100 People You Don't Know But Should 2017

Unsung Heroes

Building a solid channel strategy is never a solitary exercise. It takes a team -- and often a pretty big one -- to arm partners with the resources and support they need to be successful. From building the right programs, to rolling out sales and marketing tools, to finding the best options for training and financing, channel-friendly vendors assemble strong lineups to make sure all of their partners’ needs are met.

While some channel executives get their fair share of recognition, many others work diligently behind the scenes. In fact, there are countless channel management folks who work tirelessly to support their partners without ever gaining the recognition of the channel at large.

CRN’s "100 People You Don’t Know But Should" list spotlights some of the channel’s best and brightest people who may not be as visible as some channel chiefs but are just as important to the partner community. Consider them some of the channel’s unsung heroes.

(By company name)

A-C | D-F | G-I | J-L | M-O | P-R | S-U | V-Z

Mike Allers

Director, North America Channels, Distribution

Aerohive Networks

Allers is helping attract hundreds of new partners to Aerohive since the launch of the Aerohive Connect offering in January. He also is aiding solution providers on the incentive and technical services front through Aerohive’s new partnership with value-add distributor WAV.

Paige Johnson

Head of Partner Campaigns and Scalable Programs

Amazon Web Services

Johnson played a central role in the cloud leader’s efforts to develop and launch its partner marketing portal, APN Marketing Central. She’s focused on making the portal a valuable resource for tens of thousands of AWS partners looking to step up their marketing and demand-generation efforts.

Scott Sullivan



Solution providers trying to determine how to best pay for technology products might want to check in with Ampil’s Sullivan. Solution providers that leverage a financial consulting firm such as Ampil can open the door to more flexible payment options and incremental revenue opportunities.

Jason Covitz

Global Director, Channel Strategy, Marketing

APC By Schneider Electric

With an extensive history in customer service, sales and marketing, Covitz leads the company’s global channel and marketing strategy. Over the past few years, he has made significant gains in recruiting partners focused on recurring revenue streams to drive business around IoT.

Mike Baker

VP, Global Sales


Before joining Armis in April, Baker spearheaded the development of Cylance’s channel program -- and he is leveraging that experience as Armis moves toward becoming 100 percent channel- focused. He is now crafting a strong partner program that can bring Armis’ agentless IoT security platform to vertical markets.

Roland Ducote

Corporate Supplier Manager, Arrow Intelligent Systems

Arrow Electronics

Ducote has been key in helping Arrow work with its partners to build and implement IoT services for customers. Under his leadership, Arrow launched "cradle to grave" services and solutions that help partners penetrate the IoT market through better customization.

Brian Babineau


Barracuda MSP

Barracuda MSP is a provider of data protection and security solutions for MSPs. And as the general manager of the unit -- which sells entirely through channel partners -- Babineau’s job No. 1 is to empower MSPs with the tools and resources needed to serve SMB customers.

Katie Sousa

Sr. Partner Marketing Specialist

Barracuda MSP

Sousa joined Barracuda with its acquisition late last year of Intronis, where she had worked her way up from a marketing temp. She is helping drive Barracuda to be a sig­nificant MSP partner and bring Intronis MSP to all Barracuda partners.

Susheel Chitre

VP, Business Development, Strategic Alliances

Big Switch Networks

Chitre is taking his extensive partner expertise gained from over a decade at Cisco to Big Switch. His vision of increasing and enhancing the vendor’s ecosystem of channel, technology and OEM partnerships is aimed at driving new opportunities for partners.

David Cline

VP, Sales


BlackStratus has seen strong sales growth since launching in spring 2016 -- and is on pace to double the business this year. Behind that sales growth is Cline, who has driven a 100 percent channel strategy at the company for its enterprise-grade SIEM offerings for SMB customers.

Jasmina Muller

Area VP


Muller has been with CenturyLink since 2010, but for the past year she’s been plugging away with partners in Arizona, California, Idaho, Nevada, Oregon and Utah. Muller is heads-down focused on helping channel partners sell solutions, not products.

Steve Cox

Sr. Director, Digital Experience & Analytics, Global Virtual Sales & Customer Success

Cisco Systems

The 17-year Cisco veteran is a key stakeholder behind the company’s digital transformation initiatives, seeking to help partners sell and retain customers more successfully in today’s subscription-based economy.

