Vice President of Partnerships at Flip | 3X Partnerships Leader | Former Amazon Echo and Alexa Sales Lead

Owning all things pipeline and partners for a high-growth VoiceAI startup. Employee #11. Echo/Alexa US Sales Lead for Amazon in early hyper-growth phase from 2015-2017 | 3X Partnerships leader including at Lever (HR Tech) and Conversica (Conversational AI) managing technology and channel / reseller partnerships. | Worked globally across the US and Asia over the past 15+ years. Wharton MBA with an MSc from UC Berkeley.

Shawn Li

Valimail

Valimail is a pioneering, identity-based, anti-phishing company that has been ensuring the global trustworthiness of digital communications since 2015. Valimail delivers the only complete, cloud-native platform for validating and authenticating sender identity to stop phishing, protect and amplify brands, and ensure compliance. Valimail has won more than a dozen prestigious cybersecurity technology awards and authenticates billions of messages a month for some of the world's biggest companies and organizations, including Uber, Fannie Mae, WeWork, and the U.S. Agency for International Development.

Channel Sales Director

Kustomer

Kustomer helps businesses grow by delivering exceptional customer service via phone, email, chat, text, social, messaging and more. Kustomer enables fast, personalized, and efficient customer and agent experiences using complete customer visibility, seamless omnichannel conversations, intelligent automation and easy, no-code customization to adapt to change.

Strategized and implemented a GTM approach to create channel opportunities with Technology Integrators, Resellers, & VARs.

*A continuation of my role with Meta, but now solely at Kustomer.*

✅ BOTTOM-LINE GROWTH
●  Identified and activated 40+ emerging partners/alliances to sell CRM/CX tech.
●  Activated partners and generated leads, consistently achieving monthly targets. 
●  Engaged and revitalized with 10  to 20 tech alliances, mapping accounts, and building a million-dollar pipeline.

Channels & Alliances Manager

Channel & Alliances Manager

SHI International Corp.

SHI helps organizations around the world achieve their business and technology goals through the delivery of integrated solutions, services and IT equipment.

Chosen and recruited to spearhead the expansion of SHI in the New York market, enhancing the company's regional footprint.

✅ BOTTOM-LINE GROWTH
● Generated $35M in revenue in the first year, 145% of sales target
● Achieved 125% of the profit margin goal in the second year. 
● Analyzed data and insights to identify account focus areas, attaining 125% of the sales target. 

✅ DELIVERED RESULTS
● Crafted a strategic plan for 8 Account Executives to drive revenue growth.
● Hired and coached 9 new tenured sales reps from 0 profit/leads to profitable account managers.
● Elevated new sellers to top performers, achieving 125% of quota
●  Devised and executed strategies with GTM partners including Microsoft, Cisco, HP, HPE, Dell, AWS, and Apple.

Enterprise District Sales Manager

Proofpoint

Proofpoint solves information governance challenges faced by customers with information archiving and next generation compliance solutions and is recognized as a 6 time consecutive 'Leader' in Gartner's Magic Quadrant for Enterprise Information Archiving.

Strategized a GTM strategy to promote Information Governance solutions within regulated industries such as Financial Services, Retail, Healthcare, Pharmaceuticals, and the Public Sector in partnership with 15 Account Managers and 10 Technical Specialists.

✅ DELIVERED RESULTS
● Achieved revenue growth reaching $3 million by year 4.
● Built strong relationships with existing clients and effectively targeted new accounts.
● Securing clients such as S&P Global, M&T Bank, Fitch Ratings, Syneos Health, Wyndham Worldwide, and Family Dollar/Dollar Tree.

Archive & Governance Specialist

Symantec

Delivered strategic leadership for the North American Partnership between Symantec and SHI, supporting 6 Business  Development Managers and 1 Technical Specialist.

✅BOTTOM-LINE GROWTH
● Transformed declining revenue into rapid growth within 2-3 years.
● Increased annual revenue from $40M to $100M+.
● Converted a previously disengaged executive player into a business sponsor.
● Consistently generated a $1M pipeline monthly, achieving over 125% of quota for 4 consecutive fiscal years.

✅ DELIVERED RESULTS
● Generated rapid business growth, resulting in promotion within two years.
● Developed and implemented GTM strategies, increasing revenue for Symantec solutions.
● Focused sales teams to prioritize demand generation activities.

National Partner Manager

Led the expansion of new business ventures in New Jersey, overseeing a team comprising 4 Inside Account Executives, 2 Product Specialists, and 1 Technical Specialist.

✅ DELIVERED RESULTS
● Achieved $3.8 million in revenue in the inaugural year, with 15% year-over-year growth.
● Developed strategy to enhance revenue generation for cyber security and tech solutions.
● Amplified market presence by devising and implementing business plans with Resellers and VARs.

Commercial Account Manager

Symantec.cloud (MessageLabs)

Chosen for relocation to leverage successful outcomes achieved in the UK and apply expertise to drive results in the U.S. 

