Summary
Overview
Work History
Education
Skills
Certifications
Accomplishments
Certification
Awards & Recognition
Volunteer Experience
Timeline
Generic

ROSS LAFF

Chicago,Illinois

Summary

Channel Sales Leader with a track record of generating multimillion-dollar revenue through strategic partner development. Expertise in driving growth and surpassing sales targets by optimizing sales channels. Proficient in creating impactful programs and expanding partner networks to boost new business acquisition and new channel sales revenue.

Overview

19
19
years of professional experience
1
1
Certification

Work History

Channel Sales Consultant

Business One - Anchor
07.2022 - Current
  • Revitalized sales pipeline, increasing partner-led deal registrations from 3 to 108 in three quarters, generating over $3.4M in revenue.
  • Established multimillion-dollar partner revenue stream, elevating VAR and MSP programs to boost channel revenue from under $100K to $9.8M.
  • Designed and launched high-performance partner program, securing strategic alliances with resellers for significant market expansion.

Regional Channel Manager

BlueVoyant
06.2021 - 04.2022
  • Generated $6.6M net new revenue within 12 months by targeting untapped markets and forming partnerships with MSPs and VARs.
  • Achieved tenfold growth in inbound channel pipeline, increasing from $400K to $4.3M in three quarters through enhanced partner engagement strategies.
  • Transformed field sales operations by implementing enablement initiatives, resulting in sustained revenue growth across new territories.

Regional Channel Manager

Centrify
01.2019 - 04.2021
  • Elevated sourced partner deals by 240%, increasing revenue from $1.2M to $4.08M in first year.
  • Spearheaded mid-market expansion strategy, generating $3.2M in previously unexplored net-new revenue.
  • Recognized as Worldwide Channel Manager of Year for exceptional channel expansion and revenue generation achievements (2019, 2020).

Enterprise Sales & Partner Manager

Pluribus Networks
01.2017 - 12.2018
  • Developed inaugural channel program, generating $3.01M in revenue from inception.
  • Secured new OEM partnerships with Dell/EMC and Edgecore, expanding market reach and uncovering eight-figure sales opportunities.

US Channel Manager

WWPass
06.2014 - 12.2016
  • Developed robust VAR and MSP channel program, driving partner revenue growth to $3.3M.
  • Established OEM partnership with IBM, generating new pipeline for multi-million-dollar sales growth.
  • Achieved 200% quota attainment, securing $3.2M in sales against $1M target without direct marketing support.

Enterprise Sales & Channel Manager

Hewlett Packard (HPE)
03.2011 - 04.2014
  • Reversed five-year regional sales downturn before joining the company in my first year to exceed quota by over 400% ($10.4M vs. $2.5M target).
  • Recognized as Presidents Club honoree for exceptional sales and channel leadership in 2012, 2013, and 2014.

Named Account & Channel Manager

Checkpoint Software - Nokia
01.2006 - 04.2011
  • Exceeded annual sales quota of $4M at Check Point Software by 130% to 240%.
  • Revitalized Fortune 100 enterprise customers, achieving growth previously unattainable by peers.
  • Secured volume opportunities ranging from $500K to $2M, outperforming major competitors.

Education

Bachelor's Degree -

University of Illinois

Skills

  • SI, MSP, MSSP, OEM, SI & VAR Partners
  • New Lead generation
  • Partner Program Development
  • Channel Sales Strategy
  • Revenue Growth & Forecasting
  • New Partner & Sales Revenue Creation
  • Business Development
  • Contract Negotiation
  • CRM & Sales Analytics
  • Sales Training & Enablement
  • Channel and Sales Management
  • Partner Engagement
  • AI and Cloud Solution
  • SaaS Solution Sales
  • Revenue Generation
  • Strategic Partnerships
  • Sales Enablement
  • Project Management
  • Contract and Sales Negotiation
  • Sales and Technical Training
  • CRM Software Proficiency
  • Sales Presentations

Certifications

  • MEDDPPIC & MEDDIC Sales Methodology Certified (2023 & 2017)
  • Miller Heiman Sales Process (2008)
  • Various AI, IT Security & Cloud Platform Certifications

Accomplishments

  • 10x Presidents Club Winner
  • 3x Worldwide Channel Manager of the Year
  • Consistently exceeding sales quotas by 130% to over 400% annually

Certification

  • MEDDPPIC & MEDDIC Sales Methodology Certified (2023 & 2017)
  • Miller Heiman Sales Process (2008)
  • Various AI, IT Security & Cloud Platform Certifications

Awards & Recognition

  • 10x Presidents Club Winner
  • 3x Worldwide Channel Manager of the Year
  • Consistently exceeding sales quotas by 130% to over 400% annually

Volunteer Experience

  • Chicago Canine Rescue Foundation (01/10 - Present) Volunteer
  • Illinois Justice Project (2016 - Present) - Volunteer

Timeline

Channel Sales Consultant

Business One - Anchor
07.2022 - Current

Regional Channel Manager

BlueVoyant
06.2021 - 04.2022

Regional Channel Manager

Centrify
01.2019 - 04.2021

Enterprise Sales & Partner Manager

Pluribus Networks
01.2017 - 12.2018

US Channel Manager

WWPass
06.2014 - 12.2016

Enterprise Sales & Channel Manager

Hewlett Packard (HPE)
03.2011 - 04.2014

Named Account & Channel Manager

Checkpoint Software - Nokia
01.2006 - 04.2011

Bachelor's Degree -

University of Illinois

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