PHILIP CHERIAN

As the Regional Channel Director at Positive Technologies, im responsible to develop a robust channel ecosystem of Resellers, SI's, VAD's, within the MENA region and establish the business footprint leading to solid Channel Revenue from key technology solutions and services. Core responsibilities are:

• Channel Alliances :Establish and Manage the Channel Ecosystem of startegic resellers, SI's, MSSP and VAD's across MENA.
• Channel Development : Successfully set-up the channel partner base of 25+ strategic partners , 4 VAD's across MENA region.
• Channel Sales : Spearheaded acquiring the first few logos through channel for Positive Technologies solutions and services in the region.
• Channel Marketing : Work with the International Marketing team to develop strategies to increase awareness among partners and customers across MENA region.
• Channel Process and Policies: Establishing the International deal registration process and work flow.
• Channel Enablement - Trainings and Certifications of resellers, VAD's along with the technical resources.
• Channel Strategies : Define and Execute GTM strategies with Channel Partners & VAD's with quarterly and half yearly reviews on goals agreed to meet growth targets.
• Streamlined communication between internal teams and channel partners, improving overall efficiency.
• Increased regional channel sales and pipeline by developing and implementing effective channel strategies.

In my tenure as Regional Channel Director, I spearheaded significant revenue growth in the Middle East, including Pakistan, India, and Africa, by strategically onboarding and enabling channel partners and their customers for TRINEXIA's Cyber Security and Digital Forensic technologies. My role involved:

• Strategic Channel Development: I devised and implemented effective regional channel strategies, leading to substantial profit increases and market expansion.
• Product Introduction and Education: Successfully introduced FTK Lab and Enterprise in the Middle East and India, boosting channel upselling to existing customers and generating a robust sales pipeline.
• High-Value Deal Closures: Played a pivotal role in securing large-value contracts with major clients within Public and Private Sectors like GS MOPA, MOMRA, NWC, MOI UAE, Etisalat UAE & DRDO India.
• Team Leadership and Partner Development: Led a high-performing team, coordinating sales and technical resources to optimize channel revenue and partner performance.
• Sales Training and Empowerment: Implemented comprehensive sales trainings and product overviews, empowering channel partners with essential skills for driving sales and increasing revenue.
• Strategic Partnerships and Vendor Alignment: Cultivated strategic partnerships in line with vendors' market plans, opening new business avenues and enhancing revenue streams.
• Execution of Strategic Business Plans: Effectively executed strategic business plans by leveraging top partners' strengths, aligning with their objectives to maximize revenue and meet growth targets.
• Streamlining Processes: Improved the Deal Registration process to minimize Channel conflicts and ensure fair opportunity distribution, resulting in heightened partner engagement and revenue generation.
• Driving Revenue Growth with Credence Security / TRINEXIA: Led the development and execution of Credence Security's / TRINEXIA's channel sales plan, significantly boosting revenue.
• Channel Partner Account Cultivation: Proactively nurtured key channel partner accounts , identifying and exploiting growth opportunities to meet aggressive revenue targets.
• Regional Channel Expansion: Expanded regional channel presence by effectively utilizing sales and technical resources, achieving increased market penetration and revenue growth.

In my role as Regional Sales Manager at AccessData, I was instrumental in developing and managing the channel for AccessData’s business across the Middle East, Africa, and India. My key contributions included:

• Channel Development and Sales Growth: Successfully drove sales growth and market expansion by implementing effective sales strategies across the IMEA regions. This led to an increased sales pipeline and the achievement of targeted sales goals.
• Direct End-User Engagement: Established direct relationships with various end users, including law enforcement, ministries, banks, and large corporations, to augment enterprise sales opportunities.
• High-Value Deal Closures: Achieved significant milestones by closing the first FTK Lab deals in the Middle East with notable clients like GSMOPA, UAE Exchange, and EGA on FTK Enterprise. Additionally, secured the first Enterprise deal in India with TATA Steel.
• Product Introduction and Education: Played a pivotal role in introducing and educating the channel and customers about FTK Lab and Enterprise in the Middle East and India, enhancing product understanding and market penetration.
• Collaborative Business Planning: Worked in collaboration with the Regional AccessData distributor to create and execute a comprehensive business plan, effectively boosting AccessData sales in the region.
• Brand Promotion and Marketing Collaboration: Actively worked with the AccessData Marketing team and local PR agencies to enhance brand awareness and visibility, contributing significantly to the company's market presence in the region.

As Business Unit Head at Oxygen JLT, Dubai, I spearheaded the expansion of our cybersecurity portfolio, strategically enhancing market position and value proposition. I expertly navigated vendor onboarding, integrating key players like Trustwave and Barracuda Networks into our robust go-to-market strategy. My leadership in formulating and executing strategic business plans catalyzed tangible revenue growth across the MEA region. My adept channel management skills, coupled with a strong focus on collaborative partnerships, propelled significant sales achievements and market coverage expansion. Consistently surpassing revenue and profit targets, I demonstrated a keen aptitude for driving financial success and strategic growth.

In my role as Senior Product Manager at STARLINK Middle East, I reported directly to the VP of Business Strategy, overseeing the business operations of key vendors like Dell SonicWall, Boole Server, Venafi, and Core Security across the Middle East, Turkey, and South Africa. I excelled in fostering strong vendor relationships, ensuring alignment with distributor goals and facilitating effective communication and support. My collaborative efforts with country teams to identify and create product opportunities included conducting persuasive product presentations to end users and strategic partners. I played a pivotal role in working with the Pre-Sales team to ensure the success of proof-of-concepts, demos, and technical evaluations. A key achievement was recruiting strategic channel partners to sell niche technologies, significantly expanding market reach and driving sales growth. Additionally, I was responsible for monitoring team performance, setting KPIs, and facilitating technical training and certifications, ensuring a high-performing, well-equipped team across all regions at Starlink.