Marissa J. Strunk
Mesa
Summary
Channel professional with extensive experience in leading organizations and startups, consistently exceeding performance goals through strategic initiatives. Expertise in cultivating strong relationships with C-level executives, resulting in successful partnerships and collaborations. Proven track record in developing and executing distribution and channel partner programs that enhance demand generation and drive revenue growth. Strong communication, negotiation, and presentation skills facilitate effective internal and external interactions.
Overview
7
7
years of professional experience
Work History
Director, Channels, Distribution & Alliances
Superna.io
09.2023 - 05.2024
- Executed global go-to-market plans for Superna.io Channel, Distribution, and Alliance initiatives.
- Developed and negotiated partnership agreements to establish terms and shared business objectives.
- Coordinated with marketing, sales, and product teams to align partner initiatives with company strategies.
- Implemented partnership strategies by organizing joint marketing campaigns and co-branded events.
- Managed partner relationships through regular communication, performance evaluations, and strategic meetings.
- Resolved partner conflicts promptly to uphold strong, productive relationships.
- Monitored partnership performance by analyzing data and recommending improvements.
- Generated $4.5M in net new pipeline within six months through strategic Alliance development.
National Channel Manager
SkyHigh Security
01.2023 - 09.2023
- Managed partnerships with three major national partners, OPTIV, EVOTEK, and Insight.
- Focused on field-driven activities to boost net new deal registrations pipeline.
- Implemented strategies for cross-selling and upselling renewal opportunities.
- Designed and executed enablement and promotional programs to enhance sales success.
- Trained technical and sales resources across focus partners for effective onboarding.
- Facilitated corporate resources within the region to strengthen relationships with key partners.
- Drove high-level relationships to build initiatives and create executive sponsorships across C-Suite.
- Closed $2.1M deal with OPTIV team for AMEX in Phoenix.
Director, Channels and Distribution
Scaleflux
08.2021 - 09.2022
- Developed and executed comprehensive Channel strategy, establishing partner program timelines and goals.
- Secured buy-in from ScaleFlux C-Suite through aligned Channel vision and strategic support.
- Conducted detailed resource allocation planning and budget estimations for initiatives.
- Recruited TD SYNNEX as a major distribution partner to enhance market credibility and awareness.
- Implemented operational processes across quotes, pricing, and purchasing within Channel Partner ecosystem.
- Spearheaded deployment of 'Partner Relationship Manager' software to streamline partner interactions.
- Launched Deal Registration program using new PRM to enhance partnership engagement.
- Facilitated regular updates with CEO and Executive staff on program milestones and success metrics.
Director, West Coast Channels and Distribution
Turing Video
08.2020 - 09.2021
- Recruited 50 channel partners within 8 months, utilizing regional relationships during COVID-19.
- Secured 75 deal registrations, contributing to $8M pipeline and $2.5M in sales within 9 months.
- Developed go-to-market plans with top-tier partners for effective training and marketing activities.
- Aligned selling teams with partners through strategic introductions and account mapping sessions.
- Established processes for deal registration and channel programs during North America rollout.
- Signed and onboarded global tech distributor Tech Data to enhance reseller network.
- Identified and evaluated potential partners by analyzing market trends and competitive strategies.
- Drove growth of sales by fostering strong partnerships aligned with company objectives.
National Partner Manager
Checkpoint
06.2018 - 06.2019
- Cultivated strategic partnership between Insight and Check Point through effective relationship management.
- Developed and executed business plans aligning mutual goals, quotas, and objectives.
- Engaged with leadership across Insight, including Vice Presidents and Directors, to enhance vendor preference.
- Created demand generation programs, appointment-setting campaigns, and joint marketing initiatives to boost sales.
- Fostered executive relationships for alignment across all geographic regions.
- Managed Marketing Development Funds (MDF) through collaborative business planning sessions.
- Built trust within Insight Salesforce, enabling account mapping to jointly target selling activities.
National Partner Manager
FireEye
09.2017 - 06.2018
- Established new partnership between Insight and FireEye, enhancing collaboration and sales potential.
- Implemented demand generation programs, including call blitzes and joint marketing campaigns.
- Generated $3.5 million in net new pipeline through Insight-initiated deal registrations, averaging five to eight per week.
- Drove certification of over 50 Insight Sales Representatives and SEs within three months through trainings and team huddles.
- Developed webcast onboarding series with Ingram Micro to promote FireEye products effectively.
- Facilitated account mapping sessions to identify key accounts for cross-selling opportunities.
- Created MDF plans and activity proposals to support regional events.
- Traveled to remote Insight locations to strengthen client relationships.
Education
High School Diploma -
Temecula Valley High School
Temecula, CASkills
- Business planning and strategy
- Channel operational excellence
- Partner recruitment and onboarding
- Relationship management
- Marketing campaign development
- Negotiation and contract management
- Pipeline and territory management
- MDF and resource allocation
- Go-to-market strategy
- Strategic negotiation
- Market trend analysis
- Data-driven decision making
- Cross-functional collaboration
- Executive communication
Accomplishments
• Generated $4.5 million in net new pipeline in 6 months.
• Closed $750k in net new business within 6 months.
• 45 Deal Registrations within 2 days of Sales Training- Insight
• Closed $750k in net new business within 6 months.
• 45 Deal Registrations within 2 days of Sales Training- Insight
Awards
- CRN Women of the Channel 22'
- CRN Channel Chief 23'
Timeline
Director, Channels, Distribution & Alliances
Superna.io
09.2023 - 05.2024
National Channel Manager
SkyHigh Security
01.2023 - 09.2023
Director, Channels and Distribution
Scaleflux
08.2021 - 09.2022
Director, West Coast Channels and Distribution
Turing Video
08.2020 - 09.2021
National Partner Manager
Checkpoint
06.2018 - 06.2019
National Partner Manager
FireEye
09.2017 - 06.2018
High School Diploma -
Temecula Valley High School