Jaimie Kander
SENIOR CHANNELS & ALLIANCES PROFESSIONAL Partner Ecosystem | Programs | Go-To-Market
F5
ex-GitLabOver 20 years of experience developing and growing partner business. Executing high value sales and marketing strategies and tactics that produce measurable results.
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Demonstrable success in go to market, designing and implementing innovative and effective sales motions that underpin the achievement of business objectives with material outcomes. Proven track record developing partner programs that support the customer lifecycle end to end. Strategist and task master skilled at balancing the trade-offs of high-speed execution with effectiveness to impact. Specialties & Expertise Partner Engagement & Relationship Management | Business Development | Go-To-Market Sales Enablement | Marketing Planning and Execution | Demand Generation | Revenue Programs Program Design and Implementation | Business Process Optimization | Market Insights Infrastructure | Security | Public Cloud | DevOps | Software Applications | Business Systems & Tools
GTM Index
- F5JOB
- Global Partner Ecosystem S…4Y 2M
Global Partner Ecosystem Strategy Lead
F5
• Strategize and oversee the transformational redesign and implementation of F5’s best-in-class Unity+ Partner Program • Optimize and operationalize a modern ecosystem partnering approach which leverages different partner types and supports growth across new products, consumption models and licensing models. (Resale, MSP, SaaS, Cloud, etc.). • Develop and maintain a program plan, roadmap, and timelines - identify workstreams and monitor the execution of the program per scope, schedule, resourcing, and budget • Create and monitor measures of success / KPIs for the program • Work closely with cross functional groups (Channel Program, Partner Experience & Readiness, Product, Portfolio Marketin…
- Partner Development, Cloud…2Y 5M
Partner Development, Cloud & Security
F5
• Responsible for the recruitment and development of channel partners in North America specific to public cloud and security portfolio solutions. • Executed comprehensive strategies with programmatic tactics within partners to support the sales lifecycle end to end. • Delivered sales enablement and marketing campaigns to increase pipeline and revenue through partner led selling motions. • Designed and implemented integrated sales and marketing initiatives aligned to critical F5 growth areas (security, public cloud, software subscriptions). • Strengthened strategic alliance partnerships with public cloud service providers (AWS, Microsoft) to drive customer adoption and consumption of F5 soft…
- GITLABJOB
- Sr. Mgr, Alliance Partner…1Y
Sr. Manager, Alliance Partner Programs and Go To Market
GitLab
• Build and manage a partner program that broadly serves the collective ecosystem of GitLab Alliance partners. • Led Technology ISV partner pillar; Craft and execute partnering strategies to mature and expand the partner portfolio. • Drive recruitment, onboard and manage Technology ISV partners; Work closely with product and sales organizations to establish partnerships and bring joint solutions to market as an extension of GitLab’s go-to-market strategy. • Engage field and channel leadership in co-selling tactics to uncover net new pipeline and accelerate existing pipeline assisted/influenced by Technology ISV partners.
- RED HATJOB
- ISV Partner Alliance Mgr2Y 3M
ISV Partner Alliance Manager
Red Hat
• Developed and managed mutually beneficial and trusting relationships with key, strategic ISV partners in the Red Hat partner ecosystem. • Engaged and collaborated with internal and ISV partner teams to build and execute critical go-to-market activities aligned to sales priorities and objectives. • Served as primary partner liaison and advocate for named ISV ecosystem partners, orchestrating partner engagements across the business - product BU’s, marketing, and sales. • Successfully executed revenue acceleration programs to drive top of funnel pipeline and yield partner attributed revenue.
- IBMJOB
- WW Security Intelligence C…5M
WW Security Intelligence Channel Segment Leader
IBM
• Responsible for the global channel strategy and business partner performance for IBM Security Intelligence Segment. • Developed new and innovative sales plays and methods to improve program adoption and utilization. • Executed portfolio focused initiatives to recruit new business partners and expand routes to market. • Coordinate and communicate with IBM Security sales, marketing, Business Partner ecosystem to create compelling sales collateral. • Utilized business intelligence and business partner feedback to create structured and targeted campaigns to drive incremental growth and sales impact.
