Meet the 2020 CRN Channel Chiefs!

It's time again to highlight the vendor representatives who help to keep Australia's partner network busy. 

We've brought together this list of more than 130 channel chiefs to help partners connect with product leaders who are keen to partner.

CRN’s Channel Chiefs Directory, now in its fifth edition, remains Australia’s leading listing of partner managers and channel directors.

Use the left and right buttons either side of the image to navigate through the list. Alternatively, you can use your arrow keys. 

You can also check out the full, interactive CRN Channel Chief Directory for 2020 by clicking here.

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Michelle Marlan
Senior Manager: Channel & Alliances

What kinds of partners are you looking for?

Through continued investment and growth in our partners, we are maturing our program offering and developing a strong framework. We are keen to talk to companies who are looking for ways to increase their value to end customers, whether it be by a wholesale or affiliate models.

Access4

Tim Jackson
Managing Director

What kinds of partners are you looking for?

Access4 is designed for CSPs and MSPs in the Australian and New Zealand market. We are a technology company that delivers unified communication solutions to meet end-customer demand through our unique software platform and trusted network.

Acer Computer Australia

Gregory Mikaelian
General Manager Channels and Marketing

What kinds of partners are you looking for?

The channel is integral to Acer’s success, and the types of partners we are looking for are commercially oriented partners that will work closely with us to drive mutual business and achieve greater customer diversity. This includes managed service providers, software solution providers, vertical solution providers, mid-market resellers, and regional partners.

Australian distributors:

Bluechip IT, Synnex, Ingram Micro

Acronis

David Clarke
ANZ Head of Channels & Enterprise

What kinds of partners are you looking for?
Acronis is looking for resellers and service providers of all types that operate across all market segments. Our new Partner Program and launch of Acronis Cyber Protect helps our partners stand out in market, monetise services, scale effectively, manage more customers with less, provide flexible business models and increase ARPU.

Australian distributors:

Ingram Micro, Synnex, rhipe

Adobe Systems

Brent Irwin
Director, Digital Media GTM and Sales

What kinds of partners are you looking for?

Adobe has a large existing reseller base and we continue to be committed to growing our joint business together. From a new partner perspective, we're actively recruiting reseller's and solution integrator's that are focused on driving customer experience and digital transformation solutions into their customer base.

Australian distributors:

Ingram Micro

Airlock Digital

Glenn Mahney
Director Of Sales and Channel

What kinds of partners are you looking for?

Airlock seeks security-focused partners that deliver solutions aligned with the ASD Essential Framework and beyond.

Australian distributors:

emt Distribution

Alcatel Lucent Enterprise

Dominic Hardiman
Channel Sales Manager

What kinds of partners are you looking for?

Our global strategy focuses our sales, marketing and product management resources on five key verticals: healthcare, government, education, transportation and hospitality. ALE are looking for partnerships that possess synergy with these areas as well as an understanding of the specific needs and requirements of   corresponding customers and clients.

Australian distributors:

Integrated Products, VExpress

AlgoSec

Andrew Mill
Regional Director, Australia and New Zealand

What kinds of partners are you looking for?

Developing partners in Australia and New Zealand to drive business-driven security policy management

Australian distributors:

Arrow ECS

APC by Schneider Electric

Joseph Vijay

General Manager, Channels, Alliances and Operations

What kinds of partners are you looking for?

We are investing heavily in edge and IoT and we welcome partners to join us in this journey to create innovative solutions for customers in healthcare, education, retail, oil and gas, mining, and transportation among many others.

Australian distributors:

Ingram Micro, Dicker Data, Pacific Datacom

Aruba

Deke Rayner-Harvey
Channel Sales Manager

What kinds of partners are you looking for?

Aruba works alongside Australia’s leading partners, across multiple vertical sectors ranging from SMB to enterprise organisations, to grow their market coverage and capabilities. As a leading innovator in edge and cloud solutions, Aruba is committed to working with partners to help their customers discover and define their edge.

Australian distributors:

Arrow ECS ANZ, Dicker Data, Ingram Micro, Lynx Technologies

ASUS

Vai Le
Commercial Channel Manager ANZ

What kinds of partners are you looking for?

We are looking for partners to help aid the growth of our commercial footprint in ANZ. With investments made locally to support and build stronger commercial channels and alliances, particularly with those partners that have value-added solutions and services targeting SOHO/ SMB & SME customers.

Australian distributors:

DickerData, Ingram Micro, Leader Computers, Synnex, Tech Data

AT&T Cyber Security

Greg Vlahos
Director of Channel Sales, APAC

What kinds of partners are you looking for?

We have moved into a 100 percent channel role in ANZ, looking for VARS and MSSP's in the cyber security space.

Australian distributors:

Ingram Micro

Attivo Networks

Jim Cook
Regional Director

What kinds of partners are you looking for?

We're looking for security specialists who deal with medium to large organisations across Australia and New Zealand as well as managed service providers who are interested in selling an enhanced SOC as a service solution focused on early detection.

Avaya

Steve Williams
Channel Director Australia and New Zealand

What kinds of partners are you looking for?

We want partners that are entrenched in digital transformation, that understand SaaS models, and for which Avaya can enhance the value of their core service offerings.

Australian distributors:

Westcon, VExpress, Arrow

Amazon Web Services

Davinia Simon
Head of Partner Success, ANZ

What kinds of partners are you looking for?

We target dynamic partners across all verticals that thrive on modernising IT; extracting value from data, delivering compelling customer experiences and meaningful innovation.   AWS works with partners who can apply their domain knowledge, certification, and competency to help customers move fast, focusing on their core competitive advantage while being secure.

Australian distributors:

Arrow ECS, Tech Data TS, Westcon Comstor

Barracuda MSP

Luke Smith
Regional Account Director

What kinds of partners are you looking for?

We are looking to partner with IT managed services providers. Our partners-first approach focuses on providing enablement resources, channel expertise and robust, scalable MSP solutions designed around the way managed service providers create solutions and do business.

Barracuda Networks

Andrew Huntley
ANZ Regional Sales Director

What kinds of partners are you looking for?

Barracuda is committed to channel partners, providing customers with world-class products, service, and support.  Resellers and service providers choose to partner with Barracuda to solve their customers IT challenges in security, storage and application delivery.  The Barracuda Partner Program encompasses rich benefits and services to help partners enhance their businesses.

Australian distributors:

Exclusive Networks, Synnex

Belkin

Frank Tsoukalis
Channel Sales Manager

What kinds of partners are you looking for?

Belkin is looking to grow its education and VAR business in 2020. Belkin has new and exciting products coming that will be of the highest quality and the right price.

Australian distributors:

Dicker Data, Ingram Micro

BlackBerry

Joe McPhillips
Director of Channel Sales, APAC, BlackBerry Spark

What kinds of partners are you looking for?

In addition to global SI partnerships, BlackBerry Spark is committed to local partnerships with security-focused resellers, MSPs, MSSPs across Australia and New Zealand. We work across industry verticals and organisation sizes. A key growth area is enabling partner-led services leveraging BlackBerry compromised risk assessment and managed detection and response tools.

Australian distributors:

Arrow ECS ANZ, Exclusive Networks

BlackLine

Claudia Pirko
Regional Vice President ANZ

What kinds of partners are you looking for?

Blackline works with systems integrator alliance partners, resellers, accounting outsourcers, ERP, technology and solution partners. They assist corporates to transform their manual accounting practices to modern accounting by combining their knowledge of process transformation with our market-leading technology.  We work together to establish certified resources for the highest-quality implementations.

Carbonite, an OpenText Company

Steve Stavridis
APAC Regional Sales Director for Carbonite and Webroot

What kinds of partners are you looking for?

Carbonite and Webroot, OpenText companies, have combined forces to offer businesses and MSPs comprehensive cyber resilience solutions. With Carbonite and Webroot, you get complete endpoint protection, DNS protection, security awareness training, and data backup and disaster recovery, so even if the unthinkable happens, you can recover without missing a beat.

Australian distributors:

Bluechip Infotech, Synnex

Cisco Meraki

Lincoln Goldsmith
Director of Channel and Distribution APJC

What kinds of partners are you looking for?

Cisco Meraki works with all different kinds of partners and service providers and can address a wide breadth of requirements. We have found that the most successful partners and SP’s we are engaging with, are those that leverage Cisco Meraki as a platform to its fullest. These partners build services around the Cisco Meraki platform and leverage our open API’s to integrate ecosystem partner solutions or their own custom apps to meet and address specific business requirements.

