2023 CHANNEL CHIEFS

SentinelOne

Michelle Patterson Director, Field, Channel Marketing Patterson was instrumental in updating and launching channel programs and tools in support of the channel ecosystem. These included campaigns in a box, a partner portal update, Partner University and a revamp of the program overall.

Sharp Electronics

John Sheehan

SVP, B2B Channel Sales

Sheehan focused on communicating and managing the changes around the Sharp and Sharp-NEC Display Solutions joint venture. He played an internal and external role in making sure the messaging was consistent.

Skuid

James Hanley VP, Global Alliances

Hanley standardized on partners for joint go-to-market initiatives in the field and product management. He also developed productive working relationships with channel partner management.

Snowflake

Katie Ecklund

Sr. Director, Partner Sales, America Ecklund introduced a new regional director role that aligns to the industry sales leaders, as well as serves a firstline management team. This allowed Snowflake to grow a span of control with specific industry-focused partners.

ServiceNow

Carrie Francey VP, Strategic Global Alliances

Francey united two separate portfolios into one Strategic Global Alliance portfolio, managing change for her organization of the company’s top partners. She also oversaw over 40 CEO and C-level meetings, creating trusted 360-degree partnerships.

Sherweb

Marc-Andre Fontaine VP, Marketing

Fontaine worked closely with partners to help develop their business strategy—not just their product stack but every part of their business including operations, hiring, support, sales and marketing.

Skyhigh Security

Scott Goree VP, Worldwide Channels

While new in the role, Goree recruited and hired key talent and developed and communicated the channel strategy along with Skyhigh Security’s vision for success to the entire company.

Snowflake

Colleen Kapase

SVP, Worldwide Partners, Alliances

Under Kapase’s direction, Snowflake’s data cloud ecosystem has grown 26.5 percent to over 6,800 active customers. There are now over 590 Powered by Snowflake partners building customer-facing applications on Snowflake.

ServiceNow

David Parsons SVP, Ecosystem Ventures

Eight of the top 10 partners committed to a $1 billionplus plan under Parsons’ direction. He also industrialized ServiceNow’s Partner Development Center to provide whiteglove engagement and go-to-market enablement.

Sherweb

Jim O’Driscoll VP, Sales

When

O’Driscoll started with Sherweb, it was sup - porting MSPs through Microsoft New Commerce Experience changes. He helped bring clarity to the message and built out a program designed to help ensure MSP success.

Smart Technologies

Annika Fagerstrom VP, Global Sales

Fagerstrom reinvested into selling Smart Technologies’ products to the business industry. She also revamped all resources for partners to ensure they were prepared to sell in the business market.

Snowflake

Saqib Mustafa

Global Head of Partner Marketing Mustafa achieved milestones in Snowflake’s joint scalable marketing programs for partners. He also developed and executed on strategic joint marketing programs with the global systems integrator community and machine learning partners.

ServiceNow

Erica Volini SVP, Alliance, Channel Ecosystem

Volini secured multiyear funding for partner technology and process improvements, initiated a new go-to-market motion that generated over $100 million in net-new pipeline and created transparency into the product road map for partners.

Sherweb

Michael Slater Head of Sales, Channel Marketplace Slater advocated on behalf of partners with Sherweb’s vendors for making changes to partner programs and intervened with vendors to resolve channel conflict. He also continued to expand the company’s vendor portfolio.

Smartsheet

Steve Stewart VP, Global Channels

Stewart remained focused on driving growth in the business, from extending Smartsheet’s sales and marketing reach to expanding its professional services capabilities.

SOCSoter

Eric Pinto

Sr. Director, Channel, Product Strategy

With Pinto’s direction, SOCSoter as an organization has successfully started to shift to supporting customers from a compliance perspective and providing more value than just IT support and services.

SoftIron

Phil Crocker

VP, Business Development, Channel Crocker signed up over half of SoftIron’s partners during the last 18 months and encouraged sellers to become virtual sales directors. He also developed the Footprint for Free program, a 90-day moratorium on payment by an MSP partner building its business.

SolarWinds

Chad Reese

President, Americas Sales, Global Channel

With Reese’s direction, SolarWinds’ Transform Partner Program will drive channel growth and revolutionize the way the company interacts with partners. The program supports partners with new tools and high profit potential.

