AWS)
• Deliver on AWS' State, local government & Higher Education strategy to build mind share and adoption of cloud services across AWS’ strategic consulting partners to better serve customers. • Responsible for driving top line revenue growth and overall end customer adoption across Enterprise Public Sector through partner engagement, professional services and Premium Support plans. • Co-lead with partners in joint-selling by establishing new go-to markets by starting to build relationships in new markets. • Develop strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. • Proactively e…
- MICROSOFTJOB
- WW Partner Strategy and Sc…7M
WW Partner Strategy and Scale Lead l Azure Core | Customer Success
Microsoft
• Led global partner strategy to accelerate cloud consumption and migration across the GSI, ISV, and Scale Partner ecosystem, resulting in 42% YoY increase in Azure consumption revenue. • Drove MACC (Microsoft Azure Commit to Consume) adoption, influencing $M+ in committed cloud spend, while aligning partner-led initiatives to customer success priorities. • Developed and scaled partner-led frameworks leveraging Cloud Adoption Framework (CAF) and Well-Architected Framework (WAF), standardizing best practices and accelerating customer adoption by 30%. • Executed acceleration sales programs to boost deployment, adoption, and usage, enabling commercial customers to realize faster time-to-value…
- Global GTM Strategy Lead -…2Y 1M
Global GTM Strategy Lead - Analytics and AI
Microsoft
• Led the Global Analytics and AI partner go-to-market strategy and sales execution with strategic Global Systems Integrators (GSI) and Global Scale Partners. Leading end to end customer-centric GTM to drive land, expand & retain partner motions for $100B+ total addressable market. • Guided & coached partners on key Azure Incentive and Investment Programs, Enablement Programs and Azure Solution Strategy (Migration, Advanced Workloads) • Defined and executed differentiated partner programs with high propensity partners to accelerate cloud consumption and new customer acquisition.
- Senior Azure GTM Lead - SM…1Y 6M
Senior Azure GTM Lead - SMB Segment
Microsoft
• Oversaw and implemented customer acquisition engines, cloud migration programs, channel incentives, and technical and sales enablement programs, utilizing go-to-market operations, generating $125M+ Azure CSP revenue with 2.1K new customers, generating $125M+ Azure CSP revenue with 2.1K, 49% YoY new customers, resulting in a 177% revenue growth. • Conducted commissioned customer and partner research, assessing the End of Support Azure US market opportunity with 1.2M licenses and 230K customers, providing insight for the partners on competition, growth trends, migration triggers, and buying behaviors, supporting the development of incentives and programs • Converted 80K customers into the c…
- Worldwide Windows Commerci…8M
Worldwide Windows Commercial Category Manager
Microsoft
• Managed global commercial business performance, identifying competitive markets and assessing for solutions to develop a strategic 12-24 month roadmap and facilitating sales and marketing campaigns to enhance the Windows devices portfolio, securing 45M Pro Activations, resulting in a pipeline increase by 20%+ and a 66% YOY growth • Spearheaded the Pro@Retail program to capture a new customer market for the top global resellers, collaborating with the OEMs to provide a specific set of commercial devices for retail stores and creating support investments, retail device collections, messaging, and positioning, restructuring the internal compensation model, successfully scaling across 25+ mar…
- Worldwide OEM SMB GTM Lead2Y 1M
Worldwide OEM SMB Go-to-Market Lead
Microsoft
• Oversaw the global channel marketing strategy for the top multinational device partners, including HP, Dell, and Lenovo, implementing partner field marketing and route-to-market strategies and cultivating the partnership between Microsoft and Intel, maintaining a $20M marketing budget and reaching 75M small businesses globally • Designed the “Accelerate Your Business” multi-product global campaign to promote the products to 125K+ key customer business attendees during 200+ events across 40 markets, expanding the sales pipeline by 600K commercial devices with a critical contributor to Pro Activation growth of 18% YOY • Created the entire web experience across 15 websites and a new global e…
- Partner Channel Mktg Mgr,…1Y 7M
Partner Channel Marketing Manager, US OEM Division