Australian distributors:

Dicker Data, Ingram Micro, Westcon Comstor

Citrix

Brian McColm
Director Channels ANZ

What kinds of partners are you looking for?

Citrix is a partner-first organisation and we recognised they play a critical role in our business and customer’s success. So it is important the partners we engage with are able to help our customers drive greater business outcomes and employee experience, and assist a strategic transition to intelligent workspaces.

Australian distributors:

Dicker Data, rhipe

Cloudian 

James Wright
Regional Director ANZ / Oceania

What kinds of partners are you looking for?

Given we are a new vendor in ANZ we are looking for foundation partners and service providers that specialise in solving unstructured data business problems in hybrid cloud environments.

Australian distributors:

Exclusive Networks, Nextgen 

Cohesity

Kathryn Ramanathan
ANZ Channel and Alliances Manager

What kinds of partners are you looking for?

Cohesity builds relationships with partners focused on helping customers utilise modern data management technologies that can unlock the power of data and accelerate business transformations. We remain 100 percent channel focused working with technology alliance partners, including HPE and Cisco, along with our cloud partners, AWS, Google and Azure.

Australian distributors:

Arrow ECS ANZ

CommsChoice Group

Tony Dunphy
Executive General Manager, Business & Dealer Channel

What kinds of partners are you looking for?

We are looking for dealer partners, including IT companies and current MS partners. We seek channel partners that are looking for a reliable telco partner and have found larger companies primarily in the contact centre space are a good fit for us.

CommScope

David Fenner
Network Sales Manager, South Pacific 

Where can I learn more?

https://www.commscope.com/partners/

Key contacts:

Darren Lau, Channel Sales Manager, Infrastructure, South Pacific

Belinda Gill, Channel Marketing Manager, APAC

What kinds of partners are you looking for?

CommScope continues the RUCKUS tradition of welcoming solution providers and MSP’s who share their passion for solving business problems with innovative ways and being among the first to offer their customers the latest technologies and innovative solutions that can improve network performance, boost capacity and reduce CapEx and OpEx.

What are the key features of your channel program?

The CommScope PartnerPRO program now includes both ARRIS and Ruckus Networks.  We continue to offer free training to allow partners to differentiate themselves through specialisation and to progress through the program tiers to gain access to attractive incentives and rebates as well as inclusion in the partner finder.

Share a success story about one of your Australian partners:

A Perth Elite solution provider has leveraged their allocated marketing development funds by utilising a Partner Program that provides access to an external marketing services agency to develop a social media strategy and create a vertically focused lead generation campaign, from which the qualified leads are given directly to the partner for follow up and execution. The agency becomes an extension of the partner's team to provide greater scale with specialist resources.

Australian distributors:
Hills, Exeed Australia

Commvault

Prasanna Gulasekharam
Area Vice President, Australia & New Zealand

What kinds of partners are you looking for?

Commvault's route-to-market invites channel and alliance partners into the ecosystem that are trusted technology advisors to their customers when it comes to delivering data protection strategies. Any progressive enterprise demands foundational data management expertise today - such as backup and recovery, and multi-cloud data management - without introducing cost or complexity. We look for partners who can help deliver this. Commvault's simplified product portfolio also enables the company to focus on working with partners to create higher value-add engagement for customers, instead of operational or transactional aspects of business.

Australian distributors:

Dicker Data

Cradlepoint

Chris Joseph
Channel Director, APAC

What kinds of partners are you looking for?

Managed service providers

Australian distributors:

Tech Data

CrowdStrike

Luke Francis
Channel Director, ANZ

What kinds of partners are you looking for?

CrowdStrike is always evaluating its mix of channel partners, and to this end, solicits interest from partner prospects with extensive experience and capability in endpoint security.

Cyber Aware

Jonathan Horne
CEO

What kinds of partners are you looking for?

Cyber Aware is looking to partner with managed service providers who cater to organisations in need of security awareness training. Cyber Aware is primarily delivered through IT vendors, accounting firms, and security providers who deliver the product under their own, white-labelled branding, and we wish to further expand this client-base.

CyberArk

Bruce Nixon
Channel Manager, ANZ

What kinds of partners are you looking for?

Partners with strong IAM or cybersecurity practices that are willing to invest in sales and technical enablement to ensure customer success. The launch of our locally hosted SaaS solution, Privileged Cloud, has created new opportunities with partners focused on cloud adoption, digital transformation and security solutions for the Australian mid-market.

Australian distributors:

M.Tech 

CyberPower Systems

Shannon Dowden
Sales and Marketing Manager

What kinds of partners are you looking for?

We currently have a strong presence in retail and the online channel segment, however, we are looking at expanding our partner coverage within the education and government sectors.
Our portfolio caters for all sectors and with more new products being released this year, our product offering is very strong.

Australian distributors:

Bluechip Infotech, Ingram Micro

CyTrack Intelligence Systems

Nick Milan
CEO

What kinds of partners are you looking for?

We are seeking partners in the Microsoft and ICT channels looking to deliver telephony and customer experience solutions into their technology portfolio for customers.  We offer Skype for Business and Teams integration as well as most major PBX platforms.

Australian distributors:

Aria Technologies, CommsPlus Distribution

Dassault Systèmes

Filip Kuttner
ANZ Sales Director, Customer Role Experience

What kinds of partners are you looking for?

Dassault Systèmes works with our partners to help SME manufacturers transition to virtual experience platforms through 3DEXPERIENCE WORKS solutions to increase their adaptability to change, innovate, create and deliver. Our partners work with ANZ’s manufacturing industry to maximize sustainable value-added and develop local resilience, which can scale to global excellence.

Datadog

Nick Forsyth
Head of Channel & Alliances, ANZ

What kinds of partners are you looking for?

The Datadog Partner Network (DPN) is designed to help partners enrich their product offerings and grow their businesses through stronger engagement with Datadog. DPN encompasses five tracks, which are designated for resellers, managed services providers, consultants and systems integrators, technology partners, and non-transacting referral partners.

Datto

James Bergl
VP Sales APAC

What kinds of partners are you looking for?

Datto targets partners with SMB and mid-market customers ranging from 25 – 500 seats. We look to work with MSPs seeking a technology partner, not a technology vendor. We bring a consultative component to our partnerships, advising partners on best practices across business management, with a focus on driving MSP business success.

Dell Technologies

Shant Soghomonian
Channel General Manager Dell EMC Australia & New Zealand

Where can I learn more?

https://www.dellemc.com/partner/en-au/partner/partner.htm

Key channel contacts: 

Lynn Nichol, Distribution Lead, ANZ

Nicholas Griffith, Senior Manager Channel Sales, ANZ

Adele Lamb, Data Centre Partner Lead, ANZ

What kinds of partners are you looking for?

We continue to invest in partners focused on building transformation skills as part of their go-to-market strategy. Those who understand a customer’s business and industry and present holistic technology solutions. Embracing the Dell Technologies IT portfolio can generate partners 29.3 times more revenue than partners who sell point solutions.

What are the key features of your channel program?

The Dell Technologies Partner Program drives collaboration and sales with Channel partners, nurturing long-term relationships with training and enablement. Rebates, marketing development funds (MDF) and other benefits are also available. We are committed to delivering a simple, predictable, and profitable program so partners can achieve greater levels of success.

Share a success story about one of your Australian partners:

Over the past year, we’ve seen a double-digit increase in our metal-tier partners in ANZ and a 100 percent increase in storage deployment partners. In particular, the team have worked closely with four smaller solutions providers in ANZ, enabling them across the full Dell Technologies portfolio, resulting in them being elevated to Titanium partner program status. We collaborate with partners of all sizes and it’s exciting to see partners reach their full potential within our program.

Australian distributors:

Tech Data, Ingram Micro, Dicker Data

Delta Australia

Stephen Lovelace
Channel Manager

What kinds of partners are you looking for?

Delta Supports and focuses the following verticals in superior stand-alone UPs Products as well as Solution offerings not limited to:   e-Tailers, SMB resellers, corporate customers and retail sectors

Australian distributors:

Leader Systems, Power Parameters

D-Link Australia

Graeme Reardon
Managing Director

What kinds of partners are you looking for?

