Rebecca J.
About
Detail
Strategic Alliances GSI/MSSP
Seattle, Washington, United States
Résumé
Jobs
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Director, GSI AlliancesVeracodeJul 2023 - Current (3 years 3 months)- Managing Director, Strategic Alliances, GSIExtraHopAug 2022 - Apr 2023 (9 months)Responsible for developing the GSI strategy and program while actively executing GSI sales activity with Accenture, Capgemini, EY, HCL, IBM, and NTT.
-Accenture sponsorship secured in - Sr Director, Strategic Alliance partners SI/MSSPNetskopeAug 2017 - Aug 2022 (5 years 1 month)Responsible for the GTM strategies, development, offers, and revenue realization with the Global System Integrator segment.
-Drove the development of early-stage GSI revenues and program inception. ~$10m in year 1 with PwC and Deloitte
-Established alliances with both Deloitte and PwC that resulted in formation of Strategic alliances that included joint investment, execution, marketing, planning etc.
-Other GSI with alliances: Capgemini, EY, HCL, IBM
-Known for building strategy while executing with field sales; supporting global development; all facets of sales enablement and GTM planning
-COE: FY '19, '21. - SR Alliances Sales Director, GSI/MSSPCiscoJan 2013 - Dec 2016 (4 years)Sr Director of Strategic Alliances at Sourcefire/Cisco, leading rapid adoption and revenue of Security solutions through large SI/MSSPs.
-Renewals + Net new targets
-Reporting to VP Sales/BD, drove Strategic multinational opportunities. 17% over total target year 1; 22% year 2(Renewals 45%, net new: 55%). Partners included: Accenture, CSC, EY, HP, Symantec, and Wipro. - Director, Global Alliances, System IntegratorsPalo Alto NetworksJan 2011 - Dec 2013 (3 years)Responsible for Initiating the GSI program including strategy, planning, and developing their first critical partnerships including Accenture, Dimension Data, HPES, IBM, and Wipro.
-All facets of early-stage development: opportunity initiation, contract negotiation, enablement, marketing/events, and revenue creation.
-Exceeded 1st-year revenue targets by 15%; second year: 26%
-Recognized for ability to execute; drive success with an independent, creative approach. Team player - Sr Alliance Manager, MSP, GSIF5 NetworksJan 2005 - Dec 2011 (7 years)Responsible for the development and growth of HP/HPES.
-Global account business execution with cross-functional WW team of 14; Pipeline generation & revenue attainment; COE '08, '10 - Sr Alliances ManagerBeatJan 2003 - Dec 2005 (3 years)
- Senior Account ExecutiveQwest CommunicationsJan 2001 - Dec 2003 (3 years)Direct Sales. Year one exceeded revenue goals by working with partners, resulting in a newbie winning NW Rep of the Year, teaching me the value of partnering.
Education
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- Bachelor of Science (BS, International business and MarketingSeattle UniversityMar 1998 - Nov 2001 (3 years 9 months)cum laude, honors
- UCertificate, EntrepreneurialismUniversity of Washington Office of the RegistrarMar 1995 - Nov 2001 (6 years 9 months)
Projects (professional or personal)
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- GGo To Market StrategyJan 2015 - Current (11 years 9 months)Developed GTM Channels Strategy for IKANOW. IKANOW had no channel at the time though they were interacting with partners on an adhoc basis. By developing a program, with the right processes, deliverables and incentives, not only did IKANOW benefit from greater Brand awareness, but they attracted key MSP's when they are ready to launch their vision.
Awards
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- FCOE BDF57May 2009
- RPresidents circleRoad Bear RV Rentals and SalesJan 2004