Annie Ma

• Manage strategic GSI, MSSP, SP, and Indirect Channel partnerships to drive top-line revenue growth across entire product portfolio, maintaining full ownership to ensure long-term partner value and retention across North America.
• Drive partner bookings growth, averaging 250% YoY growth across key accounts through focused offer development enablement, alignment, and performance-driven execution.
• Lead partner program and deal processes, resulting in 5X pipeline growth and 3X partner deal registration through seamless collaboration
• Develop and execute comprehensive partner training programs, enabling over 500 MSSP professionals annually, and deepening partner expertise in the company’s product offerings.
• Plan and execute joint marketing campaigns with strategic partners to drive demand generation, strengthen brand presence, and support partner-led pipeline growth.

• Developed and managed strategic partnerships and owned the partner service portfolio for key global DMRs and MSSPs
• Drove global bookings growth with strategic partners by an average of 215%YOY growth, exceeding $10 million in total bookings.
• Streamlined and scaled global MSSP deal submission processes, resulting in a 340% YoY increase in submitted deals.
• Led joint marketing and enablement initiatives, averaging five campaigns per partner per quarter, to accelerate partner readiness and market impact.
• Collaborated cross-functionally with Product Management, Engineering, Marketing, Legal, and Operations to align partnership execution with product value and company priorities.
• Executed MSSP Partner Center of Excellence and shaped the Global MSSP Channel GTM Strategy, targeting Pure Play MSSPs, Service Providers, Systems Integrators, and VARs focused on service creation.

Strategic Sales Operations & Process Improvement Projects

• Account Planning Automation (SFDC): Designed and implemented a global process, achieving 92% automation adoption to boost sales productivity.
• Sales Dashboards & Metrics Standardization: Deployed global SFDC templates and dashboards for sales teams and leadership to improve pipeline visibility.
• Global QBR Process Alignment: Delivered centralized QBR reporting with globally aligned KPIs and roadmap milestones.
• Sales Planning Process Improvements: Partnered cross-functionally to enhance Salesforce functionality and resolve key planning challenges.
• Late Renewal Term Exception Rationalization: Led initiative removing 95% of order holds, improving late renewal processing efficiency.

• Managed the global corporate travel program with a $20M budget, overseeing vendor relationships, policy updates, and operational reporting.
• Consolidated and analyzed large sales datasets and reports across accounts, promotions, time periods, and SKUs to support Sales and Marketing forecasting, cost tracking, and scenario analysis.
• Collaborated with Product Management, Marketing, Planning, and Finance to enhance dynamic sales reporting for NPIs, Back-to-School, and Black Friday promotions.
• Maintained and redesigned purchasing metrics and contract management reports to improve visibility and decision-making.
• Directed daily travel operations, including personnel management, vendor supervision, and strategic communication of travel policies.
• Recognized as Employee of the Year (2011) for outstanding performance.

• Redesigned key sections of the corporate website’s navigation and framework—still in use today—to improve usability and engagement.
• Conducted competitive analysis, SWOT, and benchmarking to support e-marketing strategy development.
• Delivered strategic recommendations for SEO, SEM, and social media, leveraging tools like Google Analytics, Omniture, and SiteCatalyst to analyze keyword performance and ROI.
• Designed and executed a customer survey with 100+ participants at an annual tradeshow to gather insights on digital engagement.