Michelle Beck
Summary
Seasoned cybersecurity professional with over two decades of successful experience. Expertise in cultivating and managing profitable channel partnerships, driving impactful lead generation initiatives, and maintaining industry relationships with key partners like GuidePoint Security. Strong problem-solving skills, proactive approach to new tasks, adaptability, creativity, and results-oriented mindset. Adept at navigating complexities of start-up and established organizations to achieve business objectives.
Overview
32
32
years of professional experience
Work History
Sr. Partner Business Manager – GuidePoint Security
Delinea
02.2025 - Current
- Work closely with GuidePoint’s Identity and Access Management Team to uncover Delinea opportunities
- Personally manage C-level, partner-owner, and Vendor Relationship Management (VRM) engagements, driving strategic alignment and executing the regional channel growth plan to expand GuidePoint's revenue opportunities
Sr. National Partner Manager – GuidePoint Security & Federal
Invicti
03.2023 - 02.2025
- Worked closely with GuidePoint’s AppSec regional teams
- 2024 – 156% of quota; Awarded CAM of the Year
- 2023 - 185% of quota; Awarded CAM of the Year
Sr. Channel Account Manager – Focused Partners
AppviewX
11.2021 - 03.2023
- Increased indirect business in territory from ~15% to 60+% of total revenue
- Honorary “Appviewxian Award” for commitment of excellence
- Grew GuidePoint’s partnership nationally, moving them from 5th highest performing partner to #1
Sr. Channel Account Manager - Southeast & Mid-Atlantic
Checkmarx
01.2020 - 11.2021
- $28M quota in 2020; achieved 107%
- Increased indirect business in territory from ~35% to ~60% of total revenue
- Instrumental in growing Guidepoint’s partnership nationally, doubling their Checkmarx sales
- Signed Mission Critical, Compuquip, Veristor, Atlantic Data Security, ICM Cyber, and Critical Start
Channel Sales Director - Southeast & Mid-Atlantic
Fuze
03.2018 - 01.2020
- Top North America Channel Director 2018
- Achieved Presidents Club 2018 with 105% of target
- Primary focus was to rebuild partner community by recruiting, earning trust with current partners, build executive alliances, align sales teams and lead generation activities
Sr. Channel Account Manager - Southeast & Mid-Atlantic
CrowdStrike
07.2016 - 02.2018
- Responsible for $6.5M territory - exceeded target in FY17
- Q2 2017 CAM of the Quarter
- Manage entire partner lifecycle from recruiting, onboarding, enablement, to ongoing transactions with national and local partners. Signed 6 new strategic partners to CrowdStrike’s elite partner program (Sayers Group, Mission Critical, ReliaQuest, Data Network Solutions, AccessIT, Compuquip)
- Enable partner sales and technical teams; create and execute successful lead generation programs; and develop business plans with high level partner management
Sr. Channel Sales Manager - Southeast
Kaspersky Lab
10.2013 - 07.2016
- Built Kaspersky’s awareness and sales with ~20 “focused” partners in the Southeast Region
- Awarded 2014 Top Achievers Club with 125% of target; VAR Channel Manager of the Quarter for Q2 and Q3 2014, Q1 and Q3 2015
- Grew focused partner revenue 45% in 2015 over 2014
Sr. Channel Account Manager - Southeast
Blue Coat
06.2012 - 05.2013
- Exceeded FY2013 $10M target
- Managed Premier and Elite partners in the Southeast Region.
Territory Manager
Astaro (purchased by Sophos)
09.2011 - 06.2012
- Increased quarterly revenue compared to previous year by 165%
Channel Account Manager – Southern & Mid-Atlantic
Guidance Software, Inc.
