Stephanie Nalick
Denver,CO
Summary
Strategic and innovative channel sales leader with 25+ years of experience. Expertise in strategic business planning, resulting in consistent revenue growth, increased market share, and high team performance. Proven track record in building partner relationships, aligning leadership, retaining and motivating teams, and exceeding sales goals.
Overview
28
28
years of professional experience
1
1
Certification
Work History
Sr. Director, NA Channel Sales
F5
11.2017 - Current
- Lead and manage F5's National Partner Sales Team, focused on consistently elevating strategic partnerships with CDW/Sirius, ePlus, Guidepoint Security, Optiv, Presidio, SHI, Trace3, and WWT
- Collaborate with cross-functional teams to drive intentional partnering motions around AI Security, API Security/Discovery, MSP, and alliance co-sell plays
- Review and present quarterly results around sales targets, KPIs, marketing ROI, and future strategy
- Participate in Partner Advisory Council sessions and lead specific imperatives with participating partners, consultants, and F5 leaders
- Lead change management efforts to adapt to partner acquisitions, market shifts, and organizational needs
- Transformed partner business plan template and execution/reporting cadence to align with theater peers
- Nominated into F5's Management Advisor Program for FY24; collaborated with senior leadership around company priorities and needs/opportunities as voice of the field
- Built F5's first Rebate Incentive Program, adopted globally in FY20 for Platinum and Gold Partners
- Awarded CRN Women of the Channel, 2018, 2019, 2020, 2021, 2022, 2023, 2024
- Exceeded quotas for 1H-FY18, FY19, FY20, FY21, FY22, and FY24
- Awarded Platinum Club as top performer in Channel Sales for FY19 and FY24
- Awarded Channel Change Leader for FY24
- Awarded CRN 100 People to Know in the Channel, 2018
Sr. Director, ECS Advantage
Arrow ECS
02.2016 - 10.2017
- Appointed by NA President to build and lead a business development team, serving over 2,000 partners across NA, aimed to expand existing base and high propensity targets
- Spearheaded aggressive expansion plan with 162 enterprise partners, driving product and services revenues of $144M (205% to plan) in new business and ECS portfolio breadth, influenced by Dell EMC, HPE, IBM, NetApp, Palo Alto, Splunk, and VMware
- Managed sales pipeline, forecasted monthly performance, and identified expansion plays
- Exceeded 1H17 quota, performing 100%+ (>35% YoY) to core enterprise product and services sales and 153% (>100% YoY) to cloud recurring revenues
- Awarded CRN Channel Chief, 2017 and CRN Women of the Channel, 2016
Sr. Director, NA Channel Sales
Arcserve (formerly CA Technologies)
07.2014 - 01.2016
- Led NA channel sales team, supporting mid-market customers in a digital and field sales model
- Developed and implemented Arcserve's Channel Partner Program, first launched in NA to 3K+ partners via media coverage with Channel Futures, eChannel News, Daily Channel News, and Channel Biz
- Awarded CRN 5-Star Partner Program and CRN Women of the Channel, 2015
Director, NA Partner Sales
CA Technologies
06.2011 - 07.2014
- Led NA partner sales team focused on creating incremental and partner-led revenue streams
- Enabled partners with automation/configuration tools to propel pipeline-to-close ratios
- Earned 100% Achiever's Club and Compass Club Qualifier, FY14
- Awarded CRN Women of the Channel, 2014
- Ranked #1 in achievement to new product quotas for 2H12, FY13, FY14
Marketing strategist, NA Channel
CA, CA Technologies
06.2009 - 06.2011
- Managed NA channel partner plans, segmentation, and budgets, supporting $50M+ in annual revenues and $4M+ annual MDF investment
- Supported largest NA sales teams in executing demand generation programs, lead nurturing, sales sprints, training curriculum, customer-facing activities, and growth acceleration incentives
- Generated and presented ROI reports summarizing performance against business plan goals
Director, NA Channel Sales
CA
04.2007 - 06.2009
- Led NA sales and partner development, including recruitment and onboarding plans
- Produced consistent year-on-year growth, by activating new partners and investing in focus partners
- Launched CA Partner Program and awarded CRN 5-Star Program
Channel Sales
Computer Associates, CA
12.1999 - 04.2007
- Prior roles and advancements:
- Regional Account Manager, 2006-2007 (West VAR)
- Sales Manager, 2003-2006 (NA LAR / Distribution)
- Distribution Account Manager, 1999-2003 (Ingram Micro)
Sr. Product Manager
Ingram Micro
01.1997 - 12.1999
- Vendor business management for Microsoft and Cisco
- Collaborated with vendors, partners, and internal teams to drive business plans, product launches, marketing plans, and project prioritization
Education
Professional Certificate - Customer Experience
University of Colorado Boulder
Bachelor of Arts - Business Administration, Consumer Affairs
California State University Long Beach
Skills
- Channel Sales and Marketing Leadership
- Strategic Business Planning and Execution
- Partner Ecosystem Networking
- Cross-functional Team Leadership
- Proposal Writing and Innovation
- Performance Monitoring and Evaluation
Certification
- F5 Modern Apps Sales Specialist
- F5 Security Sales Specialist
- F5 Sales Professional
- F5 Distributed Cloud Services Accreditation
- IPED Channel Acumen
Awards
- CRN Women of the Channel, 2014-2024
- F5 Platinum Club, 2024 qualifier
- F5 Platinum Club, 2019 winner
- CRN 100 People to Know in the Channel, 2018
- CRN Channel Chief Award, 2017
Timeline
Sr. Director, NA Channel Sales
F5
11.2017 - Current
Sr. Director, ECS Advantage
Arrow ECS
02.2016 - 10.2017
Sr. Director, NA Channel Sales
Arcserve (formerly CA Technologies)
07.2014 - 01.2016
Director, NA Partner Sales
CA Technologies
06.2011 - 07.2014
Marketing strategist, NA Channel
CA, CA Technologies
06.2009 - 06.2011
Director, NA Channel Sales
CA
04.2007 - 06.2009
Channel Sales
Computer Associates, CA
12.1999 - 04.2007
Sr. Product Manager
Ingram Micro
01.1997 - 12.1999
Bachelor of Arts - Business Administration, Consumer Affairs
California State University Long Beach
Professional Certificate - Customer Experience
University of Colorado Boulder
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