Stefanie Alcantar
Los Angeles
Summary
Dynamic Partner Development Manager based in Los Angeles with extensive hands-on expertise in crafting and executing partner strategies that drive revenue growth and foster strong relationships. Recognized for effectively managing multiple partnerships in fast-paced environments while serving as a key internal resource for channel, sales, product development, and field marketing teams. Proven track record of enhancing and optimizing partnerships within the cybersecurity MSSP sector, resulting in significant business impact and sustained collaboration. Committed to leveraging strategic insights and relationship-building skills to propel organizational success.
Overview
6
6
years of professional experience
Work History
MSSP Partner Development Manager, Channel Sales
BlackBerry
05.2021 - 07.2022
- Manage top-tier partners on a regional level, improving partner satisfaction, enablement and partner-driven pipeline.
- Responsible for the onboarding and enablement of new partners on cybersecurity products and professional services.
- Consistently exceed yearly quota by 20% and grow yearly revenue by $4.6M.
- Led co-marketing initiatives with cross-functional teams for top-tier partners, increasing partner-driven pipeline by 20% and expanding partner MQLs by 20% YoY.
- Achieve 115% of monthly partner pipeline quota for 7 consecutive months.
- Analyze partner performance and provide recommendations for optimization and improvement.
- Retain and grew top-tier partners, generating $750K in upsell revenue.
- Collaborate with internal teams to maintain and increase partner satisfaction including Executive Leadership, Customer Support, Sales Engineering, Product Management and Development.
Inside Sales Representative, Professional Services
Cylance Inc
11.2018 - 04.2021
- Collaborate with 3 outside Sales Directors to development and implement sales territory plans, exceeding quarterly quotas by as much as $1 million.Generate leads and follow up on sales opportunities while managing sales revenue pipeline.
- Maintain a customer-focused mindset, earning 100% customer satisfaction rate by providing exceptional service and support, resulting in repeat business and referrals.
- Booked 20-25 qualified meetings per month, converting 25% into closed-won deals.
- Leverage partner relationships to grow sales pipeline and revenue.
- Led generating activities such as digital sales campaigns, corporate events, webinars, and whitepapers.
- Assist in preparing SOWs, Salesforce quotes, MSA, MNDA, and client proposals in a fast-paced environment.
Senior Events Coordinator
Cylance Inc
03.2016 - 10.2018
- Successfully manage over 200+ domestic and international conferences and roadshows.
- Project manage events including vetting, planning, monitoring production timelines, on-site execution, and closing follow-ups.
- Communicate, maintain and develop relationships with field marketing managers and partners.
- Manage budget plans for three territories of $400k, from start to finish.
- Strategize with the sales team to qualify and determine potential ROI on new and past events.
- Assist in event reporting including ROI and MQL attribution data.
Education
Bachelor of Science Degree - Business Marketing Management
California State University
Los AngelesSkills
- Sales strategy development
- Strategic planning
- Account management
- Strategic partner management
- Business development
- Marketing Strategy
- Excellent communication skills
- Experience in working in a fast pace environment
- Experience with channel sales
- Strong project management skills
Languages
Spanish
Native or Bilingual
Interests
- Volunteering at local animal shelters and rescue organizations
- Regularly practice mindfulness and meditation for overall wellness
- Youth mentor, providing guidance and support to empower the next generation of leaders
Timeline
MSSP Partner Development Manager, Channel Sales
BlackBerry
05.2021 - 07.2022
Inside Sales Representative, Professional Services
Cylance Inc
11.2018 - 04.2021
Senior Events Coordinator
Cylance Inc
03.2016 - 10.2018
Bachelor of Science Degree - Business Marketing Management
California State University