We are looking for forward-thinking and proactive resellers, system integrators and MSPs who are interested in offering their customer base the next-generation of infrastructure-as-a-service (IaaS) solutions. Our focus is very much around Nuclias, our fully hosted cloud networking solution for managed service providers, as well as resellers who can help develop the contracts we have secured with the Queensland and Federal Government.

Australian distributors:

Multimedia Technology, Bluechip InfoTech, Synnex, Ingram Micro

DocuSign

Lisa Munnings
Area Vice President APJ - Global Partner Ecosystem

What kinds of partners are you looking for?

We have a particular interest in ISV partnerships,  both industry-specific and line-of-business focused. This is our fastest-growing segment of the partner ecosystem.
We also welcome any System Integrators with CLM expertise or practices around SFDC, SAP and Oracle who wish to expand their service capabilities to provide implementation support across the whole of APAC.

Australian distributors:

rhipe, Ingram Micro

Eaton

Gavin Swadling
National Channel Manager ANZ

What kinds of partners are you looking for?

Eaton has a very experienced and loyal base of channel partners. We are looking for partners that complement Eaton’s products and services. Specifically, we would like to speak with partners that are focused on enabling their customers at the industrial edge and driving business automation.

Australian distributors:

BlueChip Infotech, Ingram Micro, Synnex

Encoo

Ashleigh Watt
CEO

What kinds of partners are you looking for?

We want to partner with like-minded MSP's whose goal is to provide exceptional service to their clients. Our focus is to provide profitable solutions and support to increase partners monthly revenue.

Epicor

Rade Bogdanovic
Senior Channel Sales Manager

What kinds of partners are you looking for?

We are looking for resellers, RSIs and ISVs in Australia and New Zealand with ERP and SaaS sales and implementation experience.

Epson Australia

Toni Pensa
National Sales Manager

What kinds of partners are you looking for?

We look for resellers who can integrate Epson’s hardware – heat-free inkjet printers and enterprise copiers, large format printers, POS printers, and projectors – into applications and managed services that surprise and delight our customers.

Australian distributors:

Dynamic Supplies, Alloys, Synnex, Ingram Micro, XIT

Equinix

Glen Hastings
Director, Channels and Alliances

What kinds of partners are you looking for?

Equinix holds a unique position at the junction of all the major secular trends in ICT. As such, we're looking to partner with companies who assist customers to take advantage of all that is available today while building the highest quality, most interconnected foundation for tomorrow.

ESET Software

Kelly Johnson
Country Manager

What kinds of partners are you looking for?

In this new market climate, we are looking to grow with our MSP partners to leverage our cloud offerings and cybersecurity products through our channel partnerships.

Australian distributors:

APCA, Bluechip, Chillisoft, Ingram Micro, Microbe

ExtraHop

Glen Maloney
Regional Sales Manager

What kinds of partners are you looking for?

ExtraHop is the leader in cloud-native network detection and response (NDR), operating 100 percent via the channel. We enable our partners to profitably deliver best-of-breed security and performance solutions to enterprise customers. We support our partners with access to free training materials, sales and technical tools, co-marketing initiatives, and top-of-the-line support.

Australian distributors:

Orca Tech

Extreme Networks

Stefan Compagnoni
Channel Manager, ANZ

What kinds of partners are you looking for?

Extreme’s strategy is to become the industry’s first cloud-driven end-to-end enterprise networking vendor, so we are looking for partners who are actively incorporating managed services and cloud-based, subscription services models into their go-to-market offerings. We are a 100 percent channel-focused business in Australia via a two-tier distribution model with healthy margins, deal protection, training programs, and sales and marketing support for our partners. We work with MSPs and systems integrators with national reach, as well as partners with capabilities in particular industry verticals, regions or market segments.

Australian distributors:

Arrow ECS, Hills, Sektor

Forescout

Rohan Langdon
Country Manager, Australia and New Zealand

What kinds of partners are you looking for?

Forescout is looking to partner with organisations who operate in IT & IoT network or operational technology. Forescout customers cover a wide range of industries including: financial services, healthcare, government and critical infrastructure. Forescout welcomes the opportunity to work with partners who operate in similar industries.

Australian distributors:

Arrow ECS ANZ, Westcon Comstor

Fortinet

Tim Fitzgerald
Channel Director

Where can I learn more?

https://www.fortinet.com/partners/partner-program/become-a-fortinet-partner.html

Key channel contacts: 

Simon Bray, Cloud and Alliances Manager

Rob Keast, Sales Trainer

Jackson Poulos, Telco Channel Manager

What kinds of partners are you looking for?

We’re looking to add selected partners, like those born in the cloud, who we can support and will lead with our products, plus working with our current partners on specific specialisations and certifications. We believe we have the best technology to help partners secure their customers and be more successful in the market.

What are the key features of your channel program?

First of all, would be our products. We have market-leading and third-party validated solutions that help protect customers. Secondly would be how we do business: supportive on technical and sales enablement with free training, pricing, margins, marketing and in-deal support with our sales teams. Our new Partner Engage program is designed to provide a valuable, flexible platform to build a profitable and highly-differentiated security practice.

Share a success story about one of your Australian partners:

We recently won a multi-site Secure SDWAN deal with a partner in the southern region. It started as a wireless replacement, we then were able to support the partner and talk to the customer jointly about their long term goals. The opportunity ended up being an SDWAN, wireless and switching opportunity that resulted in the deal being 2x the size for the partner and consolidating down from 3 vendors to 1 for the customer.

Australian distributors:

Wavelink, Ingram Micro, Exclusive Networks

Fujitsu Australia

Silke Barlow
Head of Platforms Sales

What kinds of partners are you looking for?

We look to work with channel partners who demand high-quality goods and services at a competitive price. Partners who can sell differentiated value to the SME market and in return, gain higher margins. Key verticals we have been seeking partnership with include higher, as well as private, education and health.

Australian distributors:

Dicker Data, Multimedia Technology, Alloys

Gamber-Johnson

Jessica Christie
Regional Sales Manager - Australia & New Zealand

What kinds of partners are you looking for?

Gamber-Johnson are passionate about “supporting technology to save the world”! We are looking to work with value-added resellers who can meet the needs of their customers to safely and securely mount mobile computing equipment in harsh or in-vehicle workflow environments with our Rugged and Reliable product offering.

Australian distributors:

Mobility1

Getac Technology Corp

Frank Baldrighi
Business Development Manager

What kinds of partners are you looking for?

Getac is looking for enterprise mobility experts with a focus in the natural resources, defence, public safety, utilities, transportation and logistics verticals.

Australian distributors:

Synnex Australia

Gluh

Lorenzo Coppa
Chief executive

What kinds of partners are you looking for?

Glüh enables the profitable delivery of business technology for MSP's and VAR's delivering:
•    Very fast quoting, sales (with eCommerce) and automated procurement.  
•    Profitable incremental revenue.  When sales are simple to do, they get done!    
Gluh integrates with 45 IT wholesalers, Autotask, ConnectWise, Xero and QuickBooks.   

Australian distributors:

Bluechip Infotech

Google Cloud

Rhody Burton
Head of Cloud Partnerships and Alliances

What kinds of partners are you looking for?

Google Cloud partners provide innovative solutions to our customers that help them modernise and grow. Our partners combine our technology with their own strengths and specialisations, whether it be strong industry knowledge or the solutions they provide.  Together we help customers accelerate their data-led innovation, modernise their infrastructure and increase productivity through collaboration and change management expertise so they can differentiate themselves in the market.

Australian distributors:

Synnex (for Chrome)

Grandstream Networks

Ben Miall
Country Manager Australia and New Zealand

What kinds of partners are you looking for?

Working through a distribution and reseller model, Grandstream is on the lookout for new partners.  Key areas are SMB integrators, hospitality integrators, wi-fi integrators, PBX installers, VC integrators, and UC integrators all across Australia and New Zealand

Australian distributors:

Alloy Computer Products, Alloys International

Hewlett Packard Enterprise

Julie Barbieri
General Manager, Partners, Alliances and Service Providers

What kinds of partners are you looking for?

HPE is always looking for partners who want to help their customers close the gap between realising technology benefits and adding real, transformational business value.

We are also committed to growing our partner ecosystem by onboarding a variety of organisations, large or small, with specialised skills that underpin their customers’ transformation.

As the market shifts to a consumption model, we are working with partners with unique as-a-service solutions and partners who are looking to leverage HPE Greenlake, our everything-as-a-service platform.    

