Luke Millar

• Reporting to the Worldwide Channel Director
• Defining and executing on the Channel Strategy for the EMEA region.
• Recruiting and onboarding of Distributors and partners across the EMEA
• Increasing opportunities and ARR within the channel community
• Creating and executing on marketing initiatives to increase deal registrations and opportunity creation
• Formulated business plans to increase growth with partners and distributors across region
• Managing 3 direct reports
• Work closely with the 3 business units to define and execute on the overall strategy for the Bluecat Network and LiveAction solutions
• Drove process improvements, optimised workflow efficiency.
• Established solid partnerships for enhanced market presence.

• Reporting to the GM of International to design business strategies to obtain short and long-term goals for company
• Defining and executing on the Channel Strategy for the International region. This includes all countries outside of the U.S
• Recruiting and onboarding of Distributors and partners across the International region
• Working with key partners across the International region such as OBS, NTT, BT, WWT, Deutsche Telekom, Cisco, Fortinet
• Increasing opportunities and ARR within the channel community
• Creating and executing on marketing initiatives to increase deal registrations and opportunity creation
• Creating partner enablement content
• Management of the partner portal
• Formulated business plans to increase growth with partners and distributors across region
• Mentoring and Managing 1 x Junior Channel Executive

• Responsible for recruiting partners in EU West and Central
• Enabling a small set of existing partners and driving pipeline creation
• Responsible for achieving 2H target of circa $2million net new ARR
• Responsible for generating end user leads, working them through to closure and fulfilling through the channel.
• Working closely with Marketing to create and execute plans to generate new logos for new partners.
• Aligning objectives with the wider Diligent sales teams for collaboration and opportunity closure
• Approval and acceptance of order forms
• Focused on Mid and Enterprise market
• Engaging at C-Level

• Defining and executing the Partner program from scratch
• Defining and executing the Deal Registration program
• Creating and executing the regions channel strategy
• Signing and enabling distribution in region
• Managing, training and mentoring 2 Channel Managers
• Mentoring 4 additional Channel Managers across EMEA
• Qualifying and closing SDR generated opportunities
• Qualifying and closing partner generated opportunities
• Demonstration of the Keepit Solution to partners and prospects
• Recruiting and enabling partners across 3 regions
• Creating and executing on marketing plans across all partners in region
• Working closely with the CEO and SVP to define the region specific channel GTM strategy
• Increased UK&I business by 266% in 5 months
• Record breaking Q1 in UK&I
• Recruited 24 net new partners
• Signed and enabled 1 distributor with another coming onboard in Feb 22

• Cyber Security focused
• Guiding the company on the partner program and strategy
• Responsible for recruiting and enabling the channel for eSentire Managed Detection and Response services throughout EMEA
• Responsible for generating end user leads, working them through to closure and fulfilling through the channel.
• Working closely with the EMEA Sales Engineer to define the appropriate solution for customers.
• Working closely with Marketing to create and execute plans to generate new logos for new partners.
• Working closely with inside sales to help train and guide them to improve their customer lead generation results.
• Q4 2020 target = $250,000 - achieved $354,000
• Largest deal closed in EMEA in 2020

• Responsible for the management of distributors; Nuvias and Tech Data for the UK and Irish markets
• Responsible for 38 partner accounts including large VAR's such as Softcat, SBL, CDW, Bytes and many boutique partners
• Responsible for the ownership of marketing campaigns with partners from initial scope through execution and refinement to drive net new customer opportunities
• Managing day to day activities of 1 Product manager from Tech Data and 1 from Nuvias
• Responsible for recruitment, enablement, marketing, go-to market strategy and overall growth of channel partners in UK&I
• Adjusting the partner program and deal registration in order to achieve the companies growth plans
  
• Achievements:
  Partner recruitment - In 4 months i successfully recruited over 30 net new partners who were also trained and enabled to sell 1 or more of the One ID portfolio
• Revenue contribution - Since i started, it was the first time that the channel had achieved the target in 18 months
• Changing the deal registration program to one that focuses more on protecting the partner and their commitment to the organisation
• 1st quarter target: £2M achieved £2.2M
• 2nd quarter target: £2.5M achieved £3.2M
• Raised channel sourced opportunities from 10% to 39.8%

