BRIAN D. FLEMING
Gloucester,MA
Summary
Channel Sales Leader with a proven track record of driving revenue through strategic partner engagement across Cloud, Data, Security, and Managed Services. Skilled in building and scaling partner ecosystems, enabling sales teams, and aligning go-to-market strategies with market trends. Known for developing strong OEM, VAR, MSP, and TSD relationships that deliver measurable results. Passionate about team leadership, partner enablement, and exceeding sales targets.
Overview
2026
2026
years of professional experience
Work History
AVP of Channel – Northeast / Mid-West
Nitrety
2024 - Current
- Recruited by Ntirety with a clear mandate to rebuild and re-energize the Channel Program in partnership with a newly formed executive leadership team
- Expanded partner recruitment, on-boarding, and enablement with exciting and next-gen partners
- Hired new Account Executives and assessed the existing sales team to identify opportunities and performance improvement
- Led an outsourced marketing team to develop Channel-friendly collateral, focusing on services aligned with industry trends and current market messaging
- Analyzed and optimized existing processes, procedures, and back-office operations to help restructure revenue-generating teams for greater efficiency and effectiveness
- Actively evangelized the Ntirety brand, with a particular focus on Data Cleansing and Modernization, emphasizing their critical role as foundational steps in digital transformation initiatives including Power BI and AI
Channel Director - Northeast
TierPoint
01.2021 - 01.2024
- Aligned with company and regional goals, actively supporting their implementation across teams
- Collaborated closely with RVPs to indirectly manage and coach sales teams toward achieving revenue targets. Built strong, trust-based relationships that allowed for open feedback on performance, challenges, and opportunities for growth
- Facilitated monthly strategy and alignment calls with Engineering and their leadership to ensure coordination with regional initiatives. Partnered with the SE team to lead “Art of the Possible” sessions and establish technical alignment with OEM and VAR partners
- Worked with Marketing to design and execute regional events tailored to individual markets. Leveraged my network within the Channel to identify and participate in additional events with positive ROI to the organization
- Built and maintained deep, diverse relationships across the partner ecosystem—including OEMs, national and regional VARs, TSDs, local MSPs, and consultants Developed tailored engagement strategies with each partner to drive mutual growth: uncovering opportunities, enabling sales teams, planning joint events, using marketing assets, and connecting partners with the right TierPoint resources
- Maintained a forward-looking approach to partner recruitment, always scanning for emerging trends and identifying potential new partners—such as Virtual CIOs or TEM providers expanding into cloud services
- Compiled and organized QBRs data across multiple regions and sales teams, delivering presentations and insights to stakeholders at all levels of the organization
Channel Director - Northeast
INAP
2019 - 01.2020
- Assume ownership and optimization of existing channel partner portfolio – TSD's, VARs, MSPs
- Own and manage partner sales engagement, enablement and product training
- Pipeline, recruit, train, launch and grow partners strategically aligned to INAP offering and GTM
- Own growth and measurement of channel business
- Support the sales org by delivering partner source pipeline, partner sales support and delivery of partner-lead professional services
Strategic Account Lead
BCDR Solutions
01.2018 - 01.2019
- Solution focus on AT&T Wireline and Mobility solutions including DIA, MPLS, SD-WAN, UCaaS, and Security
- In depth knowledge utilizing vendors such as VeloCloud, Citrix, Alienvault and VMware.
- Develop Alliance Partner engagement with AT&T Enterprise reps through prospecting, solution design, contract generation, implementation and post-sale account management.
Account Executive
Expedient
01.2017 - 01.2018
- Product set focused on Public/Private cloud standardized on Dell and Nutanix, managed services, Security, Colocation, Hyperscale connectivity, WAN connectivity.
- In depth knowledge utilizing vendors such as VMWare, Zerto, Veeam, Commvault, Juniper, Dell, Nutanix, AWS, Azure and Google Cloud.
- Develop Channel Partner Program with TSD's – Telarus, Avant & CNSG to on-board Expedient’s solution portfolio.
Enterprise Channel Manager - Northeast
EarthLink / Windstream
01.2016 - 2017
- Focus on managed multi-location distributed enterprise networks through Master Agent and Sub-Agent engagements.
- Increase sales partner awareness and adoption of EarthLink’s/Windstream’s SD-WAN and UCaaS offering.
- Lead solution/product training, QBR’s and opportunity development events within market.
- Recruited, on-boarded and managed target partners within region.
Senior Enterprise Account Executive
Lightower Fiber Networks
01.2013 - 2016
- Indirect/VAR relationships managed included Presidio, Atrion, Allconnex, Comtel Group, NEF and ROI
- Goal attainment for 2014 was 120% while selling product line that includes DF, Metro E, Data Center, Private WAN and Cloud
- New logos included Fidelity Investments, City of Lowell, LogMeIn, Cubist Pharmaceuticals
- Presidents Club 2014
Strategic Enterprise Account Executive – GEM
Comcast
01.2010 - 2013
- Identify and prospect high probability opportunities within the Government/Education/Medical verticals.
- Lead business development with Commonwealth of MA including Executive Branch and associated agencies (ITT46).
- New Logos included GLFHC, Hallmark Health, Manchester NH School District
- Pinnacle Club 2011 & 2012.
Education
Courses for Psychology Degree -
University of Massachusetts
Lowell, MA01.1993
Skills
- GTM plan strategist
- Expert in regional partner development & operations
- Sound technology background in IT Infrastructure including Colocation, Hybrid Cloud, Managed Services and Data Services
- Revenue Growth through Partner Ecosystems
- Lead generation through strategic partnerships
- Strategic Alliances
Hobbies and Interests
Travel, cycling, climbing, mountaineering, surfing and coaching
Timeline
Channel Director - Northeast
TierPoint
01.2021 - 01.2024
Strategic Account Lead
BCDR Solutions
01.2018 - 01.2019
Account Executive
Expedient
01.2017 - 01.2018
Enterprise Channel Manager - Northeast
EarthLink / Windstream
01.2016 - 2017
Senior Enterprise Account Executive
Lightower Fiber Networks
01.2013 - 2016
Strategic Enterprise Account Executive – GEM
Comcast
01.2010 - 2013
AVP of Channel – Northeast / Mid-West
Nitrety
2024 - Current
Channel Director - Northeast
INAP
2019 - 01.2020
Courses for Psychology Degree -
University of Massachusetts
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