SARA TAVARES

Own and execute the Southeast regional channel strategy supporting VAR and MSSP partners.

● Drive partner-sourced pipeline through joint account mapping, co-selling, and GTM alignment with field sales teams.

● Recruit, onboard, and enable strategic partners to support net-new and expansion opportunities.

● Conduct partner enablement sessions, deal strategy calls, and regional trainings to accelerate pipeline and close rates.

● Serve as the primary channel point of contact influencing forecasting accuracy and regional performance.

• Developed and executed channel sales strategies to expand Traceable's API security solutions across key Resellers
• Recruited, onboarded, and enabled strategic partners, driving adoption of API security technologies and increasing partner-sourced revenue.
• Managed the end-to-end partner lifecycle, including recruitment, enablement, pipeline development, and co-selling strategies.
• Conducted partner training and enablement on API security risks, Zero Trust architectures, and compliance requirements
• Built and strengthened joint go-to-market (GTM) strategies, including co-branded marketing campaigns, partner incentives, and sales alignment programs.
• Collaborated with internal sales teams to drive partner-led opportunities, resulting in increased revenue contribution from the channel.
• Established strong relationships with VARs, driving demand generation through strategic account mapping and marketing initiatives.
• Monitored partner performance through pipeline tracking and forecasting, ensuring alignment with quarterly revenue targets.
• Led contract negotiations and structured mutually beneficial agreements with key partners to drive long-term business growth.
• Represented Traceable at industry events, partner summits, and cybersecurity conferences, increasing brand awareness and channel engagement

• Strength in Cultivating and managing strategic partnerships. Proven track record of driving revenue growth through collaboration with partners and stakeholders. Expert in relationship-building, negotiation, and strategic planning to contribute to the success of the organization.
• Presidents Club 2023
• Delivered a 195 % Quota Attainment, increased revenue by 1 million in partner-initiated net new business.
• Developed and executed partnership strategies to drive revenue growth and expand market presence.
• Lead regular business reviews with partners to evaluate performance, identify areas for improvement, and drive strategic initiatives.
• Established and nurtured relationships with key stakeholders, including executives, sales teams, and product managers to maximize partner opportunities.
• Provide ongoing support and guidance to partners, addressing issues and facilitating resolution to drive satisfaction and loyalty.

• Quickly promoted based on performance to develop qualified sales opportunities that result from converting marketing-generated leads. Drive key business and technical benefits mapped to the end-user requirements from partner deal registrations, qualified opportunities, and lead generation lists (Salesforce CRM), increasing sales, performance metrics, and sales team coordination.
• AWS Business Accredited - Veeam Technical Sales Professional & Veeam Sales Professional earned in 2021
• Won Americas 2020 Grit Award
• Delivered a 155% Quota Attainment in 2021, increasing revenue from $1.9M to $3.5M YoY, with a 20% New Business and 80% upsell/cross-sell conversion rate
• Collaborate with field sales operating in the Pennsylvania territory to plan and execute strategies designed to penetrated organizations, resulting in 600+ customer sales
• Consistently perform in the Top 2 of teams YoY, always exceeding monthly KPIs with a customer-focused approach
• Averaged 55 opportunities per month vs. a 40 opt goal as one of the Top ISA's month-over-month selling digital transformation and SaaS/Cloud-based technology solutions