Philip Strange

I am an energetic and well-travelled channel sales leader in the enterprise software space. My results demonstrate expertise in creating comprehensive global channel programs which attract the right, high quality partners who bring your company revenue.

As a successful former territory rep and team manager I also have the sales know-how to get the best out of those partners and create value for everyone. Here are a few examples of the channel value I’ve created:

At Segue Software I closed approximately 250 transactions, delivering a 21% increase in total revenues, recruited and trained 9 new partners, opened 3 new geos, and managed the EMEA dialogue that led to their acquisition by Borland.

At Gomez I restructured the Channel Program for the EMEA market and then added 10 new resellers in 8 new territories increasing ARR by $520K, including the largest channel deal of 2008 with Ferrari.

For Keynote I recruited and enabled 13 new Resellers covering 35 new geos, co-created the EMEA Channel GTM for the mobile test offering, and signed Keynote’s first EMEA SI agreement (Capgemini). This contributed to a huge increase in brand value and the subsequent acquisition by Dynatrace, where I conducted the field enablement of Keynote’s web-site monitoring solution for their 45 internal reps and 150 reseller reps, generating $4.05 mn sales (162% of target).

At Verizon’s CDN division I managed country distributors in EMEA and India, training 400 reps from 8 partners in 8 countries billing $3 mn/year, with $900K net new sales won in a competitive market. I was the only manager to both get a new logo deal and get paid for it in India.Since then I have created and implemented a channel program and go to market strategy for two software start-ups, increasing their brand value and attractiveness to investors.

I have just completed setting up a channel program from scratch for the 3rd time.

Prior to working in channel sales I have had P&L roles, giving me valuable insight into how business owners (your partners) think. I remain in contact with all of them and celebrate how many of them have gone on to grow their businesses even further with the new vendors I introduced them to. I will bring structure and a reliable methodology to your channel initiative along with operational gravitas and a commitment to results. I do this through clear and constant communication of objectives, creating a channel culture at all levels of your organization and leading by example in the field.If your company is serious about building a channel partner program, or has a channel program which you know can run better, I’m interested in getting to know you.

PS: I am fluent in Spanish and will work from my home in Barcelona.