Jaime Ponce
Middletown,NJ
Summary
Dynamic Channel Manager with a proven track record at Apcela Inc., driving partner enablement and executing strategic marketing programs. Skilled in Salesforce and fluent in Spanish, I excel in fostering relationships and achieving revenue growth, consistently surpassing quotas and enhancing partner performance through effective training and collaboration.
Overview
36
36
years of professional experience
Work History
Channel Manager
Siber Systems
Fairfax, Virginia
04.2023 - Current
- Designed and launched end-to-end channel partner program (tiered partner model, enablement, incentives) to accelerate indirect revenue growth.
- Recruited and onboarded strategic partners (ISVs, VARs, SIs) negotiated joint go-to-market agreements, and managed executive sponsor relationships.
- Ran enablement programs (webinars, bootcamps, office hours) and maintained a partner community to improve product knowledge and deal velocity.
- Defined partner KPIs, reporting cadence, and incentive programs (MDF, SPIFs, referral bonuses) to align partner behavior with GTM goals.
- Produced marketing collateral and co-marketing kits (co-branded datasheets, email templates, campaign briefs, event playbooks) to increase partner-led demand.
Channel Manager
Endeavor IT
Cloverdale, Indiana
12.2023 - 04.2025
- Experience in conducting high-capacity monthly cadence and monthly quota meetings.
- Used Salesforce to accurately forecast sales activity and pipeline in SFDC.
- Present in-person the product and value proposition to C-level and VP-level audiences.
- Sold and enabled various routes to market including VAR’s, service providers, systems integrators, and cloud marketplaces and related ecosystems for resale and MSP type models.
- Is not afraid to roll sleeves up to build something exciting and powerful.
Channel Manager
Apcela Inc.
Reston, VA
11.2018 - 11.2023
- Solid experience in Partner Management or Partner Development roles with enterprise technology vendors.
- Implemented new Channel strategy for acquiring new partners such as Oracle/Silver Peak/HPE/Aruba/Equinix/ISG/Akamai/Zscaler/InfoBlox.
- Proven ability to analyze, enable and execute marketing programs, joint value propositions, and business cases around strategic partnerships.
- Great team player, willing to take leadership role in driving initiatives, working across departments/organizations, and structuring approaches to new opportunities.
- Actively manage partner enablement to sell and service enterprise solutions by providing ongoing knowledge transfer and trainings.
- Collaborate and coordinate partner strategy with account executives, sales engineers and marketing teams to meet regional sales objectives and partner’s expectations.
Channel Sales Manager
Guidance Software/Encase End Point Security
NJ/NYC/MD/DE/NE/CA
02.2015 - 10.2018
- Accomplishments; Finished 2015 at 135% of plan on quota of 4.2 mill /Closed largest Partner endpoint security deal at Cigna/Channel Presidents club achiever.
- Identified existing top partners within assigned territory and ensured clear communication with inside team.
- Regimented new partner regional on-boarding.
- Extensive research and execution on opportunities within Sales Force pipeline and worked down from there, grading them on their existing history with the company by revenue.
- Created and maintained a customer relationship management partner database outside of SalesForce.com.
- Responsible and accountable for both partner number and companies’ margin.
- Prepared and performed Channel sales presentations for current and prospective partners.
- Led weekly strategic account calls with Partners and rep teams.
- Responsible for partner P&L and all MDF funding towards any partner marketing.
- Created a business plan for each territory with achievable goals and areas of key focus, that I would lead as the CAE (this document is a living breathing document for the territory).
IBM Business Sales Channel Manager
Vicom Consulting
New York City
02.2012 - 01.2015
- Accomplishments; Finished 2014 at 102% of plan on quota of 700K.
- In-depth knowledge of IBM’s Client Executive/GB/STG and Software client leader teams.
- Defined long-term organizational strategic goals within IBM’s Client Executive teams on Systems/ Operations and Security Management (Storage optimization and utilization software-EndPoint Manager Solution-QRadar-Mass360 mobile device management).
- Facilitated meetings between client decision makers and company’s practice leaders/Principals.
- Presented to SAN and Application teams’ solutions to optimize infrastructure challenges.
- Planned approaches and pitches, working with teams to develop proposals that speak to the client’s needs, concerns, and objectives with a clear understanding of solution sales.