Microsoft
• Led and coordinated the marketing strategy for top tier US channel partners, including E-tail and LSP by producing digital advertising, direct marketing, and event platforms, exceeding 18:1 of the marketing budget to pipeline growth of 153% with $39M in incremental revenue • Developed and implemented a Mobility in Health initiative by establishing industry channel readiness programs, allowing resellers to access various customer marketing touchpoints, driving technical and sales enablement for clinical-grade Windows devices • Collaborated with cross-functional business units, sales, operations, and the corporate marketing team to architect multiple programs, implementing key marketing opp…
- Microsoft Senior Mktg Mgr…2Y 9M
Microsoft Senior Marketing Manager - US OEM
Microsoft
Identified key marketing opportunities and defined go-to-market strategies to leverage multi-channel business units. Work with business units, sales, sales operations, and the corporate marketing team to develop a wide range of programs. Key Achievements: • Launch marketing lead for Windows 8 and Office 2013 including all pre-release marketing, online microsite, retail store planning, merchandising events and promotions. Understand, define and plan additional opportunities to assist partner with successful launch sell-through results. Ensure account is ready for new product program launches and utilizing all Microsoft resources available. • Advanced device marketing plans specifically wit…
- TIGERDIRECT.COMJOB
- Senior Product Mgr - Micro…3Y 2M
Senior Product Manager - Microsoft Category
TigerDirect.com
• Managed and developed the partnerships with Microsoft, Tigerdirect, and all other business accounts, consistently assessing for market share growth, optimizing the revenue of Microsoft OEM, retail software, and device products • Executed Microsoft’s Retail Marketing programs for Office 2010 and the hardware products, partnering with OEMs through B2B Call Centers, retail, and eCommerce opportunities, influencing an incremental revenue of $7M+
- INTECJOB
- National Sales Mgr1Y 3M
National Sales Manager
Intec Inc.
• Directed a national sales team, leading sales strategy and business development to promote consumer electronics for Sony PlayStation, Microsoft Xbox 360, and Nintendo Wii nationwide. • Secured and managed relationships with major retailers and distributors including Wal-Mart, 7-Eleven, Five Below, RadioShack, Holiday Station Stores, and TigerDirect, driving product-line expansion across the U.S. and Canada. • Oversaw a $12M customer portfolio, delivering 22% YoY growth with Wal-Mart Canada and contributing $2.2M in incremental revenue. • Facilitated high-impact product presentations and negotiations, strengthening brand presence and accelerating sell-through at national retail accounts.
- RESTAURANTJOB
- Principal Owner3Y 8M
Principal Owner
Restaurant
• Founded and operated two health food quick-serve restaurants in the Miami Brickell area, overseeing all fiscal and operational functions. • Managed and developed a team of 30+ employees, driving performance through effective hiring, training, and leadership. • Directed P&L management, sales, marketing, and inventory control, consistently ensuring profitability and growth. • Implemented quality assurance and food safety compliance programs, maintaining high standards while meeting all regulatory requirements. • Built brand presence and customer loyalty in a competitive market through innovative marketing strategies and operational excellence
- NATIONAL HEALTHCARE ASSOCIATESJOB
- National Healthcare Consul…2Y 6M
National Healthcare Consultant
National Healthcare Associates
Evaluated existing and proposed hospital programs (obstetrics, surgery, ambulatory services) to improve performance and identify new market opportunities, leading to multi-million-dollar consolidation of general acute care hospitals. • Developed market and feasibility studies for physician-hospital joint ventures in ambulatory surgery, while planning new healthcare facilities and assessing operational performance of existing hospitals. • Managed the full project lifecycle, including financial modeling, scheduling, and project controls, ensuring successful delivery of large-scale healthcare initiatives. • Conducted market analysis and financial feasibility assessments for long-term acute…
