2023 CHANNEL CHIEFS

Trellix

Trellix

Trend Micro

Stacy

Conrad SVP, Channel Sales

The channel was below plan when Conrad took her new role. In less than 10 months, she hired two sales directors, relaunched the national program and created an inside channel team. TPx exceeded its numbers every month in 2022.

Trustifi

Rom Hendler

Co-Founder, CEO

Hendler works closely with the team to improve Trustifi’s offerings, addressing ongoing threats as malicious actors and their tactics evolve. He has added new capabilities and options to make it easier for partners and end users to attain superior protection.

Vectra AI

Randy Schirman Channel Chief, Worldwide VP, Partnerships Schirman created and institutionalized a global referral program and launched multinational partner depot policy programs. He also led Vectra AI through a partner portal migration and drove updated partner enablement content and certification processes.

Veracode

Jacques Lopez

Sr. Director, North America Channels

Lopez redesigned the North American channel team to better accommodate a regional co-selling channel strategy with partners. He also led a revamped on-boarding strategy for all new partners based on the partner type.

Guran Green Head of Americas Channels, Distribution Green supported the integration efforts of bringing two teams (FireEye and McAfee) together, as well as partner ecosystems, partner programs and cultures. He worked to cast a vision, supported by detailed operational plans, to unify the organization.

UiPath

Jay Snyder

SVP, Global Head of Customers, Partners Snyder centralized four partner organizations into one global function. He also reimagined an organization and operating model to drive internal and external effectiveness with partners and led the creation of an upcoming new partner program, Partner Next.

Vectra AI

Bonnie Simmons VP, Partner Sales, Americas Simmons recruited and rebuilt a channel sales team in tandem with creating a netnew Focus Partner strategy for the Americas. Vectra AI has seen a 200 percent increase in partner-driven revenue and 120 percent pipeline growth from fiscal year 2021.

Veriff

Manuel Solis III

Head of Global Partnerships, Alliances

When Solis joined Veriff, the company lacked experience in building a comprehensive channel program. He has since launched the company’s inaugural partner program, R.E.V.—Revenue Expansion with Veriff— which is already seeing significant growth.

Britt Norwood SVP, Global Channels, Commercial Norwood led the merger of two distinct channel organizations into a unified team. To ensure a consistent channel-first strategy, he reorganized the go-to-market strategy and rethought the partner program to ensure it was designed with partners in mind.

Unitrends

Adam Larrabee

VP, Sales, Channel

Larrabee increased the investment in Unitrends’ partner enablement and on-boarding programs. This investment has significantly increased the number of partners transacting its products.

Veeam Software

Larissa Crandall

VP, Global Channel, Alliances

Crandall is pulling together the company’s channel and alliances into one connected global ecosystem team and motion. This will enhance the partner experience and support partners and customers across the entire life cycle.

Verint Systems

John Bourne SVP, Global Channels, Alliances

Bourne defined the elements of a new SaaS program and hired a new partner program team and a global systems integrator management team as Verint increases the partner ecosystem to include more SaaS service delivery and consulting partners.

Louise McEvoy VP, U.S. Channel

Trend Micro’s channel team has grown because customers’ need for the channel has grown. McEvoy expanded t he company’s new channel cloud-forward team and promoted some key individuals to leadership roles.

Unstoppable Domains

Sandy Carter SVP, Channel Chief Carter drives new partnerships through her personal relationships, credibility and go-to-market creativity that helped one partner increase new customers by 30 percent. She has grown strategic partnerships from 61 to over 560.

Veeam Software

Matt Kalmenson

VP, Cloud, Services Providers, Americas

In addition to running a channel organization with service providers, Kalmenson runs an end-user-facing sales team. He has been focused on merging both teams to ensure the end-user sales team knows the value of every route to market.

Veritas Technologies

Jay McGloin

VP, Americas Partner Sales, Alliances

McGloin’s priority was to grow new and renew business, providing pathways for partners to attach new business. He is also focused on improving partner enablement to help partners leverage the portfolio, attach services and drive better outcomes.

Veritas Technologies

Mike Walkey

SVP, Global Channels, Alliances

Walkey was key to Veritas’ transition from a perpetual licensing model to a subscription model, delivering more predictability for partners around recurring revenue streams and more flexible customer buying options.

ViewSonic

Deidre Deacon

GM, Channel Chief

With a partner-first approach, Deacon navigated the ever-changing and fluid visual solutions market. She expanded the number of channel partners and breadth of products that they had access to.

VMware

Tara Fine VP, Americas Partner Organization Fine has invested in evolving organizationally to ensure her team feels valued, included and engaged. She has empowered the team to use their voice because gathering input from diverse perspectives is critical for maximizing opportunities.

WatchGuard

Adam Otis

Sr. Manager, Channel Programs, Operations Otis has grown his team, trained new partner program team staff and seen them contribute collaboratively and independently. Being able to utilize different skill sets and perspectives allows the team to execute better.