- VIOLIN MEMORYJOB
- Sr. Mgr, WW Channel Operat…1Y 11M
Sr. Manager, WW Channel Operations
Violin Memory
• Responsible for the overall operational quality and satisfaction of the channel by providing critical business oversight, ease of business, and a positive partner experience. • Developed channel operations engagement model including the design, implementation and management of tools, process, and programs. • Increased channel partner growth and engagement through onboarding and enablement and the adoption and utilization of partner tools and programs (partner portal, lead management, deal registration). • Led global channel sales initiatives including the scoping, development, launch, and execution. • Analytics and reporting on key performance indicators and metrics for measuring and mana…
- VMWAREJOB
- Global Partner Development…1Y 11M
Global Partner Development Funds Program Manager
VMware Inc.
• Managed Global Market Development Funds programs for Channel Partners across all theaters (AMER, EMEA, APAC). • Engaged cross-functionally with product, sales, and marketing leaders to develop and implement the financial program (strategy, plan, infrastructure) that supported channel partner activities. • Led strategic initiative to develop an integrated annual partner planning process. • Managed global funds portfolio for partner sales and marketing programs (demand generation, sales incentives, training and enablement, funded heads). • Developed, implemented, and managed strategic partner investments and agreements (MOU/MDA).
- SIGMANETJOB
- Dir, Partner Relationships…4Y 11M
Director, Partner Relationships and Partner Marketing
SIGMAnet
• Build and manage key strategic relationships with global technology partners such as Cisco, EMC, VMware, NetApp, Citrix, F5, and many others. • Develop and execute partner business plans with partner account management and development teams. • Manage partner certifications and specializations in accordance with annual vendor compliance requirements. • Lead the growth and development strategy across all lines of business, inclusive of sales, marketing, engineering and operations. • Implement and manage all partner incentive and profitability programs. • Provide internal education to the teams regarding vendor products, promotions, updates, tools, sales and technical enablement and resource…
- NEXUS IS,JOB
- BD Mgr1Y 11M
Business Development Manager
Nexus IS, Inc
• Responsible and accountable for driving technology partners products, solutions, and services with measurable revenue impact and growth that aligned to key customer initiatives and company priorities. • Promoted partner and manufacturer brand awareness and competitive positioning and differentiation to attain incremental, net new growth in market. • Developed customer business and technology solution use cases, and managed customer relationships with key decision makers.
- QWESTJOB
- Sr. CPE Product Specialist…1Y 11M
Sr. CPE Product Specialist - Global Accounts
Qwest
- Job: F5 — Global Partner Ecosystem Strategy Lead · 2022-08 – present · 4y — • Strategize and oversee the transformational redesign and implementation of F5’s best-in-class Unity+ Partner Program • Optimize and operationalize a modern ecosystem partnering approach which leverages different partner types and supports growth across new products, consumption models and licensing models. (Resale, MSP, SaaS, Cloud, etc.). • Develop and maintain a program plan, roadmap, and timelines - identify workstreams and monitor the execution of the program per scope, schedule, resourcing, and budget • Create and monitor measures of success / KPIs for the program • Work closely with cross functional groups (Channel Program, Partner Experience & Readiness, Product, Portfolio Marketin…
- Job: GitLab — Sr. Manager, Alliance Partner Programs and Go To Market · 2021-08 – 2022-08 · 1y — • Build and manage a partner program that broadly serves the collective ecosystem of GitLab Alliance partners. • Led Technology ISV partner pillar; Craft and execute partnering strategies to mature and expand the partner portfolio. • Drive recruitment, onboard and manage Technology ISV partners; Work closely with product and sales organizations to establish partnerships and bring joint solutions to market as an extension of GitLab’s go-to-market strategy. • Engage field and channel leadership in co-selling tactics to uncover net new pipeline and accelerate existing pipeline assisted/influenced by Technology ISV partners.