Maria Hart

Sr. Manager, ShareFile Ecosystem Strategy

Citrix Systems

Hart is responsible for helping to drive sales of ShareFile in the enterprise via partners, strategic alliances and systems integrators. Prior to that, she helped launch a ShareFile CSP solution, which included implementing a partner sales incentive resulting in 350 percent growth in six months.

Nate Spilker

VP, ShareFile SMB Product Management

Citrix Systems

Spilker came to Citrix in October 2011 as part of the ShareFile acquisition and was promoted into his current role in April 2016. He is leveraging ShareFile’s "born-in-the-cloud" architecture to help channel partners evolve from licensing models to Software-as-a-Service-based selling.

Colin Kelly

SVP, Marketing


Kelly is newly back with ClearCenter, where he worked from 2011 to 2012, just as the company is ramping up a channel sales offensive around its open-source, Linux-based operating system, ClearOS. Kelly brings a wealth of software engineering expertise to his new role.

Brodie Kirkeby

VP, Strategic Partners


Kirkeby is responsible for launching U.S. operations for the networking startup including channel management, sales and marketing. He was key in the launch of Cloud4Wi’s first-ever Volare Partner Program in 2016, aiming to make solution providers profitable by selling guest Wi-Fi solutions and services.

Eric Amstutz

Director, Channel Sales


Amstutz is focused on building the software-defined WAN industry’s best channel organization possible following the startup’s global partner program launch in 2016. Amstutz’s goal is to enable partners to generate new services through modernizing their customers’ legacy WAN and branch office infrastructure.

Kyle Jackson

Major Account Sales Director


Jackson manages 75 quota-carrying salespeople and helps ConnectWise’s larger channel partners streamline processes and optimize their business through management tools. He encourages solution providers to hire sales-people with strong refer­ences and give them 10 months to get fully up to speed.

Michael Pare

Channel Operations Manager


Crowdstrike has gained unicorn status thanks to its cloud-delivered offer­ing that brings together next-gen anti-virus with endpoint detection and managed threat hunting. Working to accelerate growth through partner relationships is Pare, who left Palo Alto Networks in January to help run channel operations.

Jeffrey Pappert

Sales Manager

Cygilant (formerly EiQ Networks)

Cygilant, a provider of a security opera­tions and analytics plat­form that was formerly known as EiQ Networks, is embarking on a mission to add to its channel partner ranks. And heading up the effort is Pappert, who is managing the company’s channel sales division.

Ken Fabozzi

Sr. Director, VAR Field Sales and HP Enterprise

D&H Distributing

Fabozzi brings three decades of sales, marketing and channel leadership experience to D&H, which hired the seasoned dis­tribution executive earlier this year. He now manages several high-profile D&H vendor relationships and is working to grow the company’s base of SMB resellers.

David Miketinac

VP, North America Distribution

Dell EMC

With Dell Technologies turning to the channel to help capitalize on its scale and reach, Miketinac is keenly aware of the opportunity the company and its partners face as customers begin to leverage technology as a key driver of business strategy.

John Quinn

VP, North American Channels

Digital Guardian

A veteran cyber­security firm in the area of data loss prevention -- stop­ping the removal of data by hackers or depart­ing employees -- Digital Guardian is looking to take its channel efforts to the next level with the July hiring of Quinn, previously a senior director on the channel team at FireEye.

James Grant

Partner Business Manager


Grant is one of the fresh faces driving a new channel program at the container tech pioneer. A specialist in open-source technology channels, Grant came to Docker in December after a few years at Red Hat, where he focused on penetrat­ing specific verticals with open-source solutions.

Guy Cunningham

VP, Channel Sales and Distribution


EventTracker is looking to help MSPs jump on board the red-hot opportunity in security, with a SIEM and managed SOC offering. Since joining this year, Cunningham has revolutionized the company’s sales strategy by driving a channel-first approach and launching a new partner program.

Vasu Jakkal



Former Brocade executive Jakkal joined FireEye in September as CMO. She brings a background of transformative market­ing and a mission to help the security vendor take its brand to the next level. Jakkal told CRN that part­ners will play a key part of that strategy for FireEye.

