Jennifer Hetzel
Atlanta,GA
Summary
High-achieving, personable and tenacious Channel Sales Manager equipped to surpass demanding revenue generation targets and drive competitive growth. Expert in prospecting, vetting and engaging leads from multiple channels and sales pipelines. Proven leader in technology solutions sales and channel development. Possessing the skill to unleash the power of storytelling to drive sales.
Overview
23
23
years of professional experience
Work History
Director of VAR and Security Integrator Ecosystems
EPIC IO Technologies (fka Intellisite)
01.2023 - Current
- Head of indirect sales channel development & strategy
- Created and implemented SaaS / subscription indirect reseller program structure via single and two-tier distribution model
- Recruited a diverse ecosystem of resellers across Security, IT and IoT, ITS resellers and ancillary services partners
- Implemented partner recruitment and onboarding processes including all legal and contracts for indirect resale, catalog management, deal registration and multi-tier discounting, partner proposals and technical sales training processes
- Developed and implemented partner sales, technical training, marketing programs and strategy
- Developed partner marketing strategy including social media, trade shows, programs, drip campaigns
- Developed a net new partner-generated pipeline of $22 million in 17 months of solely AIoT Solutions
- Navigated and completed onboarding with TD SYNNEX in Super VAR group / VisualSOLV for SI's
- Internally nominated to EPIC iO Tiger Team (April 2023 - April 2024) & COO’S Channel Award 2023
Channel Sales Director – VAR and Integrator Partner Development
Haivision MCS, formerly CineMassive, Inc
06.2018 - 11.2022
- Transitioned company from direct sales model to a channel sales model via reseller recruitment, training & development, strategic sales program alignment, reporting to VP of Business Development & Channels
- Spearheaded the company-wide paradigm shift internally and led sales operational changes and adoption of distribution model
- Integrated inside sales team into lead and opportunity development and managed pipeline activities
- Established company on partner-owned state contracts and Public Sector procurement vehicles (Texas DIR, co-ops, GSA)
- Created & managed an iterative, living partner plan covering multiple vertical markets and growth partner initiatives
- Developed company's main GTM strategy with major IT Solutions and Super VAR / DMR partners on behalf of all sales
- Responsible for over 80% of the company's pipeline and Sales Qualified Leads from 2019-2021
- Landed, grew and subsequently managed #1 top partner in key metrics including pipeline, revenue, margin, and overall growth
- Completed VAR onboarding and activation with TD SYNNEX for CDW, WWT and Connection
- Grew managed partner pipeline 1022% to more than $75 million dollars across multiple verticals in 3 years
- Achieved “High-Growth” Silver Partner status in first year (2019) and maintained partner status for three subsequent years
- Exceeded all SQL quotas and MBO's for 2020, 2021 and 2022 + attended Executive President's Club trip in 2021.
Strategic Account Director
Creative Realities
11.2016 - 06.2018
- Developed, closed and managed a $3 million contract with a major automotive retailer in alignment with key major finance, creative, logistics and OEM vendor partners
- Individually managed the initial pilot rollout and all associated aspects of program success
- Focused on account growth in key areas to acquire new business and deliver ongoing services.
Director, Account Management
Allure, a Christie Company
11.2013 - 11.2016
- Strategic role handling the company's top clients and C-level relationships, acting as the main POC to all major stakeholders within each named account and liaison to all internal teams; identified new revenue opportunities with key clients and software development opportunities, reporting directly to COO
- As the key client strategist overseeing all client-related activities, it was important to interface with all internal teams including project PM, Development, Support and Executive to coordinate the 24-month roadmap for all software and product development
- Developed campaign management strategies for rollouts of marketing campaigns with client's CMO and marketing team
- Directed all client-specific deployments, campaign management strategies, and led an internal client-support team.
Sr. Account Manager, Strategic Vertical Solutions
NEC Display Solutions, Inc
10.2010 - 11.2013
- Led an internal sales & engineering team focused on the generation and deployment of net-new solutions sales in named accounts
- Excelled at aligning with channel partners for rapid territory growth including large-volume resellers and OEM vendor partners
- Drove new market development across all established business channels including Large Volume Resellers (IT VAR), Distribution Channel Partners and technology consultants resulting in significant territory growth and the split of the territory in 2013 in half
- Exceeded MBO's to grow sales in specific categories and high margin product lines by leveraging key partner relationships and offering Pro Services and custom SLA's; leveraged MBO’s to highlight leading edge solutions complementing an existing offering
- NEC Sales Awards: FY2011 Highest Quota Attainment (101%) 2011 NEC Winner's Circle Award & President's Club
- FY2012: Ranked 2nd on Vertical Solutions Team at 129.55% Quota in FY2012 and met or exceeded all quarterly MBO's.
Solutions Sales Consultant
Rise Display, Inc
07.2009 - 09.2010
Sr. Communications Consultant, Business Development, US & Australia
Visix Inc.
06.2005 - 06.2009
- Promoted twice to spearhead global business development program representing 40% of the company's total annual sales revenue in US and Australia, largely focused on demand generation and partner alignment
- Converted market plans for market development into actualized revenue increase of 120%+ and established net-new customers
- Cultivated sales leads from multiple sales channels including partner development & outreach and focused prospecting.
Channel Sales Manager - Southeast / Southwest
Daisytek International, Inc.
06.2001 - 06.2005
Education
Professional Certificate - Strategic Business Communications (IABC)
Ithaca College
Ithaca, NY05.2007
Bachelor of Arts (B.A.) - English / Creative Writing And Pre-Medicine
Emory University
Atlanta, GA05.1998
Skills
- Strategic Partner Engagement
- Pipeline Building
- Relationship management
- Negotiation
- Storytelling
- Channel building
- Emerging technology sales
- Strategic planning
- Channel sales programs
- Strategic Planning
Timeline
Director of VAR and Security Integrator Ecosystems
EPIC IO Technologies (fka Intellisite)
01.2023 - Current
Channel Sales Director – VAR and Integrator Partner Development
Haivision MCS, formerly CineMassive, Inc
06.2018 - 11.2022
Strategic Account Director
Creative Realities
11.2016 - 06.2018
Director, Account Management
Allure, a Christie Company
11.2013 - 11.2016
Sr. Account Manager, Strategic Vertical Solutions
NEC Display Solutions, Inc
10.2010 - 11.2013
Solutions Sales Consultant
Rise Display, Inc
07.2009 - 09.2010
Sr. Communications Consultant, Business Development, US & Australia
Visix Inc.
06.2005 - 06.2009
Channel Sales Manager - Southeast / Southwest
Daisytek International, Inc.
06.2001 - 06.2005
Professional Certificate - Strategic Business Communications (IABC)
Ithaca College
Bachelor of Arts (B.A.) - English / Creative Writing And Pre-Medicine
Emory University
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