Australian distributors:

Dicker Data, Ingram Micro, Lynx Technologies, Arrow

Hitachi Vantara

Adrian Johnson
VP and Managing Director

What kinds of partners are you looking for?

We guide customers and partners from what’s now to what’s next by solving digital challenges. Whether you’re a systems integrator, cloud provider or VAR, we’ll connect your business to its goals – that means profits, innovation and success for everyone. Join Hitachi Vantara’s partner network today to share in the journey.

Australian distributors:

Dicker Data, Lynx

HP

Chelsea Rossney
Director, Commercial Channel Sales

Where can I learn more?

www.hp.com.au

What kinds of partners are you looking for?

Partnership is at the core of everything we do at HP. Within our broader partner program, we run several successful vertical-specific channel enablement programs that have a holistic offering of training, networking and marketing. Our Education Excellence Program is built around how technology can help achieve learning outcomes in the classroom.

What are the key features of your channel program?

Partners have never been more important to HP, and as we look to the future of our channel, we want to continue to work with partners that support us as a vendor as we push the limits of innovation. Partners that share our desires and motivations to change the way that people use our technology around the world.

Australian distributors:

Dicker Data, Synnex, Ingram Micro, Bluechip Infotech, Sektor

Huawei Technologies Australia

Anna Gao
Head of Channel

What kinds of partners are you looking for?

We look for partners who want to marry their solutions with the latest technology innovations. Businesses seeking to be the first ones, which are not afraid of challenging the status quo.
Partners who are able to use complex technology and convert it into clear business-driven results that can deliver ultimate value to their customers.

Australian distributors:

Synnex, Exeed

iasset.com

Scott Frew
CEO

What kinds of partners are you looking for?

iasset.com brings the channel together to ensure every opportunity throughout the entire product lifecycle is optimized seamlessly, efficiently and cost effectively. We offer a standardized platform where your partners and even your partners’ partners can interact and exchange data in a secure, automated manner.

IBM

Alison Freeman
ANZ IBM Partner Ecosystem Director

What kinds of partners are you looking for?

Our aim at IBM is to build long-term relationships with our skilled partners. We provide the tools for our partners to build and retain broad technology skills and domain expertise to help accelerate our clients on their cloud journey

Australian distributors:

Ingram Micro, Tech Data, MBS

IFS

Greg Robinson
Head of Channels and Alliances, Australia and New Zealand

What kinds of partners are you looking for?

We know that our customers have an appetite for software solutions that provide real value in asset and project-intensive domains. As such, we are searching for partners that are aligned with our growth ambitions and delivery of these tailored solutions. We want to provide our partners with a unique opportunity to provide their customers with more choice in a market where other vendors focus on extracting value rather than delivering value.

Infor

Mark Migallo
Channel Manager, South Pacific

What kinds of partners are you looking for?

Recruiting new ERP partners who have good professional services capabilities across ANZ and the South Pacific who are interested in partnering with a Tier 1 ERP vendor that is gaining market share both locally and globally.

Informatica

Jacob Van der Eyk
Director, Channel - Australia and New Zealand

What kinds of partners are you looking for?

System Integrators who understand data and can take the customer on a data-driven journey to outcomes powered by their data. Aligned to the principle that data is an asset and you must be able to address the following for a customer: known, trusted, secure and governed data.

Intel

Rocielle Barandino
Sales Development Manager

What kinds of partners are you looking for?

Many people know us for our processors, but we do so much more. We are looking for channel partners who have similar goals to us and want to take their business to the next level by offering end-to-end solutions in the IoT, enterprise and data centre market segments.

Australian distributors:

Braemac, Dicker Data, Ingram Micro, Synnex

Interactive

Bruce Cameron
Head of Channels

What kinds of partners are you looking for?

Resellers who offer their customers better service on their end-of-warranty hardware are well suited to us.

Australian distributors:

Dicker Data

Jamf Australia 

Jamie Davidson
Country Manager, ANZ

What kinds of partners are you looking for?

Focused exclusively on Apple, Jamf Pro delivers a device management experience second to none. As a reseller of Jamf Pro, you will ensure your customer’s success with Apple, building customer loyalty and increasing revenue in the process. Authorized Partners receive sales tools, marketing materials and dedicated resources.

Australian distributors:

Synnex, Tech Data

Juniper Networks

Darrin Iatrou
Area Partner Director, ANZ

What kinds of partners are you looking for?

Our partners hold a crucial role in our vision of accelerating the development of the secure, AI-driven Enterprise. We will thus continually seek out partners who can deliver this experience to our customers, and we will do all we can to help them drive growth through new business and customer expansion, all while focusing on simplicity.

Australian distributors:

Westcon Comstor, Dicker Data

Kaspersky Lab

Margrith Appleby
General Manager, Australia and New Zealand

What kinds of partners are you looking for?

Kaspersky technologies protects over 400 million users and 250,000 corporate clients. Our threat intelligence and security expertise is transforming into innovative security offerings to protect businesses, critical infrastructure, governments and consumers. We work with partners to leverage our vast cyber security portfolio spanning endpoint protection, security awareness training, fraud prevention and all the way through to threat intelligence and industrial cybersecurity.

Australian distributors:

Dicker Data

Konica Minolta Business Solutions Australia

Steven Davis-Raiss
General Manager Indirect Sales

What kinds of partners are you looking for?

In the capital cities we seek dealers and resellers with a value proposition that differentiates them from our direct channel. In regional Australia, dealers provide service support to our national accounts and sell our range of products and services

Australian distributors:

Forum Group

Kyocera Document Solutions Australia

Byron Shaw
Channel Manager

What kinds of partners are you looking for?

Kyocera continues to expand and grow in the Australian, New Zealand and South Pacific Markets. Recently celebrating 30 years in Australia, we are always happy to engage with potential channel partners.

Australian distributors:

Dynamic Supplies, Alloys, Ingram Micro, Dicker Data

Lenovo

Sunny Gandhi
Head of Channel and Distribution, SMB ANZ

What kinds of partners are you looking for?

Lenovo is driving intelligent transformation with a deeper focus on core IT solutions and specialised capabilities for emerging technology. As we continue to target midmarket, smart office and device-as-a-service (DaaS), we are working with partners that can promote Lenovo’s range of innovative technologies and deliver effective end-to-end experiences for customers.

Australian distributors:

Ingram Micro, Dicker Data  

Lexmark

Stephen Dubois
General Manager Sales - ANZ

What kinds of partners are you looking for?

Lexmark supports partners with innovative imaging solutions and technologies that help customers worldwide print, secure and manage information with ease, efficiency and unmatched value. At Lexmark we are looking to engage with partners who are looking for a vendor to help create sales opportunities, add value and win business.

Australian distributors:

Alloys, Synnex

LiveTiles

Damien Neale
Channel Director APJ

What kinds of partners are you looking for?

We are looking to expand our Australian coverage in enterprise and the mid-market, push heavily into New Zealand and grow our presence in South East Asia.

LogMeIn

Mark Harvey
Head of Channel, APAC

What kinds of partners are you looking for?

Partners we are looking for include telecommunication providers, VARs and MSPs who want access to a varied SaaS portfolio across unified communications and collaboration, identity and access management and customer engagement and support solutions. An ideal partner has national coverage and provides complimentary managed services, leveraging an industry leading SaaS portfolio.

Australian distributors:

Bluechip Infotech, Ingram Micro 

Malwarebytes

Vikas Uberoy
Regional Director, Australia and New Zealand

What kinds of partners are you looking for?

We have close to 800 registered partners in Australia and appoint value-added partners who are the trusted advisors for their customers and who offer managed services.

We are expanding our reach in Victoria, Western Australia, South Australia and in regional Australia outside of the major metropolitan urban areas.
Some of our key target verticals are education, local and state government, and we are currently looking for partners who have exemplary skills and experience to compete in these markets.

MaxContact

Daniel Harding
Director - Australian Operations

What kinds of partners are you looking for?

We are looking to work with proactive partners who want to enhance their product set to provide a better experience for their customers.

McAfee

Simon Cheong
Director, APAC Channel Sales

What kinds of partners are you looking for?

Being part of the McAfee Partner Program helps you deliver best-in-class, optimised security solutions to your clients. We offer our partners unique security specialisations, in-depth training, marketing support, and profitability incentives so you can earn more on every deal.

Australian distributors:

Ingram Micro and Exclusive Networks

Micro Focus

Todd Parsons
ANZ Channel Director

What kinds of partners are you looking for?

