Dirk Venzlaff Email & Phone Number

Orange County, California, United States

Recruited to drive WW channel planning, business intelligence, partner coverage model and overall channel GTM strategies for Infoblox. Also leading the Global Distribution and Strategic Partner Alliances while launching new business partnerships in several regions.Spearheaded Infoblox’s first channel-led sales initiative closing $3.2 Million in new business with 109 customers. Developed and executed GTM plan activating Distributors and Resellers to autonomously engage customers… Show more Recruited to drive WW channel planning, business intelligence, partner coverage model and overall channel GTM strategies for Infoblox. Also leading the Global Distribution and Strategic Partner Alliances while launching new business partnerships in several regions.Spearheaded Infoblox’s first channel-led sales initiative closing $3.2 Million in new business with 109 customers. Developed and executed GTM plan activating Distributors and Resellers to autonomously engage customers, configure and scope solutions, and deliver pre- and post-sales support.Lead cross-functional business development efforts for new product releases and program launches including: MSP, SaaS solutions and Distributor Cloud Marketplaces Show less

Oversee the North American distribution channel business unit and foster unparalleled C-Level relationships with world-class Distributor partners. Cover the entire range of partner types including systems integrators, direct marketers, VAR's, OEM's, etc. Drive aggressive sales results from new and developing partners by leveraging distributors' fundamental strengths as well as distinguishing capabilities including cloud infrastructure and provisioning, managed services, financial programs… Show more Oversee the North American distribution channel business unit and foster unparalleled C-Level relationships with world-class Distributor partners. Cover the entire range of partner types including systems integrators, direct marketers, VAR's, OEM's, etc. Drive aggressive sales results from new and developing partners by leveraging distributors' fundamental strengths as well as distinguishing capabilities including cloud infrastructure and provisioning, managed services, financial programs, Fed/SLED contract vehicles, and global logistics.Distribution is a "hub" by nature and is inherently intertwined with a wide variety of functions and business units at Fortinet. That connectivity provides me with an avenue to continually evaluate and enhance business processes and strategies internally. In addition, I am regularly consulted for insight by other department heads looking to make changes, start a project or build a new plan.Highlights:•Grew NA Distribution revenue 38% – 40% each successive year to $352M annually, exceeding sales targets and expanding Fortinet’s reseller footprint to 4.5K+ active partners.•Monetized excess hardware inventory by establishing Fortinet’s 1st Certified Refurbished Program, yielding up to 6x profitability compared to standard hardware sales.•Led extensive data enrichment project, improving partner POS reporting frequency and data completeness 30%, and was executive sponsor for 3rd party CDM provider Model N.•Laid out strategic plan for distribution channel partner consolidation, authoring comprehensive RFI documentation, selection methodology, review metrics, and results implementation processes. Enabled team progress to utilize groundwork for future completion.•Coodinated integration of Meru Networks' direct partners including account consolidation, contract negotiations, onboarding, channel pricing and partner program migration. Show less

Transformed a side project into a full-fledged global initiative. Brought structure to and set the course for realizing the benefit of what was an expensive underutilized resource. Executive sponsor and lead business development manager for CRM platform and ancillary application providers. Coordinated and prioritized the needs of Sales, Finance, Marketing, IT, Procurement, and Operations. Expanded the sphere of influence and a consistent adoption of CRM company-wide to the extent that our… Show more Transformed a side project into a full-fledged global initiative. Brought structure to and set the course for realizing the benefit of what was an expensive underutilized resource. Executive sponsor and lead business development manager for CRM platform and ancillary application providers. Coordinated and prioritized the needs of Sales, Finance, Marketing, IT, Procurement, and Operations. Expanded the sphere of influence and a consistent adoption of CRM company-wide to the extent that our process and procedural tenets were referenced and adopted by other functional groups.•Founded dedicated team of 8 to build out the global deployment, administration, and development of Salesforce.com CRM, servicing 850+ users across multiple divisions and functions.•Spearheaded sales force automation strategy and expansion while maintaining business continuity with over 20 homegrown and 3rd party applications including ERP, PRM, lead generation, data enrichment, deal registration, coop/MDF management, marketing automation.•Conducted thorough feature and gap analysis, comparing SFDC versus Oracle Sales Cloud solutions. Provided detailed findings and recommendations reporting referenced by senior executive decision makers. Show less

