Summary
Overview
Work History
Education
Skills
Training
Timeline
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Karen (Kaz) Delaney

Summary

Highly motivated Sales Professional with a proven track record of identifying and expanding Sales Channels over a span of 20+ years. Results-oriented and a natural leader, possesses the ability to inspire and bring out the best in others. Consistently drives successful outcomes whether working independently or leading teams. Passionate about developing high-performing individuals and fostering strong Partners/Alliances to achieve significant growth. Expertise in transforming and developing Channel Ecosystems, both single and two-tier, with a focus on increasing net new Channel/Alliance-led business. Recognized for thought leadership, winning attitude, and infectious energy, enabling the delivery of outstanding results through collaboration and engagement of all stakeholders.

Overview

26
26
years of professional experience

Work History

Senior Distribution Manager/Unmanaged Partner Ecosystem

Veeam
05.2021 - 03.2023
  • I joined Veeam as part of the leadership team to manage the Distribution and Aggregator (Cloud) Business across ANZ. I managed a team of six Inside Channel Reps responsible for the breadth Partner Ecosystem delivering 50%+ of the overall Channel Revenue. Following promotion I also took responsibility for the breadth SMB Business.
  • Recruited, managed and developed Inside Channel Sales Team to consistently overachieve revenue targets.
  • Consistently delivered 50%+ of the overall ANZ Channel Revenue.
  • Introduced a sales methodology/matrix to focus on growth Partners and realign none performing Partners.
  • Designed and delivered Go to Market Strategies through joint Marketing Campaigns with Partners and complimentary Vendors.
  • Adapted the Partner Program to reflect the requirements of the ANZ Partner Eco-System.
  • Developed, agreed and executed sales growth plans with Distributors and Aggregators.
  • Implemented regular training sessions with potential Alliance/complementary Vendors within Distribution to drive Veeam bios and drive win/win outcomes.
  • Collaborated with Direct Sales, Marketing, Alliances, Operations and Technical leaders to align vision and execution of plan.
  • Executed Operational rigour to reduce error and cost of sale.
  • Delivered QBR's to include all stakeholders both internal and external. Ensuring buy-in of next steps.
  • Business growth FY22 25% YOY.


Senior Distribution/Cloud Manager

VMware
10.2017 - 04.2021
  • Joined VMware to manage both the Distribution and Aggregator/Cloud business across ANZ.
  • Previously the Distribution business had been engaged at a very operational level and the business was in decline.
  • Engaged with internal teams to understand the previous decline and gain buy-in for change.
  • Built and executed RFP for the Cloud business.
  • Selected/onboarded new Aggregator including overseeing Operational Excellence, Product training, Sales readiness.
  • Re-engaged existing Aggregators.
  • Re-aligned Distribution Rebates to focus on growth.
  • Developed and executed Business Plans/activities focused on growth.
  • Refocused Distribution Business on New License Revenue.
  • Negotiated and implemented new Partner Program to further drive the ANZ business.
  • Grew Partner ecosystem and realigned none performing Partners.
  • Grew Distribution/Cloud Managed business 14% YoY.

Channel Lead

Zscaler
11.2015 - 04.2017
  • Joined Zscaler to build the Channel business.
  • Zscaler historically sold their Security (SAAS) platform through large Service Providers, BT, Verizon, OBS and are were looking to build a more predictable mid-market business.
  • Developed the Channel Program.
  • Developed and excuted Partner Business Plans.
  • Implemented QBR’s.
  • On-boarded 10 New Partners in the Mid-Market space, Datacom, Harbour IT, Vmtech, Telstra plus smaller players.
  • Grew Partner soured business to 70%+ of total revenue.

