Jennifer (Jen) Bailey
Fremont,CA
Summary
Dynamic and award-winning global sales and technology partner ecosystem strategist with over 20 years of expertise in direct and indirect sales, business development, program management, and leadership. Proven track record of guiding diverse, cross-functional teams to drive partner success across ISVs, distributors, SIs, GSIs, hyperscalers, and AI technology partners. Skilled in crafting and executing high-impact sales and marketing strategies that consistently exceed targets while delivering measurable results. Recognized for developing innovative multi-partner go-to-market strategies and effective partner programs that support the entire customer lifecycle, balancing rapid execution with strategic vision to achieve ambitious business objectives.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Sr. Principal Technology Alliance Manager
F5 Networks
San Jose, CA
11.2022 - Current
- Spearheaded design, development, launch, and execution of "f5 trifecta," a pioneering global AI partner ecosystem go-to-market program uniting technology alliances, distribution hyper-scalers, and system integrators.
- Cultivated strategic partnerships to drive revenue growth, achieving and exceeding initial KPIs for program milestones.
- Achieved successful development of validated F5 joint AI and cloud solutions with prominent technology leaders including Red Hat, Intel, NetApp, Dynatrace, MinIO, Dell, CrowdStrike, Nutanix, and hyperscalers like AWS, Microsoft Azure, and GCP. Drove marketing strategies through distribution partners such as TD-Synnex, Ingram Micro, Arrow, and Carahsoft, as well as national and regional partners like WWT, CDW, Presidio, Ahead, Arctiq, Mobia, Trace3, and Pellera.
- Executed ecosystem-focused business, marketing, and enablement plans, and created and implemented partner-tested solutions, sales strategies, and supporting systems and KPIs. Achieved faster time-to-value, drove innovation, and enhanced customer engagement, driving key customer successes like: Colorado Community College System,
- Authored thought leadership articles on F5, Red Hat, and integrators to enhance understanding of the cloud partner ecosystem.
- Directed global oversight of F5 and Red Hat partnership, managing joint solution validation development and go-to-market strategy.
- Gitlab, San Francisco, CA 11/2020-11/2022 Sr. Channel Sales Manager
- Achieved successful partner recruitment and onboarding for US West and national Canadian territories. Developed and executed comprehensive marketing business plans that drove service practice growth. Managed relationships with a diverse portfolio of national and regional reseller and SI partners, including Insight, Trace3, WWT, Ahead, Arctiq, Unilogic, Mobia, Softchoice, Cprime, CDW, and SHI.
- Facilitated introductions between account teams and partners, leading to effective joint planning and execution that resulted in exceeding partner-sourced net ARR targets for FY22.
- Spearheaded the creation of a programmatic framework for co-selling initiatives, resulting in GitLab's first reseller and AWS marketplace deal, aimed at driving accelerated customer engagement and growth.
- Architected & executed joint AWS, GCP, Distribution, National and Regional SI marketing and sales motions.
- Elevated to senior channel sales manager within 18 months, driving significant improvements in GitLab's partner ecosystem. Achieved global channel top gun status within 12 months, reflecting successful enhancement of partner relationships and ecosystem maturity.
Senior Channel Sales Manager
Gitlab
San Francisco, CA
01.2020 - 11.2022
- Owned US West & National Canadian partner recruitment, onboarding, enablement, marketing, business plan development & execution, service practice development, sales activation and overall management of dozens of in territory national and boutique reseller and SI partners including: Insight, Trace3, WWT, Ahead, Arctic, Unilogic, Mobia, Softchoice, Cprime, Softchoice
- Grew field engagement through partner and Gitlab sales executive alignment, account team introductions and strategic joint partner account planning and execution resulting in 107% attainment in Partner Sourced Net ARR for FY22.
- Drove programs, operations, finance, alliance & hyper-scaler teams to develop programmatic framework for executing joint reseller and cloud marketplace co-sell motions resulting in Gitlab’s first reseller & AWS marketplace deal, launching a use-case for accelerated better-together customer centric growth
- Architected & executed joint AWS, GCP & National & Regional SI marketing and sales motions.
Channel Sales Manager
Red Hat
Sunnyvale, CA
01.2013 - 01.2020
- Successfully sold with and through partner organizations, a world class Open Source Software & Services suite including: Enterprise OS, Virtualization, Storage, Middleware, DevOps, CI/CD Development & Management tools, Automation, Kubernetes based Container Platform, and Hybrid Cloud solutions; Helping organizations securely standardize, integrate, modernize, manage and support their complex IT environments while driving digital transformation and innovation on premise and in public clouds such as AWS, GCP, IBM & Azure.
- Worked with reseller, GSI, ISV, OEM & distribution partner executives, sales, technical, business development and marketing teams, to build trust in and grow Red Hat business by providing sales & enablement support, deal registrations, teaming agreements, training, partner visits, marketing and technical demonstrations for our offerings including regional & national partners: Kovarus, Entisys360, EVT, Sirius, Astellent, Dimension Systems, Insight, WWT, Zones, Groupware, Dasher, CDW, Softchoice, SHI, TCS, HPE, IBM, Dell, Infosys, HCL, Accenture, Perficient, Persistent, Ingram Micro, Tech Data, Synnex, Arrow, and others
- Managed channel strategy & account planning for West Region field reps focusing on emerging technology growth within strategic accounts including: Cisco, Netapp, Nordstrom, Starbucks, Microsoft, Viasat, Boeing, Honeywell, Honda, Disney, Intel, HPI, Adobe, Amgen, MUFG, TMobile, Corelogic, Sony, AECOM, Qualcomm
- Demonstrated leadership capabilities working with highly matrixed cross-functional teams i.e. regional sales management, solution architects, inside sales, and the extended partner team of owners, executives, marketing and operations
- Re-energized an underperforming region, enabled and aligned western region value-added reseller, ISV, OEM, system integrator partners and Red Hat sales teams in FY2015, achieving 104% of total revenue target and setting up FY2016 for 34% year-over-year growth in region channel sales, 74% growth in partner deal registrations and 1332% growth in partner and Red Hat teaming agreement total revenue growth, showcasing partner contribution, value-add and revenue lift.