04.2010 - 05.2011
- Managed strategic VAR partnerships in a 15 state territory
- Influential in recruiting Fishnet Security as a national VAR adding $400K in revenue and over $5M to the 2011 pipeline in the first 6 months as an authorized partner
Sr. Channel Account Manager
Proofpoint
07.2007 - 12.2008
- Exceeded quarterly pipeline goal each quarter by 20+%
- Responsible for entire lifecycle of the channel partner in the East and Federal Regions
- Triumphant in adding Proofpoint products to 4 Federal VAR’s GSA Schedule.
Channel Sales Manager
Tumbleweed Communications, Inc.
01.2004 - 01.2007
- Returned to rebuild reseller channel organization in the regions
- Increased region’s channel sales by 200+%.
- Instrumental in adding six new revenue generating channel partners
Independent Sales Consultant
Flat Earth Networking & LogLogic
01.2002 - 01.2004
- Acted as a sales agent opening a new sales territory for both Flat Earth Networking and LogLogic
- Provided risk and vulnerability analysis with secure network design and implementation recommending Flat Earth’s best-of-breed security solutions
- Developed Southeast Channel for LogLogic – added seven new channel partners to the region
Channel Sales Manager
Tumbleweed Communications, Inc.
01.2001 - 01.2002
- Built Tumbleweed’s reseller channel organization in the Southeast, Mid-Atlantic and Federal Regions
Channel Development Manager
Content Technologies (Clearswift)
01.2000 - 01.2002
- Developed and implemented a successful channel program with $16M+ in sales the 1st year
- Added new channel sales territory in Eastern North America, South America and Fed Government
- Awarded Channel Manager of the Year for 2000
Channel Sales Manager
NetScout Systems, Inc.
01.1999 - 01.2000
- Attained 106% of $12M quota
- Awarded Top Quarterly Channel Sales Manager for 3 quarters (was there only 5 quarters)
Sales Associate
Olicom, Inc.
01.1994 - 01.1999
- Drove end-user sales and managed Olicom’s channel partners in TN and Carolinas region with sales growth of over 30% in less than a year
Education
Interdisciplinary Studies
University of South Carolina Upstate
AA - Business Administration: Concentration in Computer Science
Spartanburg Methodist College
Skills
- Pipeline development
- Strategic partnership development
- Business forecasting
- Channel growth initiatives
- Strategic relationship management
- Goal-oriented planning
Timeline
Sr. Partner Business Manager – GuidePoint Security
Delinea
02.2025 - Current
Sr. National Partner Manager – GuidePoint Security & Federal
Invicti
03.2023 - 02.2025
Sr. Channel Account Manager – Focused Partners
AppviewX
11.2021 - 03.2023
Sr. Channel Account Manager - Southeast & Mid-Atlantic
Checkmarx
01.2020 - 11.2021
Channel Sales Director - Southeast & Mid-Atlantic
Fuze
03.2018 - 01.2020
Sr. Channel Account Manager - Southeast & Mid-Atlantic
CrowdStrike
07.2016 - 02.2018
Sr. Channel Sales Manager - Southeast
Kaspersky Lab
10.2013 - 07.2016
Sr. Channel Account Manager - Southeast
Blue Coat
06.2012 - 05.2013
Territory Manager
Astaro (purchased by Sophos)
09.2011 - 06.2012
Channel Account Manager – Southern & Mid-Atlantic
Guidance Software, Inc.
04.2010 - 05.2011
Sr. Channel Account Manager
Proofpoint
07.2007 - 12.2008
Channel Sales Manager
Tumbleweed Communications, Inc.
01.2004 - 01.2007
Independent Sales Consultant
Flat Earth Networking & LogLogic
01.2002 - 01.2004
Channel Sales Manager
Tumbleweed Communications, Inc.
01.2001 - 01.2002
Channel Development Manager
Content Technologies (Clearswift)
01.2000 - 01.2002
Channel Sales Manager
NetScout Systems, Inc.
01.1999 - 01.2000
Sales Associate
Olicom, Inc.
01.1994 - 01.1999
AA - Business Administration: Concentration in Computer Science
Spartanburg Methodist College
Interdisciplinary Studies
University of South Carolina Upstate
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