Summary
Overview
Work History
Education
Skills
Timeline
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Heidi Munin

VP Channel Sales
Austin,TX

Summary

Driven business development professional who effectively builds loyalty and long-term relationships with partners while consistently driving revenue growth. 

Overview

20
20
years of professional experience

Work History

Regional Partner Director

Appian Corp.
05.2020 - Current
  • Responsible for generating partner sourced opportunities with Appian's Strategic partners (Accenture, AWS, PwC, Deloitte and TCS). Consistently over exceeded sales goals. Finished FY 2022 150% of quota.
  • Work with regional Account Executives and sales leadership to leverage our partner relationships and gain entry to new accounts and grow our established accounts. Support 20 Commercial & Financial Services AEs.
  • Created and implemented industry messaging and solutions to expand Appian's presence in the energy market with our strategic partners.
  • Manage account planning sessions and ongoing opportunity cadence with our AEs and partners.
  • Engaged in product enablement and training sessions with our partners and customers.
  • Organized and detail-oriented with a strong work ethic

Partner Sales Manager

Cloudera
02.2017 - 05.2020
  • Responsible for developing and implementing a successful regional channel program; supporting Cloudera's partner ecosystem including Cloud, Platform, Global & Regional SIs, and ISVs at the regional level
  • Named Partner Sales Manager of the Year my first year attaining 120% of new & expansion and 116% of partner sourced revenue. Over the last 36 months realized 174% year over year growth in partner revenue contribution
  • Worked with regional sales teams to identify mutual target accounts with Cloudera's strategic partners (Accenture/AWS/IBM/Microsoft) to drive sellers-to-seller meetings. These meetings included customer deep dives to identify ways to drive expansion within accounts
  • Hosted partner enablement sessions around new product launches to ensure strategic partners were proficient on current technology at time of launch
  • Responsible for recruiting, onboarding and enabling regional partners in emerging markets for Cloudera including ML/AI, Streaming Data and Cloud

Director Channel Sales and Partner Ecosystem

FADEL Partners
11.2015 - 02.2017
  • Designed, implemented and managed the partner ecosystem at FADEL
  • Spearheaded expansion and development initiatives in the Digital Asset Management market. Worked with market leading vendors to build out repeatable offerings in the DAM market
  • Through development of a formal partner and referral program worked with Technology and SI partners to identify over $7M in new revenue opportunities
  • Built a marketplace of Connectors for FADEL's SaaS based Rights and Royalty Solutions. Including integrations to Adobe, OpenText, NetSuite and other leading technology vendors
  • Developed partner technical certification and enablement program for Global Systems Integrators

NA Global Systems Integrator Sales Leader

IBM
03.2015 - 11.2015
  • Managed the NA IBM relationship with our Global Systems Integrators.
  • Exceeded targets for resell revenue in the first year as a new GSI partner.
  • Achieved 170% of annual quota.
  • Worked with NA GSI teams to host joint marketing, enablement and training events. As well as hosted client team strategy sessions.

Partner Recruitment and Activation

IBM
01.2010 - 01.2015
  • Recruited and on-boarded 300+ partners to drive millions of dollars of incremental IBM software revenue. 
  • Grew new license revenue from new partners from 60 partners doing $4.4M to in 2010 to 150+ partners driving $63.3M in 2013.
  • Collaborate with our Value Added Distributors to develop recruitment plays to support IBM strategic initiatives.
  • Engage with Business Units to understand territory and brand partner gaps to prioritize recruitment plans.


Channel Sales Leader

IBM
04.2007 - 01.2010
  • Built the IBM Forms partner channel in the West Region. Grew IBM Forms business through the partner channel 3.5x.
  • As the West Region Channel Sales Leader worked with the Lotus FLMs, RBL GB sales teams to identify partner and pipeline gaps.
  • Exceeded revenue target in 2008 and made IBM 100% club.
  • Lotus Business Partner Sales Rep covering CDW and Insight. Grew CDW's new license revenue for the first time in 5 quarters.

Program Manager

IBM
01.2006 - 04.2007
  • Responsible for world-wide go to market strategy for Lotus in the Financial Services Sector
  • Delivered pipeline in the Financial Services that was 194% of plan.
  • Worked with BVA team to develop a Business Forms Assessment in Financial Services for Cigna and GE Financial.

Marketing Manager

IBM PureEdge
08.2003 - 01.2006
  • Responsible for the creation and execution of demand generation programs to build Workplace Forms pipeline
  • Quarter following the PureEdge acquisition, 4Q Forms results were 150% of plan. Through pipeline building and progression activities closed $2.1M in new license revenue

Education

Bachelor of Arts - Communications

Texas A&M University
College Station, TX
08.1987

Skills

  • Account and territory management
  • Channel Sales Growth
  • Sales pipeline management
  • Channel Ecosystem Development
  • Team Building Expertise
  • Marketing Strategy & Programs

Timeline

Regional Partner Director

Appian Corp.
05.2020 - Current

Partner Sales Manager

Cloudera
02.2017 - 05.2020

Director Channel Sales and Partner Ecosystem

FADEL Partners
11.2015 - 02.2017

NA Global Systems Integrator Sales Leader

IBM
03.2015 - 11.2015

Partner Recruitment and Activation

IBM
01.2010 - 01.2015

Channel Sales Leader

IBM
04.2007 - 01.2010

Program Manager

IBM
01.2006 - 04.2007

Marketing Manager

IBM PureEdge
08.2003 - 01.2006

Bachelor of Arts - Communications

Texas A&M University

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Heidi MuninVP Channel Sales