2023 CHANNEL CHIEFS

CyberReef

Cybersafe Solutions

Cyrebro

Cyware

Scott

Koller VP, Channel Sales

Koller directed the refresh and relaunch of CyberPower’s most popular channel models. Invigorating this lineup with new features and competitive pricing ensures partners’ businesses stay healthy and relevant.

D&H Distributing

Tim Billing COO

Billing oversees D&H’s major manufacturer relationships, which are critical as the market has navigated supply chain disruptions. He has been called upon to work with vendors to source millions of pieces of technology for essential businesses and schools.

Databricks

Kori O’Brien SVP, Global Consulting, SI Partners

O’Brien was key to the launch of Databricks’ partner program focused on customer success, growth and industry at scale. This program led to a significant increase of partner-engaged consumption revenue and a partner ecosystem that doubled in size.

DataStream Insurance

Larry Meador Channel Chief Meador leveraged his experience and the relationships he has formed over years in the channel to educate DataStream Insurance on how it can best support MSP and MSSP partners and help them provide additional value to their customers.

Rachel Turkus SVP, Sales, Marketing

Turkus built a channel-first organization centered on the future of connectivity and of work by supporting partnerships with agents, VARs and MSPs. She also realigned the team into sales, partner success, sales operations, customer success and sales engineering.

D&H Distributing

Jason Bystrak VP, Modern Solutions

Bystrak was instrumental in developing the D&H Modern Solutions Business Unit, which helps channel partners develop and execute practices in transformative technology categories including applications, infrastructure, security and collaboration.

Datadobi

Charlie Collins Americas Channel Sales Director

As the leader of channel sales and business development efforts, Collins makes sure that the team goes above and beyond to meet corporate goals and spend as much time as possible in person with Datadobi partners.

Datto, a Kaseya Company

Michael DePalma VP, Business Development

Under the direction of DePalma, Datto closed out the third quarter with the strongest month in company history. This is a true testament to the channel since all of the company’s sales come from MSP partners. Now he is making a huge investment in partner enablement.

Rosana Filingeri VP, Business Development

Filingeri doubled Cybersafe’s channel presence and welcomed partners that support a wider scope of services, allowing the company to bring real-time detection and response to a more diverse group.

D&H Distributing

Peter DiMarco SVP, Commercial Sales

DiMarco is key to the new Partnerfi engagement community and has led the commercial team, supporting tens of thousands of high-growth partners. Among the critical growth areas are MSP services, XaaS, cloud, security, UC and collaboration.

Nader Soudah VP, Global Channel

Soudah opened relationships to key partners with a complementary customer base, increasing revenue pipeline. He also simplified the channel model to streamline partner on-boarding and training for success.

D&H Distributing

Tina Fisher VP, Vendor Management, Commercial Products

Fisher’s team has focused on the integration of video collaboration, including growing relationships with videoconferencing and display vendors. D&H offers collaboration bundles, certifications and the attachment of professional services.

Dataminr

Mike Houghton VP, Global Channel Sales

Together with the senior channel sales team, Houghton has on-boarded a global distribution partner, worked with the go-to-market team to operationalize and launch Dataminr’s channel program, and kicked off a Partner Advisory Council.

Ddn

Kimberly Moran-Blad Head of Field, Channel Marketing Moran-Blad developed a three-phase strategy for building partnerships. Allowing partners to get to know DDN and strategically plan business objectives, this strategy has pulled in more than $7 million in business opportunities over the past 12 months.

Matthew Courchesne

Head of Channel

Courchesne launched a partner portal, created an Americas Partner Program with plans to replicate it globally and executed partnership agreements with three leading national security solution providers.

D&H Distributing

Greg King VP, Systems Business Unit

King was integral to the growth of D&H’s Components Business Unit. The unit launched in 2021 and nearly tripled its business within its first year. It supports deployments such as large-scale LED video walls for stadiums and esports projects.

Dataminr

Pankaj Kumar

Global VP, Partnerships

Kumar established a strategic relationship group from scratch. To build this, he identified the top 10 largest strategic partners for the company, created a new approach and model and reached out to the presidents and CEOs of these organizations.

Deep Instinct

Brian Feeney VP, Global Channels, Alliances

Feeney has focused on having the team build and launch Deep Instinct’s new partner program, Stratosphere. This innovative program is based on being simple, profitable and memorable—with a loyalty points approach and no medallion tiers.

Deepwatch

Lori Cornmesser SVP, Global Channel, Alliance Sales

Cornmesser started at Deepwatch with a focus on listening to partners to improve the partner experience and expand growth opportunities. The company has since seen increased deal registrations and partner margin and has acquired new end customers.

Delinea

Bob Gagnon VP, Channel Sales

Gagnon extended Delinea’s reach within public sector by adding dedicated channel account management and channel marketing resources. Creating committed channel resources led to accelerated revenue for federal/SLED-focused partners.