Pedro Abreu

Chief Strategy Officer

ForeScout Technologies

A specialist in Internet of Things security, ForeScout launched an expanded partner pro­gram earlier this year. Spearheading ForeScout’s corporate strategy is Abreu, a veteran of compa­nies including Intel Security and EMC.

John Crandall

Director, National Accounts


A provider of rapid threat miti­gation through its Security Fabric, Fortinet has been focusing on extending its approach to the cloud. Crandall, who has worked in channel and sales roles for two decades, is helping to lead the way in terms of working with partners on building out cloud capabilities in security.

Lief Koepsel

Sr. Director, Channel Marketing


At cybersecu­rity firm Fortinet, which generates all of its revenue through indirect sales, channel marketing efforts take a central role in the business. Overseeing Fortinet’s chan­nel marketing strategies and programs is Koepsel, formerly a longtime channel marketing director at Cisco.

Guy Taylor

Global Head, SI & Advisory Alliances

GE Digital

As GE Digital continues to position itself as a leading software player for the industrial Internet of Things, Taylor is at the front of the channel ranks, building a global partner ecosystem while helping partners better understand the opportunities and how to take advantage of its Predix Cloud IoT platform.

Chris Arisian

Global Consulting Partnerships, Google Cloud


Arisian led strategic business development and indirect sales at Apigee. Last year, when Google acquired the company, Arisian brought his skills to Mountain View, where he’s focusing on developing vertical markets and building partnerships with Google’s cloud resellers and integrators.

Derrick McCuen

AMS EG Manager, Partner Programs

Hewlett Packard Enterprise

McCuen is leading the charge on a new wave of HPE PartnerReady programs aimed at driving hybrid IT managed cloud services. His biggest contribution: a marked improvement in HPE PartnerReady programs for resellers and service providers.

Irv Rothman

CEO, HPE Financial Services

Hewlett Packard Enterprise

It’s hard to believe Rothman is not a household name among HPE solution providers. The financial services industry veteran has brought HPE into the subscription-based cloud era with products like Flexible Capacity, putting partners into the cloud computing fast lane.

Kara Myers

Sr. Director, Americas Field Marketing

Hitachi Vantara

Myers will be very busy explaining what "Hitachi Vantara" is. The company was formed in September by combining Hitachi’s data center infrastructure, IoT and big data businesses under a new brand. She will play a key role showing partners how that impacts them.

Jivko Kirov

Director, Sales, Partner Training


Kirov is the behind-the-scenes lead player in the HP University program, which includes fundamentals of sales, advanced negotiation and solution-selling. The 16-year HPE veteran is helping partners move from transactional product sales to multiyear Device-as-a-Service models.

Gary Simms

VP, Commercial Channel Programs


The new head of HP’s Americas Partner program is on a mission to shine the spotlight on partner program improvements aimed at accelerating profits for partners, including payments from dollar one on non-Smart Buys for Gold and Platinum partners. Simms is also working on a new security specialization.

Michael Dickman

VP, Product Line Management

HPE Aruba

Every great product needs a hands-on manager to make sure it meets the most stringent technology standards. That is especially true when the product is as eagerly anticipated as the HPE Aruba 8400 switch. Dickman brought the unique and powerful Aruba mobile and cloud-first focus to the 8400.

Tom Black

VP, GM Campus, Branch Networking

HPE Aruba

The hard-driving HPE Aruba executive spearheaded the development of Aruba’s first core switch -- the 8400 -- aimed at displacing Cisco’s popular Catalyst switch line. The product, referred to by partners as a Catalyst killer, is already making inroads in the intensely competitive switching market.

Jeff Kalberg

Technology Evangelist


With IGEL in the midst of a broad effort to reshape the image of VDI solutions in the North America market, Kalberg is the go-to executive for partners looking to help customers clear hurdles that often pop up on the way to VDI success.

Chris Jones

Chief Partner Officer


Since joining InfoBlox in May, Jones, who has extensive experience with the channel at Polycom and Juniper Networks, has worked to help the network management and control vendor revamp its BuildingBlox channel program to better "evolve the baseline" for partners around growth, focus and value.

Darren Gottesmann

Director, SMB Sales, Ingram Micro

Ingram Micro

Gottesmann oversees Ingram Micro’s sales relationships with more than 20,000 SMB channel partners and the continued growth of the SMB Alliance community. Under Gottesmann, Ingram has achieved double-digit year-over-year growth in its SMB business.

