Michelle Marchand
Hampstead
Summary
Cyber Security Channels expert looking for Senior level role supporting GSI's, Alliances, the traditional VAR community and cloud Marketplace. Organized Channel Sales Manager with record of success in surpassing sales targets. Talented in connecting partners and building new sales channels with robust profits. Performance-oriented professional with progressive background and consistent accomplishments.
Overview
26
26
years of professional experience
Work History
Senior Channels Director East
Extrahop
01.2023 - Current
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
- Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
- Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
- Facilitated cross-functional collaboration for improved decision-making processes within the organization.
- Improved project efficiency with strategic planning, resource allocation, and time management practices.
- Leveraged professional networks and industry knowledge to strengthen client relationships.
- Spearheaded innovative approaches to resource allocation and strategic planning.
- Boosted client satisfaction rates through exceptional relationship management and prompt resolution of issues.
- Secured key partnerships that contributed to the company''s overall growth strategy and market reach.
- Achieved remarkable turnaround of underperforming divisions through strategic leadership and restructuring.
- Cultivated and strengthened lasting client relationships using strong issue resolution and dynamic communication skills.
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.
- Presidents Club Winner FY2023; 120% of Plan
- Alliances Person of the Year FY2023 Global Award
Director of Channels Eastern US & EMEA
SecZetta
02.2022 - Current
- Grew Channel Pipeline 325% through GSIs, Alliances and Reseller Partners
- Drove 90% of total revenue through Channel Partners in FY2023
- Expanded the channel professional services delivery ecosystem by 400%
- Part of Management team that exited a company in a little more than 3 years from A round investment.
Senior Alliances Manager
Okta
03.2020 - 02.2022
- Engaged and connected focused ISV partners in-region and ensure enablement of value proposition, integration, and leverage to drive joint pipeline
- Interacted with a wide variety of companies who operate with different business models and marketing strategies (e.g Resellers, referral partners, systems integrators, and ISV's), as well as Okta's field sales teams
- Worked with Okta Sales Teams to define their GTM plan for partners in their assigned territory
- Recruited, enabled, and managed Emerging partners as well as Focus Partners in said territory
- Assisted Sales and Partners in quoting and closing high volume of transactions via channel
- Awarded CRN's Women of the Channel 2021 For Excellence
- Attained 110% of number for FY21.
Americas Channel Director
Illusive Networks
06.2018 - 03.2020
- Managed all Channel activities in US, CAN and LATAM
- My team was responsible for the entire Lifecycle with our partner community at large
- Personally recruited partners in the US and LATAM while developing partner plans with the CAMs for the territory partners
- Worked closely with C-Level management to continue the 100% Channel Model
- Awarded CRN's Women of the Channel 2018 for Excellence
- Obtained 110% of number in 2018
- Exceeded 110% in 2019.
Senior Channel Manager
Crowdstrike, NE & EAST
11.2016 - 06.2018
- Manage entire partner lifecycle from recruiting, onboarding, enablement, to ongoing transactions with National and Local partners
- Personally owned C-Level Relationships with all partners and executed the regional channel growth plans
- Developed and drove sales opportunities through sales teams in coordination with channel, referral, and solutions partners
- Obtained 228% of Number, Presidents Club winner for Americas/EMEA
- Obtained 150% of 2018 Number before leaving.
Northeast & Upstate NY Channel Manager
F5 Networks
12.2012 - 11.2016
- Responsible for all trainings, updates, event coordination, campaign rollouts, high level management meetings
- Experience Driving Channel Sales Strategies and Channel Promotional campaigns
- High level of solution and technical knowledge with the ability to translate strategic objectives into business plans
- Personally owned C-Level Relationships with all partners and drove development of the partnership from the top down into field territories
- Achieved 118% in FY15, $38M quota
- Achieved 136% in FY14, $34M quota
- Achieved 115% in FY13, $32M quota
- Achieved 115% in FY12 for 3 quarters of FY12
- Maintained ~50% ratio of partner-initiated sales revenue to F5 initiated sales revenue.
