Avneet Dhanota Channel Program Manager, Strategic Initiatives Palo Alto Networks
Isaiah Bockelman VP, Business Development, North America Pax8
Joe Spiller VP, Technical Sales Pia
Rohan Batra Global Head of Partnerships Pigment
Bockelman wins praise for his interest in and willingness to develop the
Prior to join- ing Pia, Spiller held a high- level technical role at an MSP.
Enterprise performance management vendor Pigment is investing in its
Drawing on his six years of work supporting Palo Alto Networks’ channel team
Pax8 people who support the technical skills and knowledge of its partners. The distributor now has five unique business units focused on technology cat- egories, and he has been key to scaling those efforts.
Those skill sets helped him hit the ground running with immediate impact. He quickly became known as someone who helps every- one he meets and always has a positive attitude while doing it.
channel efforts and brought on Batra to drive partner- ships globally. Under his leadership, his team has already made tremendous strides building pipeline. Partners now have a hand in over 50 percent of new customer wins.
in analytics and sales operations roles, Dhanota is now putting his innovative problem-solving skills to work as he seeks the system and policy enhancements needed for a frictionless selling experience.
Stuart Lutzenhiser Sr. Director, Channel, Marketing Operations Proofpoint
Josh Felicetti Director, Americas National Partners Pure Storage
Laurie Fontaine Sr. Director, Global Commercial Partner Ecosystem Red Hat
Emmanuelle Cahane Head of Channels, Strategic Partners, Alliances, System Integrators Ribbon Communications
Often faced with several pri- orities at a time, Cahane’s north star is stream-
Lutzenhiser always looks through a part- ner lens when building out
Felicetti drove several key improvements at Pure, such as building an opti-
As the leader of a new partner seg- ment, Fontaine has taken chal- lenges head-on,
lining processes among the Ribbon team, the partner and the end user. In one example, she was able to increase the acceptance rate for oppor- tunities with a partner by tailoring Ribbon’s approach to the individual company.
new company initiatives. He is described as an expert in operations, con- tracts, reporting and sales processes, the backbone of Proofpoint’s global channel team and a critical part of the company’s success.
mized coverage model for national strategic partners, standardizing the go-to- market model, expanding as-a-service portfolio offer- ings and increasing top partner contribution by 2X.
including driving out conflict between partners, investing in new capabilities and lead- ing an effort to standardize the role of Red Hat’s partner sales executives. She also led the first Partner Advisory Council.
Kathy Bellamy Sr. Director, Channel Marketing, Partner Programs,
Alyson Sander-Lantz Director, Operations Scale Computing
Liam Somers Manager, Partner Success ScalePad
Nathalie Perchard Sr. Director, Worldwide Field Marketing Scality
North America RingCentral
Bellamy orches- trates much of RingCentral’s day-to-day interaction with
Sander-Lantz is well-versed in the nuances and difficulties that can arise in
With com- mitment to excellence that colleagues describe as
Perchard is one of the key peo- ple who helped Scality grow the U.S. partner-led
its North American part- ners. She brings a deep understanding of how to utilize resources to get the best return on investment for solution providers while guiding the initiatives that help lead them to success.
the supply chain for acquir- ing IT hardware, meaning she can act quickly in the face of surprises. She is passionate about leading teams and collaborative projects, always striving to deliver top-notch customer and partner experiences.
unparalleled, Somers is known for leading ScalePad’s partner success team to deliver the best possible partner experience. He takes his duty of care toward the channel seriously and is an inspiration to teammates.
business by 28 percent in 2022, working tirelessly to deliver strong partner engagement through sales tools and enablement materials that are localized and relevant to each part- ner’s needs.
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OCTOBER 2023
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