- Job: National Healthcare Associates — National Healthcare Consultant · 2001-01 – 2003-07 · 2y 6mo — Evaluated existing and proposed hospital programs (obstetrics, surgery, ambulatory services) to improve performance and identify new market opportunities, leading to multi-million-dollar consolidation of general acute care hospitals. • Developed market and feasibility studies for physician-hospital joint ventures in ambulatory surgery, while planning new healthcare facilities and assessing operational performance of existing hospitals. • Managed the full project lifecycle, including financial modeling, scheduling, and project controls, ensuring successful delivery of large-scale healthcare initiatives. • Conducted market analysis and financial feasibility assessments for long-term acute…
- Job: Microsoft — WW Partner Strategy and Scale Lead l Azure Core | Customer Success · 2022-01 – 2022-08 · 7 mo — • Led global partner strategy to accelerate cloud consumption and migration across the GSI, ISV, and Scale Partner ecosystem, resulting in 42% YoY increase in Azure consumption revenue. • Drove MACC (Microsoft Azure Commit to Consume) adoption, influencing $M+ in committed cloud spend, while aligning partner-led initiatives to customer success priorities. • Developed and scaled partner-led frameworks leveraging Cloud Adoption Framework (CAF) and Well-Architected Framework (WAF), standardizing best practices and accelerating customer adoption by 30%. • Executed acceleration sales programs to boost deployment, adoption, and usage, enabling commercial customers to realize faster time-to-value…
- Job: Microsoft — Senior Azure GTM Lead - SMB Segment · 2018-05 – 2019-11 · 1y 6mo — • Oversaw and implemented customer acquisition engines, cloud migration programs, channel incentives, and technical and sales enablement programs, utilizing go-to-market operations, generating $125M+ Azure CSP revenue with 2.1K new customers, generating $125M+ Azure CSP revenue with 2.1K, 49% YoY new customers, resulting in a 177% revenue growth. • Conducted commissioned customer and partner research, assessing the End of Support Azure US market opportunity with 1.2M licenses and 230K customers, providing insight for the partners on competition, growth trends, migration triggers, and buying behaviors, supporting the development of incentives and programs • Converted 80K customers into the c…
- Job: Microsoft — Global GTM Strategy Lead - Analytics and AI · 2019-12 – 2022-01 · 2y 1mo — • Led the Global Analytics and AI partner go-to-market strategy and sales execution with strategic Global Systems Integrators (GSI) and Global Scale Partners. Leading end to end customer-centric GTM to drive land, expand & retain partner motions for $100B+ total addressable market. • Guided & coached partners on key Azure Incentive and Investment Programs, Enablement Programs and Azure Solution Strategy (Migration, Advanced Workloads) • Defined and executed differentiated partner programs with high propensity partners to accelerate cloud consumption and new customer acquisition.
- Job: Microsoft — Worldwide Windows Commercial Category Manager · 2017-08 – 2018-04 · 8 mo — • Managed global commercial business performance, identifying competitive markets and assessing for solutions to develop a strategic 12-24 month roadmap and facilitating sales and marketing campaigns to enhance the Windows devices portfolio, securing 45M Pro Activations, resulting in a pipeline increase by 20%+ and a 66% YOY growth • Spearheaded the Pro@Retail program to capture a new customer market for the top global resellers, collaborating with the OEMs to provide a specific set of commercial devices for retail stores and creating support investments, retail device collections, messaging, and positioning, restructuring the internal compensation model, successfully scaling across 25+ mar…
- Job: Restaurant — Principal Owner · 2003-09 – 2007-05 · 3y 8mo — • Founded and operated two health food quick-serve restaurants in the Miami Brickell area, overseeing all fiscal and operational functions. • Managed and developed a team of 30+ employees, driving performance through effective hiring, training, and leadership. • Directed P&L management, sales, marketing, and inventory control, consistently ensuring profitability and growth. • Implemented quality assurance and food safety compliance programs, maintaining high standards while meeting all regulatory requirements. • Built brand presence and customer loyalty in a competitive market through innovative marketing strategies and operational excellence
