Shawn Gertsch

Enterprise Channel Account Manager (US Market Entry Consulting) | via CyberAllies LLC | 02/2025–Present
Lead enterprise and distribution channel execution for a SaaS endpoint management platform, driving partner-sourced pipeline and recurring revenue through a hybrid distribution + strategic partner motion.

• Recruited and onboarded VAR/MSP and strategic partners to establish early U.S. channel coverage and repeatable partner motion.
• Apr 2025: Assumed ownership of global distributor TD SYNNEX, establishing operating cadence, enablement plan, and downstream activation.
• Oct 2025: Expanded scope to manage national distributor ScanSource, accelerating partner recruitment, program execution, and pipeline influence.
• Led cross-functional execution with Sales, Product Marketing, and Product on distributor GTM plays, spiffs/incentives, partner campaigns, and positioning.
• Designed and delivered sales + technical trainings for distributor teams and downstream partners to improve productivity and deal velocity.
• Served as escalation point for strategic opportunities; aligned distributor sellers, partner owners, and internal stakeholders on execution and outcomes.

Established CyberAllies to support vendor market entry and U.S. channel buildout where domestic operations were not yet established (engagement includes Scalefusion).

• Built channel foundations including partner recruitment, distributor operating rhythm, enablement motions, and scalable execution frameworks.

• Managed regional partner performance and GTM execution supporting cybersecurity platform adoption; influenced over $53M in annual revenue.
• Strengthened partner engagement, pipeline creation, and forecast discipline through improved operating cadence and cross-functional alignment with sales, marketing, and partner teams to support regional execution and forecasting.

• Owned recruitment, enablement, and growth of MSSP/MSP/SI partners across regions in EMEA and the United States, driving partner productivity and GTM consistency.
• Managed a partner ecosystem responsible for over $51M+ in revenue,
  exceeding growth targets.
• Built scalable onboarding and enablement programs to increase partner-sourced pipeline and improve conversion.
• Delivered executive-level enablement on SaaS cybersecurity platforms,
  zero-trust frameworks, and compliance initiatives.

• Expanded and enabled national MSP/VAR ecosystem; drove sustained channel growth through structured onboarding, enablement, and co-sell support.
• Aligned Sales/Marketing/Product around partner motions to increase deal velocity and recurring revenue impact.

• Re-established channel relationships and improved partner momentum through onboarding, enablement, and joint GTM execution.

• Supported channel expansion and partner enablement across mid-market/enterprise buying centers.
• Supported one of the company’s early large-scale public-sector adjacent engagements (17,000-seat deployment with large defense contractor).

• Built public-sector routes to market through OEM alliances, distributor relationships, and SI/defense contractor ecosystem engagement.
• Secured reseller diversity-arm agreement with a global distributor to extend footprint across 40+ countries.
• Supported regulated deployments and complex stakeholder environments by aligning partners, OEMs, and distributor resources.

• Senior leadership role overseeing public-sector channel strategy and distribution-led growth; served as primary distributor for Juniper Networks in public sector.
• Drove significant growth in channel sales through structured partner programs, enablement, and disciplined execution.
• Managed and enabled a public-sector partner ecosystem spanning DMRs (CDW, SHI, Insight), defense primes (Lockheed Martin, Northrop Grumman, General Dynamics), and SIs (IBM) to accelerate adoption in regulated environments.
• Expanded route-to-market by supporting telecom service providers/carriers (AT&T, Verizon, Sprint) for solution positioning, deal support, and program execution.
• Collaborated with product, marketing, and field sales teams to align GTM execution, incentives, and partner motions.
• Drove a 136% increase in channel sales through structured partner programs and enablement.

• Managed Cisco’s public-sector channel business across federal, state, and local markets within a large-scale distribution environment.
• Supported a major public-sector channel operation through distributor-led execution and partner enablement with annual revenue over $60 million in revenue.
• Recruited, onboarded, and managed VARs, system integrators, and public-sector resellers supporting complex, regulated environments.
• Trained and enabled 200+ sales representatives and channel partners on Cisco programs and public-sector selling motions.
• Collaborated cross-functionally with product management, marketing, and field teams to align partner strategy with GTM initiatives.
  Selected Awards: Government Services MVP (2005) • Government “Bald Eagle” Award (2004) • “Just Do-It” Award (2003) • Technical Service Person of the Quarter (2002) • Customer Recognition Award (2001) • Achievement Award (2000)

• Selected for Tech Data’s Elite Team, managing high-performing reseller accounts with $25M+ annual revenue.
• Focused on share-of-wallet expansion and incremental growth within established, high-volume accounts.
• Supported complex reseller organizations through account planning, forecasting, and distribution execution.

• Began career in SMB distribution sales focused on recruiting new reseller partners and driving product adoption.
• Led the SMB sales team in new reseller partner recruitment for two consecutive quarters, contributing to early channel growth.
• Supported early-stage channel development through outbound sales, partner onboarding, and account support.