New England Channel Manager
Blue Coat
11.2010 - 12.2012
- Defined and maintained a list of focus partners for the region, along with recruiting as needed
- Responsible for owning relationships from the Top down to the field
- Accountable for $13M territory in NE
- Achieved President's Club Standings First half of Fiscal Year.
Eastern US Channel Manager
Proofpoint, Inc
03.2008 - 10.2010
- Covered all Eastern US, Ohio River Valley, up through Eastern Canada
- Drove strategic account management and pipeline development
- Promoted from NE Channel Manager to Eastern US Manager in Nov 2008
- Total East Bookings $6M Q4 2010.
US Channel Manager
Promisec
03.2007 - 03.2008
- Provided broad tactical support to multiple sources (channels) of new business opportunities: key, high- profile channel partner relationships & direct sales
- Began US Channel Operations with no footprint at all, to over 10 partners nationally.
US Channel Manager
ActivIdentity
06.2005 - 03.2007
- Responsible for 20 top VARs on the east coast and for managing the partnerships with our VAD's (Value Added Distributors)
- Promoted from Eastern US Channel Manager to US Channel Manager in September 2006, and complete US Channel target
- FY2006 grew channel from $350K to $1.57M.
Regional Sales Director
Integralis
01.2001 - 01.2005
- Drove, coordinated, and supported the product marketing, lead generation, and sales activity related to the solution the clients needed
- Achieved 110% in FY 2004, targeted was $4.1M in HW, SW and Managed Services
- Achieved more than 125% of quota in FY 2003 and 2002, and over 105% in FY 2001
- President's Club Winner 2004.
Account Manager
Micros To Mainframes
10.1998 - 11.2000
- Responsible for Managed network consulting services, Remote Management solutions, (PIVOT), Managed Procurement Service, STRATUX, and out-sourced services such as AT&T's VOIP (Voice over IP), Frame Relay, AGNS and/or PSI Net's Internet Services
- Rollouts included Cisco and Windows 2000
- 115% of quota attained in FY2000, exceeded million-dollar quota while maintaining an average of a 30% margin on goods and services
- Achieved 125% of quota in FY 1999
- Lead three inside account executives on varying accounts.
Education
MA - Business Ed and History
Sacred Heart University
Fairfield, CTBS - Business Administration, Marketing/Management
Southern Connecticut State University
New Haven, CTSkills
- Strategic Partnership
- Channel Optimization
- GTM Planning and Marketing
- Sales Channel Management
- New Product Positioning
- International Business
- Sales and Technical Enablement
- Team Recruiting and Onboarding
- Strategic Executive Networking
- Partnering and Relationships
- Software Integration
- Team Goals
- Strategic Networking
Volunteer Experience
Best Buddies Connecticut, Board of Directors, 2015, Current, Best Buddies in Connecticut offers One-to-One Friendship and Leadership Development programs for individuals with and without disabilities.
Timeline
Senior Channels Director East
Extrahop
01.2023 - Current
Director of Channels Eastern US & EMEA
SecZetta
02.2022 - Current
Senior Alliances Manager
Okta
03.2020 - 02.2022
Americas Channel Director
Illusive Networks
06.2018 - 03.2020
Senior Channel Manager
Crowdstrike, NE & EAST
11.2016 - 06.2018
Northeast & Upstate NY Channel Manager
F5 Networks
12.2012 - 11.2016
New England Channel Manager
Blue Coat
11.2010 - 12.2012
Eastern US Channel Manager
Proofpoint, Inc
03.2008 - 10.2010
US Channel Manager
Promisec
03.2007 - 03.2008
US Channel Manager
ActivIdentity
06.2005 - 03.2007
Regional Sales Director
Integralis
01.2001 - 01.2005
Account Manager
Micros To Mainframes
10.1998 - 11.2000
MA - Business Ed and History
Sacred Heart University
BS - Business Administration, Marketing/Management
Southern Connecticut State University
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