Tom Wayne

• Provide guidance to executive leadership regarding channel strategy, go-to-market initiatives, and prioritization of partnerships to enhance the adoption of threat, risk, and GRC services
• Lead efforts to improve onboarding processes, pipeline management, and interdepartmental collaboration, thereby increasing sales efficiency and partner involvement

• Executed co-selling strategies and joint go-to-market campaigns, achieving 153% of a $1.3M yearly quota through focused partner enablement
• Managed the entire partner lifecycle, for more than 15 MSSP, MSP, and VAR partners, resulting in over $3M in new pipeline in the first year
• Created scalable onboarding procedures, and account mapping techniques that improved partner activation by 50%

• Implemented strategic co-selling and enablement initiatives, surpassing 240% of the $2.5M quota, which generated over $6M through a national partnership with GuidePoint Security
• Awarded their Channel Champion Award for outstanding performance

• Identified and cultivated relationships with 10 national and regional MSSPs and VARs, achieving a 136% YoY revenue increase through effective pipeline strategies
• Facilitated QBRs and conducted pipeline assessments, enhancing partner forecasting and fostering improved sales collaboration
• Designed and executed co-marketing campaigns, resulting in over 40 monthly deal registrations

• Engineered partner enablement playbooks and training assets that reduced ramp time by 25%, improving partner productivity
• Orchestrated strategic initiatives, resulting in a 20% YoY revenue growth through risk and compliance messaging
• Instituted partner success reviews that enhanced channel forecasting accuracy and strengthened partner pipeline management

Designed and executed a market strategy for enabling partners' transition to MSPs, achieving consecutive $3.4M annual targets. Managed a team and implemented training programs for over 200 partners.

Activities and societies: Kappa Sigma Fraternity, Club Rugby