Drove all sales, marketing and business development efforts for North American Distribution and Direct Marketer accounts: Avnet, Westcon, Ingram Micro, Tech Data, SYNNEX, CDW, Insight.•Led Channel Development sales organization focused on acquiring and growing net new VARs and customers. •Managed a team of six NAM’s, ten CDM’s and two field sales engineers. Provide cross-functional team training, coaching and mentoring.•Oversaw all sales and business development… Show more Drove all sales, marketing and business development efforts for North American Distribution and Direct Marketer accounts: Avnet, Westcon, Ingram Micro, Tech Data, SYNNEX, CDW, Insight.•Led Channel Development sales organization focused on acquiring and growing net new VARs and customers. •Managed a team of six NAM’s, ten CDM’s and two field sales engineers. Provide cross-functional team training, coaching and mentoring.•Oversaw all sales and business development functions including reseller recruitment, contract negotiations, new product rollouts, account management, customer relationship development, and operations.•Owned top-level distribution executive relationships and drive channel strategy throughout all levels of the organization. Show less

•Ran Distribution strategy and lead team of National Account Managers for the top Distributors in North America•Led operational work groups driving efficiency throughout a complex mix of environments and departments such as Finance, logistics, sales operations, Marketing, Legal, Inside Sales and the Partner Alliance Teams.

Division formed to drive focus on the Small-to-Medium (SMB) business segment. Established a new sales organization and led the efforts to build the practice.Highlights:-Responsible for leading all sales efforts in North America.-Recruited, trained and led sales team consisting of 5 territory managers, 2 engineers and 2 inside sales reps.-Developed comprehensive sales plans achieving $600K in revenue in the first year.-Led the creation of a dedicated SMB Channel Partner… Show more Division formed to drive focus on the Small-to-Medium (SMB) business segment. Established a new sales organization and led the efforts to build the practice.Highlights:-Responsible for leading all sales efforts in North America.-Recruited, trained and led sales team consisting of 5 territory managers, 2 engineers and 2 inside sales reps.-Developed comprehensive sales plans achieving $600K in revenue in the first year.-Led the creation of a dedicated SMB Channel Partner Program with incentives and elements to enable and grow Value Added Resellers' security practice.-Recruited over 200 SMB VAR's across the US and Canada. -Managed relationships with three OEM partners supplying the hardware for this offering. Show less

Orange County, California Area

Owned revenue, profitability and growth of vendor lines with annual sales of $600 million and average inventory dollar value in excess of $150 million.Managed and trained associate product managers and administrative staff of five.Highlights:-Grew Linksys’ monthly sales by 670% (from $180K to over $1.2 million) in a one-year period.-Established new product category, Internet Networking Appliances, by recruiting and negotiatingdistribution agreements with nine… Show more Owned revenue, profitability and growth of vendor lines with annual sales of $600 million and average inventory dollar value in excess of $150 million.Managed and trained associate product managers and administrative staff of five.Highlights:-Grew Linksys’ monthly sales by 670% (from $180K to over $1.2 million) in a one-year period.-Established new product category, Internet Networking Appliances, by recruiting and negotiatingdistribution agreements with nine emerging technology vendors.-Developed extended financing program with company CFO generating $5 million new deal revenue.Special International Assignment:Conversion Manager, purchasing division. Deployed to Germany and Austria to help with the conversion and integration of Macrotron GmbH, Ingram Micro’s newly acquired European subsidiary.-Instrumental in converting Macrotron Austria’s legacy purchasing operation to Ingram’s worldwide logistics system.-Designed and implemented policies and procedures relating to inventory management, pricing, vendor reporting, EDI transmissions and special vendor programs.-Developed and instructed classroom training curriculum for product management team in German. Show less