Summary
Overview
Work History
Education
Skills
Certification
Affiliations
Timeline
Generic
Lori Mayer

Lori Mayer

Channel Sales Director
San Diego,CA

Summary

Transformative channel executive with 15+ years of proven excellence building and scaling global partner ecosystems from the ground up or through transformative redesign. Recognized as a go-to-market powerhouse with a deep enablement backbone, consistently driving high-impact partner performance across Cybersecurity, SaaS, AI, Cloud, and Enterprise IT. Architect of channel programs that move the needle. Expert in activating complex multi-tier ecosystems (VAR, MSP, ISV, Distribution), driving co-sell velocity, and embedding partner success into CRM, QBRs, and GTM cadences. Known for converting zero-to-one opportunities into revenue machines and underperforming motions into repeatable engines grounded in data, field empathy, and executional precision.

Superpowers: Building channel from 0→1, Revitalizing underperforming ecosystems, Partner-centric enablement, Strategic GTM execution, Cross-functional orchestration and forging authentic connections that inspire trust, drive alignment, and unlock performance across every layer of the partner and field landscape.

Overview

16
16
years of professional experience
3
3
Certification

Work History

Channel Sales Director – Cybersecurity

Qualys
09.2024 - Current
  • Increased partner-driven pipeline by 133% YoY through execution of GTM acceleration plan and targeted training campaigns.
  • Delivered 3X growth in approved deal registrations by streamlining submission processes and launching automated reporting alignment.
  • Influenced 95%+ of Q4 revenue through partner co-selling motions and distributor-led demand gen with TD SYNNEX.
  • Secured double-digit lift in upsell win rates through expanded use of TrueRisk, CSAM, and Patch solutions in public sector and mid-market segments.

Channel Director, Americas – Enterprise IT Security

Ivanti
06.2023 - 01.2024
  • Accelerated partner pipeline by $89M within six months, launching long-tail reactivation playbook across 5,000+ accounts as player/coach role team of 4.
  • Achieved 20% YoY growth in partner deal registration by implementing outcome-based enablement and partner success mapping.
  • Converted 35 dormant accounts into active revenue contributors, reversing YoY partner disengagement trend.
  • Optimized Salesforce analytics to measure long-tail contribution, enabling more precise MDF allocation and QBR insight.
  • Layoff due to restructuring

Channel Director – Enterprise Video Platform (SaaS)

Qumu Corporation
01.2021 - 02.2023
  • Generated $17M in new revenue by launching Qumu’s first global partner program and expanding ecosystem across NA and EMEA launching TD Synnex.
  • Increased partner-driven revenue by 30% YoY through co-branded campaigns and white-labeled solutions with top-tier partners.
  • Reduced onboarding time by 25% by developing a streamlined enablement path tied to certification and time-to-value KPIs.
  • Achieved 95% forecasting accuracy by embedding partner business plans into CRM workflows and QBR cycles.
  • Division closed post-acquisition

Channel Director – Data & Analytics Solutions

Teradata
01.2018 - 01.2021
  • Built and deployed Salesforce CRM reporting framework across $340M East Region portfolio, increasing partner pipeline visibility and forecasting accuracy by 32%.
  • Launched strategic reseller and ISV co-sell initiatives, resulting in a 28% uplift in partner-influenced revenue and expanding solution adoption across public sector and Fortune 500 accounts.
  • Redesigned partner planning processes with sales operations, reducing manual reporting by 40% and accelerating quarterly business review (QBR) cycles by 50%, enabling faster GTM adjustments.

Sr. Sales Operations Manager – Fleet Management

Verizon Connect
01.2014 - 01.2018
  • Increased revenue by 12% YoY across $560M portfolio through sales process improvements and territory realignment.
  • Shortened sales cycle by 25% by leading post-merger Salesforce CPQ implementation across acquired business units.
  • Preserved 40% of base accounts during product migration by creating retention playbooks and lifecycle engagement strategies.

Education

B.S. - Liberal Arts

National University

Certificate - Leading with Finance

Harvard Business School Online

Skills

  • Channel & Distribution Leadership
  • Strategic Partnership Development (VAR, ISV, MSP, GSI)
  • Channel Program Design & Launch
  • Ecosystem Activation & Partner Enablement
  • Distribution Strategy (TD SYNNEX, Ingram, Carahsoft)
  • Go-to-Market & Revenue Growth
  • GTM Planning & Execution
  • Deal Registration Optimization
  • Sales Enablement & Partner Co-Sell Motions
  • Salesforce CRM, CPQ, PRM Systems
  • Leadership & Business Operations
  • Cross-functional Team Alignment
  • MDF Strategy & Budget Management
  • Strategic Advisory & Executive Stakeholder Communication
  • Change Management & Business Transformation

Certification

Certified: MEDDPICC, Challenger Sales, Salesforce CPQ, Channel Acceleration

Affiliations

  • Former President, Women’s ERG – Teradata (250+ mentees)
  • Co-Host, Alliance of Channel Women – San Diego
  • Host, Authentic Ambitions Unleashed Podcast

Timeline

Channel Sales Director – Cybersecurity

Qualys
09.2024 - Current

Channel Director, Americas – Enterprise IT Security

Ivanti
06.2023 - 01.2024

Channel Director – Enterprise Video Platform (SaaS)

Qumu Corporation
01.2021 - 02.2023

Channel Director – Data & Analytics Solutions

Teradata
01.2018 - 01.2021

Sr. Sales Operations Manager – Fleet Management

Verizon Connect
01.2014 - 01.2018

Certificate - Leading with Finance

Harvard Business School Online

B.S. - Liberal Arts

National University

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