2023 CHANNEL CHIEFS

Netenrich

Justin Crotty SVP, Channels

Crotty developed key partnerships and relationships with Google security and channel sellers. This resulted in growing engagement with key security-oriented solution providers focused on driving data analytics in their managed security services to their customers.

Netskope

David Rogers SVP, Global Alliances, Channel Sales Rogers steered the growth of Netskope’s service provider team. He was at the forefront of a crossfunctional strategy that created unique, embedded solutions to deliver fully integrated Security Service Edge offerings.

Nextiva

Olen Scott VP, Channel Sales

Scott has only been with Nextiva for a few months, but he will be focused on the new Nextiva Partner Program, which is based on simplicity, flexibility and profitability and allows partners to work with Nextiva based on their preferred sales motion.

Nutanix

Christian Goffi

VP, Americas Channel Sales

Goffi has improved the manner in which Nutanix manages partners, which included joint business plan creation with top partners, market intelligence to allow them to map to the regional strategy, and tracking to support new logo initiatives.

Netreo

Richard Drewelow VP, Sales, Channels, Americas Drewelow launched a partner program for Netreo and helped the company achieve double-digit growth while moving from a 70 percent direct to 70 percent indirect business model in preparation to shifting to 100 percent channel sales.

Netsurion

John Addeo CRO

Addeo has restructured Netsurion’s go-to-market team for a channel-first strategy. He also has increased channel investment from presales to customer success, partner management and marketing.

Nitel

Jim Glackin EVP, Channel Sales

Over the past year, Glackin has increased Nitel’s portfolio of partners. He also introduced a new role that ensures an appropriate level of responsiveness to the needs of partners selling transactional and strategic business.

Nvidia

Alvin Da Costa

VP, Global Partner Organization

Da Costa focused on establishing Nvidia’s GSI Organization, recruiting top global systems integrators and building various solutions by industry. He was able to generate over $50 million in pipeline so far and has several large Fortune 100 deals.

Netskope

Kristin Carnes VP, Global Channel Programs, Strategy

Carnes established a new pricing and discounting strategy, resulting in partners having predictable and profitable pricing for their customers. Partners can quote and sell independently of the sales team, leading to increased deal registrations.

NeuShield

Steve Bottini Channel Chief

Bottini signed two boutique partners that have produced leads and deals for NeuShield. Combined, the two partners were poised to be responsible for 40 percent of the company’s sales revenue for 2022.

Noname Security

Mike Baker CRO

Leveraging Noname Security’s channel program, Baker helped lead three funding rounds, resulting in the first API security unicorn. He also ensured sales operates with a neutral compensation plan that directs and accelerates partner business.

Nvidia

Cathy Timmerman

Sr. Director, Global Partner Programs, Strategy Timmerman integrated the Mellanox PartnerFirst Program into Nvidia’s NPN Program to support networking partners post-acquisition. In addition to this, she took the ISV Program from a pilot phase to a core program within the NPN Program.

Netskope

Melissa Nacerino VP, Global Channels, Alliances Marketing Nacerino introduced new and innovative partner promotions and revamped the portal to deliver a better user experience and simplified navigation. She also continued to deliver customizable marketing campaigns to help partners generate pipeline.

New Relic

Riya Shanmugam

Group VP, Global Alliances, Channels

New Relic’s new channel program provides partners with the products, pricing and skills needed to democratize observability. Shanmugam has invested in partner development and improved the ease of doing business.

Noname Security

Michele Shear

Channel Director

Shear grew the partnership with Guidepoint Security, resulting in large strategic revenue closing. She also expanded several focus partners’ pipelines by increasing in-person presence with partner leadership.

Nvidia

Craig Weinstein

VP, Americas Partner Organization

Weinstein was key to delivering Nvidia’s first $1 billion annual partner contribution in fiscal year 2021. He also redefined the routeto-market model. Nvidia offerings sit at the epicenter of a very large and broad AI and accelerated computing ecosystem.