Laura Ellen Kimble
Scottsdale,AZ
Summary
8 Years of overachievement in Channel Executive Leadership 13+ years experienced account Channel Sales and Leadership 8 Years of Cyber Security Hardware and Software and SAAS sales Resolute Consulting and Professional Services Manager Highly skilled leader in building success with VAR’s/Channel/ Alliances Proven track record of consistently increasing revenue 30% in every role Significant contributor to company growth and profitability
Overview
22
22
years of professional experience
Work History
Vice President of Channel Sales and Alliances- North America
Deepwatch
03.2024 - Current
- Re-Energized the Channel Partner Program 2024
- Increased GPS Partner Revenue to $40M TCV up 35% YOY
- Created focus partner incentive program for national and regional partners
- Built successful co-sell programs with key alliances
- Spearheaded enterprise target accounts bounty program
- Built out partner enablement program for onboarding
- Executed on events and webinar campaign for focus partners in all regions
- National Partner accounts (GPS, E-plus, Trace3, EvoTek, DE-FY, WWT, SHI)
Sr. Director of Channel Sales- North America
Expel
06.2022 - 03.2024
- Built out Channel Partner Program from ground zero
- Increased channel ARR revenue from $5M to $58M from 2022-2023
- Created focus partner incentive program for national and regional partners
- Became Guide-Points top 10 growth partner in 2023 in 4 regions
- Vetted and built out partner portal for new program launch in 2023
- Built out partner training program for onboarding and ongoing certs
- Executed webinar campaign for focus partners in all regions
- Channel program lead for National Partner accounts (GPS, SHI, StrataScale, CDW)
Vice President of Channel Sales- North America
Varonis
10.2017 - 05.2022
- Built out Optiv’s channel partner service delivery program 2020-2022
- Increased Optiv ARR revenue from $8M to $98M from 2019> 2022
- Increased total revenue on quota attainment from 86% in 2018 to 196% YTD 2019
- Created focus partner incentive program for national and regional partners
- Spearheaded into 75% of designated net new enterprise target accounts with bounty program
- Built out partner training program for onboarding and ongoing certs
- Executed on events and webinar campaign for focus partners in all regions
- Channel program lead for National Partner accounts (Optiv, Sirius, SHI)
- Successfully onboarded Microsoft Co-Sell Program
Channel Sales Leader -West
Gemalto/ SafeNet
10.2016 - 06.2017
- Drive and increase sales pipeline through Gemalto’s Channel Partner Cipher Program
- Develop training program in local market to educate and provide guidance to channel partners
- Streamline and simplify selling platform by coaching channel with integrated use cases
- Developed bundle pricing programs with NetApp, F5, Palo Alto, Citrix, Blue-Coat, and Nutanix in Q4,2016
- Coordinate events for channel partners and end users
- (Lunch/Learn, CIO dinners, User groups)
- Channel program advisory lead to NA
- Account Managers for National Partner account Optiv
- Grow targeted regional and national partner accounts increase cipher rank to platinum status
- Work with Alliance Team to create Amazon Marketplace sell-thru program
- $3Mill revenue+ 2017
Global Account Manager -Professional Services Consulting
F5 Networks
09.2014 - 10.2016
- Performance: 2014- 108% -quota attainment
- 2015- 122% -quota attainment
- Top sales performer for consistently overachieving selling objectives every single quarter
- 3x MVP recipient; Achievers’ Club recognition for Fiscal Year 2013, 2014, and 2015 performance
- Skilled “team lead” to Account Managers for training and strategy sessions
- Grow regional and national accounts throughout (N.A., Canada and LATAM) in consulting services
- Prospect directly to qualify and present professional service solutions
- Collaborate with channel to develop new business and cultivate existing client base for cross selling and upselling opportunities
- Designated team liaison between pre-engagement and onsite delivery teams on all P.S
- Projects
- Single point of contact for legal team to manage customer service agreements for P.S
Account Manager
F5 Networks
12.2012 - 09.2014
- Performance: 2013- 129% of quota attainment
- 2014- 112% of quota attainment
- 2014 top 10 sales performer consistently overachieving selling objectives
- 2014 “Team Lead” for territory management and development strategy
- Introduce new prospects to F5's products, application services, and F5 synthesis
- Work with channel partners to penetrate and target end user accounts
- Built solid relationships with partner network to increase program awareness
- Organize events, webinars, and user groups in territory to build pipeline
- Promoted to Global Sales Account Manager based on exceeding quota objectives
Area Sales Manager
Regus Worldwide
06.2012 - 12.2012
- Develop new business targeting companies with needs for worldwide real estate solutions
- Built new channel of prospects targeting Microsoft Channel Partners
- Took Seattle market of 11 locations from 82% occupancy to 93% within 5 months
- Built solid relationships with Broker Channel network to maximize referral program
- Developed strategic sales playbook for vertical specific targets
Regional Sales Account Manager
Oakwood Temporary Housing
01.2010 - 04.2012
- Developing new business through prospecting into companies with needs for temporary housing
- Presidents Club Achievement 2010
- Achievement Club 2011
- Ranked #2 out of 96 associates nationally
- Quota achievement of 144% in 2010, and 116% in 2011
- Targeted over 45 new major accounts and increased sales of $3.5 million in 2011
- Successfully won back $500,000 in business from Wieden + Kennedy and Avanade
- Assigned to fresh territory and brought in 200 accounts
- Average 30-40 cold calls per day, and make 6-8 in person client meetings weekly
Sr. Channel Account Manager
Sprint PCS
11.2002 - 09.2009
- Business Development Channel Sales Manager for 37 National Accounts in Seattle
- President Club and Pinnacle Club Winner (2005-2008)
- Ranked #1 in sales growth and channel management B2B/B2C
- Increased overall sales 30% in national and local accounts 02’-05’
- Nationally recognized in signing a 14 location Sprint branded exclusive dealer
- Won Costco’s Wireless Kiosk Contract- $35 million national contract
Education
Certifications
Skills
- Team leadership
- Relationship building
- Decision-making
- Critical thinking
- Results-driven
- Coaching and mentoring
- Contract negotiation
- Strategic planning
Timeline
Vice President of Channel Sales and Alliances- North America
Deepwatch
03.2024 - Current
Sr. Director of Channel Sales- North America
Expel
06.2022 - 03.2024
Vice President of Channel Sales- North America
Varonis
10.2017 - 05.2022
Channel Sales Leader -West
Gemalto/ SafeNet
10.2016 - 06.2017
Global Account Manager -Professional Services Consulting
F5 Networks
09.2014 - 10.2016
Account Manager
F5 Networks
12.2012 - 09.2014
Area Sales Manager
Regus Worldwide
06.2012 - 12.2012
Regional Sales Account Manager
Oakwood Temporary Housing
01.2010 - 04.2012
Sr. Channel Account Manager
Sprint PCS
11.2002 - 09.2009
Certifications
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