Summary
Overview
Work History
Education
Volunteer Experience
Timeline
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Todd M. DeBell

Todd M. DeBell

Summary

Proven track record of delivering exceptional results leading partner and alliance channels for cybersecurity organizations, from Series C to preparing for and exiting IPO.

  • Understands which partners and partner segments that will generate pipeline in competitive markets.
  • Strong relationships globally to attract the right partners and key talent to support our partners.
  • Experienced in collaborating cross-functionally with business stakeholders to successfully drive company-wide initiatives from inception to completion. (including partner incentives, professional services, and other programs.)
  • Proficient in go-to-market strategy, ensuring transactions move quickly through the most efficient route to market.

Overview

30
30
years of professional experience

Work History

Regional Sales Leader

Corelight
08.2024 - Current
  • Coordinated full sales efforts within assigned region.
  • Developed pipeline directly and with partners
  • Forecasted to bring in $500k in regional revenue in 2024.

VP Channel Sales, World Wide

MixMode
01.2023 - 08.2024
  • Established Channel program, hired channel team, and developed all aspects of the co-sell motion with and through partners (VAR, Managed/MSP, SI and Cloud providers)
  • Increased company growth through collaboration with sales and marketing departments.
  • Drove alliance integrations with AWS, CrowdStrike, Okta and other OEMS
  • Delivered > $25M in pipeline with focus 5 partners and key regional partners.
  • Increased company growth through collaboration with sales and marketing departments.

VP of Channel Sales, Americas

ExtraHop
01.2020 - 01.2023
  • Met and exceeded targets and growth metrics within assigned partner accounts for Partner-Led Revenue goals (FY20 to FY22)
  • Retained, motivated, and focused team after staff reduction due to the pandemic
  • Expanded the Focus Partner and National Partner program to increase partner-led revenue (total partner-led revenue to 52%)
  • Improved business processes to increase productivity and align the channel sales department with the organization
  • Recognized as 2020, 21, and 22 Channel Chief CRN Magazine.

Director of Channels and Alliances, Americas

Zscaler
11.2018 - 12.2019
  • Segmented Americas channel team to help grow Partner Initiated pipeline across National Partners, Service Providers, and System Integrators
  • Oversaw transition to a more channel-friendly and channel-first vendor from a non-channel first vendor.
  • Leveraged professional networks and industry knowledge to strengthen client relationships.

VP of Channel Sales, Worldwide

ForeScout
07.2016 - 03.2018
  • Led global channel expansion before IPO (Joined at ~$242M Revenues) and through IPO (FSCT)
  • Launched ForeScout Forward Channel Program recognized by CRN Magazine 2017, 2018 as a 5-Star Program
  • Recruitment and Retention of a world-class channel and distribution sales team
  • Targeted and successfully signed new channel, cloud, and MSP partners to focus on Global 2000 and Enterprise End-Users (BT, Wipro, Nexum Inc Kudelski, AccessIT, and Trace3)
  • Led transition of Direct Professional Services model to Partner Delivered Services Model
  • Streamlined Global Distribution relationships reducing the cost of sale
  • Recognized as CRN Channel Chief 2016-2017.

VP of Channel Sales, Worldwide

FireMon
08.2011 - 07.2016
  • Channel Led Revenues increased 2012-15 from less than $1M to greater than $40M
  • Established and oversaw the deployment of FireMon's first Channel Program: FireMon Ignite
  • Developed successful Partner Incentive Program to develop leads, Proof of Concepts, and Partner Enablement
  • Launched global distribution expanding FireMon's partner network to over 150 countries
  • Member of leadership team that helped sell FireMon to investors at a 10X multiple.
  • Recognized as CRN Channel Chief (2011-2015).

Various Channel Field, and Direct Sales and Sales Leadership Roles

Verizon, GE Access, Arrow Electronics and Motorola
01.1995 - 07.2011
  • Award-winning Direct Sales, Direct Sales Leadership, and Channels roles
  • Recruited and retained strong teams with a heavy focus on developing A-Players
  • Collaborated with colleagues in finance, legal, product, and technical teams to win both key partners and high-profile end-users
  • Multi-year Presidents Club awards, back-to-back #1 Sales Person awards, and several MVP and leadership awards.

Education

Managment, BA -

University of Phoenix

Strategic Sales Management, Executive Education -

University of Chicago Booth School of Business

Volunteer Experience

  • 08/2024, Gateway Academy Fundraising Committee
  • 02/01/2012, 03/01/2016, Balswan Children's Center, BOD President and Volunteer, Raised over $250K to support the school's operation needs and renovations., Focused time on staff retention and improving the morale and culture throughout the school.
  • 12/01/2020, 03/01/2022, Boy Scouts, Working with the local troop to support fundraising efforts as well as develop the boy's leadership skills and confidence.

Timeline

Regional Sales Leader

Corelight
08.2024 - Current

VP Channel Sales, World Wide

MixMode
01.2023 - 08.2024

VP of Channel Sales, Americas

ExtraHop
01.2020 - 01.2023

Director of Channels and Alliances, Americas

Zscaler
11.2018 - 12.2019

VP of Channel Sales, Worldwide

ForeScout
07.2016 - 03.2018

VP of Channel Sales, Worldwide

FireMon
08.2011 - 07.2016

Various Channel Field, and Direct Sales and Sales Leadership Roles

Verizon, GE Access, Arrow Electronics and Motorola
01.1995 - 07.2011

Managment, BA -

University of Phoenix

Strategic Sales Management, Executive Education -

University of Chicago Booth School of Business

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Todd M. DeBell