Annie Rooke

• Increased Mimecast's revenue by streamlining processes and implementing cost-saving measures.
• Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
• Developed high-performing regional organization focused on subset of partners including Optiv, Softchoice, GuidePoint, Trace3, WWT and others.
• Improved partner efficiency with strategic quarterly planning, MDF allocation for maximum ROI, and time management practices.

Responsibilities

• Engage GitLab Regional Sales leadership, Sales & Solutions Architects and marketing teams to ensure awareness and leverage of GitLab channel strategy and philosophy
• Build out and own executive VP and C-level relationships across territory of focused DevOps/Ops System Integration, Advisory & VAR network
• Work with Channel Services & Channel Solutions Architecture to build dedicated GitLab practices in leading boutique, regional & global system integrators
• Directly manage territory of focused channels and alliances team across all market segments (Enterprise, MidMarket & SMB)
• Work with channel marketing to design and execute territory of focus channel programs and campaigns
• Oversee territory of partner business planning process and set objectives, financial targets and critical milestones
• Participate in regular quarterly business reviews with top partners in theater
• Provide VP WW Channel with critical business visibility and weekly business status
• Provide understanding of business dynamics and key driver by territory of focus region / country and set localized strategy
• Oversee SFDC for partners and deal registration approvals for overall region
• Build relationships with technology vendors and alliance partners to identify mutual greenfield opportunities
• Work collaboratively between partners and GitLab sales team to drive white space discussion and opportunity generation
• Stay abreast of competitive products, technologies and industry trends
• Prepare GTM presentations, territory plans and reports
• Overachieve against quota-was successful against quota targets and OKR's every quarter since 4/2020

• Tasked with creating new Global Channel Sales Program
• Signed 8 new partners in less than 3 months, including: Accenture, SFDC, Oracle Data Cloud, PwC, Adobe, Ampersand, The Trade Desk and Hearst Media
• Closed over $800K in net new logo business in 30 days
• Hired three new reps for remote channel partners
• Facilitated cross-functional collaboration for improved decision-making processes within organization.
• Cultivated positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.

• Exceeded quota every single quarter, excelled at overachieving KPI's. FY19 quota was $72M Single Year Bookings, $106M Total Bookings
• Cultivated team efficiency by strategically delegating daily sales/marketing activities, monitoring output and performance and rewarding positive contributions
• Mentored accurate forecasting and increased pipeline accuracy through improved processes and methodologies
• Directed all aspects of traditional VAR's, Distributors, OEM, ISV and CSP's. Educated Partners on Red Hat's open source solutions, including Linux, Cloud, Container, Security, Storage and Automation technologies
• Shaped Western team from 8 to 17 members. Established and maintained positive work environment to enhance retention and productivity
• Awarded 'Top Growth Partner of the Year-2019' by PCM
• Chaired "APEX" program to increase sales of emerging technology stack, resulting in 32% YOY sales increase

• Educated partners on most profitable and strategic methods of selling CA's Enterprise Software Solutions (Project Portfolio Management, Security, Automation, API Management, Continuous Testing, Security and AIOps)
• Cultivated all aspects of National Channel program, which focused solely on DMR's
• Partnered with: CDW, Insight, SHI, Zones and Dell
• Supervised 21 direct reports, ensured growth through programs and strategic channel execution
• Overachieved against every goal, average quota annually of $200M
• Created partner-centric sales conversations to better educate end-users on business-to-business (B2B) software with product portfolio focused on agile software development, DevOps and security software

• Created Hybrid, overlay position managing a team tasked with driving Aruba Cloud business into Enterprise, Mid-Market and select verticals, primarily through distribution (Avnet, Ingram, ScanSource & Synnex), and traditional VAR's
• Signed and trained over 60 new VAR's, including Optiv, Trace3, ePlus, FusionStorm, Kovarus, EVT, Groupware and others
• Amplified and managed new Aruba renewal benefits program
• Coordinated training and execution of new Cloud partners on Aruba Central (unified network operations for cloud-managed networking)
• Mentored junior team members for career advancement, fostering a pipeline of future leaders within the organization.
• Drove operational efficiency through data-driven decision-making processes, leveraging analytics tools for informed Channel strategy development.

• Orchestrated all net new Channel Partner recruitment, retention and revenue growth in North America
• Signed security centric partners including Fishnet, Accuvant (now both Optiv), Trace3, EVT, Kovarus and others
• Headed development and management for Partner Plans to support Strategic Accounts in Bay Area (Apple, eBay, PayPal, Bechtel, Citrix, Bechtel and Google)
• Overachieved against quota (average 150%) every quarter
• Educated partners on Endace's 100% accurate packet capture solutions for network recording, cybersecurity and performance monitoring

• Founded and helped design IronKey Channel Program nationwide
• Oversaw all signed regional VAR's, SI's, OEM's and DMR partners
• Promoted IronKey's AES 256-bit encrypted USB drives, hardware that could be remotely detonated if needed
• Tailored Partner programs for Focus markets, including SLED/FED, Aerospace and Security
• Worked closely with organizational leaders, including Board of Directors, to strategically affect direction of Channel operations