Thomas Lantzsch

SVP, GM, IoT Group


Intel hired Lantzsch away from rival ARM last year, and the execu­tive has been showing his expertise in IoT since then. Under his leadership, Intel has discontinued some of its IoT modules like Edison and Galileo, and pivoted its focus to target vertical-market-ready solutions at partners in the retail and manufacturing sectors.

Mark Sher

VP, Cloud Voice Product Marketing


Sher leads Intermedia’s product market­ing and product manage­ment for all cloud voice ser­vices. He oversees a $60 million cloud voice busi­ness growing at 37 percent annually, and is responsible for driving product strategy, market demand as well as lead generation efforts.

Dave Goldie

VP, Channel

IT Glue

SaaS startup IT Glue offers a documenta­tion platform that helps businesses standardize and improve their internal processes. Under Goldie, IT Glue has begun selling its SMB-tailored product through MSPs. A partner program that better incen­tivizes sales via those MSP partners is in the works.

Darren Otto

Channel Manager


Otto spearheads the $30 million commercial and public sector distribu­tion business for Ivanti, an IT systems manage­ment provider formed by the LANDesk and Heat Software merger. Otto manages a number of partnership and programs within Ivanti’s channel sales arm, which earlier this year received a makeover.

Corinne Shepard

Director, Channel Sales


Shepard joined K2 in August 2016 as a senior global partner account man­ager, and was promoted to her current role in June 2017. The business appli­cation software company offers four different partner models ranging from refer­ring customers to providing expert system installations and implementations.

Larissa Crandall

Director, Channel Sales, North America

Kaspersky Lab

In recent months, cybersecurity vendor Kaspersky Lab has been working to re-engage with key part­ners. Taking the lead on engaging with some of Kaspersky’s largest North American solution provid­ers is Crandall, who joined Kaspersky in early 2016 from a channel executive role at Unitrends.

Jackie Horn

Worldwide Channel Marketing Director

Kodak Alaris

Horn is busy revamping the scanner and software provider’s informa­tion management channel program. The Alaris IN2 Ecosystem gives partners access to new revenue streams by wrapping equip­ment, data capture software and maintenance services into one document informa­tion capture solution.

Richard Chen

Partner Success Director


Leading the way in the SaaS-based monitoring space is LogicMonitor, which hired Chen this year to pave the way for the vendor’s first partner program. Chen is crafting the company’s channel program to enable partners to modernize customers’ IT infrastructure.

Chari Kelsey

Director, Channels


When it comes to security, taking a vertical market approach is critical. Kelsey drives that strategy in the channel at McAfee across government, health-care, and education markets. The company has seen some major wins in those spaces this year, including a $182 million contract with the U.S. Army.

Jason Brommet

Director, Partner Business, Development


As Microsoft looks to work more closely with partners following a flurry of recent changes, Brommet is a key figure getting the word out about the evolving strategy to Microsoft’s Canadian part­ners. Brommet, who joined Microsoft in 2003, serves as the channel chief for Canadian partner efforts.

Keao Caindec

VP, Marketing


Caindec has helped build a broad chan­nel ecosystem around Mocana’s platform, which provides a full-stack toolset for securing connected systems. He has helped the company look for con­tract manufacturers and then tap into their reseller and distributor channels to build Mocana’s technolo­gies into their systems.

Ian Fountain

Director, Marketing

National Instruments

Fountain is respon­sible for National Instruments’ global busi­ness in monitoring and industrial IoT applications. He is also heavily involved in the strategic develop­ment of products in the industrial IoT space and how to get these products to market.

S teve Minniear

Sr. Manager, Americas Partner Programs


Minniear’s job is to keep NetApp, the last inde­pendent big major storage player, on top. That has him designing programs to help partners embrace flash, cloud, and other ways of disrupting both the storage business and the myriad startups nipping at its heels.

Taylor Castranova

VP, Channel Sales, Account Development


Castranova, a proven leader in telecom sales, joined Nitel in June and hit the ground running. The for­mer Windstream executive has been building Nitel’s account development team from scratch and helping the already channel-friendly telecom service provider revamp its partner program.

Leonard DiMiceli

VP, Channel Sales

OmniNet (formerly MyDigitalShield)

OmniNet is look­ing to transform the way partners deliver security to SMB clients, with a secu­rity-as-a-service offering for both SD-WAN, unified threat management and firewall. Driving that channel strategy is DiMiceli, who joined the company in August 2016 to lead its partner efforts.

