Bernard Quiachon
Sydney,NSW
Summary
Seasoned channel sales leader with a strong track record of driving partner success and delivering measurable short- and long-term outcomes. Experienced in strategy, sales, and execution with a consistent focus on creating mutually beneficial results for partners and clients. Recognized for leveraging technology to unlock business potential and for building a reputation of credibility and respect across the industry.
A collaborative leader who emphasises clear communication, accountability, and empowerment, fostering environments where trust, open dialogue, and shared vision drive success. Results-driven and well-prepared for this role, with proven expertise in channel strategy, sales performance optimisation, and partner relationship development. Skilled in strategic planning, negotiation, and stakeholder management, with a reputation for adaptability and delivering measurable results.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Enterprise Channel Manager-ANZ
Trend Micro
01.2023 - Current
- Promoted to Strategic Senior Channel Manager, ANZ to drive partner success and revenue growth
- Tasked with converting five strategic partners to build advanced System Integration, MSS, and IR capabilities
- Analyzed market trends to identify potential opportunities for channel expansion and optimization.
- Conducted training sessions for partners on product offerings and sales techniques to improve performance.
- Monitored partner performance metrics, providing actionable insights to enhance productivity and engagement.
- Drove and delivered sales leads to convert into new business.
- Conducted regular performance reviews of channel partners to identify areas of improvement and growth potential.
- Led a cross-functional team of technical and marketing professionals to deliver high-impact launches
- Established aggressive performance benchmarks and implemented SMART-driven partner programs
- Aligned financial, operational, and marketing goals to foster both immediate and long-term partner success
Enterprise Channel Manager-Northern Region
Trend Micro
01.2022 - 01.2023
- Northern Region Channel Manager, overseeing 10 high-value SI/GSP and MSSP partners
- Developed and executed growth strategies to strengthen partner relationships
- Drove consistent sales performance and accelerated revenue outcomes
- Focused on long-term partner success through strategic alignment and execution
- Established clear performance metrics for channel partners, fostering accountability and driving results.
- Provided comprehensive training programs for new channel partners, equipping them with knowledge on products and services.
- Developed solutions with partners to aid in winning new business.
- Evangelized benefits of global platform to add value to unified product offering.
- Organized promotional events and interacted with community to increase sales volume.
Channel Development Manager, MSP Lead
Crayon Australia
09.2021 - 01.2022
- Accountable for quarterly software and services targets, with accurate weekly forecasting and pipeline management
- Led national development and execution of the Microsoft CSP Program to drive partner services adoption
- Recruited new partners and activated $38K in monthly recurring revenue
- Delivered 5 migration projects worth a total of $300K
- Optimized channel performance by conducting regular reviews and implementing improvements based on data analysis.
- Collaborated with internal stakeholders to develop customised solutions tailored specifically for channel partners needs.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Managed revenue models, process flows, operations support, and customer engagement strategies.
- Facilitated business by implementing practical networking techniques.
Distribution and Channel Sales ANZ
SolarWinds
01.2020 - 07.2020
- Co-sell with Partnering with Distribution
- Qualify opportunities and progress
- Building partner capabilities to identify offerings/opportunities.
- Demonstrated strong organizational and time management skills while managing multiple projects.
- Proved successful working within tight deadlines and a fast-paced environment.
Account Manager- Major
Rhipe
07.2018 - 01.2020
- Promoted to Senior Channel Account Manager, enabling a portfolio of infrastructure and services partners
- Collaborated with major vendors including Microsoft, VMware, Citrix, Red Hat, and Trend Micro
- Worked with cross-functional technical and marketing teams to design exclusive commercial packages
- Unlocked vendor opportunities that drove partner growth and market expansion
- Established clear communication channels between clients and internal teams, ensuring seamless project execution.
- Actively participated in networking events within the industry, expanding professional connections and generating leads.
- Implemented strategies to increase revenue from existing accounts through upselling and cross-selling initiatives.
- Developed targeted presentations for key accounts, effectively communicating value proposition and securing commitments.
- Drove revenue growth by identifying new business opportunities within existing accounts.
Business Development Manager
Microsoft CSP
07.2016 - 08.2018
- Responsible for driving adoption and growth of Microsoft’s Cloud Solution Provider (CSP) program through channel partners
- Successfully recruited and enabled 170+ new partners with adoption of O365 and Azure solutions
- Designed and packaged exclusive commercial offers that generated high-value gross profit for rhipe
- Helped partners accelerate cloud and SaaS adoption by leveraging programs, incentives, and enablement initiatives
Partner Business Manager APAC
CloudRecover
10.2015 - 07.2016
- Channel Leader responsible for partner recruitment and driving revenue growth
- Streamlined key offerings and tools, significantly boosting run rate and mid-market revenue
- Designed campaign incentives to increase partner collaboration around CloudRecover solutions
- Established clear success objectives to guide partner adoption and implementation of CloudRecover solutions
Partner Renewal Success Manager
Symantec/Veritas
04.2010 - 10.2015
- Results-driven channel renewal representative managing key relationships with partners and distributors
- Accountable for $3.5 million in quarterly annuity revenue
- Consummate overachiever consistently exceeding expectations
- Achieved an average retention rate of 85%
- Success driven by preparing and working closely with partners on upcoming renewal opportunities
Education
Certificate IV - Certificate IV Business Management
TAFE NSW
NSW07-2002
Skills
- Enhance partner retention strategies
- Revenue growth
- Experienced in strategic leadership
- Team leadership
- Project management expertise
- Implementation of training strategies
- Channel sales development and GTM and execution
- Documentation expertise
- Broaden partnership connections
- Streamline partner incentive strategy
- Drive digital transformation initiatives
- Cooperative sales and marketing tactics
- Strategic territory management skills
- Marketing strategy development
- Develop new business strategies
Accomplishments
- Trend Micro FY23 Quota Achievement $17m 105%
- Crayon FY22 Largest Infrastructure deal $235k TCV
- Rhipe Microsoft 365 Business Scholarship 2019 Award Greece
- Symantec Sales achiever the year FY 2015, attend Presidents Club Awards: Achieved 147% yearly quota.
- Symantec Pacific Renewal Account Manager of the year, for FY 2014: Achieved 115% yearly quota.
Affiliations
Agency and Membership:
- Australian Computer Society
- Member of Canberra -Meet The Chiefs
Certification
- MEDDIC July 2025
- Microsoft SC-900T00 - Microsoft Security, Compliance, and Identity Fundamentals Course June 2021
- TAFE Formulating Cyber Security Strategy August 2020
- M365 Fundamentals July 2020
- HPE Data Protection License HPE2-N64 April 2015
- Symantec SSE+ Security August 2009
- Certificate IV Business Management July 2002
- HSC Certificate 2001
Timeline
Enterprise Channel Manager-ANZ
Trend Micro
01.2023 - Current
Enterprise Channel Manager-Northern Region
Trend Micro
01.2022 - 01.2023
Channel Development Manager, MSP Lead
Crayon Australia
09.2021 - 01.2022
Distribution and Channel Sales ANZ
SolarWinds
01.2020 - 07.2020
Account Manager- Major
Rhipe
07.2018 - 01.2020
Business Development Manager
Microsoft CSP
07.2016 - 08.2018
Partner Business Manager APAC
CloudRecover
10.2015 - 07.2016
Partner Renewal Success Manager
Symantec/Veritas
04.2010 - 10.2015
Certificate IV - Certificate IV Business Management
TAFE NSW
Section name
REFERENCE AND OTHER RELEVANT DOCUMENT AVAILABLE UPON REQUEST