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Work Background
ScalitySenior Director of Channels, Americas
Mar. 2022Greater Boston• Responsible for building and executing the channel go-to-market strategy in the Americas
• Owner of partner recruitment, onboarding and enablement initiatives • Works with Alliance Partners to grow awareness of Scality, field engagement and channel activity • Manages team of business development representatives who are responsible for building pipeline for and with our channel ecosystem
OutSystemsRegional Channel Manager
Oct. 2019 - Mar. 2022Greater Boston Area• Responsible for developing partner relationships and accelerating channel business in North America and within the Federal sector
• Recruited, onboarded, and enabled partners who can drive new license revenue and service delivery
• Built joint go-to-market strategies and business plans with partners by developing objectives, goals, measurements of success and sales execution plan
• Helped develop and execute our channel sales onboarding program and channel operations
• Worked cross-functionally with field and channel marketing to develop and execute campaigns and lead generation activities with partners
• Drove sales alignment between OutSystems sellers and partner reps
TurbonomicSenior Manager, Global Partner Programs & Strategy
Sep. 2017 - Sep. 2019Greater Boston Area• Responsible for driving the channel strategy and development of Turbonomic Partner Programs globally
• Developed and executed the distribution strategy to help scale the Turbonomic channel - this included enabling sellers, negotiating contracts, and managing day to day operations with distribution partners
• Owner of partner experience with Turbonomic, including tools, systems and processes that enable partners to work with Turbonomic
• Managed team of Inside Channel Account Managers responsible for partner recruitment, onboarding, enablement and partner support; Team is focused on driving deal registrations, pipeline and revenue of Tier 2 Partners
• Supported programs and strategy of Alliance & OEM Partners including Microsoft, AWS, DXC and Cisco
• Launched and managed Cloud Adoption Program with Microsoft, designed to help customers accelerate their journey to the cloud
• Collaborated with cross-functional teams to drive internal alignment including marketing, sales ops, sales, legal, and customer experience on all channel-related projects and launches
• Completed MEDDICC, Command of the Message and Force Management Sales Training
SophosGlobal Channel Programs Manager
Jun. 2015 - Sep. 2017Burlington, MA• Owner of global partner programs, which included defining program requirements and benefits, and setting discount structures that are competitive and profitable for Sophos and their channel partners
• Developed and launched new programs in 6 regions throughout the globe: Latin America, Middle East & Africa, India, Australia & New Zealand, ASEAN, Greater China
• Ran supporting channel programs: Not-for-Resale Program, Deal Registration, Renewal Assist Program, Synchronized Security Accreditation Program, Channel Influence Community, and Beta Program
• Developed and launched Sophos MSP Connect Program that is structured to help MSPs grow their revenue and lower costs (3000+ MSPs recruited in 14 months)
• Managed Reseller & Disributor Commercial Terms with legal team
• Helped Structure a new Cloud Security Provider Program
• Structured & launched Sub-Distribution model in India
• Managed the Sophos Advance Purchase Stocking Model and third party relationship with CDM vendor, Zyme
• Identified opportunities to improve day-to-day partner experience by making enhancements to Sophos systems and processes (i.e. Partner Self Administration within the Sophos Partner Portal)
• Responsible for the structure of discounting models in Salesforce.com
SophosSenior Specialist, Channel Marketing
Apr. 2012 - Jun. 2015Burlington, MA• Owned the strategy for and execution of all communications to Sophos partners in the Americas
• Led launch activity – product launches, partner program launches, campaigns and promotions – and the related communications strategies
• In charge of planning the annual Americas Sales Kick-Off and Partner Conference that hosts over 400 partners and 200 Sophos employees
• Owned MSP (Managed Service Provider) marketing strategy for the Americas region
• Created and managed programs to build brand awareness within the channel community and recruit new partners • Provided strategic direction and dedicated marketing support to the internal account management team around the development and management of the Customer Lifecycle and Partner Lifecycle Programs
• Helped structure and launch the North America Partner Advisory Council
• Developed partner facing content including presentations and sales tools, as well as partner recruitment tools for the internal sales team
SophosMarketing Programs Specialist, Network Security Group (formerly Astaro)
Aug. 2011 - Apr. 2012Greater Boston Area• Planned, executed and tracked marketing programs including lead generation and lead nurturing efforts
• Managed outside marketing campaigns and acted as the point of contact for lead generation vendors
• Developed events strategy with Marketing Events Coordinator • Responsible for all email marketing campaigns within the Americas
• Maintained number of leads created per quarter while increasing the sales opportunity creation
• Managed US Marketing Programs budget
Astaro Corporation - now a Sophos companyMarketing Events Coordinator
Aug. 2010 - Aug. 2011Greater Boston Area• Responsible for helping develop and implement an events marketing strategy to maximize ROI • Managed schedule and logistics for all trade shows and partner events • Ran preshow and post show marketing campaigns, as well as traffic generation at each event
• Managed and tracked event budget throughout the year
• In charge of planning and running a webinar series for the company’s channel partners • Promoted to Marketing Programs Specialist in August 2011
EMI MusicMarketing Intern
Jun. 2009 - Aug. 2009• Worked as a member of the marketing department to assist in various artist promotions and observe similar artists within the market
• Utilized SoundScan and helped analyze trends, sales, and fan count of artists
• Helped update artist websites and fan pages and track artist milestones
• Carried out other administrative duties to help the department
AeropostaleSales Lead
Mar. 2005 - May. 2010• Active part of the management team
• Responsible for merchandising, sales generation, team leadership and management, having continuous knowledge of daily sales, units per transaction and sales dollars per transaction
• Customer service, opened and closed store
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