Summary
Overview
Work History
Education
Skills
Websites
Accomplishments
Bio
Timeline
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Trish Rilling

Trish Rilling

Thornton,CO

Summary

Performance driven Partner leader with over 20 years of experience aligning partner programs with business goals and revenue attainment. Passionate about applying excellent organization and communication skills to successfully lead teams and execution of successful programs.

Overview

20
20
years of professional experience

Work History

Founder

Grititude LLC
04.2023 - Current
  • Successfully manage 4 clients and also secured board seat for a software company.
  • Established successful business by identifying market need and providing innovative offerings.
  • Developed strong relationships with Technology startups to access their GTM strategies and build out paths for partner pipeline.
  • Built and implemented partner programs, sales structure and partner recruitment.
  • Delivered exceptional customer service by addressing client concerns promptly and effectively resolving issues.
  • Championed continuous improvement efforts within client organizations, streamlining operations for increased efficiency.
  • Drove revenue growth by launching new products and services that met customer demands.
  • Developed strong partnerships with key industry players, contributing to increased market presence.
  • Spearheaded marketing initiatives that effectively communicated brand value propositions, resulting in higher customer acquisition rates.
  • Devised and presented business plans and forecasts to board of directors.

Senior Director of Global Partnerships

Airvine
08.2022 - 07.2023
  • Created a Partner program for a technology startup and outlined global GTM strategy.
  • Cultivated a culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.
  • Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
  • Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
  • Prioritized and allocated valuable resources to meet business targets.
  • Recruited and trained ideal partners to increase product awareness and build pipeline.
  • Met with department supervisors and provided staff support to attain organizational goals.
  • Drove revenue growth through successful market expansion strategies, identifying untapped markets and capitalizing on emerging trends.
  • Set strategic plans and Partner goals to strengthen operations and drive growth.
  • Created an agile working environment, enabling rapid response to changing business needs without sacrificing quality or performance standards.
  • Championed continuous improvement initiatives to drive operational excellence within the organization.
  • Led cross-functional teams to successfully launch new products, meeting deadlines and budgets.
  • Managed partner program and increased IPP partner recruitment by 65%.

Director of Global Channel and Strategic Alliances

Prosperoware
05.2021 - 08.2022
  • Revamped existing Partner Program and created and launched a new Program to all partners within 5 months of employment
  • Implemented a partner portal and created a deal registration process to streamline conflict from direct and channel driven opportunities
  • Ramped up partner enablement efforts to identify partner champions
  • Streamlined and implemented processes to establish efficiency for partners and internal teams
  • Increased partner ARR from 25% to 58%
  • Scaled Microsoft partnership to ISV Co-sell with PDM and marketing efforts
  • Rolled out sales campaigns with Microsoft and implementation partners to increase Microsoft Teams adoption through the channel
  • Worked directly with CTO to target new Alliance relationships based on company vision for valued integrations and partnerships
  • Managed a team of Channel managers, Account executives and Partner operations.
  • Formed strategic partnerships and connected with potential clients to drive business development.
  • Assisted with sales and marketing strategies to foster achievement of revenue goals.
  • Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.
  • Company was acquired
  • Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.

VP of Channel and Strategic Alliances

Skyfii
01.2020 - 02.2021
  • Built Skyfii Partner Advantage program (SPA)
  • Spearheaded cross-functional initiatives across departments to achieve business goals for bottom-line profits.
  • Developed and implemented new strategies and policies in collaboration with executive partners to establish and achieve long-term business objectives, providing company with strong and sustainable organizational leadership.
  • Managed Global team of Channel Account Managers
  • Implemented Partner strategy and goals for growth which included streamlining existing processes and implementing more strategic approaches
  • Targeted ideal partners that were better fit for RTM expansion while nurturing relationships with existing vendor Alliances to grow presence within their channel to solidify our solution story for GTM acceleration
  • Coordinated and launched 1st sales campaign for company using SFDC
  • Collaborated with CMO to target specific verticals and create marketing plans to support partner base
  • Cultivated relationships with top vendors to design and execute GTM plans in Hospitality, LPV and Retail verticals
  • Worked closely with Product teams to coordinate product integrations with new Alliances within roadmap cycles.

Director of WW Ruckus Alliance Program

CommScope (Promoted)
04.2018 - 12.2019
  • Created structured tiered program( The RAP) and processes for partner onboarding and management.
  • Collaborated with internal and external stakeholders to implement and optimize new partnerships and manage existing relationships.
  • Managed a team to scale the program while acting as primary evangelist with field teams for enablement and education of Alliance partner base.
  • Established key differentiators per vertical with identification of joint solution offerings in IoT, Ruckus Cloud, CBRS and other corporate aligned verticals and targets.
  • Worked with product and engineering teams to define and prioritize new solutions to take to market.
  • Formed relationships within existing Alliance partner base to design and execute GTM plans while creating joint value propositions and collateral.
  • Co-Managed DELL OEM partnership and relationships with Facebook, Palo Alto Networks, Nutanix and others.
  • Worked with internal teams to raise awareness of program and solutions made available to sales teams
  • Exceeded MBO's consistently at over 200% of target.
  • Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
  • Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
  • Implemented innovative solutions to solve complex problems, resulting in increased productivity and streamlined operations.