- Job: Red Hat — ISV Partner Alliance Manager · 2019-05 – 2021-08 · 2y 3mo — • Developed and managed mutually beneficial and trusting relationships with key, strategic ISV partners in the Red Hat partner ecosystem. • Engaged and collaborated with internal and ISV partner teams to build and execute critical go-to-market activities aligned to sales priorities and objectives. • Served as primary partner liaison and advocate for named ISV ecosystem partners, orchestrating partner engagements across the business - product BU’s, marketing, and sales. • Successfully executed revenue acceleration programs to drive top of funnel pipeline and yield partner attributed revenue.
- Job: IBM — WW Security Intelligence Channel Segment Leader · 2018-12 – 2019-05 · 5 mo — • Responsible for the global channel strategy and business partner performance for IBM Security Intelligence Segment. • Developed new and innovative sales plays and methods to improve program adoption and utilization. • Executed portfolio focused initiatives to recruit new business partners and expand routes to market. • Coordinate and communicate with IBM Security sales, marketing, Business Partner ecosystem to create compelling sales collateral. • Utilized business intelligence and business partner feedback to create structured and targeted campaigns to drive incremental growth and sales impact.
- Job: F5 — Partner Development, Cloud & Security · 2016-04 – 2018-09 · 2y 5mo — • Responsible for the recruitment and development of channel partners in North America specific to public cloud and security portfolio solutions. • Executed comprehensive strategies with programmatic tactics within partners to support the sales lifecycle end to end. • Delivered sales enablement and marketing campaigns to increase pipeline and revenue through partner led selling motions. • Designed and implemented integrated sales and marketing initiatives aligned to critical F5 growth areas (security, public cloud, software subscriptions). • Strengthened strategic alliance partnerships with public cloud service providers (AWS, Microsoft) to drive customer adoption and consumption of F5 soft…
- Job: Violin Memory — Sr. Manager, WW Channel Operations · 2015 – 2016 · 1y — • Responsible for the overall operational quality and satisfaction of the channel by providing critical business oversight, ease of business, and a positive partner experience. • Developed channel operations engagement model including the design, implementation and management of tools, process, and programs. • Increased channel partner growth and engagement through onboarding and enablement and the adoption and utilization of partner tools and programs (partner portal, lead management, deal registration). • Led global channel sales initiatives including the scoping, development, launch, and execution. • Analytics and reporting on key performance indicators and metrics for measuring and mana…
- Job: VMware Inc. — Global Partner Development Funds Program Manager · 2014 – 2015 · 1y — • Managed Global Market Development Funds programs for Channel Partners across all theaters (AMER, EMEA, APAC). • Engaged cross-functionally with product, sales, and marketing leaders to develop and implement the financial program (strategy, plan, infrastructure) that supported channel partner activities. • Led strategic initiative to develop an integrated annual partner planning process. • Managed global funds portfolio for partner sales and marketing programs (demand generation, sales incentives, training and enablement, funded heads). • Developed, implemented, and managed strategic partner investments and agreements (MOU/MDA).
- Job: SIGMAnet — Director, Partner Relationships and Partner Marketing · 2009 – 2013 · 4y — • Build and manage key strategic relationships with global technology partners such as Cisco, EMC, VMware, NetApp, Citrix, F5, and many others. • Develop and execute partner business plans with partner account management and development teams. • Manage partner certifications and specializations in accordance with annual vendor compliance requirements. • Lead the growth and development strategy across all lines of business, inclusive of sales, marketing, engineering and operations. • Implement and manage all partner incentive and profitability programs. • Provide internal education to the teams regarding vendor products, promotions, updates, tools, sales and technical enablement and resource…
- Job: Nexus IS, Inc — Business Development Manager · 2008 – 2009 · 1y — • Responsible and accountable for driving technology partners products, solutions, and services with measurable revenue impact and growth that aligned to key customer initiatives and company priorities. • Promoted partner and manufacturer brand awareness and competitive positioning and differentiation to attain incremental, net new growth in market. • Developed customer business and technology solution use cases, and managed customer relationships with key decision makers.
- Job: Qwest — Sr. CPE Product Specialist - Global Accounts · 2007 – 2008 · 1y
- School: University of Phoenix — Bachelor of Science (BS), Management Information Systems, General
- School: San Diego State University-California State University — Meeting and Event Planning
- School: Grossmont College — Associate of Arts (AA), Cross-Cultural Studies
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