Micro Focus is looking to engage new and existing partners to combine portfolios to deliver a high level of customer satisfaction and solutions across a variety of industries. We aim to create collaborative solutions with focused partners.

Australian distributors:

Nextgen

Microsoft

Rachel Bondi
Chief Partner Officer, Microsoft Australia

Where can I learn more?

https://partner.microsoft.com/en-au/commercial#/

Key channel contacts: 

Danica Swift, Go-To-Market Lead

Michelle Markham, Territory Channel Manager

Michael Girdis, Director, Partner Development

What kinds of partners are you looking for?

Fuelled by the market opportunities we see through digital transformation, and the cloud, we’re committed to investing in and delivering what Australian partners need to innovate, grow their businesses and deliver on the promise of digital transformation for customers across all organisations and industries.

What are the key features of your channel program?

The Microsoft Partner Network allows partners to connect with the largest customer base and marketplaces in the industry. As we come out of COVID-19, our focus is on supporting and enabling our Partners to continue to build their business now and in the future through investments in programs, services, incentives, and tools that simplify how partners do business with Microsoft.

Share a success story about one of your Australian partners:

In response to COVID-19, Austin Health partnered with Arden Street Labs to deploy a series of pioneering AI-infused solutions to improve patient care and reduce the administrative burden facing its hospitals. The solution monitors symptoms of recuperating patients, provides self-assessment tools, and digitises patient appointment bookings and rescheduling. The system reduced the strain on the healthcare system, enabled medical staff to safely track patient wellbeing and provided a secure network through Microsoft Azure.

Australian distributors:

Arrow, Dicker Data, Ingram Micro, Rhipe, Synnex, Tech Data, Telstra

Mimecast

Craig McGregor
Channel Director

Where can I learn more?

https://www.mimecast.com/partners/

Key channel contacts: 

Lucy Grigg, Channel Sales Manager

Daniel McDermott, Marketing Director

Martin Kelly, Channel Marketing Lead

What kinds of partners are you looking for?

We're looking for partners with customer bases aligned to ours who can invest in understanding our technology differentiators and take those solutions to customers and prospects. We want partners who mould their unique value proposition around Mimecast's solutions to solve their customers' business problems and drive growth for both organisations. We want to work with partners that help us grow in the ANZ market, and who we can in turn help grow in a profitable, consistent way.

What are the key features of your channel program?

We have enhanced our partner program to invest in partners that proactively lead with Mimecast solutions in the market. Firstly, we have doubled the discount for approved deals registrations to commercially protect the partner who brings us the deal and increase their profitability when they win. Secondly, we have simplified the requirements for obtaining different tiers, ensuring all proactive Mimecast partners have a pathway to the top tiers and access to the associated program benefits.

Share a success story about one of your Australian partners:

We have been working extensively with a partner wanting to migrate its large Symantec customer base across to the Mimecast platform. Symantec’s lack of focus and developments in its email solution was exposing the customer’s business to risk. By migrating to Mimecast's solution, our partner solved its customer's issue and helped them retain that customer in a profitable way.

Motorola Solutions

Rhys Clare
General Manager Channel, ANZ and Pacific Islands

Where can I learn more?

https://www.motorolasolutions.com/en_xa/partners.html

Key channel contacts: 

Bradley Gray, Channel Manager, National Strategic Accounts

Tau Wei Tan, Channel Manager, Southern Region

Louise Barsley, Channel Manager, Northern Region

What kinds of partners are you looking for?

We continue to evolve our business with a combination of advanced voice technologies as well as AI-driven video security and analytics, command centre software and convergent mobility solutions. We want partners who can help us to define the future of critical communications and intelligence throughout the region.

What are the key features of your channel program?

We work with organisations that are vital to the economies of Australia, New Zealand and the Pacific Islands. We deliver solutions that help sectors including transportation, utilities and manufacturing to significantly increase safety and productivity. For channel partners, we provide excellent growth opportunities and comprehensive training through our PartnerEmpower program.

Share a success story about one of your Australian partners:

The ongoing COVID-19 pandemic has highlighted just how essential critical communications are for enterprise organisations. Through our channel partners, we have deployed group-based voice communication solutions to some of Australia’s largest retail stores. Our products help them to manage social distancing, shopper limits, stock and safety and security in their stores every day.

MuleSoft

Jim Fisher
Regional Vice President, APAC Channels

What kinds of partners are you looking for?

MuleSoft’s channel partners bring specialised experience and localised knowledge to help our customers in the APAC region design and build application networks that achieve and exceed business outcomes.

NBN Co

Keith Masterton
General Manager, Business Channels

Where can I learn more?

https://www.nbnco.com.au/business/ict-channel-program

Key channel contacts: 

Asher Tarren, National Channel Program Manager

Andrew Charitou, National Channel Manager

Caroline De Vuono, National Channel Manager

What kinds of partners are you looking for?

The business nbn™ ICT Channel Program is designed to equip channel partners with the tools they need to help Australian businesses embrace a digitised future. We’re looking to work with ICT businesses and advisers that want to help businesses transform, grow and compete, leveraging business nbn™ services and transformative digital solutions, today and into the future.

What are the key features of your channel program?

• Ongoing training and enablement 
• Partner support through our dedicated channel management and support team 
• Access to co-branding & marketing support 
• Profitable rewards programs via our participating service provider and distributor partners

Share a success story about one of your Australian partners:

business nbn™ accredited adviser, CustomTec, designed a solution for Australia’s largest container logistics operator, ACFS, to process data quickly, accurately and securely when warehousing and transporting customer goods. Combining Cisco Meraki SD-WAN and business nbn™, ACFS can set up a warehouse, whenever, wherever – so when a customer needs more room, they can meet the demands within a day.

Australian distributors:

Aria Technologies, Dicker Data, Ingram Micro, Westcon-Comstor

NetApp

Neville James
Director Channels & Alliances - ANZ

What kinds of partners are you looking for?

NetApp is looking for partners that want to leverage solutions built in a true consumption commercial construct to expand hybrid-multi cloud data management solutions across ANZ. NetApp has the only “off-book” capability where we retain title to the equipment rather than requiring the customer to sign up to lease the equipment.

Australian distributors:

Arrow ECS, Westcon Comstor

Netgear

Mat Hammer
Channel Manager

What kinds of partners are you looking for?

NETGEAR is proud to support all SMB resellers, with a comprehensive range of cost-effective business solutions including switches, wi-fi access points, mesh systems, network storage and more. Our key verticals are surveillance, managed services, ProAV, retail and hospitality

Australian distributors:

Ingram Micro, Synnex

Netskope

Reno Maglitto
ANZ Channel & Alliance Director

What kinds of partners are you looking for?

Netskope is looking for consulting system integrator partner organisations that assist customers with cloud security and data protection modernisation projects. Special interest in MSP companies wanting to expand their services in the cloud security, data & IT risk management sector.

Australian distributors:

MTech and Nextgen

NEXTDC

Steve Martin
Head of Channels, Sales Development

What kinds of partners are you looking for?

As Australia’s “channel-first” DC provider, our focus is helping ICT organisations promote their services in a rich and diverse ecosystem of small, medium, large and global service providers. Whether you build your own services or manage your customer’s environments, NEXTDC provides a collaborative environment to grow your business rapidly.

Nintex

Christian Lucarelli
Vice President, APAC Sales

What kinds of partners are you looking for?

Nintex has nearly 100 partners in Australia, and constantly looks to accelerate partner capability. Our key GTM partners are Microsoft, Adobe, and Salesforce. Channel partners such as Avanade, Empired, Cloud Collective and many others partner with Nintex to provide implementation services and overall customer adoption and success.

Nozomi Networks

Dung Hua
Channel Director, Asia Pacific & Japan

What kinds of partners are you looking for?

We are actively looking for new SIs, MSSPs and VARs that can provide value and further enhance their offering in the expanding and increasingly vital area of OT and IoT Security. We are particularly interested in partners with a strong focus on industrial sectors.

Australian distributors:

OrcaTech

Nuix

Harry Linggoputro
Head of Channels, Asia Pacific & Japan

What kinds of partners are you looking for?

At Nuix, we are building a partner ecosystem to support our mission: “Finding Truth in a Digital World”. We are always interested to have conversations with companies in Asia Pacific and Japan who are helping customers solve complex data problems. Our partners together with Nuix provide solutions for digital forensic investigations, eDiscovery, document review, risk and compliance, mergers & acquisitions, divestitures, data classification and remediation or personally identifiable information (PII) searches.