Country Manager/Distribution Manager/Channel Director

Astaro/Sophos
04.2011 - 10.2015
  • Joined Astaro as the sole employee in ANZ, the business had been without in-country sales direction for some time.
  • Quickly became successful in implementing Channel Programs resulting in revenue growth and increased Channel coverage.
  • Astaro was subsequently acquired by Sophos.
  • I was offered the pivotal role of Senior Distribution Manager.
  • In this time, I successfully off-boarded three smaller Astaro Distributors and took the Sophos business from a single tier GTM to 2 tier through an exclusive agreement with Distribution Central now Arrow.
  • Promoted to Channel Director in Dec 2012, responsible for the Sophos Channel across ANZ with additional responsibility of driving Networking and Cloud (SAAS) initiatives/programs/revenue across the business both externally and internally.
  • Recognised as one of the top six Revenue Contributors Worldwide.
  • Achieved Presidents club each year.
  • Overachieved Networking LOB 148+%
  • Introduced (SAAS) endpoint revenue stream.
  • Recruited, trained, and continually motivated a successful Channel Sales Team of six people.
  • Developed and Implemented two separate routes to success for Channel Partners rewarding both revenue achievement and technical excellence. All whilst retaining margin to the Sophos business.
  • Introduced, executed and continually reviewed Partner business plans and QBR’s with the team. And directly with Distribution.
  • Accurate monthly/quarterly Channel forecasting, crucial for ensuring Hardware availability whist not overstocking.
  • Developed and implemented a sell-through culture rather than sell-in. Negating the need for Distribution Price Protection/Stock rotation.
  • Double digit YoY revenue growth
  • Pivotal in implementing new systems to deliver Operational Excellence, therefore reducing cost of sale - EDI
  • Grew renewal business to 94% from 70%

ANZ Channel Manager

SonicWALL
02.2010 - 03.2011
  • I accepted the offer of permanent employment with SonicWALL in a Channel Management capacity.
  • Developed new and existing partners across ANZ
  • Achievements:
  • Successfully implemented New Partner Program.
  • Successfully identified and on-boarded new Distribution Partner.
  • Identified, on-boarded and executed business plans with 20+Partners.
  • Developed SonicWall’s – technical community (Supersonic) previously ignored.
  • Developed End-User demand gen activities with key Partners.
  • Grew the business 2% YOY.

Channel Manager

SonicWALL
12.2008 - 01.2010
  • I joined SonicWALL on a 3-month contract with a remit to develop the Channel Eco-system
  • After 2 contract extensions I accepted a permanent position within the business

Business Owner

Evolve Recruitment
09.2006 - 10.2008
  • Evolve was developed from the ground up, specialising in IT Recruitment positions, both Technical and Sales and Marketing
  • Achievements:
  • T/O of $2.3mil in the first 12 months of trading
  • Built a team of successful, ethical IT recruiters
  • As a start-up secured a number of PSA’s both in Australia and O/S
  • After 2 years I sold out to my business partner, to pursue my passion for working within the IT Channel, the business was on target to hit $6mil year 3 with a staff of ten

IT Sales and Marketing Recruitment Consultant

Professional Recruitment Australia
07.2004 - 08.2006
  • With no previous knowledge of IT recruitment in Australia I joined a start-up business with the remit to develop an IT Sales and Marketing desk
  • 100% Cold Desk
  • End-to-end recruitment
  • Resourcing and interviewing all candidates
  • Resourcing of all positions
  • Negotiating fees
  • Dealing with all necessary paperwork including permanent and temporary contracts
  • Achievements:
  • Awarded Best and Fairest award 2004, 2005 awarded for revenue generation and cross selling of other business areas
  • Achieved Revenue targets
  • Opened revenue streams for other areas of the business and agreed a number of Preferred Supplier Agreements

Channel Account Manager

IBM
01.1997 - 08.2004

Education

BSc - Sports Science

Leeds Beckett University

Skills

  • Cross functional leadership
  • Entrepreneurial mindset
  • Channel Development/Enablement
  • Sales Management
  • Strategic Planning
  • Change Management
  • Pipeline development
  • Channel/Business plan development/execution
  • GTM strategy
  • Clear Target setting
  • Delivering QBR’s
  • SaaS
  • PaaS
  • Cloud
  • Infrastructure as a Service
  • Alliances

Training

  • Negotiation Skills - Rogen
  • B2B Sales - Rogen
  • Strategic Selling - Miller Heiman
  • Solution Selling - Miller Heiman
  • Sales School - IBM
  • Spin - IBM

Timeline

Senior Distribution Manager/Unmanaged Partner Ecosystem

Veeam
05.2021 - 03.2023

Senior Distribution/Cloud Manager

VMware
10.2017 - 04.2021

Channel Lead

Zscaler
11.2015 - 04.2017

Country Manager/Distribution Manager/Channel Director

Astaro/Sophos
04.2011 - 10.2015

ANZ Channel Manager

SonicWALL
02.2010 - 03.2011

Channel Manager

SonicWALL
12.2008 - 01.2010

Business Owner

Evolve Recruitment
09.2006 - 10.2008

IT Sales and Marketing Recruitment Consultant

Professional Recruitment Australia
07.2004 - 08.2006

Channel Account Manager

IBM
01.1997 - 08.2004

BSc - Sports Science

Leeds Beckett University

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Karen (Kaz) Delaney