- Identified and recruited leading System Integrator channel partners. System Integrators that proved a sizable business practice in the area of enterprise software applications integration with an installed customer base.
- Developed targeted marketing and sales plans with channel partners and ensured that stated objectives were met.
- Sold directly to end customers who were not affiliated or suitable for channel partners.
Channel Sales Manager/Workstation Blade Specialist
Hewlett Packard
New York City/New Jersey
09.2008 - 01.2012
- Accomplishments; Finished 2011 at 123% of plan on quota of 3mill/Channel Chiefs Presidents club recipient.
- Responsible for driving sales through HP’s Channel/VAR/Partnership program. Targeted the financial sector and C-suite; effectively interacted with the customer’s engineering teams to provide solutions to complex technical issues.
- Responsible for the strategic implementation and direct client support to named accounts to ensure their success.
- Aggressively drove VARS’s/Partners to maximize sales and total partnership potential through sales best practices training and support.
- Created systems and procedures to streamline partner management and resolve all Partner conflicts.
- Responsible for the development and implementation of VAR/Partner training, marketing and account development of the HP Virtual Remote Client Solution.
- Sold Professional Services to implement and support HP’s Remote Virtual Solution which included interaction with Channel Partners/Project Management, Data Center Operations, and technical staff.
Channel Sales Manager
Clear Cube Technologies Inc.
New York City/New Jersey
09.2000 - 08.2007
- Accomplishments; Finished 2005 at 116% of plan on quota of 2.5 mill.
- Managed overall relationships with IT Directors CFO's, CTO's from initial engagement through contract negotiations into long-term association. Customers such as Morgan Stanley, Societe Generale, Oppenheimer Funds.
- A demonstrated track record of success in generating annual revenues $3.5 million through top-line growth.
- Responsible for planning and reporting; formulating business plans along with sales projections and forecasts.
- Reported on account activity, margin analysis and case studies.
Sales Account Manager
Conversion Services International
East Hanover, NJ
09.1997 - 09.2000
- Placed technical consultants in the client server technology arena for contract and permanent placement, primarily within the Financial Services sector. (Deutsche Bank, Morgan Stanley).
- Developed relationships with IT managers, VP's and associates, understanding and accessing their needs. (Equitable, Bank of Boston).
- Spearheaded launch of two niche market channels that allowed the company to generate revenue from non-traditional sources. (Seagate and IBM).
- Revitalized relationships in key accounts; reversed potential losses caused by previous account management and generated significant sales increase. {Bank Boston, Merrill Lynch, Citibank}.
Account Executive
Lawyers Title Corporation
Parsippany, NJ
06.1990 - 04.1997
- Marketed title insurance to prospective real estate and law firms and sole practitioners.
- Called on 200 attorneys on the bi-weekly basis, achieving substantial sales increases in spite of economic slump in real estate market.
- Without prior knowledge in the field, excelled over veterans by opening numerous accounts which expanded the client base by 20%.
Education
Bachelor of Arts - Business
Monmouth University
West Long Branch, NJ05.1990
Skills
- Sales Forcecom
- Windows operating systems
- Client Server Technology
- Fluent in Spanish
- IBM-Top Gun Certified Sales Training
- IT storage
- SAN
- NAS
- Cloud
- Backup & data protection
- VMware-VSP Certified sales Training
- Backup and Data Protection
- General knowledge of IT data center operations
- Applications
- Work flows
- Architectures
- Trends
Timeline
Channel Manager
Endeavor IT
12.2023 - 04.2025
Channel Manager
Siber Systems
04.2023 - Current
Channel Manager
Apcela Inc.
11.2018 - 11.2023
Channel Sales Manager
Guidance Software/Encase End Point Security
02.2015 - 10.2018
IBM Business Sales Channel Manager
Vicom Consulting
02.2012 - 01.2015
Channel Sales Manager/Workstation Blade Specialist
Hewlett Packard
09.2008 - 01.2012
Channel Sales Manager
Clear Cube Technologies Inc.
09.2000 - 08.2007
Sales Account Manager
Conversion Services International
09.1997 - 09.2000
Account Executive
Lawyers Title Corporation
06.1990 - 04.1997
Bachelor of Arts - Business
Monmouth University