Nutanix

Andrew Diamond
ANZ Channel Director

What kinds of partners are you looking for?

We’re looking for partners that are as passionate about what they do and how they help customers as we are, particularly as we enter the new post-pandemic business reality. We want partners that have industry expertise and can work together with us to deliver incredible customer outcomes.

Australian distributors:

Arrow ECS, Dicker Data, Tech Data

Okta

Matt Paull
Director, Regional Alliances APJ

What kinds of partners are you looking for?

Specialists in areas such as cloud, security, Access management. Driving initiatives such as digital transformation, cloud adoption, while focusing enterprise business.

Australian distributors:

Nextgen

OnePlace Solutions

Patrick  Gibson
Global sales lead

What kinds of partners are you looking for?

OnePlace Solutions is open to partners in all industries and geographies. We have strengths in improving productivity, collaboration, and compliance within SharePoint and Office 365. Partners are seeing success in areas such as legal, government, engineering, health, and utilities. We also help to enhance project management systems built on Office365.

OpenText

Nicholas Vince
Channels & Alliances Manager, Australia & New Zealand

What kinds of partners are you looking for?

We see many opportunities for our cloud-based solutions, specifically the Extended ECM platforms (for Office 365, SAP and Salesforce) and Core Share which enables remote sharing and tracking.  New partners looking to offer their customers the world’s leading enterprise information management (EIM) platform are always welcome to explore our partnership program and work with our team.

Australian distributors:

Dicker Data

Oracle

Robert Gosling
Head of Alliance and Channels, Oracle Australia

What kinds of partners are you looking for?

We are looking to work with partners who understand, and are excited by, the value cloud computing brings across a broad range of solutions from IaaS, PaaS, SaaS and more.

Australian distributors:

Nextgen and Tech Data

Oracle NetSuite

Vijay Raghvani
Senior Sales Director- Channels JAPAC

What kinds of partners are you looking for?

Partners who want to maximise customer success, build a recurring revenue business with NetSuite and have knowledge of particular verticals.  With SuiteLife - a set of resources, certified training and tools that enable expertise around specific business functions, product areas and industries - partners can start selling and delivering NetSuite in as little as 90 days.

Palo Alto Networks

Bryan Stibbard
Director, Channels and Alliances ANZ

What kinds of partners are you looking for?

As the world's leading cybersecurity company, our NextWave Partner Program needs to cater to a broad range of partners. Whether our partners are working across client networks with our NextGeneration Firewall, securing the cloud with our Prisma solutions or leveraging the power of our Cortex SOAR and XDR offerings, we are committed to excellence throughout our channel community.

Australian distributors:

Arrow ECS, Westcon Comstor

Poly

Tina Bandilovski
Channels Director, Australia and New Zealand

What kinds of partners are you looking for?

Our industry is comprised of an incredibly well-versed network of people and we look to those in partner agencies that are heavily entrenched in the unified communications space to provide the end-to-end solutions Poly offers. We’re growing a partner network built on mutual investment to provide the best solutions to customers.

Australian distributors:

Dicker Data, Exclusive Networks

Proofpoint

Johann Ramchandra
Director, Channel Sales

What kinds of partners are you looking for?

Proofpoint enables companies to better protect their most important asset — their people — from attacks and compliance risks.

Proofpoint partners have one thing in common, they're focused on providing solutions aligned with protecting people, not just infrastructure. Proofpoint's GTM is 100 percent channel with a recent launch of an MSP program and GTM.

Australian distributors:

MTech, Ingram Micro

Pure Storage

Adam Rosham
Director, Channel Sales, ANZ

What kinds of partners are you looking for?

Pure adopts a scarcity model rather than an abundance model. This enables us to stay hyper-focused on capable and committed partners. While we remain committed to this model, we are seeing momentum in the areas of storage-as-a-service and cloud. We look for partners that are able to help customers design and implement their hybrid cloud projects and also have expertise in data management.

Australian distributors:

Dicker Data, Arrow ECS

Qlik

Jeremy Sim
VP, Channels & Alliances, APAC

What kinds of partners are you looking for?

Qlik is interested in hearing from partners from across Australia, especially those with experience in financial services, public sector and telecommunications. For us, a strong partner is capable of solution selling in the business analytics space, understands the concept of analytics modernisation, has the skillset to drive an enterprise architecture discussion with senior business decision makers, and has the appetite to expand into data integration in the near future.

Rackspace

Angela Logan-Bell
Partner and Alliances Manager

What kinds of partners are you looking for?

Our approach to partnering has adapted significantly and we are actively seeking to work with organisations who, instead of building or acquiring capability in cloud services, can partner with Rackspace to access our extensive capability. Rackspace are experts in multi-cloud and can bring that capability to partners who want to add those services without the cost attached to start from scratch.

Australian distributors:

Tradewinds

Red Hat

Garry Gray
Director of Partners and Alliances, Australia and New Zealand

Where can I learn more?

https://connect.redhat.com/

Key channel contacts: 

John Nelson, Manager, mid-market business development, Red Hat, Australia & New Zealand

Paul Stephens, Cloud Service Provider Program & Cloud Partners Alliance Lead, Red Hat, Australia & New Zealand

Cath Gentile, Global SI Partner Alliance Lead, Red Hat, Australia & New Zealand

What kinds of partners are you looking for?

Partners play a key role in enabling customer success. By adopting a "less is more" approach, our existing partner network continues to grow. Channel contribution to Red Hat ANZ revenue has been growing at more than 20 per cent year-on-year. The partner base continues to be the net new account engine for us, we are also developing solutions with new ISVs.

What are the key features of your channel program?

Beyond increased profitability and new service opportunities, Red Hat’s commitment to the open-source spirit—relationships built on transparency, collaboration, engagement and community—is what sets our channel program apart. The underlying truth that guides Red Hat’s partner ecosystem is that we can create better solutions and solve customer challenges when we work together.

Share a success story about one of your Australian partners:

Integral Technology Solutions have a fully functional Consumer Data Right (CDR) compliant commercial off-the-shelf (COTS) platform-as-a-service (PaaS) offering built on Red Hat OpenShift, including a custom pre-built solution covering the main CDR components. The solution incorporates everything needed for hybrid cloud, enterprise container and Kubernetes development and deployments, across AWS, Azure or on-prem.

Australian distributors:
Tech Data, Ingram Micro, Rhipe

RingCentral

Ben Swanson
Senior Director Partner Sales, APAC

Where can I learn more?

https://www.ringcentral.com.au/partner/agent.html

Key channel contacts: 

Rob Ellis, Regional Partner Manager

Samuel Pointon, Regional Partner Manager

Matt Wilson, Regional Partner Manager

Justin Wong, Regional Partner Manager 

What kinds of partners are you looking for?

RingCentral is actively seeking Australian partners of all sizes to join our referral-based partner program, Channel HarmonyTM: One to Infinity Program. This program provides partners with the benefit of partner manager support, specialised subject matter experts and comprehensive, no-cost, ongoing training and certifications. Our target partners are national, state-based and regional managed service providers, system integrators and consultants, seeking to expand their solutions portfolio with their current customers.

What are the key features of your channel program?

RingCentral awards partners 100 percent commissions on MRR for all deals, paid over the lifetime of the service. There is also a Preferred Partner program providing top-performing partners with access to additional benefits. Partners have the opportunity to attend regular sales enablement and technical certification training sessions, and RingCentral provides partners with lead generation and business development support for customer events, telemarketing and email nurture campaigns.

Share a success story about one of your Australian partners:

Advance Vision Technology (AVTech) is a managed services provider and IT consulting business with offices in Australia, New Zealand, and Vietnam. AVTech is a trusted advisor to small to mid-tier businesses, translating the latest business and technology trends into relevant strategy and innovation for its clients. 

Recognising that unified communications should be an all-in-one provisioned cloud-based service that can run anywhere on any device, AVTech chose RingCentral as its ideal UCaaS partner. Partnering with RingCentral is allowing AVTech to protect its core MSP business and assist clients transition from traditional communications to UC; which is accelerating with the shutdown of ISDN services. In late 2019, AVTech facilitated the global deployment of RingCentral for Australian technology company Tritium. 

As Tritium’s MSP, AVTech was confident that RingCentral aligned with Tritium’s overall strategy and would meet Tritium’s business and functional requirements into the future. The RingCentral Office solution is supporting Tritium’s global growth and its employees in Australia, Europe and the US.