- Job: TigerDirect.com — Senior Product Manager - Microsoft Category · 2008-12 – 2012-02 · 3y 2mo — • Managed and developed the partnerships with Microsoft, Tigerdirect, and all other business accounts, consistently assessing for market share growth, optimizing the revenue of Microsoft OEM, retail software, and device products • Executed Microsoft’s Retail Marketing programs for Office 2010 and the hardware products, partnering with OEMs through B2B Call Centers, retail, and eCommerce opportunities, influencing an incremental revenue of $7M+
- Job: Microsoft — Worldwide OEM SMB Go-to-Market Lead · 2015-07 – 2017-08 · 2y 1mo — • Oversaw the global channel marketing strategy for the top multinational device partners, including HP, Dell, and Lenovo, implementing partner field marketing and route-to-market strategies and cultivating the partnership between Microsoft and Intel, maintaining a $20M marketing budget and reaching 75M small businesses globally • Designed the “Accelerate Your Business” multi-product global campaign to promote the products to 125K+ key customer business attendees during 200+ events across 40 markets, expanding the sales pipeline by 600K commercial devices with a critical contributor to Pro Activation growth of 18% YOY • Created the entire web experience across 15 websites and a new global e…
- Job: Microsoft — Partner Channel Marketing Manager, US OEM Division · 2013-11 – 2015-06 · 1y 7mo — • Led and coordinated the marketing strategy for top tier US channel partners, including E-tail and LSP by producing digital advertising, direct marketing, and event platforms, exceeding 18:1 of the marketing budget to pipeline growth of 153% with $39M in incremental revenue • Developed and implemented a Mobility in Health initiative by establishing industry channel readiness programs, allowing resellers to access various customer marketing touchpoints, driving technical and sales enablement for clinical-grade Windows devices • Collaborated with cross-functional business units, sales, operations, and the corporate marketing team to architect multiple programs, implementing key marketing opp…
- Job: Microsoft — Microsoft Senior Marketing Manager - US OEM · 2012-02 – 2014-11 · 2y 9mo — Identified key marketing opportunities and defined go-to-market strategies to leverage multi-channel business units. Work with business units, sales, sales operations, and the corporate marketing team to develop a wide range of programs. Key Achievements: • Launch marketing lead for Windows 8 and Office 2013 including all pre-release marketing, online microsite, retail store planning, merchandising events and promotions. Understand, define and plan additional opportunities to assist partner with successful launch sell-through results. Ensure account is ready for new product program launches and utilizing all Microsoft resources available. • Advanced device marketing plans specifically wit…
- Job: Intec Inc. — National Sales Manager · 2007-06 – 2008-09 · 1y 3mo — • Directed a national sales team, leading sales strategy and business development to promote consumer electronics for Sony PlayStation, Microsoft Xbox 360, and Nintendo Wii nationwide. • Secured and managed relationships with major retailers and distributors including Wal-Mart, 7-Eleven, Five Below, RadioShack, Holiday Station Stores, and TigerDirect, driving product-line expansion across the U.S. and Canada. • Oversaw a $12M customer portfolio, delivering 22% YoY growth with Wal-Mart Canada and contributing $2.2M in incremental revenue. • Facilitated high-impact product presentations and negotiations, strengthening brand presence and accelerating sell-through at national retail accounts.
- Job: Amazon Web Services (AWS) — Partner Sales & GTM Lead | Public Sector · 2022-08 – present · 4y — • Deliver on AWS' State, local government & Higher Education strategy to build mind share and adoption of cloud services across AWS’ strategic consulting partners to better serve customers. • Responsible for driving top line revenue growth and overall end customer adoption across Enterprise Public Sector through partner engagement, professional services and Premium Support plans. • Co-lead with partners in joint-selling by establishing new go-to markets by starting to build relationships in new markets. • Develop strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. • Proactively e…
- School: Florida International University — Doctorate, Business Administration and Management
- School: Barry University — Masters Degree, Health Services Administration, Executive Leadership
Skills
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