Natalie Matt
Phoenix,AZ
Summary
Channel and Alliances Leader with 23+ years of experience designing, launching, and scaling partner programs that drive revenue growth and ecosystem engagement across cybersecurity, SaaS, and enterprise IT. Proven ability to transform strategy into execution, with expertise in partner enablement, program governance, and compliance. Adept at building cross-functional alignment with sales, legal, marketing, and operations to ensure program scalability, repeatability, and measurable ROI. Recognized as a collaborative, results-driven leader with a passion for accelerating partner success in hyper-growth environments.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Sr. Partner Account Manager, Southwest
Juniper Networks
11.2021 - 05.2025
- Managed 9 strategic partners generating $90M+ annual revenue and supported 42 sellers driving $226M+ combined revenue.
- Designed and executed regional go-to-market strategies, achieving 40% YoY growth in a highly competitive market.
- Built and scaled partner enablement frameworks — delivering 60+ trainings, onboarding materials, and program assets.
- Aligned with internal leadership, legal, and marketing teams to operationalized partner programs across multiple geographies.
- Led joint business planning sessions, introducing governance and accountability models that improved partner pipeline management.
National Corporate Reseller Channel Manager (Insight & Zones)
Veeam Software
01.2019 - 01.2021
- Increased annual partner revenues from $1.2M → $1.5M and $15.1M → $19.1M through structured partner engagement.
- Developed scalable GTM programs, including onboarding playbooks, enablement curriculums, and governance reviews.
- Partnered with internal compliance/legal teams to align partner agreements with evolving business requirements.
Microsoft Business Development Manager
Veeam Software
01.2018 - 03.2019
- Delivered 541% YoY growth in Veeam Backup for Office sales ($1.1M → $7.3M → $11M).
- Created scalable sales playbooks and partner-facing decks to support repeatable execution.
National Inside Partner Manager (SoftwareONE & OnX)
01.2017 - 01.2018
- Achieved 125% of quota while launching cross-sell initiatives and aligning partner certifications with sales objectives.
Account Executive
Hivewyre
01.2016 - 01.2017
- Built structured business development programs for 200+ e-commerce clients, ensuring adoption of ROI-focused solutions.
Junior Sales Account Manager
Trace3
01.2014 - 01.2016
- Generated $15M+ annual revenue through enterprise IT solutions while collaborating with 200+ vendor partners.
- Co-created program frameworks with vendors that enabled repeatable joint-selling success.
Territory Business Manager
EF Tours
07.2012 - 03.2014
- Developed territory sales strategies to enhance market penetration and customer engagement.
- Analyzed market trends and competitor activities to identify growth opportunities.
- Cultivated relationships with key clients to drive product adoption and loyalty.
- Delivered training sessions for sales teams on product features and benefits.
Education
Bachelor of Science - Interdisciplinary Studies: Business & Communications
Arizona State University
Tempe, AZSkills
- Partner Program Design & Execution
- Channel/Alliance Strategy
- Governance & Compliance Frameworks
- Cross-Functional Leadership (Sales, Legal, Ops)
- KPI & Performance Measurement
- Program Enablement & Onboarding
- Risk Management & Auditing
- Operational Scalability & Efficiency
- Strategic Planning & Execution
Accomplishments
AWARDS & RECOGNITION
• 2025: Insight's Growth Partner of the Year
• 2024: 30% YoY Growth
• 2023: 210% of Plan
• 2022: 110% of Plan
• 2018 Q1 Channel MVP
Certification
- Harvard Business Review Leadership Series
- VMCE Certification
- Ongoing Product, Security, and Sales Enablement
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Work Preference
Work Type
Full TimeLocation Preference
RemoteHybridOn-SiteImportant To Me
Career advancementPersonal development programsCompany CultureWork-life balanceTimeline
Sr. Partner Account Manager, Southwest
Juniper Networks
11.2021 - 05.2025
National Corporate Reseller Channel Manager (Insight & Zones)
Veeam Software
01.2019 - 01.2021
Microsoft Business Development Manager
Veeam Software
01.2018 - 03.2019
National Inside Partner Manager (SoftwareONE & OnX)
01.2017 - 01.2018
Account Executive
Hivewyre
01.2016 - 01.2017
Junior Sales Account Manager
Trace3
01.2014 - 01.2016
Territory Business Manager
EF Tours
07.2012 - 03.2014
Bachelor of Science - Interdisciplinary Studies: Business & Communications
Arizona State University
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