Australian distributors:
Tradewinds, Mia Distribution

Riverbed Technology

John Milionis
Channel Director Australia

What kinds of partners are you looking for?

Partners that are passionate about network and application performance and have customers in industries where “minutes matter”, as well as partners that focus on SaaS & cloud with a Microsoft Office 365 practice.

Australian distributors:

Arrow ECS ANZ

Rubrik

Nick Laidler
Channel Manager Australia and New Zealand

What kinds of partners are you looking for?

Rubrik is a 100 per cent channel-led organisation. We are seeking partners with mature data centre and cloud practices which can help us accelerate our government and enterprise business. An ideal Rubrik partner will have experience in using transformative technologies to enable differentiated conversations with their customers.

Australian distributors:

Exclusive Networks, Nextgen

Runecast Solutions

Andre Carpenter
Senior Director, Channel Sales, Asia Pacific and Japan

What kinds of partners are you looking for?

Runecast is looking for VMware centric managed services and consulting partners that specialize in infrastructure, security,hyper-converged infrastructure, and VMware Cloud for AWS.

Sage

Gary Katzeff
General Manager, ERP, Australia and New Zealand

What kinds of partners are you looking for?

Sage Software Australia is seeking partners with proven mid-market ERP competencies, deep domain expertise in our verticals, or the ability to extend our solutions into new verticals.

SailPoint

Craig Morrison
Partner Manager ANZ

What kinds of partners are you looking for?

SailPoint partners are successful because they focus on helping companies address cybersecurity and identity challenges across complex hybrid environments within the identity market through consultative engagements driving technology and business outcomes and excellent delivery skills via traditional on-premises projects, managed security services and SaaS.

Australian distributors:

M Tech

Salesforce

Tara Ridley
VP Alliances and Channels, ANZ

What kinds of partners are you looking for?

Salesforce ANZ saw the expansion of practices across all of our partner sectors at an unprecedented rate. Our recruitment focuses on partners who are driven to help companies get closer to their customers.  We have seen partners building assets across the region in all verticals and across our portfolio of solutions. This year we are exploring new routes to market particularly focussed at the SMB sector.

SAP

Mark Hettler
Head of Partners and Channels

What kinds of partners are you looking for?

SAP provides a broad range of solutions to support our customers transforming to intelligent enterprises. We are looking for new partners with either deep industry knowledge or cloud solution focus in areas such as customer experience, employee engagement, intelligent spend management, digital supply chain, intelligent technologies or data and analytics

Australian distributors:

ACA Pacific

SecureAuth

Michael Warnock
Head of Growth, APJ

What kinds of partners are you looking for?

SecureAuth is launching into the region. The growth of the business will come via a 100 percent channel model. We are looking at creating new relationships for our advanced identity security platform across Australia and New Zealand.

Snowflake

Guy Baldwin
Director of Alliances and Channels, Asia Pacific and Japan

What kinds of partners are you looking for?

Snowflake customers are accelerating on their journey from cloud data warehouse to cloud data platform, creating an opportunity for partners with strong data lake, data engineering, data application and data sharing and collaboration expertise. We’ve also announced a strategic partnership with Salesforce and are keen to talk to market-leading Salesforce partners.

SOCOMEC

Kevin Wong
Channel Manager

What kinds of partners are you looking for?

We have the exciting, high-performance Socomec MODULYS UPS range coming to Australia, offering ultimate modularity for the most critical environments. These are fully modular systems designed with no single point of failure, seamless scalability and a forever young philosophy. We are looking for partners to grow with us on these opportunities.

SolarWinds

Sojung Lee
Vice President, APJ Sales

Where can I learn more?

https://launch.solarwinds.com/Reseller_Recruitment.html

Key channel contacts: 

Anthony Daniel, Senior Sales Manager, SolarWinds Pacific

What kinds of partners are you looking for?

We look for value-added partners who are passionate about solving business problems for technology professionals by removing the complexity of today’s IT operations management challenges. We value committed partners who are eager to grow together with SolarWinds. Our key markets include enterprise, system integrators, mid-market, and SME.

What are the key features of your channel program?

The SolarWinds APJ business is largely driven by the channel, and we’ve long considered our partners an extension of our team. Our comprehensive suite of IT operations management solutions equips our partner network with the tools for success, including technical support, training, vertical focused go-to-market strategies, digital marketing initiatives, and events.

Share a success story about one of your Australian partners:

As a mature market, the technical excellence of our Australian Partners is extremely important. SolarWinds meets these needs by focusing on technical enablement. Our recent Partner Satisfaction Survey revealed that 96 percent of partners value SolarWinds dedicated technical resources, and 80 percent plan to grow their business with SolarWinds in the next year. This is testament to the value we offer through our product positioning, pricing model, partner portal user experience and above all, technical enablement.

Australian distributors:
M. Tech, Nextgen, Westcon-Comstor

Sophos

Natasha Lambert
Channel Director, ANZ

What kinds of partners are you looking for?

Customers are increasingly looking for partners that manage end-to-end solutions and services. At the end of the day, we want partners that are focused on solving a customer’s business problems and prioritising their security posture, whether it’s on-prem, in the cloud or a managed service.

Australian distributors:

Arrow, Bluechip Infotech

StorageCraft

Leo Lynch
Director of Sales, APAC

What kinds of partners are you looking for?

StorageCraft are looking for partners who want to help their customers with business continuity in the mid-market and SMB market segments.

Australian distributors:

ACA Pacific, Dicker Data

Switch Connect

Paul Saba
Channel Director

What kinds of partners are you looking for?

We are looking to work closely with Ingram Micro partners across Australia and New Zealand who are looking to enable voice through Microsoft Teams.

Australian distributors:

Ingram Micro

Talend

Helen Larcos
Director, Strategic GSIs, ANZ

What kinds of partners are you looking for?

Partners who have a data and analytics practice in ANZ and work across all industry verticals, specifically: government, energy and mining, healthcare and retail.

Telstra

Nevash Pillay
Executive, Partner Channel, Telstra Enterprise

Where can I learn more?

www.telstra.com.au/channelpartners

Key channel contacts: 

Doug Henderson, Head of Partner Sales, Australia

Maria Tsiaplis, Head of Partner Development

Steve Combes, Head of Commercial Management

What kinds of partners are you looking for?

Telstra is looking for partners who have deep relationships with customers and can bring a holistic view of customers’ technical needs and business environment. We are looking to partner with professional services partners particularly in regional areas across Australia that are working in IoT, security, data analytics and software applications; and looking to sell, deploy and support Telstra network solutions to customers.

What are the key features of your channel program?

Our strategy is centred on making it easier for partners to work with us and serving mid-market enterprise customers, so we’ve undertaken a three-year transformation program which has seen our partner channel sales grow 30% year on year to over $1.1Bn in FY19. Our Telstra Advisory Board is vital to help set direction and ensure our strategy is aligned. Our firm belief that partners are an extension of our sales teams has enabled investment in a digitisation program so partners can access many of the same tools as direct sales teams. In addition, our partner program offers:
• Telstra accreditation – free of charge – to help differentiate partner businesses by demonstrating the breadth of depth of their expertise.
• Opportunities to serve one of the largest business customer bases in Australia, and
• The power of Australia’s most reliable mobile network, and access to world-class technology products and solutions.

Share a success story about one of your Australian partners:

Our partner Exigo Tech was engaged on an opportunity to support Sydney Zoo, a Telstra customer that recognised the impact technology has on visitor experiences that integrate nature, play and education. 

Initially, the customer was exploring a Telstra Internet Direct link but Exigo Tech’s consultative and customer-focused approach led to a holistic digital transformation consisting of network connectivity in collaboration with Telstra Purple, digital signage, infrastructure, cloud, applications and data analytics. 

“By partnering with Telstra, Exigo Tech is able to drive opportunities to enable discussions around digital and ICT strategies to Telstra’s customers. Our engagement with the Enterprise sales team, provided an opportunity for a consultative approach to the Zoo’s requirements and helped build a strong foundation of Telstra and Exigo Tech services to their organisation.”
– Niten Devalia, Exigo Tech.

Australian distributors: 

Aria Technologies, Dicker Data, Exltech

Tenable

Peter Raven
Channel Manager

Peter has been at Tenable as ANZ channel manager since October 2016. Tenable is a channel-first company in the enterprise market, providing cyber exposure solutions to help organizations manage, measure and reduce their cyber risk in the digital era.

