W. Tristan Partridge

Driving strategic partnerships for NAVEX's Environmental, Social & Governance platform and the NAVEX Ethics & Compliance product suite by formulating and executing on strategic business plans across a wide range of Partners including Value-Added Resellers (VARs), SIs (System Integrators), Marketing Partners, Referral Partners, Consulting Firms, Law Firms, and Individual Software Vendors (ISVs).

Business plans are forged in alignment with the Sales org to assist sales reps in finding opportunities and closing deals, whether Partners are referring leads to the Sales org, or are providing a service/product that in conjunction with NAVEX providing an all-encompassing solution to the client's needs.

• Formulated Partner Program strategy for NAVEX's ESG Automation Solution and E&C for training, EthicsPoint Hotline, RiskRate, and PolicyTech built on the NAVEX One Platform
• Lead the formulation and execution of alliance strategies and go-to-market (GTM) plans
• Identified needs within the NAVEX Business and recruited/managed partners to fill that specific need.
• Designed new Reseller Agreement structure and negotiated contracts/renewals to drive revenue-generating programs and initiatives supporting channel organizations and stakeholders
• Created value-add packages with various Partners to provide a more well-rounded, all-encompassing solution for the market, coordinating and collaborating with sales, sales support, product, and the partner to design the package.
• Elevated pre-existing legacy Partners to a successful Partner model, whereas both Partner and NAVEX would refer business regularly that closes successfully
• Led PolicyTech Get-Well-Plan meetings and project
• Acted as lead coordinator for Referral Partner leads
• Provided Partners with pipeline and win updates monthly
• Led training sessions for new hires on E&C + ESG partnerships, designed new "Leveraging our Partners" deck for training sessions
• Completed company-wide partner inventory list identifying partner type and deal structure details
• Introduced new partner sales plays, offerings, and industry assets/solutions to Partner Sales driving new ARR/ACV
• Designed and created new NAVEX Partner pitch deck
• Developed streamlined workflow for AE/partner referrals, deal tagging process in salesforce, or involving a partner into a deal

Built and managed ISACA's Channel Partner Network from the ground up, handling all responsibilities including prospecting, closing, fulfilling orders, executing contracts, designing strategy, providing customer support for partners' clients, training, an reporting to leadership

• Grew Partner business from $100,000 a year in 2017 to $4M+ by 2021Developed solutions with partners to aid in winning new business.
• Managed potential channel conflict by fostering excellent communication and strict adherence to channel rules of engagement.
• Forecasted growth and presented trends based on previous buying behavior.
• Engaged with a wide variety of partners including Academic Resellers, Universities & Colleges, Technical Schools, Accreditation Partners, Instructor Groups, ISACA Chapters, and Cybersecurity Membership Associations.
• Managed Global International Portfolio of Partners & Chapters including UK, Benelux, Australia, Mexico, Colombia, Southeast Asia, India, UAE, KSA, Bahrain, South Africa, Nigeria, and Hong Kong.
• Assessed, clarified and validated partner needs to nurture relationships and achieve success.
• 200% quota attainment year-over-year for 3 years. Channel Sales Quota doubled every year from 2018 to 2021.

Working directly under VP of Sales to continuously optimize and streamline Telit's Sales teams and processes by devising and proposing projects and initiatives around process streamlining, and manage Telit's sales software suites. Lead training for sales team regarding use of SAP CRM/ECC, Microsoft Dynamics, and SFDC. Assist in management of North American internal sales team and a key resource for information regarding business process. Responsible for preparing all North American special-pricing contracts.

• Developed and maintained positive relationships with prospects and customers via email, telephonic and face-to-face outreach.
• Designed outreach campaigns for sales prospecting based off industry needs
• Identified prospecting targets in conjunction with sales leadership and Account Executives
• Set up Demos and follow up meetings on active opportunities
• Carried and successfully attained quota centered around Business Development KPIs