Sophos

Kendra Krause SVP, Global Channels, Sales Operations

Krause played an instrumental role in launching Sophos Managed Detection and Response, ensuring partners’ success in delivering better security outcomes. She also oversaw the creation of Partner Advisory Councils.

Sprinklr

Doug Balut SVP, Global Alliances

Balut has dramatically increased Sprinklr’s channel partner organization. He and his team drove an expansion of regional partnerships globally, focused on the six largest agency holding companies.

Software AG

Jason Johns

SVP, Global Alliances, Channel Sales With Johns’ leadership, the global partner program, PartnerConnect, gained maturity. He also drove enhanced functionality to empower partners via self-service enablement to deliver the products, solutions and services their customers need.

SonicWall

Matt Brennan VP, North America Channel Sales

Since taking on his new leadership role, Brennan has overseen North America partners delivering double-digit growth year over year. He also has launched a monthly Partner Webinar Series.

Sovos

Jonathan Eisner VP, Alliances, Chief Channel Officer

Eisner led the charge to build Sovos’ global strategy, business plan and investment case that significantly ramps up the channel as the organic growth engine. After securing a significant investment, the team quickly expanded.

Starburst Data

Toni Adams SVP, Partners, Alliances

Adams has grown the partner ecosystem with impactful partnerships such as with Accenture, Deloitte and Capgemini, and the number of partners has grown from 90 to now 220. Over 35 percent of revenue is transacted via Cloud Marketplaces.

Software AG

Matthew Marlier

VP, North American Channels, Alliances

Marlier was key to the launch of the global partner program, PartnerConnect, which represents over 400 business and technology partnerships. He also created product enablement and training for customers, partners and the developer community.

SonicWall

Jason Carter

EVP, Americas Channels, Global Installed Base Programs

Carter played a key role in three major channel go-to-market strategies: partner experience, partner voice and customer life cycle. These have all been key to SonicWall’s approach to partners.

Spectrum Partner Program

Keven Clifton VP, Strategic Sales Channels, Spectrum Business Clifton implemented a new up-front and residual commission model, giving selling partners a choice in how they earn. He also led efforts to increase the use of a coax order entry tool that creates efficiencies for partners.

StorMagic

Brian Grainger CRO, President

As executive sponsor of StorMagic’s top 10 channel partners, including OEMs, Grainger has expanded the company’s brand awareness throughout partners’ organizations. He also has built market-specific use cases and testing certifications.

SolarWinds

Zhanna Boguslavska

Global Channel Marketing Lead

The Transform Partner Program, which Boguslavska was integral in launching, is designed to evolve the way SolarWinds partners with technology distributors, VARs, global systems integrators, MSPs and cloud partners.

Sophos

Scott Barlow VP, Global MSP, Cloud Alliances

Barlow focused on launching Sophos Managed Detection and Response into the MSP Connect program. He also hired and maintained a diverse team of MSP experts with varying demographic, gender and cultural backgrounds.

Spectrum Partner Program

Michelle Kadlacek VP, Enterprise Partner Program, Spectrum Enterprise Kadlacek established managed services training sessions for her channel teams to assist partners in solution selling. She also enhanced the Spectrum Enterprise Fiber Internet Access product to support national opportunities.

StormForge

Amy Medeiros SVP, Marketing

Medeiros designed and implemented the new structure of StormForge’s partner program, standing up key partners’ landing pages and investing in and executing joint integrated marketing campaigns through collaborating with partners.

SolarWinds

Troy Dankworth

Director, North America

Channel Sales

Dankworth created a new coverage model to drive focus on high-growth partners for greater scale. He also hired experienced channel managers and developed an incentive to drive customer adoption for partners through enhanced discounting.

Sophos

Allison Clarke

Sr. Director, Global Channel Programs

A highlight for Clarke this past year was the delivery of the Sophos Managed Detection and Response service that integrates across third-party security technologies for uninhibited visibility.

Splunk

Gretchen O’Hara VP, Worldwide Channels, Alliances

O’Hara built a partner culture through simplifying tools and processes around how to sell and service customers. She also drove a sales engagement model and partner leadership in regions to be closer to the customer and market.

Stratix

Gina Daniel-Lee VP, Strategic Alliances, Partnerships

Daniel-Lee helped Stratix leverage partners to gain entry into new markets like education, health care and hospitality, resulting in 50 percent growth in new logo wins. She has also leveraged partners to expand globally.