Kevin Pawlak Email & Phone Number

Newton, Ma, Us

• Building enablement programs for a broad range of partner types, including resellers, global system integrators and advisories.• Develop and maintain onboarding and upskilling programs, including eLearning components, certifications and the associated delivery infrastructure.• Provide data analysis and reporting, summarizing quarterly progress on agreed metrics for leadership.• Work with frontline Channel Account Managers to provide enablement guidance and support to their partners.

Newton, Ma, Us

• Led the global Identity, Endpoint Privilege Management partner alignment strategies at CyberArk, driving the development and execution of the Workforce solutions go-to-market strategy .• Collaborated with cross-functional teams to enhance partner relationships and optimize channel performance.• Implemented innovative strategies resulting in increased partner engagement and revenue growth for CyberArk.

Burlington, Massachusetts, Us

GreyCastle Security is a cybersecurity consulting firm focused on risk management, awareness and operational security. The company was established to counter rapidly evolving cybersecurity threats and manage risks in people, process and technology.

Clearwater, Florida, Us

Headquartered in Clearwater, Florida, Tech Data is one of the world’s largest distributors of technology products, services, and solutions. Supporting IT resellers around the world in pursuit of the technology needs of end users of all sizes, including small-­‐‑ and medium-­‐‑sized businesses (SMB), large enterprises, educational institutions, government agencies, and consumers. Hired to manage a national channel team consisting of 6 field sales managers and 4 field sales engineers all remotely based throughout the United States Responsible for recruiting new employees, hiring, developing existing talent, and setting the objectives and goals for the team Drive towards improved results for under performing employees through verbal coaching, written documentation, and formalized performance plans Focus on the strategic leadership and relationship of DellEMC to achieve the best financial performance and relationship with Tech Data Identify new partner prospects; lead sales campaigns to sign them on as DellEMC resellers through Tech Data Create and manage the vendor business plan and implementation process throughout the Dell Technologies Solutions Group at Tech DataRecommend and monitor plans for Tech Data business relationship on a tactical and strategic levelIdentify and drive new DellEMC opportunities with particular emphasis on the development of new services that blend unique supplier resources/capabilities along with a Tech Data service/capability to create a unique value propositionResponsible for the management of activities and programs that will drive the DellEMC Speciality BUs pro-­‐‑forma performance in an effort to achieve Tech Data'ʹs financial goalsPerform analysis and reports of various program impacts Manage forecasting pipeline requirements and rebate projections Manage Tech Data and our Partners’ compliance for DellEMC’s Partner Program

Round Rock, Texas, Us

Headquartered in Boston, EMC (later acquired by Dell) builds information and virtual infrastructures; offerings include backup and recovery, enterprise content management, storage, and data federation, archiving, security, and deduplication. Hired to build territory, which became one of the top growth regions in the country. Amassed a partner group consisting of 100+ resellers in Upstate NY and Connecticut; worked with those partners’ sales teams to maximize value and profit. Focused growth and revenue generation strategies on guiding resellers in technical enablement process that elevated them as top-­‐‑tier partners with optimized integration and benefits. Orchestrated sales plans that increased exposure, revenue, and margin; consistently built on successes by identifying and capitalizing on growth potential. Account Responsibility: Responsible for driving partner revenue within assigned accounts. Develop strategies for under penetrated accounts. Delivers each partner's value message to the EMC Sales Teams. Carry out programs and drives new partner revenue. Partner and Field Sales Relations: Build and maintain network among field sales and the partner organization to share information and obtain prospects. Assist in the delivery of presentations to both field and partner organizations.

Richmond, British Columbia, Ca

Multinational wireless communications equipment designer and manufacturer headquartered in Vancouver. Traveled from Rochester based regional office to 12 states and two Canadian provinces to develop reseller partnerships and facilitate direct sales of wireless communications equipment. Designed and substantiated technical solutions pre-sale; supported end users post-sale; trained resellers, VAR, distributors, suppliers, and providers; and engaged in marketing and support activities on and offsite. Identified greater revenue potential in channel sales than management perceived, and pursued those opportunities ambitiously. Built a strong and sustainable partner ecosystem by developing value added resellers, distributor, and channel partners.

Leading provider in public safety, campus police and municipal justice technology applications. Gained valuable experience in the technology sales industry; honed skills in new business development, lead generation, and account management. This was a unique role in which accounts were exclusively public sector entities. Scope of accountability included technology sales and marketing, budgeting, scheduling, business planning, training, installations, and on-­‐‑site troubleshooting of software, hardware, networks, printers, and peripherals. Grew account base and revenue by consistently expanding/improving client relationships.

Bachelor'S Degree, Business Administration And Management

Education record