Channel Manager

KATIE BONTA

Atlanta, GA *****

404-***-**** • *****.*****@*****.*** • www.linkedin.com/in/katiebonta

SENIOR IT CHANNEL SALES MANAGER

Senior Executive Channel & Sales Manager with field and channel experience in Public, Distribution, and Finance Industries. Expertise with SaaS, cloud, cyber security, hardware, software and services channel sales to Fortune 500, small and medium clients. Recognized for utilizing all available resources to increase sales, recruit and grow relationships with partners and clients. Well informed about industry trends and current events in the area to identify potential opportunities for growth:

Strategic planning and go-to-market

Field Sales Management / Execution

Cloud, Security, SaaS, IoT, Services

Partner Recruitment

People Management

Pipeline Management

Reseller Partners, ISVs, SIs

Project Management

Channel Partner Management

Distribution Channel Management

Business Development

Alliance Management

SIEMENS, Atlanta, GA 2017 to April 2019

Global industrial and IoT/Cloud software solutions division servicing small to enterprise sized businesses.

Senior Americas Channel Partner Manager

Held Channel Sales Leadership position. Reported to VP of Americas Partner Sales.

Recruited, onboarded and managed System Integrator, Application Developer partners in NA.

Joined Siemens Mindsphere IIoT Cloud start up group at inception to create and grow channel recruitment. Group grew globally to 250 partners in 14 months.

Grew partners operating in NA to 10 SIs in a year.

Created and executed business plans and partner go-to-market programs to drive partner sell through and referrals.

SAGE, Atlanta, GA 2015 to 2017

$2B British global ERP & Financial software solutions company servicing small and medium sized businesses.

Senior Global Channel Partner Manager

Held Channel Sales Leadership position. Reported to VP of North American Channel and Alliances.

Recruited, onboarded and managed ISV, System Integrator, VAR Reseller and System Implementation partners globally.

Joined Sage Live SaaS start up group at inception to create and grow channel programs and recruitment. Group grew to 100+ in 18 months.

Grew partners operating in NA to 50 ISVs, 40 SIs, 10 Resellers in a year and a half.

Created and executed partner go-to-market programs to drive partner sell through and referrals.

CIRRITY, Atlanta, GA 2014 to 2015

Cisco powered cloud services including Virtual Desktops, IaaS, Cloud Backup and Disaster Recovery as a Service.

Senior National Channel Partner Manager in Hybrid Cloud Services

Created and executed sales strategies, demand gen programs, trainings, incentives, sales execution plays with partner C level and sales management to achieve opportunity identification and revenue objectives.

Drove and closed deals with partners growing revenue 100% YoY.

Created and executed plan for best practices in channel communications, internal channel promotions & programs and channel enablement to ensure successful onboarding.

Created partner sales training program to increase sales volume and reduce sales cycle.

MAXIM CONSULTING, Atlanta, GA 2012 to 2014

Channel and sales consulting for small and medium SaaS companies including virtualization space.

Sales and Channel Management Consultant

Created and consulted on strategy, sales, recruitment, enablement and marketing plans to grow and accelerate partner and distributor revenue and significantly increase number of partners.

Assisted one client with 50%. YTY growth.

Devised plan for best practices in channel communications, internal channel promotions and programs and channel enablement.

Worked with distributor community to create and maximize effective programs with this software vendor.

Implemented suggested improvements to rebates and incentives increasing sales YTY by 50%

HEWLETT PACKARD, Atlanta, GA 2011 to 2012

Multinational information technology company.

Field US Senior Channel Distribution Partner Business Manager for Storage

Headed sales management, strategy, execution of HP Storage division revenue for Arrow ECS, the second largest HP distributor in the North America.

Led created and executed business, sales, enablement and marketing plan jointly with Arrow sales and product manager executives and HP field and Arrow field sales force as well as inside sales.

Collaborated with Arrow sales and marketing teams, Arrow’s 5000 US business partners, HP channel partner managers and field executives implement sales execution initiatives to drive revenue for HP Storage product portfolio of solutions.

Drove over $250M in HP storage hardware revenue through Arrow via their partners.

Grew strategic 3PAR storage business for cloud, virtual and on demand needs 300% Year to Year.

IBM, Atlanta, GA 1997 to 2010

Multinational technology company.

Security Services Global Channel Enablement Executive Manager (2009 to 2010)

Managed creation, launch, communications and announcement of first worldwide IBM Security Services channel certification tests in company’s professional certification program. Rolled out program in 18 languages.

Managed test, education and deliverables creation, announcement and marketing communications plan in a world-wide matrixed environment for new sales mastery and technical certification tests for business partners and internal sellers which led to $175M in incremental global revenue.

Security Services Americas Public Sector Sales BU Executive Manager (2007 to 2009)

Held quota for and led Americas security sales effort customer facing public sector by creating sales plays, tactics and marketing campaigns with this services brand and industry marketing.

Executed strategy sessions with client and services sellers as well as resellers and led regional opportunity workshops.

Drove public sector to become top revenue producing sector for brand in 2008 producing $130M.

Exceeded sales targets for security sales effort for public sector accounts.

Americas Server Brand Sales Business Unit Executive Manager (2001 to 2007)

Held quota for and led as industry sales leader creating sales execution programs and leveraging company brand plays to drive server opportunities in retail, banking and finance, public sector accounts.

Created and executed year-long sales campaign called “I am local” for local government accounts growing YTY market share 54%.

Created, announced and channel-enabled an internet security appliance offering exclusive to small and medium businesses which drove over $6M in six months.

Led group solutions sales effort to drive IBM and vendor software on hardware platform.

Exceeded brand team $1.9B sales targets, receiving two IBM Vice President awards as well as Director awards for sales achievement and successful sales programs.

North America IBM Sales Manager (1997 to 2001)

Managed 23 representatives responsible for server, retail store system and software sales.

Exceeded total revenue quotas of $135M annually all four years at 125-165% of quota attainment by executing successful sales forecasting, cadence, and strategies.

Received IBM Leadership Award as well as three “Sales Manager of the Quarter” awards and four “100% Club” awards.

Previous IBM positions in Midrange Field Hardware Sales, Staff Sales Promotions and System Application Software Development.

CERTIFICATIONS

Challenger Sales Methodology Training, 2018

VMWare VSP SV Sales Certification, 2015

Richardson Sales Training, 2013

HP Storage Sales Academy completion, 2012

IBM Sales Certification: Internet Security Systems, 2009

IBM Management School, 1997 IBM Field Sales Training, 1991

EDUCATION

BA, Economics / French, Agnes Scott College, Decatur, GA

MEMBERSHIPS

Atlanta Chamber of Commerce

Technology Association of Georgia

Atlanta French Alliance

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