• Cyber Security focused
• Responsible for Identifying, recruiting and enabling new channel partners to increase revenue
• Focused on Identity Access Management market (new product for the company)
• Working closely with distribution - Exclusive Networks
• Jointly creating and executing marketing campaigns with the channel
• May to Dec target: £405,000 - achieved £920,000
• Identified and closed largest global deal in IAM - £360,000
• Working closely with partners such as Caretower, SCC, Getronics and Mobliciti

• Zero-trust Network Access start up
• Creation of the partner program and overall go-to-market strategy
• First man on the ground - Solely responsible for EMEA-wide business generation both channel and direct sales
• Targeted on POC's and opportunity creation
• Recruitment of partners
• EMEA POC's grown from 0 to 14 with a value of over $500,000 with a close date of 2017
• Cold calling and personal lead generation was a focus activity
• 100% of target achieved month on month
• Some of the opportunities created personally include but not limited to; Morsons International, Nottingham Fire and Rescue and UCL.

*The owner of SAIFE decided to sell the assets of the company to The Hinduja Group who subsequently made all sales and management redundant.

• Cyber Security focused
• Responsible for EMEA-wide channel recruitment and alliances
• Net new acquisition of channel partners from 3 to 42 in 4 months (in 6 different countries)
• Net new distributors from 2 to 9 in 4 months (9 different countries)
• Increased net new channel pipeline from $0 to $500,000 in 6 months (avg order value of $24k)
• Introduced and launched a new partner program with deal registration
• Supported partners in joint marketing activities and trade shows
• Training and enablement of new and existing partners across all regions
• Plans and agreements created with partners across all regions
• Creation of the EMEA Channel Strategy
• I was targeted on the EMEA TEAM number and the Target for 2016 was $1.2 million - achieved $1.25 million.

*In March 2017 a new CEO was appointed who made the whole EMEA team and most of the U.S redundant as they focused on the APAC region

• Managed EMEA for both direct and channel
• Development of the EMEA go-to-market strategy
• Primary focus was to expand and nurture the EMEA channel with new products to market.
• Grew recruitment to over 100 new, active and performing VAR partners in the UK and 100's across ROW.
• Team lead to 1 x Channel Manager and 1 x Pre-Sales Engineer
• Managed 30 distributors across Europe, Middle East and Africa, assisting local sales teams with end user sales, including direct touch and end user presentations to companies such as AXA Insurance, Spanish Ministry of Defence, National Cybercrime Agency UK, Gameloft and others.
• Top performer in EMEA, monthly and annual profit records held.
• Target 2011: $800,000 achieved: $950,000
• Target 2012 : $900,000 achieved $1,000,000
• Target 2013: $1,000,000 achieved $1,150,000
• Target 2014: $1,200,000 achieved $1,250,000

• Responsible for management of 50 resellers and 2 distributors for Trend Micro's Worry Free portfolio
• Creating both brand awareness and sales
• Responsible for maximizing existing partner revenue
• Creation and execution of marketing plans
• Call out days at distribution and partners
• Generation, qualification and closure of leads through my partner's

Key duties:

• Channel Management, Development and Growth.
• Brand Management, Development and Growth.
• Business and Marketing Strategies.
• Creation and execution of marketing plans
• Commercial Contract Negotiations.
• Sales Budgets and Forecasts.

Kaspersky Lab – UK Channel Manager (Anti-Virus & Hosted Software)

• Primary focus was to recruit and nurture the UK channel for hosted services (AVaaS).
• Grew business achieving 135% against target towards a total 450% channel growth.
• Delivered, yearly, over 100% of target and big digit growth against $Million targets.
• Managed Governmental buying schema to ensure Kaspersky was shortlisted to BECTA framework for Hosted Security Services. Delivered 1st case study and reference site through newly enabled partner.
• Top performer in EMEA, monthly and annual profit records held.

I was in an Internal Role whereby I supported a number of resellers and distributors along with Regional Sales Managers in the selling of our products. I talk to my resellers on a daily basis and also host online demonstrations of the products to end users should the reseller require it. I was often involved on call-out days at both resellers and distributors locations, to help them in achieving maximum sales potential for each 1/4.