Open To Work
THOMAS THELEN
VP of Channel
Queen Creek,AZ
Work Preference
Summary
Dynamic and strategic channel and alliances executive with 15 years of experience transforming Managed Service Providers and Information Technology service providers into channel-first growth organizations. Proven record of launching net-new partner programs, creating repeatable frameworks, and scaling indirect revenue through Technology Services Distributors (TSDs), agents, and strategic alliances. Skilled at aligning cloud, cybersecurity, and compliance services with partner ecosystems to deliver double-digit growth and new market expansion.
Overview
28
28
years of professional experience
Work History
VP, Strategic Partnerships
Ntirety
11.2024 - Current
- Leading the transformation of Ntirety’s global partner ecosystem, aligning strategic alliances and channel programs to drive multi-line growth across data, cloud, cybersecurity, and compliance services.
- Re-architected and relaunched Ntirety’s channel program in 9 months, redefining brand strategy and developing new partner playbooks that increased engagement by 35% and elevated overall channel performance.
- Directed partner recruitment, onboarding, and go-to-market execution across top TSDs (Telarus, AVANT, Intelisys, Sandler Partners, Bridgepointe), generating $1.7M+ in influenced pipeline and boosting partner engagement by 35%.
- Drove 40% growth in partner-led pipeline across private and public cloud and managed IT services, expanding Ntirety’s footprint in high-margin recurring revenue.
- Collaborated with compliance SMEs to develop a full-stack compliance lifecycle portfolio, expanding Ntirety’s managed services capabilities and creating new recurring revenue streams.
Director, National Channel
TierPoint
10.2021 - 10.2024
- Managed national partner program execution, driving scalable growth and enhanced channel engagement across TierPoint’s TSD and agent ecosystem.
- Oversaw a $120M revenue-generating TSD network, optimizing distributor performance, enablement, and market reach to maximize recurring revenue.
- Achieved 47% revenue growth and expanded the partner channel footprint through structured enablement programs focused on cloud, colocation, and managed services.
- Developed and executed a targeted partner recruitment strategy, onboarding top-producing TSD agents and expanding the active partner base by 25% within 12 months.
- Created compliance-focused playbooks (HIPAA, PCI DSS) that increased partner adoption in healthcare and financial verticals by 20%, strengthening TierPoint’s vertical specialization and credibility.
Global Partner Manager
Rackspace
08.2018 - 10.2021
- Led a global partner team to develop and execute co-sell strategies that scaled partner-sourced revenue across cloud services and managed infrastructure.
- Managed a team of seven across multiple regions, increasing partner-driven revenue from $74M to $96M through structured enablement and performance optimization.
- Exceeded individual quota by 220%, generating $2.8M in annual revenue against an $850K target, ranking among the top-performing global sales leaders.
- Mentored and coached underperforming team members through targeted territory and pipeline reviews, resulting in 100%+ attainment across the entire team.
Cloud Platform Executive
CDW
02.2017 - 08.2018
- Led cloud solutions sales strategy for enterprise and public sector clients, driving adoption across telecommunications, colocation, and managed services.
- Drove revenue growth from $100K to $7.2M in under 18 months, establishing CDW as a trusted cloud advisor in key vertical markets.
- Expanded the account base from 50 to 150 clients through targeted vertical marketing campaigns and strategic territory development.
- Consistently exceeded quota by 80%, maintaining top-performer status through consultative selling and solution alignment with client business outcomes.
Collaboration Sales Executive
CDW
09.2013 - 02.2017
- Led collaboration and infrastructure solution initiatives across healthcare, SLED, and enterprise sectors, aligning technology outcomes with client business objectives.
- Exceeded a $5M monthly quota by 50% consistently over four years, ranking among the company’s top-performing collaboration executives.
- Developed and executed targeted product seminars, expanding healthcare market share from 1% to 15% and establishing CDW as a trusted provider in the vertical.
- Served as a strategic advisor to executive sponsors and key decision-makers, fostering long-term relationships and driving sustained client success.
Manager, Telecomunications
Walgreens
10.2012 - 09.2013
- Managed an 80+ member organization (including outsourced resources) through six direct leaders, supporting 280,000+ end users and overseeing an annual operating budget of $120M.
- Redesigned Cisco VoIP architecture across 8,300 Walgreens stores and 220,000 phones, modernizing communications and reducing downtime.
- Implemented a managed service and staff augmentation model in partnership with Tata Consulting Services, improving operational scalability and service delivery.
- Consolidated 95 carriers down to 12, achieving multi-million-dollar cost savings and significantly enhancing operational efficiency.
Associate Director, Head of Telecom
NewEdge
03.2008 - 10.2012
- Led operations, engineering, and architecture for Cisco telephony and conferencing supporting 1,400+ users and managing 70 vendor relationships under an $18M annual budget.
- Saved $660K annually by optimizing telecom spend and renegotiating vendor contracts to improve cost efficiency.
- Streamlined ticketing and support operations, increasing annual ticket volume 3.5x through improved processes and system automation.
- Reconciled $1M in overdue payments, avoiding potential service disruptions and strengthening vendor trust.
Associate Director, Product Management
UBS AG, Investment Bank
03.2005 - 03.2008
- Managed the global voice engineering team supporting 68 trading locations and 5,700+ turrets, ensuring high availability and performance across mission-critical environments.
- Delivered $3M in annual savings through strategic vendor negotiations and contract optimizations.
- Negotiated $1.2M in cost avoidance by securing complimentary upgrades and extended service terms.
- Implemented advanced call management solutions, reducing operational costs by $1.2M annually while improving call visibility and compliance.
Sr. Network Engineer (Shift Leader)
UBS AG, Investment Bank
01.2000 - 01.2005
- Led 24×7 global network operations, monitoring 384 sites across 60 countries and serving as senior escalation for complex Cisco and Nortel network environments.
- Improved global uptime and responsiveness through proactive monitoring, incident response, and infrastructure optimization initiatives.
Team Lead
UBS AG, Investment Bank
01.1998 - 01.2000
- Led end-user hardware support for 1,200+ users, overseeing maintenance and deployment of laptops, desktops, and peripherals.
- Established service standards and asset tracking processes that improved support efficiency and reduced equipment downtime.
Education
Bachelor of Science - Telecom Management
DeVry University
Skills
- Partner Program Development & Launch
- Channel Sales Enablement & Marketing Alignment
- Revenue Growth Through Partner Ecosystems
- Operational Excellence in Channel Management
- Global Channel Strategy
- Strategic Alliances
- Sales & GTM Leadership
- Cross-Functional Collaboration
- Brand alignment
- Team building
Timeline
VP, Strategic Partnerships
Ntirety
11.2024 - Current
Director, National Channel
TierPoint
10.2021 - 10.2024
Global Partner Manager
Rackspace
08.2018 - 10.2021
Cloud Platform Executive
CDW
02.2017 - 08.2018
Collaboration Sales Executive
CDW
09.2013 - 02.2017
Manager, Telecomunications
Walgreens
10.2012 - 09.2013
Associate Director, Head of Telecom
NewEdge
03.2008 - 10.2012
Associate Director, Product Management
UBS AG, Investment Bank
03.2005 - 03.2008
Sr. Network Engineer (Shift Leader)
UBS AG, Investment Bank
01.2000 - 01.2005
Team Lead
UBS AG, Investment Bank
01.1998 - 01.2000
Bachelor of Science - Telecom Management
DeVry University