2023 CHANNEL CHIEFS

Stripe

Dorothy Copeland

VP, Global Partner Ecosystem Copeland built and launched a comprehensive partner ecosystem, including partner training and certification. There are now over 1,200 active partners across 55 countries driving a sizable amount of revenue.

Syncro

Ian Alexander

Channel Chief

Alexander formalized participation in MSP communities and created a dedicated channel team within the company, as it was previously a shared responsibility. He also sponsored various MSP communities that are now educating the channel.

Ed Pearce

VP, Sales, Global Channel Chief

Pearce took Tangoe’s philosophy from one that was channel-friendly to one that is channel-led. By partnering with Tangoe, partners can sell additional products and services such as SDWAN, cybersecurity and UCaaS.

Trisha Cooke VP, Engineering, Professional Services

With her experience in transformational roles, Cooke was the Tech Data lead to represent the product and vendor management organization for the Tech Data and Synnex integration and managed the due diligence for the merger.

Stripe

Joanna Raitano Head of Go-To-Market Partners, Americas Raitano published case studies and engaged partners with go-tomarket teams to help customers more quickly realize the value of Stripe. She did this in the U.S. and opened markets in Latin America and Canada.

Tom Hermann VP, Global Sales, Alliances

In his second year with Synopsys, Hermann’s focus shifted from building the baseline partner program to execution and expanding the ecosystem while also deepening individual partnerships. He also more than tripled the size of the partner organization.

Tanium

Frank DeCicco RVP, Partner Sales, Americas

DeCicco’s identification of and investment in growth drivers across various partner types—global systems integrators, MSPs, national and regional integrators, and the cloud ecosystem—was key to Tanium’s growth.

Francisco Criado SVP, Cloud, Data, IoT

Criado developed consulting engagements ensuring partners maximize the market opportunity of evolving vendor programs.

A recent example is the Digital Practice Builder for the new Microsoft Cloud Partner Program.

Timm Hoyt SVP, Global Partners, Alliances

Hoyt orchestrated a pivot in Sumo Logic’s goto-market into a partner-first sales motion. This was achieved through a strong company commitment to accelerating customer success by working closely with the partner ecosystem.

Michael Bennett Group Channel Executive

Syspro’s relationship with the channel has matured as Bennett led the way from the company being mostly focused on product to one that has business success for customers, channel partners and Syspro as primary objectives.

Tanium

Todd Palmer SVP, Global Partner Sales

Palmer simplified product, pricing, packaging and partner profitability and evangelized a partner-first mentality and sales model within Tanium’s global distribution team. He also accelerated the growth of partner services.

Brian Davis SVP, Operations, North America

The merger of Tech Data and Synnex to become TD Synnex was a major accomplishment for Davis from an operations perspective. He aligned a new combined team to cover logistics, inventory management and more.

Rachel Cassidy

SVP, Global Channel, Alliances Cassidy evolved partner program offerings to invest in the partner ecosystem. She also improved enablement offerings to support partners in not only selling, but putting together a solution, delivering it and supporting mutual customers.

Syxsense

Jose Rangel VP, Global Channels

Rangel worked on adding new marquee U.K. partners to extend Syxsense’s reach overseas. He also has ramped up the team and added two field channel managers, a field channel marketing team member and a new director of channel marketing.

Tanium

Ian Williamson VP, Global MSP Sales

Williamson joined Tanium to build a global MSP program, staff a sales organization focused on MSP partners and execute a growth strategy that will far exceed that of its overall growth rate. In two years, he has achieved his goals.

Eddie Franklin SVP, Public Sector, Sales

As the TD Synnex integration kicked off, Franklin began planning to form one TD Synnex public sector business. He collaborated with multiple leaders and navigated several transitions to find a path forward.

Tracy Pallas VP, Worldwide Channels, Alliances Pallas focused the channel team on a targeted number of investment partners per region, which increased deal registration by 21 percent. She also accelerated Synack’s strategic alliance with Microsoft by aligning to three internal sales plays.

Talkdesk

Chad Haydar

Global VP, Channels, Alliances

Haydar introduced a flexible partner program that makes it easy for any partner to engage with Talkdesk, regardless of their go-tomarket approach. Partners are widely embracing the program.

Shawn Ardiel VP, Product Management, Business Development, Secure Networking

During the merger of Tech Data and Synnex into TD Synnex, Ardiel’s team led the migration to the unified ERP system. The team set an aggressive goal to complete the move and achieved it.

Reza Honarmand SVP, Global Cloud, Hyperscalers Honarmand prioritized technology enrichment and championed investment in a high-growth skills team to address the skills gap. He has developed specialized learning paths for colleagues to become technology practitioners.

Steven Jow EVP, Sales

Jow merged two large heritage sales teams in Tech Data and Synnex with little disruption to the ecosystem of solution providers and vendors, maximizing the benefits and go-tomarket strategies of each team.

Joe Pittillo SVP, North America, Services, Engineering Pittillo led the integration of the legacy Synnex and Tech Data engineering and services teams, bringing an expanded set of solutions to the channel that enabled greater services to VARs and extended their geographical, vertical and capacity reach.

Jessica Yeck VP, Americas, Global Lead, NetApp, Veeam, Oracle Enterprise Yeck led her team through the merger integration. As chair of Elevate, focused on recruiting, retaining and advancing women in IT, she doubled the board to bring in colleagues from the legacy organization to amplify DEI efforts.

Greg Goetz

Sr. Director, Global Strategic Partners, MSSPs Goetz led a significant global expansion of the Tenable MSSP program and team, working with MSSP partners in over 50 countries servicing customers from SMB all the way up to Global 2000 customers.