Channel Account Executive - Sophos
(2024-05)
- Managed and developed a portfolio of channel partners, driving increased adoption of Sophos' next-generation cybersecurity solutions across endpoint, network, email, and managed services.
- Delivered joint business plans with partners to grow pipeline, improve partner enablement, and increase annual recurring revenue (ARR).
- Provided strategic guidance to partners on the full Sophos portfolio, including cross-sell/upsell opportunities such as MDR, firewall, and cloud security.
- Led quarterly business reviews (QBRs) with key partners to track performance, forecast revenue, and identify areas for growth.
- Collaborated closely with internal teams—sales engineering, marketing, distribution, and partner management—to execute integrated channel strategies.
- Supported partners with deal registrations, pricing, competitive positioning, and navigating the Sophos Partner Portal.
- Conducted regular product training, sales enablement sessions, and pipeline development workshops to strengthen partner sales capabilities.
- Identified and onboarded new partners to expand Sophos' reach and coverage within the region.
- Drove partner marketing initiatives, including events, campaigns, and demand-generation activities to increase brand awareness.
- Monitored market trends and competitor activity to ensure partners were well-positioned to capture new opportunities.
- Consistently achieved or exceeded quarterly revenue targets, pipeline metrics, and partner engagement goals.
- Grew channel revenue by 65% YoY through strategic partner engagement and effective pipeline management.
- Secured major competitive displacement wins, strengthening Sophos' market position.
- Delivered successful joint marketing programs resulting in 178 qualified leads and improved partner-led pipeline velocity.
- FY25 new business target: $750k - achieved 95%. Renewals target: $900k - achieved 101%.
- FY26 new business target: $1.9 million - achieved 98%. Renewals target: $1.1 million - achieved 141%.
Partner Success Manager EMEA - Udemy Business
(2023-05 - 2023-12)
- Management of EMEA Tier 1 partners to grow Udemy SAAS channel ecosystem.
- C Level engagement to support and drive strategic engagement.
- Collaboration with partners to develop Udemy Business Plan.
- Managing partners by delivering accurate pipeline and forecast reporting to internal stakeholders and partners.
- Supporting Tier 1 partners on planning and execution of marketing to support Partner GTM activity.
- Working closely with internal teams and stakeholders to promote Udemy Channel partners through team workshops.
- Leading and conducting partner enablement sessions/workshops.
- Management of partner net new deal registration portal for region.
- Aligning closely with regional AE's to support partner sourced opportunities.
- AWS upsell opportunity management working with AWS AM's to drive joint collaboration through Udemy AE teams.
Senior Partner Business Manager - NVIDIA
(2021-03 - 2023-04)
- Development of focus partners to grow AI and Software Enterprise business through vertical sectors.
- Focus activity to support partner customer business within Data Centre, Edge Computing with GPU /CPU and Networking Solution, to deliver targeted growth.
- Driving business engagement within C level to support strategic planning by collaboration with partners and OEM leads.
- Delivering accurate pipeline and forecast reporting internally and with partners.
- Manage partner success through net new pipeline development, nurture and supporting pipeline activity.
- Management of appropriate NVIDIA resources as part of virtual channel team to support partner activities.
- Planning and execution of Partner Marketing to support pipeline and AI focus.
- Close working relationship with key Distribution partners to align and develop pipeline and marketing initiatives.
- Responsible for creating AI hub ecosystem within key partners to support sales and pre-sales engagement between NVIDIA and Partner.
- Collaboration with NVIDIA end user specialists to support Enterprise Account Mapping activity to support opportunity development.
- Complete QBR/ Progress partner reviews.
- FY21 Results: Achieved 215% of global target; secured $42m VGPU from G Research.
- FY22 Results: Achieved 110% of global target.
Channel Partner Manager - RSA (Part of Dell UK)
(2018-09 - 2021-02)
Proactive field-based role driving strategic engagement to Security Channel Partners to support the RSA portfolio. Providing solutions in SIEM Management, Fraud, Authentication, Identity, Governance and Lifecycle Data Protection and Performance Management.
- Management of key strategic partners such as Computacenter, SCC, Fujitsu, Insight, NCC Group, Bluefort Security, 2 M Consultancy, Armadillo to deliver targeted revenue growth.
- Build and develop business plans to support incremental and net new growth targets.
- Drive and develop bespoke marketing initiatives for each partner.
- Developing partners through reseller programme to MSSP's.
- Identification of new routes to market.
- Driving business engagement at C & B level, to support strategic planning by collaboration.
- Supporting partners by engaging with end users to deliver solution awareness and brand awareness to enhance and drive RSA opportunity.
- Collaboration with RSA end-user team, driving account mapping practice through partners to support lead gen activity.
- Strong alignment with maintenance renewals team to ensure customer renewals are completed by partner and review of upsell opportunities.
- Delivering accurate pipeline /forecast reporting internally and with partners.
- Team player working closely with ISR's, to support and manage opportunities £20k>.
- Collaboration with distribution to support partners commercially and development of marketing activities to drive pipeline activity.
- Close working relationships with technical partner managers and pre-sales to provide technical engagement to end-users and partners.
- Upselling of Professional services.
- UK Partner Workshop Team Leader – leading a team of 7 RSA sales, solutions specialists and engineers to build and develop a channel success lead gen promotion programme across key BU's via distribution.
- FY18 Results, achieved 98% of performance targets with $3.2 million earned.
- FY19 Results, attained 102% of the performance target, reaching $4.1m.
- FY20 Results, attained 104% of performance target, reaching $5m.
Enterprise Partner Manager - Sipsynergy
(2017-03 - 2018-02)
Field based role, supporting and developing channel partners and end users to sell and promote sipsynergy UC solution.
- Managing two portfolio offerings to SME and Enterprise end customers via key partners such as Softcat, CAE Technologies and Dimension Data to drive incremental revenue growth.
- Supporting partners by jointly planning and executing go to market strategies.
- Working closely with pre-sales and PS team to develop and validate end customer solutions.
- Working in collaboration with partners to attend end customer meetings to deliver sipysynergy proposition.
- Weekly accurate forecasting and pipeline development.
- FY17 Results achieved 88% of the £750k performance target.
Alliance Manager UK & I - Dell Software Group
(2016-04 - 2017-02)
Field based role driving strategic engagement to channel partners and end users to support the Quest software portfolio. Providing solutions in 5 areas, End point System Management, Platform Management, Database Management, Data Protection and Performance Management.
- Management of a mixture SI's and Channel partners such as Computacenter, Fujitsu, TCS, SCC, CGI, BT to deliver targeted revenue growth.
- Driving business engagement at C & B level partner conversations and strategic planning by collaboration.
- Supporting partners by engaging with end users to deliver solution awareness and brand awareness to enhance and drive net new and future business.
- Creation of new bundle sku options for partners to drive incremental revenue through joint initiatives.