Director, Channel Enablement
Computer Generated Solutions (CGS)
New Brunswick, Canada
01.2009 - 01.2014
- Managed Red Hat, IBM and Trend Micro relationships, contract negotiations & deliverables.
- Direct responsibility for sales enablement & execution with Red Hat Channel Account Managers, Red Hat Inside Channel Managers- Reseller & National, Red Hat Partner Resource Managers, Red Hat Marketing Resource Managers- North America & EMEA, Trend Micro Renewals Management and Partner recruitment teams.
- Developed, implemented and managed Red Hat Ready Partner Program including: on-boarding, sales & technical training, business plan development and nurturing of over 900 Partners across North America
- Created & delivered program to uniquely combine sales and marketing enablement, technical enablement and support all in one program through a single point of contact- The Red Hat Partner Resource Manager
Business Development Manager- Strategic Partnerships
Compucom Systems Inc.
Mississauga, Ontario
01.2005 - 01.2009
- Accountable for the business partner relationships, GTM plans, enablement, certifications, marketing, demand generation, service practice development between CompuCom and over a dozen business partners including IBM, Sun Microsystems, Netapp, Samsung, Lenovo, Ingram, TechData, Synnex, Arrow, Avnet with revenues in excess of 500 million dollars.
- (Formerly General Electric- IT Solutions Inc.)
Software Sales Specialist – Enterprise & Public Sector (Direct Sales)
General Electric- Information Technology Solutions Inc.
Mississauga, Ontario
01.2002 - 01.2005
- Sales Consultant – Enterprise & Public Sector (Direct Sales) 2000-2002
- Inside Sales Consultant – Enterprise & Public Sector (Direct Sales) 1998-2002
Education
Bachelor of Science - Economics and English
Carleton University
Ottawa, ON06-1998
Skills
- A force- multiplier for Partner Ecosystem Strategy, translating complex multi-partner alliances into repeatable, revenue-influencing GTM motions that scale across sales, channel, and technology partners
- GTM Architecture- Designs motions that Alliances, Sales, and Channel can actually run, produces artifacts (sales plays, solutions briefs, lab blueprints, enablement), measures success with leading indicators, not just closed deals
- Strategic Pattern Recognition Sees where the market is moving (AI, modernization, cloud, platforms), maps partners to customer outcomes (not products), anticipates where influence must happen before a deal exists
- Executive Story Telling- Converts complexity into trusted narratives, makes "ecosystem" feel inevitable, not optional, regularly closes the loop with data insight
Accomplishments
- 2022-2026 (F5) Built and executed a Global Ecosystem Scale Engine that transformed strategic partnerships into repeatable, revenue-producing solutions, driving measurable influence across pipeline, partner initiated growth, and customer adoption by operationalizing multi-partner (Trifecta) GTM at enterprise scale
- 2021 & 2022 (Gitlab) Promoted to Senior Channel Sales Manager within 18 months. Awarded Global Channel Top Gun within 12 months, in recognition of maturing & elevating Gitlab’s partner ecosystem in terms of programs and partner sourced sales acceleration, driving new logos and account expansion across Western US and Canada.
- FY20 (Red Hat) 142% to plan managing partners for US West region strategic accounts- SI, ISV, GSI, Cloud, OEM
- Red Hat Team of the Year FY2019 44% year-over-year revenue growth across Southwest strategic accounts , #1 in North America for net new emerging technology growth.
- Red Hat President’s Club winner 2017 a result of achieving over 700% Focus Partner Growth and over 300% of total revenue quota, North America Deal of the year award 2017- customer T-Mobile, West Region Top Gun in recognition of teamwork- 2017, North America Channel Associate of the Year 2016, North America Channel Leadership Award 2015
- Grew business at customer Red Hat from $5M annually to over $90M in 3 years resulting in Computer Generated Solutions President’s Club Award in years 2012-2013
- Created and delivered innovative and successful partner programs for emerging and veteran channel ecosystem customers including: IBM, Trend Micro and Red Hat
Certification
MEDDPICC Sales Methodology, SixSigma Green Belt
Interests
LGBTQIA Advocacy, TransFamilies parent mentorship, walk-running
Timeline
Sr. Principal Technology Alliance Manager
F5 Networks
11.2022 - Current
Senior Channel Sales Manager
Gitlab
01.2020 - 11.2022
Channel Sales Manager
Red Hat
01.2013 - 01.2020
Director, Channel Enablement
Computer Generated Solutions (CGS)
01.2009 - 01.2014
Business Development Manager- Strategic Partnerships
Compucom Systems Inc.
01.2005 - 01.2009
Software Sales Specialist – Enterprise & Public Sector (Direct Sales)
General Electric- Information Technology Solutions Inc.
01.2002 - 01.2005
Bachelor of Science - Economics and English
Carleton University