Dell Technologies

Christina Crowley

SVP, Global Partner Services Sales

Crowley is responsible for leading sales, operations and go-to-market strategies for Dell’s end-to-end service portfolio through the channel. Her team is focused on driving more profitability to partners so they can deliver greater value to customers.

Devo

Gary Pelczar VP, Global Alliances

Pelczar helped a new Devo managed services partner grow revenue by 1,200 percent. He also expanded the channel team in the Asia-Pacific region and signed a strategic systems integrator.

DirectDefense

Jared Ballou

VP, Business Development, Strategic Alliances Ballou led the organization in laying the foundation for a nationwide channel program initiative to better service customers. He also guided the program in a strategic direction in order to grow revenue.

Delinea Timothy

Dell Technologies

Dell Technologies

Dell Technologies

Puccio

SVP, Global Channels, Alliances

New to Delinea, Puccio leads the global partner ecosystem that consists of VARs, global systems integrators, strategic alliances and technical partners. He has over 25 years of channel and sales experience in the software industry.

Dell Technologies

Rola Dagher Global Channel Chief

When she started in her role, partners asked Dagher for more program simplification. She challenged her team to reduce the silos between partner types and began this change in fiscal year 2023. She is now working on greater simplification for fiscal year 2024.

DH2i

Jamie Hawkins Director, Marketing

DH2i has expanded into new verticals such as government and new geographies such as Korea. Hawkins had to develop and deliver tailored value propositions and go-to-market plans that enabled new partners to hit the ground running.

Dropbox

Kimberly Cesena Sr. Director, Global Head of Channel, Field Marketing Cesena created a channel narrative about the state of the channel and three-year vision for Dropbox. She also drove an engagement strategy for the channel by branding and delivering consistent channel partner newsletters and monthly webinars.

Gregg Ambulos SVP, North America

Channel Sales Ambulos enhanced the sales engagement model to align Dell’s core selling engine more closely with the partner community. He expects this to lead to a more predictable and collaborative selling experience.

Dell Technologies

Driss el Ougmani

VP, Global Specialty Sales, Presales

El Ougmani improved coverage for Dell’s channel partners by introducing internal resources to complement specialty and presales. He has invested in tools to make it easier for partners to conduct business.

Dialpad

Mike Kane SVP, Worldwide Channel Sales Dialpad’s channel program has experienced tremendous growth under Kane’s direction as he has been hard at work recruiting top personnel. He not only recruits top talent but also helps accelerate their channel careers.

Druva

Robert Brower SVP, Worldwide Partners, Alliances Brower led the charge in spearheading Druva’s Strategic Collaboration Agreement with AWS. The agreement underscores both companies’ commitment to delivering a 100 percent SaaS solution to meet customer needs.

John Byrne

President, Sales, Global Theaters

Byrne leads Dell’s strategy to grow all routes to market and designed the go-tomarket plan to fast-track that collaboration. As of second-quarter fiscal year 2023, Dell holds No. 1 positions in the majority of critical IT infrastructure categories.

Dell Technologies

Denise Millard SVP, Global Alliances

Millard is passionate about the value the partner ecosystem brings in delivering purpose-built solutions for customers. She is a vocal champion of that impact and potential, both internally and externally. She works hard to put partners and customers first.

DigiCert

Cameron Nelson Director, Strategic Growth

Nelson led the global integration and redesign of DigiCert’s channel partner programs with over 1,500 global partners. This included setting up new workstreams focused on program design, partner marketing, enablement, sales, product integration and more.

DTEX Systems

Brian Stoner VP, Worldwide Channel, Alliances Stoner joined DTEX Systems in July 2022 with over 20 years of experience in cybersecurity and channel sales partnerships. He leads the company’s channel program across all regions, supporting and engaging DTEX’s entire partner ecosystem.

Cheryl Cook

SVP, Global Partner Marketing Cook led partner/ marketing strategy that drove demand and another historic year for Dell and partners in fiscal year 2022. She also drove partner thought leadership on the importance of partner ecosystems and strategic initiatives.

Dell Technologies

Darren Sullivan SVP, Global Partner Operations

Sullivan and his team have continued to drive demonstrable progress to transform partners’ end-to-end experience with Dell. This includes improvements in opportunity identification, deal registration, quoting and ordering, and postsales support.

Diligent

Ricardo Moreno SVP, Worldwide Partnerships Moreno is driving a cultural change to Diligent’s partnercentric model, including compensation, coverage, enablement and access to information. He is working to embed partners in everything the company does across the customer life cycle.

Dynabook Americas

James Robbins

GM Robbins is focused on maintaining the company’s channel-first, channel-best strategy and implemented a rebranding campaign. From a branding perspective, he took a bold approach with the overall look and feel to help set Dynabook apart.