Tricia Kelly
Summary
With more than 20 years of experience in global partner ecosystems, including channel, alliance, and sales enablement management, I am a strategic and innovative leader. My expertise lies in designing and implementing scalable enablement programs for various partners, such as Cloud partners, GSIs, MSPs, HyperScalers, and SaaS providers. I have a proven track record of aligning enablement strategies with corporate objectives to drive partner and business success. I am highly regarded for my ability to foster cross-functional collaboration, create impactful instructional content, and establish competency programs that yield measurable outcomes.
Overview
19
19
years of professional experience
Work History
SENIOR DIRECTOR CHANNEL AND CLOUD PARTNERSHIPS
SOCi Inc.
03.2023 - 01.2025
- Helped design and implement a global partner/channel program built and focused on cloud/ISV partners
- Spearheaded cross-functional coordination for cloud marketplace readiness, driving a 65% increase in platform sales within 12 months
- Built a cloud partner channel from the ground up, growing annual closed/won channel sales to $20M by forming strategic alliances with AWS, GCP, and Azure
- Led and managed a technical enablement strategy that supported the channel sales strategy globally
- Drove $40M in net new ARR pipeline achieving 230% growth through co-build/partner enablement programs
- Developed and evangelized 'better-together' messaging, creating joint solutions that resulted in a 45% increase in named accounts
- Established robust KPIs to track enablement program effectiveness, aligning outcomes with quarterly revenue targets
- Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
- Achieved departmental goals by developing and implementing strategic plans and initiatives.
SENIOR DIRECTOR GLOBAL CLOUD PARTNERSHIPS
SNAPLOGIC
08.2021 - 03.2023
- Global leader for AWS, Google, Microsoft and Databricks relationship
- Helped design and implement a global partner/channel program built and focused on cloud/ISV partners
- Managed and grew alliance partnerships (AWS, Google, Snowflake, Databricks and MS)
- Led and managed a technical enablement strategy that supported the channel sales strategy globally
- Led the marketing organization on design and execution of marketing programs/events/campaigns to create interest and awareness among partners and customers
- Negotiated and created strategic partnership agreements
- Assisted resellers with product positioning and pricing/quoting issues
- Assessed needs of partner sales team and conducted product and sales training as needed
- Performed monthly forecast, managed pipeline, and drove sales revenue plans to meet goals
- Coordinated QBRs, EBCs, and cloud events increasing partner engagement by 40%
GLOBAL DIRECTOR CHANNEL SALES
TEHAMA
08.2020 - 08.2021
- Managed cloud partner programs, contributing to $20M in new ARR by fostering co-marketing and co-selling initiatives with AWS, Azure and GCP
- Delivered 110% increase in sales by aligning partner integrations with customer needs and market demand
- Designed and implemented a global partner and channel program which brought significant value to the organization's GTM strategy and operations
- Identified, recruited and collaborated with partners regarding successful engagement, launches and enablement up-to and including delivery of sales, product and support training
- Led the marketing organization on design and execution of marketing programs/events/campaigns to create interest and awareness among partners and customers
- Led and managed a technical enablement strategy that supported the channel sales strategy globally
- Led a channel team of 5 that consisted of sales, technical and marketing individuals
- Introduced partner performance tracking mechanisms, improving time-to-market for joint solutions by 35%
ALLIANCE AND CHANNEL SALES MANAGER
ONE IDENTITY (QUEST SOFTWARE)
02.2019 - 08.2020
- Created and launched a North America channel program, increasing annual partner-driven sales by 70%
- Designed competency-building initiatives for GSIs, including EY, KPMG, and Accenture, enhancing partner capabilities and strengthening alignment with organizational goals
- Managed all business development aspects of partnerships
- Primary focus; sales revenue & lead generation
- Coordinated training, consulting and joint development activities with partners
- Assisted/Co-Sell with resellers, partners and ISVs with product positioning and pricing/quoting issues
- Performed monthly forecast, managed pipeline, and drove sales revenue plans to meet goals
AMS CHANNEL MARKETING MANAGER
HP INC.
01.2014 - 02.2019
- Directed end-to-end channel enablement strategies, achieving 60% increase in partner program adoption
- Managed partner marketing initiatives (Microsoft, Intel, and AMD) driving a 40% increase in joint campaign ROI
- Developed partner competency frameworks, reducing time-to-competency by 30%
- Developed enablement content tailored to partner sales needs, improving partner readiness scores by 45%
SENIOR SOLUTION PARTNER MANAGER
MICROSOFT CANADA
04.2011 - 01.2014
- Designed and delivered partner enablement plans, achieving a 60% increase in partner engagement metrics
- Collaborated with sales and technical teams to align enablement strategies with corporate goals, driving a 50% improvement in partner pipeline conversion rates
- Developed/lead campaign strategy: planning, execution and measurement of ROMI
- Worked with segment marketers, sales and partner executive management to lead campaign strategy, plans and objectives to ensure execution alignment
- Responsible for campaign business review; tracking the results of segment execution ROMI against scorecard/revenue metrics and sharing the results with product managers and leadership teams
AMERICA CHANNEL SALES MANAGER
IBM
09.2005 - 04.2011
- Managed 60 resellers and responsible in growing channel partner numbers by recruiting
- Assisted resellers with product positioning and pricing/quoting issues
- Performed forecast, managed pipeline, and drove sales revenue plans to meet goals
- Developed customized sales plans for each channel partner, driving increased revenue.
- Built Lead and instructed numerous key presentations to customers on behalf of partners
Education
Master of Business Administration - Business Administration
University Of Guelph
Skills
- Strategic Partner Management
- Cloud Marketplace Strategies
- Co-Sell & Co-Build Models
- Strategic Planning & Execution
- Cross-Functional Team Leadership
- Consultative Sales Approach
- Partner Ecosystem Development
- Customer & Partner Success Management
- Channel Program Development
- Pipeline Management & Reporting
Timeline
SENIOR DIRECTOR CHANNEL AND CLOUD PARTNERSHIPS
SOCi Inc.
03.2023 - 01.2025
SENIOR DIRECTOR GLOBAL CLOUD PARTNERSHIPS
SNAPLOGIC
08.2021 - 03.2023
GLOBAL DIRECTOR CHANNEL SALES
TEHAMA
08.2020 - 08.2021
ALLIANCE AND CHANNEL SALES MANAGER
ONE IDENTITY (QUEST SOFTWARE)
02.2019 - 08.2020
AMS CHANNEL MARKETING MANAGER
HP INC.
01.2014 - 02.2019
SENIOR SOLUTION PARTNER MANAGER
MICROSOFT CANADA
04.2011 - 01.2014
AMERICA CHANNEL SALES MANAGER
IBM
09.2005 - 04.2011
Master of Business Administration - Business Administration
University Of Guelph
Similar Profiles
Rachel ChaRachel Cha
Senior Account Executive at SOCi Inc.Senior Account Executive at SOCi Inc.
Jennifer SullivanJennifer Sullivan
Senior Talent Acquisition Specialist at SOCi Inc.Senior Talent Acquisition Specialist at SOCi Inc.
Tim'mya CookTim'mya Cook
Reputation Management Specialist at SOCi Inc.Reputation Management Specialist at SOCi Inc.
Anindya (Andy) RayAnindya (Andy) Ray
Director of Channel Sales & Strategic Partnerships at XiberDirector of Channel Sales & Strategic Partnerships at Xiber
Vivian TawharaVivian Tawhara
Head of Channel Partnerships + Executive Director at VentiiHead of Channel Partnerships + Executive Director at Ventii