KIMBERLY SROKA
Loris
Overview
20
20
years of professional experience
Work History
Senior Strategic Partner Manager – Northeast
TREND MICRO
07.2017 - Current
- Manage & Onboard Cloud and Traditional Reseller Partners in $37M territory
- Build individual partner plans and negotiate contracts for key partners
- Monitor all partner opportunities within territory
- Create campaigns to incentivize partners for driving business
- Establish training programs for sales and technical partner tracks
- Host and develop co-sponsored partner events with alliance partners distributors and non-compete vendors
- Manage AWS Opportunities and Relationships in the Northeast
- Onboard Partners into the Trend Micro CPPO Program
- Train Trend Micro Sales & Channel Teams on CPPO Process via Marketplace
- Regular Pipeline Calls with Northeast AWS ISM Team
- Engage closely with AWS Channel Marketplace team on existing opportunities, building new opportunities & potential co-marketing
- Create/Oversee all Northeast opportunities in ACE/APN Portal
- Ensure resellers and vendor reps are aligned to reach mutual sales goals
- Work with executives, management and reps to ensure partnership goals are aligned
- Hold quarterly partner reviews to verify program requirements are reached
- Create product training programs for both partner sales & technical teams
Senior Channel Account Manager –Northeast & SHI Nationally
PROOFPOINT
02.2015 - Current
- Successfully Manage Northeast Partners at 104% of Annual Number in 2016
- National Account Manager to SHI with 108% YOY Growth 2015-2016
- Oversee Total $55M in National SHI & Northeast Regional Partner Business in 2016
- Certify and enable partner sales/technical reps on new and existing solutions
- Actively recruit new partners into the channel program
- Quarterly business partner reviews to ensure program requirements are reached
- Liaison between vendor partners and Proofpoint reps on mutual prospects/customers
- Customize group activities to incentivize partner/rep relationships
Field Sales Manager – CT, RI
Citrix
10.2012 - 01.2015
- Find, develop and grow new and existing New England customers in all verticals
- Consult directly with C-Level executives to align organization goals with Citrix products
- Drive complex deals through all stages of the sales cycle
- Responsible for all aspects of the sale from pricing negotiations to contract development to ensuring successful order fulfillment once the order has been received and processed.
- Leverage partners while also working direct with end user accounts direct on IT initiatives.
- Manage weekly forecasts against revenue targets and goals
- Secure Data and Application Delivery
Sr. Field Channel Manager – New England/Mid-Atlantic
Websense Inc
04.2008 - 10.2012
- Supervise Top 10 regional channel partners totaling $17 million in annual revenue
- Directly Manage, Klogix, #1 reseller in U.S at 102% of goal
- National Account Manager to the LAR, PC Connection
- Actively recruit new partners in region into Websense Channel Program
- Certify and train Sales and Technical Reps in territory on a quarterly basis
- Global technology leader in integrated Web, Data and Email security solutions
Senior, Sales Account Manager
Websense Sales
San Diego
11.2005 - 04.2008
- Successfully manage $4 Million territory at 100% of Quota
- Discover and match client needs with Websense products and services
- Team directly with Channel to secure and up sell business opportunities
- Daily communication with Channel and existing customers to renew and up sell
- Weekly sales forecast reports for company management
Education
B.A. - Public Communication
Ithaca College
Ithaca, New York05.2000
Skills
- Partner management
- Contract negotiation
- Sales strategy
- Market analysis
- Competitive positioning
- Channel development
Timeline
Senior Strategic Partner Manager – Northeast
TREND MICRO
07.2017 - Current
Senior Channel Account Manager –Northeast & SHI Nationally
PROOFPOINT
02.2015 - Current
Field Sales Manager – CT, RI
Citrix
10.2012 - 01.2015
Sr. Field Channel Manager – New England/Mid-Atlantic
Websense Inc
04.2008 - 10.2012
Senior, Sales Account Manager
Websense Sales
11.2005 - 04.2008
B.A. - Public Communication
Ithaca College