Cloudpath Sales Manager

Brocade
10.2017 - 04.2018
  • Managed Cloudpath Business Unit for Ruckus Wireless post acquisition by Brocade.
  • Duties included, Account management, Business Development, Sales Operations, Project management of business processes for Cloudpath.
  • Worked with cross functional teams to create processes and integrate business post acquisition.
  • Acted as primary Cloudpath product overlay for education and adoption of SaaS model in hardware environment with field sales and SE teams.
  • Created and implemented with PLM teams, Cloudpath White Glove PS offering and deployment service for SaaS offering.
  • Met with clients, delivering presentations, and educating on product and service features and offerings.
  • Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
  • Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
  • Consistently met or exceeded quarterly sales targets through diligent effort and persistence in closing deals.
  • Evaluated competitor offerings to maintain a competitive edge, adapting strategies as necessary for sustained success.
  • Collaborated with marketing teams to create targeted promotional campaigns, driving customer engagement and sales growth.
  • Reported product earnings and growth to executive teams for QBR and exceeded Quota by 200%.
  • Promoted to run the Global Ruckus Technology Ecosystem Program- Renamed The Ruckus Alliance Program (The RAP).
  • Owned Cloudpath Partner Program post acquisition
  • Rolled out MSP and Services program

Cloudpath Sales Manager

Ruckus Wireless (acquired Cloudpath)
07.2016 - 10.2017
  • Sales Manager responsible for introduction and enablement of SaaS offering to Networking company sales, sales engineers and partner communities.
  • Conceptualized and built out new processes for Cloudpath to exist in newly acquired company infrastructures.
  • Resolved customer issues quickly to close deals and boost client satisfaction.
  • Collaborated with sales teams on Net-new opportunities and Demo of software.
  • Created customer success team to manage post sale followup and software deployment.
  • Responsible for sales enablement and evangelism of SaaS offering.
  • Managed Cloudpath Partner program as we worked to pull them into new Channel program.
  • Worked closely with PLM teams to roll out new software licensing and marketing plans for SaaS offering.
  • Managed pipeline and QBR for Cloudpath with presentation to executive team.

Sales Coordinator and Account Manager

Cloudpath Networks
08.2014 - 07.2016
  • Account management, Business Development and Operations for a company of 12 employees
  • Launched official Partner Program and implementation of Sales strategy to accelerate growth and expansion allowing transformation from Direct to Channel focused company.
  • Worked closely with sales team to prioritize tasks, set goals, and allocate resources efficiently, resulting in increased productivity and revenue.
  • Maintained accurate records of all sales activities, including contracts, proposals, quotes, follow-ups, and customer communications.
  • Increased sales revenue by establishing strong relationships with clients and identifying new business opportunities.
  • Streamlined sales processes for improved efficiency and customer satisfaction.
  • Negotiated contracts on behalf of organization while adhering to set guidelines; leading successful deals that resulted in increased profits.
  • Maintained long-term relationships with high net-worth clients.
  • Managed efficient RFP database and responses, generating timely reports to inform and adjust plans.
  • Managed portfolio of key accounts; consistently hitting quarterly targets whilst maintaining excellent levels of customer satisfaction.
  • Implemented updated CRM systems and social media marketing strategies to streamline sales processes and optimize communication.
  • Collaborated with cross-functional teams to identify and address customer needs.
  • Trained newly hired sales team in upselling techniques.
  • Successfully drove new product lines to increase annual profits by 2 Million quarterly revenue, which led to acquisition by Ruckus Wireless.
  • Responsible for best annual revenue numbers in sales history.
  • Managed Strategic partnerships with ForeScout, Ruckus, Juniper and Motorola.
  • Attained commissions over 200% consistently.

Education

Skills

  • Partner Programs and Management
  • MSP, Channel, Distribution and Alliances
  • Revenue Growth
  • Technical Aptitude
  • Channel Strategy
  • CRM Software
  • Organizational Development
  • Operations Management
  • Program Management
  • Verbal and written communication
  • Teamwork and Collaboration
  • Problem Solving
  • Team Leadership
  • Cross-Functional Collaboration
  • Business Development

Accomplishments

  • Ruckus Star Awards: 2017 - 2019
  • 2017- Phone a friend award at SKO for sales excellence, growth and field enablement of Cloudpath (SaaS) product line.
  • 2018- Achieved record sales of $457,00 in Alliance Sponsorship sales for Global Ruckus Big Dogs events.
  • 2019-Created and launched 1st GTM bundle available through Distribution in company history which led to growth of Ruckus Cloud platform.


Bio

Senior level executive professional with 20+ years experience in sales and building partner relationships to increase brand amplification and revenue by identifying new paths to market through solution selling. Skilled in MSP's SaaS, Networking, Security, Cloud, Analytics and Alliances.

Timeline

Founder

Grititude LLC
04.2023 - Current

Senior Director of Global Partnerships

Airvine
08.2022 - 07.2023

Director of Global Channel and Strategic Alliances

Prosperoware
05.2021 - 08.2022

VP of Channel and Strategic Alliances

Skyfii
01.2020 - 02.2021

Director of WW Ruckus Alliance Program

CommScope (Promoted)
04.2018 - 12.2019

Cloudpath Sales Manager

Brocade
10.2017 - 04.2018

Cloudpath Sales Manager

Ruckus Wireless (acquired Cloudpath)
07.2016 - 10.2017

Sales Coordinator and Account Manager

Cloudpath Networks
08.2014 - 07.2016

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Trish Rilling