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Highly accomplished Channels Leader with a proven track record in identifying and creating new markets, enhancing Partner profitability, and driving hyper-growth engines. Specializes in assembling high-performing teams through the recruitment of top-tier sales and engineering specialists, supporting profitable business models in emerging markets. Adept at securing executive sponsorship, aligning with key initiatives, and establishing new routes to market for well-defined growth opportunities. Recognized throughout my career for significant contributions, including the implementation of award-winning best practices. Demonstrates a keen ability to navigate challenging economic moments by identifying emerging market transitions and swiftly adapting strategies, guiding partners to monetize transformations faster than the competition.
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Sr. National Channel LeaderExtrahopHooksett, Nh, Us -
National / Global Leader For Fortinet And PresidioFortinet Jul 2022 - PresentSunnyvale, Ca, UsNational Partner Leader for a Global System Integrator (SI): Orchestrated a remarkable transformation, successfully revitalizing the relationship between Fortinet and Presidio. Within a brief six-month period, Presidio transitioned from being the worst-performing partner to claiming the top spot in the National Program. In the aftermath of the pandemic, the connection between the two companies had weakened, and our business plans were misaligned. Meticulously crafted a new business plan drawing on my extensive history of supporting Presidio for other national OEMs. This strategic initiative not only repositioned Fortinet as a more attractive and profitable partner but also set the stage for a substantial turnaround. Leveraging resources from across the country, we assembled a world-class team, purposefully scaling coverage for this partner. The result was the unlocking of new markets and a triumphant navigation around our competition, establishing a robust foundation for continued growth and success. -
Nationals Partner Area Leader / Ot Ecosystem Build-Out RolesFortinet Sep 2019 - Jun 2022Sunnyvale, Ca, UsNational Partner Program:Established Fortinet Security Product line as a top-tier solution in Partner geographies across the eastern half of the US for our largest (SI) Global Systems Integrators.Oversaw sales, engineering, and marketing development in each geography, achieving significant success.Pioneered the formation of the first Northeast Executive Partner Council, fostering trust between executive teams. The Northeast region led the country at 200% of plan in Q4, setting a model for healthy Enterprise Channel Relationships nationwide.OT GTM with two Global Operational Technology System Integrators - Schneider Electric / Siemens:Spearheaded foundational work for Schneider Electric and Siemens, onboarding partners for the US and establishing distribution terms. Conducted fundamental training for sales and security overlay teams, constructed engineering workshops, and set certification targets. Established robust marketing and communication plans, enabling Fortinet to initiate pipeline generation with field teams.
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Nationals - Americas Partner Organization New Market Acceleration (Sbm)Cisco May 2017 - Jul 2019San Jose, Ca, UsRole Overview:Led Cisco's largest and most influential Strategic National Partners in penetrating new markets by accessing "Line of Business" budgets, facilitating companies to thrive in a dynamic market environment.Leveraged an extensive network of System Integrators (SIs), Consultants (CFs), and Independent Software Vendors (ISVs) to forge joint solutions within an expanded ecosystem in collaboration with the Cisco field.Specialized expertise in Digital Healthcare Solutions and Retail Digitization initiatives.Key Achievements:• Helped pioneer the Digital Systems Integrator Program at Cisco, contributing to significant success in the first nine months, including 16 pilot partners, creating 200 new opportunities, a $66M pipeline, and closing $30M in bookings in FY17.• Initiated a "Listening Tour”, identifying obstacles hindering Cisco's success in the application-driven opportunity space. The insights shaped the North East Execution Plan, resulting in multiple Best Practices and 17 Connected Recognition Awards over 36 months.• Implemented new Analytical Account Profile Tools enhancing the identification of application opportunities, contributing to 10% of the UCS pipeline in the Northeast Select DC PSS Organization.• Created vertical Executive Briefings (EBCs) to expand channel capabilities. -
Solution Business Manager (Sbm) & National Partner Development EastCisco Dec 2014 - May 2017San Jose, Ca, UsSSI National Mission: Increase revenue and penetration in Cisco’s National Partner Organization by identifying opportunities to monetize Digital Trends in their install base. Orchestrated SSI and GPO assets. Acted as a bridge to a portfolio of Resources & Development Tools, which accelerated our Partner's journey to monetize digital evolution in the industries they served. Exploit my ability to introduce the right resources at the right moment in time to unlock hyper-growth in markets, which the partners currently did not have the capacity to access based on culture and skill sets in their current organization. Introduced the Expanded Ecosystem, Independent Software Vendors (ISVs), Systems Integrators (SIs), & Consulting Firms (CFs). Simultaneously serving National Partner Development East.
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National Partner Account Manager – EplusCisco Apr 2009 - Dec 2014San Jose, Ca, UsPerformed as one of the top-rated Partner Account Managers in the country for Cisco, constructing one of their most influential and productive accounts. Hands-on development of a business plan that would not only affect how ePlus represented itself to Cisco but also how Cisco managed and developed all other National Partners going forward. ePlus highlighted the “Billion-Dollar Plan” to their stockholders and board of directors. This business plan accelerated ePlus from $185M to over half a billion in annual Cisco bookings in four years. Concluded career with ePlus, leaving them a plus $600M partner for Cisco. Responsible for transforming an adversarial executive relationship into a trusted partnership.
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Northeast Regional Channel Manager I & IiCisco Mar 2000 - Apr 2009San Jose, Ca, UsIntroduced and helped construct the most influential Partner in New England. Networked Information Systems would later become Presidio-New England. This regional Partner would not only change the entire landscape of channels in Boston but would go on to be recognized nationally (2004 Partner Summit POY) for their engagement style with Cisco. Solid track record of managing extremely challenging accounts and producing viable, well-prepared partners to enable the Cisco ESO. Developed several of the top (AT) Partners in the region simultaneously.
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Senior Account Manager (Lan/Wan Specialist)Aztec Technology Partners Nov 1995 - Mar 2000Focused on the sale of new technology into enterprise accounts, K-12 and higher education, as well as 60 New Hampshire state agencies. Consultative and solution sales led to a consistent record of successfully securing complex proposal based projects, a $9 million state contract award, and consistently exceeding all quotas.
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Service Engineer/Account RepresentativeCatalina Marketing Corporation Jul 1993 - Nov 1995Responsible for the maintenance, installation, and integration of the Checkout Coupon system in stores throughout the eastern tri-state area.
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OwnerMain Street Construction Apr 1986 - Jul 1993Founder and OperatorResponsible for all sales generation and advertising. Project design and execution.Business operation and profitability.
Matt Larkin Skills
Matt Larkin Education Details
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Suffolk County Community CollegeGeneral
Frequently Asked Questions about Matt Larkin
What company does Matt Larkin work for?
Matt Larkin works for Extrahop
What is Matt Larkin's role at the current company?
Matt Larkin's current role is Sr. National Channel Leader.
What is Matt Larkin's email address?
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What is Matt Larkin's direct phone number?
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What schools did Matt Larkin attend?
Matt Larkin attended Suffolk County Community College.
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Matt Larkin has interest in Kayaking, Snowboarding, I Enjoy Skiing, Hiking, Music, Classic Car Restoration, Carpentry, Snowmobiling.
What skills is Matt Larkin known for?
Matt Larkin has skills like Solution Selling, Go To Market Strategy, Unified Communications, Cisco Technologies, Cloud Computing, Data Center, Channel Partners, Managed Services, Saas, Video Conferencing, Security, Cisco Systems Products.
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