Will Chan

Head of Solution Provider Programs

Oracle NetSuite

Chan came to NetSuite in September 2016, a couple of months before Oracle formally closed its acquisition of the com­pany. A seasoned channel leader, he’s been tasked with developing partner programs in the Oracle NetSuite Global Business Unit that help business solutions scale globally.

Tom Evans

Director, North America Public Cloud Partners

Palo Alto Networks

Palo Alto Networks is looking to bring security to the public cloud in a big way. Leading that strategy is Evans, who was appointed to the role in August. He brings a background in channel sales from K2 Software, ForeScout Technologies and F5 Networks.

Jennifer Bodell

Director, Emerging Channel


Bodell is respon­sible for the strategic direction and go-to-market efforts of Pax8’s key channel relationships. She started in January with hopes of doubling the numbers of partners on-boarded each month and forming tighter bonds with organizations like The ASCII Group, HTG and Robin Robins.

Don Jeter

Sr. Director, Marketing


Jeter heads up the strategic development of marketing enablement programs, lead generation, partner community plan­ning and engagement. He helped Pax8 roll out free automated email cam­paigns and co-branded data sheets and white papers to better fulfill the marketing needs of SMB partners.

Corey Munson


PC Pitstop

PC Pitstop has been on a trans­formative journey, moving beyond its white-listing roots to provide a full set of security offerings for the endpoint. Driving chan­nel strategy, development and recruitment is Munson, who has helped roll out a 100 percent channel approach around the com­pany’s PC Matic Pro lines.

Ross Thompson

National Channel Manager

PlanetOne Communications

Thompson has been plugging away with hun­dreds of PlanetOne agents and MSPs since 2011, working alongside them to help add value to their customers and close deals quickly. For partners want­ing to learn about the next big sales opportunity, such as SD-WAN and cloud, he is the man with the plan.

Kevin O’Brien

SVP, ThingWorx Sales, Alliances


O’Brien has helped PTC expand its part­ner ecosystem to include more partners to push its ThingWorx IoT platform -- including solution builders, service providers, channel partners, and hardware and software technology companies.

John Schwan

VP, Global Partner Sales, Programs


Schwan leads channel efforts for the innovative vendor of configuration management software. An experienced channel leader who previously worked at VMware, then Tintri, Schwan is now focused on leveraging partners focused on implementing DevOps solutions for the enterprise.

Kurt Lee

Head of Sales, Strategic Accounts

Pwnie Express

Under Lee’s guidance, IoT security company Pwnie Express has built up its channel initiatives over the past year. Lee, who came to Pwnie Express from RiskAnalytics, formerly the Netwitness portfolio under RSA before its acquisition by Dell, is spearheading a new Stampede partner program.

Lisa McLin

VP, North America Channel Sales, Alliances


McLin started as an accountant with the managed hosting company, but quickly found her calling in sales. She has worked with partners for most of her 15 years at Rackspace and is now looking to extend Rackspace’s Fanatical Support philosophy of customer service to partners.

John Ryan

Director, Americas Channels


Security vendor Rapid7 is in the midst of a major push to retool its formerly direct go-to-market and re-engage with partners. Ryan is leading that charge, and recently told CRN that a year’s worth of work by Rapid7 is starting to pay off, with a lot more business coming in from channel partners.

Chris Gray

Director, Embedded and IoT

Red Hat

As director in Red Hat’s Embedded and IoT business, Gray is helping partners and customers navigate the deployment process of complex IoT solutions. He is pushing the company’s charge around go-to-market strategy and partnerships around IoT.

Randy Schirman

VP, Worldwide Service Provider, MSP, Systems Integrator Sales


Schirman ensures Rubrik’s service delivery partner models, including service providers, systems integration, IT outsourcing and hosting, work as expected. He also leads the company’s new, formal MSP partner program while building relationships with customers and partners.

Mark Smith

EVP, Global Sales


If Rubrik holds its expected IPO in the near future, part of the credit should go to Smith. Smith leverages a long-held expertise in scaling global sales through the channel to help partners bring in new enterprise accounts and grow repeat customer business.

