2023 CHANNEL CHIEFS

Head of Business Development

Katiyar is defining the kind of channel partnerships to pursue, given the stage of Asimily’s growth. He is creating collateral for channel sales enablement, building key relationships with channel executives and setting business values for both sides.

Atlassian

Ko Mistry

Head of Global Channels

Mistry saw the need to further align with the greater Atlassian sales team and accomplished this through compensation neutrality and rewarding sales members for introducing partners to new and existing customer opportunities.

Avant

Jen Gallego EVP, Global Sales Gallego built a highperformance sales team, removing barriers and stepping out of the way so the team could thrive. As a result, Avant has a close alignment of the entire organization in terms of mission, vision and goals.

Axis Security

Nicholas Mirizzi

Head of Global Channels, Alliances

Mirizzi identified key target partners and then onboarded them, enabling Axis to ramp up sales quickly. He simplified programs and delivered call-to-action promotions and spiffs that significantly increased pipeline and strengthened close rates.

AT&T

Rick Chapes

Associate VP, Partner Exchange Chapes has helped to educate over 1,000 solution providers and their key channel representatives on how to adopt a solutionsbased approach to selling versus a product approach. This helped increase their revenue growth rates.

ATSG

Warren Greenberg

Chief Client Officer Greenberg worked to drive thought leadership and his channel philosophy into the ATSG organization. He has built partner programs and engagement that create value for partners and drive optimal business outcomes.

Avaya

John Lindsley VP, North American Channel Sales Lindsley focused Avaya’s CAMs on business development, planning and partner enablement. He consolidated the traditional channel and cloud channel into one integrated team to improve partner coverage across all Avaya platforms.

Axonius

Mark Daggett VP, Worldwide Channels, Alliances Daggett led the Axonius channel program to explosive growth over the past two years, including more than doubling the number of partners. With his guidance, the program now has leadership and program support in every major region worldwide.

AT&T

Christopher Jones

Associate VP, Alliance Channel, ACC Business

Jones implemented a partner expansion and participation focus within his organization. He reinforces that the organization needs to be responsive and easy to do business with.

Augmentt

Ali Mahmoud VP, Product, Partner Success

Mahmoud revamped Augmentt’s on-boarding process to accelerate partner time to value. He also deployed analytics software to gain visibility into partner adoption of the company’s software and programs.

AvePoint

Heather Murray Chief Channel Officer

In her first few months at AvePoint, Murray made it a priority to listen to every contributor on the channel team to get an understanding of their opportunities and challenges. That helped identify areas for improvement for fiscal year 2023 planning.

AT&T

Randall Porter

VP, Partner Solutions

Porter is focused on creating a best-in-class partner program by zeroing in on increasing enablement and bringing more data-driven tools to help partners serve their customers better.

Avalara

Sona Akmakjian

Global Head of Strategic Accounting Partnerships

Akmakjian drove the launch of Avalara for Accountants, through which partners can now utilize Avalara technology in their company and get certified to implement Avalara for customers, in addition to referrals.

Aveva

Steve Lewarne VP, Global Channel Programs

Lewarne was integral in accelerating the transition of the channel business to a recurring revenue model with enablement, commercial and incentive programs. He led the integration of the OSISoft acquisition into the channel partner program.

Barracuda

Neal Bradbury

SVP, MSP Business

Bradbury’s understanding of MSPs’ business model and commitment to addressing their evolving needs is contagious. This translates into an organizationwide focus on prioritization of customer experience and enablement.

AT&T

Sarita Rao

President, Integrated, Partner Solutions

Rao is bringing all of AT&T’s goto-market sales efforts with partners together in one organization, including wholesale, resale, co-sell and offers with hyperscalers. This has created synergies to enable better partner engagement.

Avalara

Frank Hanzlik VP, GM, Global Strategic Partner Development

Hanzlik reorganized Avalara’s partner development team, segmenting partners by tiers. For strategic partners he developed a cross-functional team approach, providing whiteglove service and creating new strategies for mid- and lower-tier partners.

Aveva

Joy Verplank VP, Americas Partners

Verplank reviewed the partner program with a fresh perspective while sharing ideas to grow the business. She acts as a voice for partners and places great importance on establishing relationships to drive strategic alignment around initiatives and goals.

Barracuda Networks

Chris Ross

CRO

Ross drove a channelfirst focus across all areas of the business. He is expanding channel resources, especially in North America, to ensure more support for partners and is building a global channel leadership structure to bring together best practices.

BCM One

Andrew Steinke VP, Channel Sales

Steinke navigated the merging of channel teams resulting from BCM One’s growth via acquisition. Emerging from the pandemic year, he oversaw a 20-plus percent increase in partner activity and maintains production for his channel team at 100 percent of plan to date.

Bitdefender

Bruce Johnson

Sr. Director, North America

Channels

Johnson helped redefine the economic structure of Bitdefender’s partnerships. He also doubled the size of the channel team, reinvigorated the deal registration program and launched a master class training progarm for partners.

Blokworx

Robert Boles

CEO

Boles has created clear lanes of organizational accountability at Blokworx while doubling head count. He has been an MSSP for 23 years and has been evangelizing the company to new communities.

Broadcom Software

Cynthia Loyd

VP, Global Enterprise, Commercial, Partner Sales

Loyd has turned the distribution model upside down with Broadcom’s Cybersecurity Aggregator program. The program has the potential to transform the margin profile and increase profitability.