Bruce Holbert
Streetsboro,OH
Summary
With over 18 years of experience as a Channel Sales Executive, I drive growth through strategic partnerships and innovative go-to-market strategies. My expertise includes building and scaling partner ecosystems, encompassing partner recruitment and enablement, while consistently achieving double-digit revenue increases. I cultivate executive-level partnerships and execute effective market penetration strategies. I excel at identifying and capitalizing on partnership opportunities, resulting in significant revenue and market share growth. I am dedicated to leveraging partnerships to drive client success, create mutually beneficial relationships, and achieve outstanding results.
Overview
18
18
years of professional experience
Work History
Vice President, Partnerships
Nexla, Inc.
03.2024 - 05.2024
- Develop and execute a comprehensive partnership strategy aligned with Nexla's business goals.
- Identify and cultivate relationships with key technology vendors, system integrators, reseller, and CSPs to drive joint go-to-market initiatives.
- Assess and prioritize potential partnerships based on strategic fit, market opportunity, and potential impact.
Head of Global Channels and Partnerships
Ushur, Inc.
12.2021 - 03.2024
- Developed and executed all indirect partner ecosystem strategies, including partner recruitment, enablement, and co-selling with BPOs, System Integrators, Resellers, and Technology Alliances
- Established key partnerships with firms like AWS, Deloitte, HCL, Sutherland, WNS, Virtusa, Guidewire, Five9, EPAM, EY, Persistent Systems, Concentrix, Sagility, Mphasis, and more, enhancing business networks
- Initiated and launched Partner Program and Center of Excellence, adding 17 strategic partners in two years, aligning with company objectives and global partner program requirements.
- Spearheaded development of $5M sales pipeline, focusing on partner recruitment, accounting for 75% of pipeline from partner sourced.
Director, WW Channels
PerimeterX, Inc,(Now Human Security, Inc)
03.2020 - 12.2021
- Directed global partner ecosystem go to market strategy across all partners types (resellers, ecommerce, service providers, GSI/GSPs, and technology alliances)
- Led team of Partner Business Managers, driving partner enablement, marketing, pipeline development, and revenue growth
- Launched Partner Program to bolster partner engagement and field activity acceleration including partner sourced opportunities
- Forged partnerships with key partners like Optiv, Fishtech Group, Lumen, BlackLake, Set Solutions, Veristor, Alacinet, Trace3, Sirius, Okta, AWS, Google, Microsoft, Adobe, and among others, enhancing ecosystem integration.
- Increased quarterly pipeline by 12x and expanded global reseller network from 4 to 30 partners, contributing to 75% of opportunities.
Senior Partner Business Manager
Armor Defense
09.2019 - 03.2020
- Responsible for setting strategy for CRO around National and Strategic Solution Providers, Service Provider, GSI, and Managed Security Service Providers.
Senior Manager, Channels
Commvault
01.2018 - 09.2019
- Led team managing 23 key reseller partners and solution providers across United States and Canada
- Redesigned FY19 U.S Partner coverage model, aligning goals, sales, marketing, Business Development Funds, budget management, and key initiatives across channel organization
- Balanced team focus on both growing existing partnerships/revenues and developing new partnerships and sales initiatives
- Responsible for partners such as ePlus, WWT, Presidio, Sirius, Trace3, Ahead, EVT, Nth Generation, Presidio, Computacenter, Red8, PCM, and many others.
- Enhanced performance of Top Tier/Managed Solution Providers by 20%,
Senior Partner Business Manager and MarketBuilder Team Lead
Commvault
01.2015 - 01.2018
- Led the MarketBuilder Team, overseeing channel partner funding, initiatives, marketing, business planning, and quota management,
- Partnered with major stakeholders to boost opportunity registrations, with a focus on migrations, cloud, and XaaS solutions.
- Coordinated with Marketing, Product Management, and Global Programs to ensure aligned funding, program execution, and solution strategies.
- Managed strategic national partners, notably ePlus and Forsythe, resulting in significant growth.
- Achieved key milestones, including:
- Growing certain partners' pipelines from $700K to $7M and registrations from 8 to 80+.
- Consistently attaining quota rates of 98-234% over various fiscal years.
Director of North American Channels
AppDynamics (Acquired by Cisco)
01.2014 - 01.2015
- Led development and management of North American reseller channel and channel team, focusing on sales enablement, content creation, recruitment, operations, and channel engagement best practices
- Devised and implemented comprehensive channel go-to-market strategy across North America
- Achieved significant partner engagement and mindshare through recruitment, enablement, and field sales
- Elevated channel pipeline from $4M to $26M, grew resell channel from 10 to 42 partners, and surpassed FY15 quota by 230%, marking notable quota achievement.
Skills
- Go-to-market Strategy Execution
- Partner Enablement
- Customer Relationship Building
- Marketing
- Performance Analysis
- Recruitment and hiring
- Partner recruitment
- Relationship Management
- Problem-Solving
- Pipeline Development
- Team Leadership
Pastexpertise
- Partner Director - CA Technologies
- National Partner Manager - Commvault Systems
- Director of Sales - Tarmin Technologies
- National Account Manager (National Strategic Partners) - EMC
- Account Executive - EMC
Timeline
Vice President, Partnerships
Nexla, Inc.
03.2024 - 05.2024
Head of Global Channels and Partnerships
Ushur, Inc.
12.2021 - 03.2024
Director, WW Channels
PerimeterX, Inc,(Now Human Security, Inc)
03.2020 - 12.2021
Senior Partner Business Manager
Armor Defense
09.2019 - 03.2020
Senior Manager, Channels
Commvault
01.2018 - 09.2019
Senior Partner Business Manager and MarketBuilder Team Lead
Commvault
01.2015 - 01.2018
Director of North American Channels
AppDynamics (Acquired by Cisco)
01.2014 - 01.2015
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