Tom Chamard

EVP, Global Sales

Salient Systems

Chamard has worked tirelessly to build up a channel of IT and physical security partners for Salient’s Completeview video management software. The platform is more than a surveillance tool, collecting and analyzing data so that vertical market customers can gain insight into marketing trends and personnel behavior.

Clint Nelson

Area VP


Nelson had previously moved up the sales ranks at Meraki -- the cloud networking company acquired by Cisco in 2012 for $1.2 billion. When Meraki’s leaders went on to found IoT company Samsara, he joined them to develop the startup’s channel program.

Kori O’Brien

SVP, Global ISVs


O’Brien is a senior vice president, global ISVs at Salesforce and manages a team of sales leaders and partner managers dedicated to the success of Salesforce’s ISV partners - companies who are building packaged applications and solutions on the Salesforce Customer Success Platform.

Leslie Tom

VP, AppExchange Marketing, Programs


Tom is driving efforts to help Salesforce’s technology partners scale their businesses through the AppExchange marketplace. She develops co-marketing programs across the ecosystem, working with not only ISVs, but also channel partners, to create demand for partner apps and solutions.

Dusty Koekenberg

Director, Marketing

Scale Computing

Scale Computing is making an all-out assault on the hyper-converged infrastructure market, and seven-year veteran Koekenberg is on the front lines of the company’s bold and aggressive posture as it steps into the ring with the likes of VMware.

Gina Elliott

Product Marketing, High Performance Buildings

Schneider Electric

With an extensive background in smart buildings and midmarket solutions, Elliott is crucial for Schneider Electric’s partner ecosystem as channel players try to navigate the opportunities in the smart building space and IoT.

Nicolas Windpassinger

Global Partner Program VP

Schneider Electric

Windpassinger has been a crucial part of Schneider Electric’s strategy to better enable partners to tap into opportunities around IoT. He has also worked to build out the company’s EcoXpert partner program, tapping into solution providers and systems integrators with expertise around industrial control systems.

Alexander Epple

Head of Sales Strategy, MindSphere

Siemens PLM Software

Epple has been building out the company’s channel in North America as it looks to tap into the industrial IoT market with its MindSphere platform, which is explicitly designed to connect assets at indus­trial plants in an automated production environment.

Greg Lissy

VP, Product Management

SolarWinds MSP

A Microsoft veteran who has also held prod­uct management roles at Red Hat and Citrix, Lissy’s top priorities are serving the needs of SolarWinds’ global network of 20,000- plus channel partners and the evolution of its MSP-focused automation, securi­ty, and network and service management solutions.

Michele Campbell

Sr. Director, Worldwide Partner Development


SonicWall has adopted a 100 percent channel strategy since its split from Dell last year. Campbell is a key piece of that partner strategy, driving the execu­tion of the SecureFirst partner program, partner enablement, education and training.

Allison Clarke

Director, Global Channel Programs


Sophos is one of the most channel-friendly compa­nies around, with partner programs tailored for resellers, MSPs and -- newly added -- cloud partners. Clarke plays a key role in driving that top-notch and diverse channel strategy as director of global channel programs.

Dan Schiappa

SVP, GM, End-User Security


Now respon­sible for the endpoint and network security portfo­lios, Schiappa has driven an aggressive innovation strategy at Sophos that includes updates across the company’s broad portfolio for SMBs, as well integration across the platform as part of Sophos’ "Synchronized Security" strategy.

Todd Norris

Sr. Marketing Manager, Alternate Channels

Spectrum Business

Norris handles marketing strat­egy development for SMB channel part­ners, VARs and national accounts programs. That means he’s busy assisting national sales executives with maintaining existing relationships, developing new ones, and helping to support the team’s overall day-to-day business.

Ken Miller

Sr. Channel Development Manager

Star2Star Communications

Miller develops new channel business for the 100 percent indirect sales Unified-Communications-as-a-Service (UCaaS) ven­dor. He helped develop a free on-site training course for partners earlier this year, seeking to boost channel engagement and technical training expertise.

Samir Kapuria

SVP, GM, Cyber Security Business


When it comes to security intelli­gence, Symantec is one of the biggest play­ers on the block with more than 175 million endpoints across the globe. Leading that is Kapuria, who over­sees security intelligence, incident response, cyber wargames, and managed security services businesses.