✅ BOTTOM-LINE GROWTH
● Achieved exceptional performance, reaching 111% of targets for FY11.
● Finished H1 of Financial Year 2012 at 100%, closing $240,000
● Ranked in the Symantec.cloud Global Top 10 sales performers

✅ DELIVERED RESULTS 
● Nurtured relationships with existing clients such as Under Armour, Napa, and Auto Parts.
● Directed revenue growth initiatives for SaaS security solutions, email/web security, archiving, and encryption.
● Targeted Enterprise accounts in New York, New Jersey, Pennsylvania, and Delaware of 500 to 60,000 employee organizations.

Enterprise Account Manager

Executed sales strategy of new account acquisition and creating demand for cloud based security technologies in sub 1000 employee companies. 

✅ DELIVERED RESULTS 
● Involved with interview and on-boarding process of new starter sales candidates.
●  “Gold Club” member which rewards highest achievers and provides leadership development.
● Develop and launch strategy by understanding security trend and aligning to territory, i.e., Data Archiving and regulatory compliance.

Mid-Market Account Executive

Symantec Hosted Services (MessageLabs)

Team Manager for 6 Account Managers, responsible for building and executing strategy to increase customer spend for cloud security solutions while minimizing churn.

✅ DELIVERED RESULTS 
● 120% for FY10, placed top 10 globally and only EMEA SMB sales person over 100%.
● Developed AEs by leveraging skills based coaching methods.
● Directed the GTM strategy to drive revenue growth within SaaS security solutions 
● "Gold Club" member which rewards highest achievers and provides leadership development
● Spearheaded 400% growth in business while managing a team

Team Manager & Sr AE

MessageLabs

Award winner for business development in the SMB sector for fast growing security technology company. Executing sales strategy of new account acquisition and creating demand for new security technologies into existing install base.

✅ DELIVERED RESULTS 
● Recognized as Global Salesperson of the Year for FY08, resulting in a promotion to Team Manager for FY09.
● Attained an average of £40k monthly in net new revenue through collaboration with 3 technical specialists.
● Award winner for exceptional business development efforts in the SMB market.

SMB Sales Executive

Xtreme Limited

Responsible for organising and running sales activities for a start-up to expand customer and partner footprint.

Account and New Business Development Manager

➜ MY CAREER 
With over two decades of experience, I am a sales strategist and channel partnerships leader specializing in transforming sales teams to top performers, executing sales strategies to build partnerships, securing new clients, and driving revenue growth in tech sectors covering diverse industries and geographies.

Throughout my career, I've earned multiple promotions and Presidents Club awards and have sold to organizations ranging from small businesses to some of the largest Fortune 100 financial institutions. My leadership has revitalized sales teams and standards through genuine coaching and strategic guidance. My diverse array of experiences abroad and in the U.S., has provided me with a well-rounded perspective and set of skills that have enabled me to achieve business objectives while nurturing the growth and development of my team members.

Beyond my professional life, I am a husband and father of two amazing children. I am also passionate about running, having completed nine marathons. In my free time, I train for upcoming races with the goal of breaking the 3-hour mark in the marathon.

A marathon is more than just reaching the finish line; it's about dedication, preparation, and overcoming challenges that get you to the start. This philosophy reflects how I approach my work, driving the results I achieve in my professional and personal life.
___________

➜ WHAT I DO
● Develop and execute strategies to increase revenue, partnerships, and clientele
● Meeting and exceeding business objectives across multiple geographies (UK & U.S.)
● Lead a channel team, turning declining revenues into rapid growth
● Building sales teams from the ground up through coaching and mentorship
● Establishing strong channel partnerships within multi-million dollar tech companies
__________

➜ MY LEADERSHIP STYLE
● Empowering people to reach their full potential, aligning their goals with the company's mission and vision
● I am analytical. I analyze opportunity and / or challenges then build a business strategy to execute
● Review and revise performance and success metrics to strive for continual improvement 
● Passionate about building businesses and empowering others through coaching, training, and collaborative projects
__________

➜ ADDED VALUE & AWARDS
● Expertise in building and executing sales strategies in the U.S. and the UK
● I thrive on challenges. Strong ability to learn quickly and execute effectively
● Committed to continuous learning and growing my skillset
● President’s Club Achiever, Salesperson of the Year, Global Sales Person of the Year

Kieran Stewart

Have you seen the recent updates from Google and the National Cyber Security Centre, on top of Microsoft’s move in May? They all point the same way. DMARC is no longer optional.

Here is what changed, who it affects, and how to stay out of the reject and spam piles.

If you have any questions drop me a DM or grab time on my calendar: https://lnkd.in/eZvQABka

Valimail DigiCert #DMARC #EmailSecurity #Deliverability #Cybersecurity #Partnerships #PublicSector Michael Chester Betty Tapia Ken Ledyard Dave Maik Melodie Romain

Director, Channel Sales & Partnerships | Sales Coaching & Enablement | Creating Enduring Business Success in SaaS | Marathon Finisher

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