Brian Thomas
Austin,TX
Summary
Global channel leader with a successful track record of architecting scalable partner programs, forging channel GTM strategies, building tight-knit cohesive teams, and executing against topline revenue targets. Strategic Vice President known for productivity, efficiency, and execution in channel sales organizations poised to scale.
Overview
14
14
years of professional experience
Work History
Vice President, Global MSP Channel Sales
Ironscales
Austin, TX
02.2025 - Current
- Directed global channel GTM efforts, overseeing 4 managers and 25 channel account managers across all geographies.
- Signed 18 new distributors, integrated 2 PSAs, and white-labeled 1 OEM within first 12 months to enhance market presence.
- Accelerating Ironscales to 100M ARR through strategic initiatives in MSP, GSI, and OEM business units.
Senior Vice President, Global Channel Sales
Malwarebytes
Austin, TX
01.2022 - 01.2025
- Led GTM separation of Consumer (250M ARR) and Corporate Business (90M ARR) with Vector Capital
- Signed agreements with 42 distributors, recruited 4,600 partners, and hired 35 indirect and 4 direct reports across all geographies.
- Built ThreatDown channel business from 60M to 90M ARR, including MSP and VAR channels.
Regional Vice President, US Sales
WatchGuard Technologies
Seattle, WA
09.2019 - 01.2021
- Managed team of 40 indirect and 5 direct reports across 5 US territories, overseeing 4,500+ active partners and 8 distributors.
- Established US Channel Sales team, driving ARR growth from 80M to 100M during pandemic.
- Integrated Panda Security product portfolio into WG, resulting in recognition as US FY21 CRN Channel Chief (Feb 2021).
Director, WW Channel Sales
Arista Networks
San Francisco, CA
07.2015 - 01.2019
- Led global channel GTM and partner ecosystem at Arista, managing 3,400+ partners, 62 distributors, and 24 indirect reports.
- Exceeded FY19 partner-initiated revenue target of $125.6M, contributing to Arista's acquisition of Mojo in August 2018.
Business Development Manager
SHI International Corp.
Austin, Texas
08.2012 - 07.2015
- Covered 24 field offices, led ARR growth from 10M to 30.8M in 1 year
- Established Meraki’s first DMR footprint within SHI during and after Cisco acquisition.
- Secured DMR partner of the year award for Cisco Meraki from SHI in 2014.
- Achieved 120% of annual quota as AE, earning President’s Club recognition.
Education
Bachelor of Science - International Business
DePaul University
Chicago, Illinois Skills
- Channel GTM Strategy & Design
- MSP Programs
- VAR/DMR Programs
- GSI & OEM Programs
- Channel Program Incentives
- SaaS CyberSecurity Sales
- Cybersecurity Sales Plays
- Channel Sales Team Recruitment
- PRM Channel Mgmt
- Guerrilla Channel Marketing
- PRM/SFDC Integrations
- LMS/PRM Integrations
- Forecasting in SFDC/PBI
- Global channel management
- Disti Contract Negotiations
- SKO/Tradeshow Presentations
Websites
Timeline
Vice President, Global MSP Channel Sales
Ironscales
02.2025 - Current
Senior Vice President, Global Channel Sales
Malwarebytes
01.2022 - 01.2025
Regional Vice President, US Sales
WatchGuard Technologies
09.2019 - 01.2021
Director, WW Channel Sales
Arista Networks
07.2015 - 01.2019
Business Development Manager
SHI International Corp.
08.2012 - 07.2015
Bachelor of Science - International Business
DePaul University