Fran Mauney

Manager, IoT Solutions


Mauney recently moved into Synnex’s IoT solutions division after serving as the education practice leader for Intel Education in the distribu­tor’s K-12 vertical. She has more than three decades of hands-on teaching experi­ence at the primary school and college levels, where she coordinated education tech conferences.

Liz Barnhart

Director, Channels, North America

Talari Networks

Barnhart is tasked with driv­ing sales in the red-hot SD-WAN market for Talari partners. With nearly two decades of IT experience, Barnhart helped craft a new dis­tribution partnership this year with Tech Data in an effort to reach a broader channel market.

Michelle Curtis

Director, IoT Practice, North America

Tech Data

Curtis helped Tech Data launch its IoT practice focused on manufactur­ing, transportation and logistics, retail and smart spaces. She has assisted with matching up smaller networking partners with enterprise-focused partners in the data center and data management space to help fill gaps in their IoT practice.

Colin Blair

VP, Data Analytics, IoT, Cognitive Computing

Tech Data

Blair aligns chan­nel partners with services around sensor design and develop­ment, gateway solutions, data analytics software, and cloud IoT platforms. He has helped solution provid­ers gain access to vertical specialists, industry-leading vendors, and technical expertise in every part of the supply chain.

Mike Onystok


Telecom Brokerage Inc. (TBI)

Armed with a strong work ethic, Onystok worked his way up from the company’s contact center to become part of the executive leadership team. In his role today, Onystok oversees TBI’s Omni-Center unit, which is focused on retention, solution sales and inbound referral opportunities.

Chris Peterson

VP, Channels, Business Development, Alliances


In August, Tenable debuted a new partner program focused on cloud and IoT security solutions. And Peterson told CRN that partners should find a lot of success by taking part in the program and serving as strategic advis­ers to customers around cloud, mobile, IoT and DevOps.

Brian Bakstran

VP, Americas Marketing

Veeam Software

After spending seven years leading chan­nel efforts at NetApp, Bakstran came to Veeam in July to strengthen channel operations as the data recovery and backup vendor looked to accelerate its drive into the enterprise cloud market. Bakstran is playing a criti­cal role in helping partners embrace the cloud.

Mike Wood

VP, Marketing


Wood recently led the effort in VeloCloud’s new "Ready, Set, Go" partner program that lets service providers turn up their SD-WAN services in under 30 days. Wood is respon­sible for the worldwide marketing, and channel and sales enablement for the SD-WAN startup.

Jacques Lopez

Manager, North America Channels


As manager of the North American channel team, Lopez helps make sure partners can solve client problems around application security. That includes making sure part­ners can scale application security, demonstrate value to customers, understand risks, and augment services like pen testing.

Lisa Quinby

Global Partner, Regional Marketing


As the oppor­tunity around application security continues to rise, Quinby plays a key role in helping partners make the most of that market through Veracode. That’s a role that includes overseeing the global partner marketing strategy, partner enable­ment and partner program initiatives.

Tony Fallows

VP, Global Sales, Operations

Versa Networks

Fallows has led the channel sales charge for SD-WAN and security startup Versa Networks for nearly three years. He recently helped Versa with its international channel push, attracting new part­ners in France, Germany, Finland and the United Kingdom.

Carla White

Director, Channel Marketing


White’s years of channel market­ing experience are driving the push by Vertiv, formerly Emerson Network Power, to not only develop its new brand in the channel, but also create new excitement in the power management business.

Tom Corn

SVP, Security Products


Corn leads VMware’s efforts to build advanced security technologies for the private and public cloud. He was the face behind the recent intro­duction of AppDefense, a platform that locks down applications at the hypervi­sor layer. Corn previously ran corporate strategy and alliances for RSA Security.

Kirsten Michelon

Channel Marketing Program Manager


Michelon directs marketing efforts that support the printing giant’s North American resellers, oversee­ing how Xerox enables part­ners with sales-enablement and marketing automation tools. That includes devel­oping integrated digital mar­keting campaigns, creating training materials and more.

Jeff Gallifent

Director, Channel Sales, North America


Gallifent is tasked with set­ting channel poli­cy, pricing and strategy for networking specialist Zyxel. He is leading the effort to step up Zyxel’s channel game through significant changes to its partner program set for early 2018 to better compete against Cisco and Aerohive.