Upper Minety, England, United Kingdom
A highly experienced International Channel & Territory Manager, I have proven achievements leading sales for SMEs, notably American, and driving UK, EMEAI & APAC channel sales growth to the next level in the IT/Cyber Security solutions segment. With a proven track record of exceeding sales targets, I bring an established re-seller channel network and strong relationships with 50 partners including Distribution and Master Partners. Adept at managing 1- and 2-Tier channel partnerships, I have matured an on-boarding methodology to expedite contracting and jump start sales for vendor and re-seller by cutting partner activation cycle time by up to 50%. With 20+ of Years IT Security product experience and 4 years’ specialisation in Digital Forensics solutions, I excel at working with a broad spectrum of channel partners including specialist / niche VARs, multi-national Systems Integrators and distribution partners. A team director with excellent communication and stakeholder management skills, I work proficiently as a sole channel leader or in the coaching / consulting role. Channel Sales Achievements: 2015 - 2016 - $100% of target against $3.2m 2014 - 2015 - all KPIs plus 80% of target against $1.5m 2013 - 2014 - all KPIs 2012 - 2013 - 110% of target, $19.2m against $17.5m 2011 - 2102 - 106% of target, $6.9m against $6.5m 2011 - 2014 - 70 new SI & VAR relationships across EMEA, APAC & South America. My Key Skills include: Channel Partner Management: Global / Regional Strategy, Go-To-Market Execution, Market Entry, Structured Re-seller & Partner Programmes, Distribution & Master Partners, VARs, Systems Integrators, On boarding Re-sellers, Solution Sales, Alliances, Continuous Improvement Management: Team Leadership, Stakeholder Relationships, Negotiation, Contracting, Vendor Management IT/Cyber Security Solutions: Enterprise SW, Network Security, Data Security, Identity & Access Management (IDAM), Data Loss Prevention, Privileged User Access, Cloud, Managed Services.
eSentire is the largest pure-play Managed Detection and Response (MDR) service provider, keeping organisations safe from constantly evolving cyber-attacks that technology alone cannot prevent. Our 24x7 Security Operations Centers (SOC), staffed by the elite security analysts, hunt, investigates, and responds in real-time to known and unknown threats before they become business disrupting events. Protecting more than $6.5 Trillion in corporate assets, eSentire absorbs the complexity of cybersecurity, delivering enterprise-grade protection and the ability to compl with growing regulatory requirements. For more information, visit www.esentire.com
Arachnys harnesses the world’s information to make the world a safer place. We are passionate about helping financial institutions revolutionise the way bad actors are thwarted -- to secure our collective futures. And everyone who works at Arachnys shares a common destination to deliver on that vision -- we strive to build superior Know Your Customer (KYC), Anti-Money Laundering (AML) and Enhanced Due Diligence (EDD) solutions, and a great company that does good in the world.
• Supported team of 14 field sales reps by bringing net new and fully qualified opportunities to their pipeline • Tasked to build new and refresh existing channel re-seller relationships, re-established dialogue, identified decision makers at BT & Vodafone, initiated process of recruiting two additional Systems Integrators • Change in board strategy led to deprioritisation of channel sales and elimination of roles
• Brought in by VP of EMEA to replace 3 non-performing resellers with 10 focused security specialist resellers including Dimension Data, SecData, SecureLink, ATOS (UK & Benelux) via an existing distribution partner • Delivered 30 net new opportunities with average value of $150K each, for a total pipeline value of $4.5m • VP of EMEA replaced, EMEA team restructured and not replaced