ALEXANDER JOHNSON
Sr. Channel Manager, Cyber Security
Wakefield,MA
Summary
Dynamic Channel Sales leader with a proven track record; excelling in channel recruitment, partnerships growth, SaaS sales process, and specifically cybersecurity. Spearheaded the launch of multiple Partner Programs, consistently over-achieved sales quotas, and have developed lifelong relationships within the reseller community. Expert in two-tier channel models and looking for the next cutting edge solution to introduce to partners & customers!
Overview
10
10
years of professional experience
1
1
Certification
Work History
Sr. Channel Manager, Partnerships & Alliances AMER
Dataminr
01.2024 - Current
- Facilitated all channel engagement to support Private Sector sales goals in US, tracking & supporting all pipeline and account mapping efforts
- Developed and managed partnerships with distribution, national resellers, strategic VARs, and referral consultants within US
- Developed channel collateral such as ROE documents, partner margins, teaming agreements, quote-to-cash documentation, and deal registration process
- Created and delivered channel enablement trainings to all Private Sector sales teams
- Worked closely with integration partnerships to develop GTM strategies within the reseller community
- Articulated value proposition to US partners to increase share of partner business while moving towards 100% channel
- Developed strong knowledge of AI and how to utilize AI to mitigate both physical and cyber risk, and its increasing relevancy within the partner community
Sr. Channel Development Manager
Dataminr
06.2022 - 01.2024
- Helped launch and develop initial Partner Program in 2022
- Most recruited and onboarded VARs in the USA since Partner Program inception
- Trained sales teams on how to optimally work with various types of resellers
- Implemented strategic GTM plans with key resellers to drive growth in net new deal registrations, generating higher revenue and more relevancy within the partner community
- Executed joint business plans, partner trainings, account mapping, SPIF programs, and partner-led events,
Territory Account Manager (Northeast)
Bitdefender
01.2020 - 05.2022
- Achieved 109% of quota in 2021. 152% of quota in Q3 of 2021.
- Nominated by VP of Sales & Channel to represent Bitdefender in The Channel Company's "2021 / 2022 IPED Channel Master's Program"
- Led team of 8 (including 7 inside reps) towards $4.7M quota in 2020. This included all of New England, New York, and Mid Atlantic. Achieved over 90% (during global Covid crisis)
- Highest close rate, over 93% on committed deals
- Responsible for all enterprise accounts (1,000 employees or more) from a field perspective. All verticals, net new & renewal
- Hybrid responsibility including managing of top Regional Partners in Northeast USA
Regional Partner Success Manager (East)
Bitdefender
03.2019 - 01.2020
- Grew YoY deal registration revenue by over than 200% from 2H2018 to 2H2019
- First PSM at Bitdefender to cover entire Eastern side of USA
- Created 4 tier hierarchy of partner focus in order to optimize efficiency and time spent with optimal partners within region.
- Onboarded over 12 new Regional Partners in Eastern USA
- Responsibilities included business planning with top partners, scouting for up-and-coming registered partners, onboarding new partners, presenting partner program & portfolio to new reps, initiating partner enablement / partner engagement activities, coordinating events to drive revenue, and managing partner pipeline with sales organization
- Created lasting channel relationships & friendships still maintained
Regional CAM (Midwest USA / Western Canada)
Kaspersky Lab
01.2018 - 01.2019
- Top CAM for deal registrations Q3 2018
- 150% to plan for deal registrations in 2018
- Responsibilities included business planning with top partners, scouting for up-and-coming partners, presenting partner program & portfolio to new reps, initiating partner enablement / partner engagement activities, coordinating events to drive revenue, and managing partner pipeline within sales organization
Senior Sales Account Executive (Arizona)
Kaspersky Lab
07.2017 - 12.2017
- Developed new business pipeline through cold calling and utilizing business partner relations
- Utilized account management skills to uncover up-sell / cross-sell opportunities within existing customer base
- Built and nurtured relationships with many channel partners across the country who sold into Arizona
- Constantly cultivated, managed and tracked high volume of KLAB sales opportunities through Salesforce.com
- Demonstrated consultative selling techniques by sharing current trends in the market
- Promoted for consistent top performance
Partner Sales Manager (Arizona)
Kaspersky Lab
10.2016 - 07.2017
- Top Performer at Kaspersky in 2016. 105% of quota and 26% YoY growth from 2015
- Top Performer in Q3 2016. 110% of quota and 21% growth from Q3 of 2015
- Top Performer in Q4 2016. 112% of quota and 77% growth from Q4 of 2015
- Top Performer in Q2 2017 at 117% attainment
- Hybrid position with responsibilities including net new & renewal sales in AZ, managing VARs in AZ, and working all deal registrations with those VARs across the US
Channel Account Manager (West)
Kaspersky Lab
09.2015 - 10.2016
- Achieved YoY growth in Deal Registrations every quarter in CAM role
- Consistent top performer in quota attainment, achieving over 111% in 2016
- Was promoted from Inside Channel Account Manager to Outside Channel Account manager within first year at KLAB
- Managed relationships with all West Coast / Western Canada business partners
Inside Sales
Unitrends
06.2014 - 07.2015
- Performed various roles ranging from Sales Development to Account Management
- Supported every territory and across both Private Sector & Public Sector
- Developed initial channel knowledge & partner relationships as Unitrends moved towards 100% channel
Education
Bachelor of Science - Marketing & Management
University Of Massachusetts - Lowell
Lowell, MA2014
Skills
- Channel Recruitment & Relations
- Two-Tiered Channel Partner Programs
- Cyber Security
- Software Sales
- Business Planning
- Microsoft Office
- Data Analysis
- Relationship Building
- Event Planning
- Written & Verbal Communication
- Salesforcecom
- AI
Certification
- IPED Channel Master's Program Completion
- Sandler Sales Certified
- VMware Certified Sales Professional
- Microsoft Office Certified
Timeline
Sr. Channel Manager, Partnerships & Alliances AMER
Dataminr
01.2024 - Current
Sr. Channel Development Manager
Dataminr
06.2022 - 01.2024
Territory Account Manager (Northeast)
Bitdefender
01.2020 - 05.2022
Regional Partner Success Manager (East)
Bitdefender
03.2019 - 01.2020
Regional CAM (Midwest USA / Western Canada)
Kaspersky Lab
01.2018 - 01.2019
Senior Sales Account Executive (Arizona)
Kaspersky Lab
07.2017 - 12.2017
Partner Sales Manager (Arizona)
Kaspersky Lab
10.2016 - 07.2017
Channel Account Manager (West)
Kaspersky Lab
09.2015 - 10.2016
Inside Sales
Unitrends
06.2014 - 07.2015
Bachelor of Science - Marketing & Management
University Of Massachusetts - Lowell
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