Summary
Overview
Work History
Education
Skills
Certification
Timeline
Generic

Chuck Pacheco

Pasadena

Summary

Senior Channel & Strategic Alliances Leader with 8+ years of success scaling ISV, VAR, and marketplace partnerships to drive SaaS revenue growth. Proven in executing joint GTM strategies, expanding partner ecosystems, and enabling cross-functional teams across UCaaS, AI, and cloud platforms. Recognized for exceeding targets, leading national partner programs, and mentoring high-performing teams in dynamic, tech-driven environments.

Overview

9
9
years of professional experience
1
1
Certification

Work History

Senior Channel Account Manager

Kixie
02.2022 - Current
  • Cultivated and managed relationships with channel partners/resellers (ISVs, VARs, Sis, Integrations, etc.) as part of a new GTM strategy that drove partner-influenced revenue growth from $300K to $1M in 2 years.
  • Expanded partner/alliance ecosystem by onboarding 230+ partners in 3 years by launching scalable enablement frameworks to field teams and accelerating marketplace partnerships (HubSpot, Salesforce, Zoho, etc.) to double channel revenue YoY.
  • Drove ecosystem expansion via structured account mapping and joint pipeline development programs with partners, generating multimillion dollar net-new opportunities and a 30% YoY increase in partner sourced pipeline.
  • Owned executive relationships and QBRs, aligning on strategic initiatives, tracking KPIs, and ensuring consistent execution across regional and vertical sales motions.
  • Led national partner enablement programs, equipping partner sales and delivery teams with positioning, training and playbooks – improving adoption and accelerating revenue contribution.
  • 2022 Quota: $324K | 2022 Achieved: $302K (93%)
  • 2023 Quota: $720K | 2023 Achieved: $1.296M (180%)
  • 2024 Quota: $880K | 2024 Achieved: $1.130M (128%)

National Account Executive

Trusaic
06.2020 - 06.2021
  • Managed the full sales cycle, from lead generation to closing, for mid-market and enterprise clients in their adoption of our two SaaS solutions: ACA compliance and PayParity.
  • Built and scaled partner-led GTM programs, resulting in 60% of net-new pipeline being sourced through strategic partnerships with HUB International and Arthur J. Gallagher (nationally ranked insurance brokers).
  • Designed customized partner solutions, aligning joint value propositions with client business objectives to drive measurable outcomes and accelerate adoption.
  • Helped scale strategic alliances with key enterprise partners (Workday, ADP Marketplace), driving revenue growth and joint-go-to market initiatives.
  • 2020 Quota: $350K | 2020 Achieved: $309.4K (88%)
  • 2021 Quota: $700K | 2021 Achieved: $366.2K (52%)

Enterprise Sales Representative

Netwrix Corporation
11.2016 - 03.2019
  • (Promoted from Inside Sales Representative in Sept 2017)
  • Solution selling of SaaS for both Netwrix Auditor platform and Data Discovery & Classification (DDC) edition to both mid-market and enterprise organizations with 7500+ employees.
  • Partnered with individual regional managers and reps at software resellers (i.e. CDW, Insight, Softchoice, SHI, etc.)
  • Alongside the channel team, grew partner-generated revenue for our enterprise team by 28% through targeted business planning.
  • Closed $1.5M in annual sales by leveraging Salesforce tools to track and analyze customer behavior, contributing to an increase in upsell and cross-selling revenue and achieving 120% of our team’s annual sales quota in 2018.
  • Aided in the negotiation of complex contracts with C-suite executives, securing multi-year deals averaging $78K ASP in 2017.
  • Achieved a 25% increase in quarterly sales by proactively identifying and cultivating new client relationships, utilizing sales tools like DiscoverOrg to track target account activities and buying trends.
  • 2017 Quota: $224K | 2017 Achieved: $327.9K (146%)
  • 2018 Quota: $600K | 2018 Achieved: $2.150M (358%)

Education

BS - Marketing Management

California State Polytechnic University
Pomona, CA
01.2014

Skills

  • Channel & Strategic Partnerships: Channel Sales Strategy, Partner Lifecycle Management, ISV & SI Development, Joint GTM Planning, VAR Enablement, Co-Selling, QBR Execution, Ecosystem Expansion, Channel Conflict Resolution
  • Tools and Ecosystem Expertise: Salesforce, Zoho, HubSpot, PartnerStack, Crossbeam, UCaaS/CCaaS, Agentic & Generative AI, API Integration, Marketplace Partnerships (ADP, Vendasta), Slack, Zapier

Certification

  • Adventurer - 48 Badges & 12200 Points - Salesforce Trailhead
  • Channel 2.0 Methodology - The Channel Advisors University
  • The Channel Sales Challenge & ISAM - Channel Force Podia
  • Generative AI Fundamentals - Databricks Academy
  • Google AI Essentials - Google Academy
  • Inbound Sales/Reporting & 3 Hubs (Marketing/Sales/Service) - HubSpot Academy

Timeline

Senior Channel Account Manager

Kixie
02.2022 - Current

National Account Executive

Trusaic
06.2020 - 06.2021

Enterprise Sales Representative

Netwrix Corporation
11.2016 - 03.2019

BS - Marketing Management

California State Polytechnic University

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Chuck Pacheco