TIM SMITH

Results-oriented professional with a proven track record of initiating and expanding channel and alliances partnerships in the technology sector. Successfully led the establishment of the Australian & New Zealand channel for Cato Networks, driving exponential growth from 4 to over 15 partners and forging strategic alliances with AWS within a mere 10 months. Instrumental in elevating partner revenue from $184K USD to over $2 Million USD within a 10-month period through adept pipeline

management and business closures. Transitioned seamlessly from a security background to networking, leveraging this transition to deepen expertise in the evolving SASE market.

key tasks that I was responsible for include:

1. Generate enthusiasm and passion for Cato Networks’ SASE Solutions throughout the Partner Ecosystem Proactively.

2. engage with current Partners to further increase market share and drive incremental revenue through up-selling, cross-selling and account penetration as well as promoting and launching new products.

3. Create, maintain, and execute Partner-focused go-to-market plans.

4. Develop territory plan, including documenting recruiting strategy.

5. Meet with Partners, participate in joint sales calls to customers and assist the Partner in closing opportunities.

6. Assist Partners in broadening their product expertise and sales opportunities, Drive exceptional YoY partner revenue growth.

7. Develop creative lead generation and sales incentive programs to increase sales.

8. Deliver sales and technical trainings for partners.

9. Facilitate communications and deal flow between partner and Cato sales reps.10. Develop collateral, sales tools, lead-sharing campaigns, and marketing programs.

• To be the best channel business development manager for Netskope, it would be important to have a deep understanding of the company's products and services, as well as the needs and concerns of its target market
• Additionally, having strong communication and negotiation skills, as well as the ability to build and maintain relationships with partners, would be crucial for success in this role
• Additionally, it would be important to stay up-to-date with industry trends and developments, and to be able to effectively communicate the value of Netskope's offerings to potential partners
• Key tasks that you would be responsible for include:
• 1
• Identifying and recruiting new channel partners: This may involve researching potential partners, identifying potential sales leads, and reaching out to potential partners to discuss potential opportunities
• 2
• Building and maintaining relationships with channel partners: This could include regular communication, attending industry events, and working closely with partners to understand their needs and concerns
• 3
• Developing and implementing channel sales strategies: This could include creating a sales plan and budget, setting sales targets, and working with the channel partners to ensure that they have the necessary resources and support to meet these targets
• 4
• Providing training and support to channel partners: This could include providing training on the company's products and services, as well as providing ongoing support to help partners close sales and achieve success
• 5
• Managing the partner lifecycle: This may involve working with partners to establish mutually beneficial terms for working together, and communicating these terms to the relevant stakeholders within your organization
• Managing the compliance and performance of the partners
• 6
• Communicating the value of the company's products or services to partners: This may involve creating marketing materials, presentations, and working with the marketing team to develop effective messaging and branding
• 7
• Collaborating with other teams: This could include working with product development, engineering, and customer success teams to ensure that new products or services meet the needs of customers and partners
• 8
• Analyzing and reporting on channel sales performance: This could include tracking key metrics such as partner revenue, sales pipeline and partner engagement, and providing regular reports to senior management

• Established the inside sales business platform
• Grew a global team (team of 15 in 6 months)
• Cold Calling
• Develops sales opportunities by researching and identifying potential accounts, soliciting new account, building rapport, providing technical information and explanations, and preparing quotations
• Identify potential prospects using initiative and creativity to generate outbound appointments for the sales team
• Nurture prospects and build sales pipeline
• Trained all new staff members on sales pitch and cold calling
• Cold called around globe
• America, India, Singapore, EMEA, Dubai, Australia, New Zealand, Canada
• Maintain well organised, up-to-date and accurate sales information and activity reports in CRM system

• Generates revenue by soliciting and obtaining orders, understanding, and interpreting technical requirements, providing technical information, and developing accounts
• Assesses competitors by analysing and summarising competitor information and trends and identifying sales opportunities
• Develops sales opportunities by researching and identifying potential accounts, soliciting new account, building rapport, providing technical information and explanations, and preparing quotations
• Closes new accounts by answering telephone, fax, and e-mail inquiries and verifying and entering information
• Fills orders by transferring orders to fulfilment, communicating expected delivery date, and explaining stock-outs
• Develops accounts by checking customer's buying history, suggesting related and new items, and explaining technical features
• Maintains communication equipment by troubleshooting, reporting, and tracking problems
• Maintains and improves quality results by following standards and recommending improved policies and procedures
• Updates job knowledge by studying new product descriptions and participating in educational opportunities
• Accomplishes department and organisation goals by accepting ownership for accomplishing new and different requests
• Explores opportunities to add value to job accomplishments
• Identify potential prospects using initiative and creativity to generate outbound appointments for the sales team
• Nurture prospects and build sales pipeline
• Manage run rate customers and deals
• Provide engaging and articulate information about VECTEC'S value proposition to potential customers
• Maintain well organised, up-to-date and accurate sales information and activity reports in Hub-spot CRM system
• Demonstrate the ability to interact professionally with potential customers & partners via phone, email, webinars and face to face, to identify opportunities and build relationships
• Proficiency in the use of social networking tools like LinkedIn
• Leveraging my background in lead generation to generate NNB (New-Net-Business) for respective clients, and facilitate the closure of said business

• Understanding how a business operates and helping them to secure & defend their information against the threat of a cyber-attack or data loss so that they can avoid the consequences of a breach and continue to function in a way that is best for their business and their customers
• Cold Calling
• Building a focused Cyber Leaders call list & building relationships
• Cold Calling strategy sessions with partners (Optus, Ricoh, Telstra)
• Driving Channel business / Interim Channel Manager
• Setting up & Networking at IT Conferences
• Achievements: #1 Territory Development rep world wide
• Booked over 40 meetings per month
• Completed all Varonis Certificates in Data Security