Australian distributors:

Arrow ECS

Thycotic

Kris Hansen
Strategic Alliance Director (APAC)

What kinds of partners are you looking for?

Thycotic looks to partner with large managed service providers (MSPs) and systems integrators (SIs), as well as specialist managed security service providers (MSSPs), that serve large enterprise and government customers. We work closely with our partners to ensure they are fully trained and certified and able to deliver successful customer implementations.

Australian distributors:

emt Distribution

TIBCO

Robin Barrow
Partner Sales Manager - ANZ

What kinds of partners are you looking for?

TIBCO is looking to work with a mixture of value-added resellers, OEM partners, systems integrators and consulting practices. We’re expanding our reach in Sydney, Melbourne, Brisbane and Perth through larger partnerships, and building our presence in Canberra and New Zealand. Key verticals are financial services, government, utilities, mining and retail.

Australian distributors:

Ingram Micro, Nextgen

Trend Micro

Evan Thomas
Head of Partnerships and Alliances

What kinds of partners are you looking for?

Trend Micro strives to work with partners that can meet the needs of our customers. This includes those that are skilled in large scale IT infrastructure projects and recognise the importance of including cybersecurity into the solution, specialise in cybersecurity monitoring and/or deployment services, and cloud transformation partners.

Australian distributors:

Arrow ECS, Dicker Data, Ingram Micro, rhipe, Tech Data

UiPath

Martin Milthorpe
Regional Partner Director

What kinds of partners are you looking for?

Our partners seeing great results have a focus on one or more of fields such as business process optimisation, intelligent automation and artificial intelligence. We are looking to expand with more industry verticalisation with large SIs and BPO companies.

Unisys

Murray Whitlocke-Jones
Director Security & Channel Sales, Asia Pacific

What kinds of partners are you looking for?

We launched the Unisys Security Global Channel Partner Program in February and are actively looking for partners familiar with the Zero Trust approach in Australia, New Zealand, Singapore, Malaysia, Philippines, India and Taiwan. This is particularly important with so many organisations moving to remote, dynamic workplaces as part of their COVID-19 response.

Vectra AI

Dee Clinton
Head of Partner Sales Asia Pacic

What kinds of partners are you looking for?

At Vectra AI, we are actively recruiting partners who are looking to build incremental managed services offerings and deliver end-to-end value to their customers. In particular, partners who are working with their customers to reduce the risk of breaches, improve efficiencies in their security operation centres, organisations looking to achieve and maintain compliance, and partners who are working closely with their customers to enable security in the cloud.

Australian distributors:

Netpoleon Solutions Australia

Veeam

Janet Docherty
Channel Sales Leader Australia & New Zealand

Where can I learn more?

https://www.veeam.com/propartner.html

Key channel contacts: 

Nathan Steiner, Head of Systems and Engineering at Veeam Software

David Weekly, Manager Distribution and SMB Sales at Veeam Software

Stephen Schuffelen, National Partner Manager

What kinds of partners are you looking for?

Veeam works collaboratively with partners from a variety of verticals across Australia and New Zealand who address enterprise to SMB clients. As Veeam is a 100 percent channel organisation, Veeam works with partners to establish clever and unique go to market strategies that set them up for success.

What are the key features of your channel program?

The Veeam ProPartner Program affirms Veeam’s commitment to its partners to help expand their reach in the market by giving access to the resources necessary to differentiate their business so they gain a long term competitive advantage. Veeam has a 100% channel-centric business model, and emphasizes building relationships with valued partners, and as such has built an award-winning program that is designed for maximum partner profitability.

Share a success story about one of your Australian partners:

Veeam has been working closely with partner Data#3 for 14 years. As Data#3 focuses on solutions for Microsoft it was a natural fit with Veeam’s offering. Most recently, Data#3 has been promoting the Veeam Availability Suite v10 workplace across Office 365 and Azure. At the launch of v10, Scott Gosling, National Practice Manager, stated that: "The new scale-out backup repository features in v10 will help our customers cut costs and complexity to maintain mandatory regulations and compliance. The arrival of v10 will do so by simplifying off-site backup for businesses by leveraging Microsoft Azure Cloud."

Australian distributors:

Ingram Micro, Dicker Data, rhipe

Veritas

Nigel Youlden
Director, Channel & Alliances

What kinds of partners are you looking for?

CRN named Veritas one of the coolest cloud storage companies in 2020. After acquiring APTARE IT Analytics, we launched the Enterprise Data Services Platform, enabling partners to deliver unique solutions around availability, protection, and insights.  Our partner program is suited to managed service providers (data management, resiliency and security) and partners selling licenses directly to customers.

Australian distributors:

Dicker Data, Tech Data

Vertel

Bruce Reid
Head of Service Provider Partnerships

What kinds of partners are you looking for?

Vertel provides a range of WAN, push-to-talk over cellular and professional services offerings for MSP/SIs. Vertel has also recently launched an innovative SD-WANaaS offering that lets partners provide a fast-track, white-label managed SD-WAN service to their clients without the CAPEX and time involved in a DIY service offering.

Vertiv

Chris Denis
ANZ IT Channel Manager

What kinds of partners are you looking for?

We’re looking for true partnership and are not bound to any size or vertical expertise –  we’re more focussed on what partners can bring to customers.  As well as traditional partners, we are expanding in three key areas: edge computing, hybrid cloud and HCI. AI specialist partners are also of interest.

Australian distributors:

Tech Data, Orion Computers

VMware

Neels du Plooy
Head of Channels & Alliances, VMware ANZ

What kinds of partners are you looking for?

At VMware, we pride ourselves on our partners’ ability to help customers navigate technology decisions that are mission-critical for their business. We seek out partners that have the deepest expertise and are equipped with the right resources, knowledge, skills, and tools to deliver successful customer outcomes.

Australian distributors:

Ingram Micro, Tech Data, rhipe, Westcon Comstor 

Vocus

Monique Esplin
GM, Indirect and Strategic Partnerships

Where can I learn more?

https://www.vocus.com.au/channel-partners

Key channel contacts: 

Nikki Saunders, Channel Marketing Manager

Astrid Groves, Territory Sales Lead

Lani Edwards, Head of Strategic Alliances

What kinds of partners are you looking for?

Vocus looks for the right services partners to join our enterprise partnership program with the capabilities to complement the Vocus technologies of interest, including SDWan, unified communications, cloud and security. We look for partners who can bring with them the ability to invest in really specific skill sets that enable the delivery of specific outcomes for our customers.

What are the key features of your channel program?

Our current partnership program includes Platinum, Gold and Silver levels for partners who are interested in referring Vocus Network Services business and partners receive a commission for their network referrals. In addition, we also have a Strategic Partnership program for capable services partners to put their services on the Vocus Bill.

Share a success story about one of your Australian partners:

One of our strategic partners is Seccom Global, with whom we’ve recently delivered a multiple-site, large SD-WAN project to a large healthcare organisation. Vocus and Seccom Global worked as a single team to drive the outcome we both wanted and the positive result has created the potential to win a lot more business down the road. Our partners bring with them the ability to invest in really specific skillsets that Vocus can leverage to deliver specific outcomes for our clients. Seccom is a security-focused networking organisation.

They’re cyber security experts were crucial to the success of this project. On the flip side, Vocus has the infrastructure and commercial reach, allowing us to support and help grow our partner’s businesses. The Vocus name helps open doors to larger contracts our partners otherwise would not have been able to gain access to. We work in collaboration, bringing diverse strengths to the table to form true partnerships.

WatchGuard Technologies

Luke Skinner
Channel and Distribution Manager

What kinds of partners are you looking for?

We seek partners who are looking to grow their business with one or more of our product pillars: firewalls, secure wi-fi and multifactor authentication.  We partner with traditional resellers, MSPs and ISPs.  We work best with anyone that is looking for enterprise-grade security that’s simple to deploy and easy to manage.

Australian distributors:

Bluechip Infotech, Leader Computers

Y Soft

Adam O’Neill
Managing director - Australia and New Zealand

What kinds of partners are you looking for?

Y Soft looks for both global and local partners in the print, document capture and cloud industries. We also provide customer-based 3D printing solutions to the existing print channel, particularly in the education sector.

Zscaler

Foad Farrokhnia
Head of Channels & Alliances ANZ

What kinds of partners are you looking for?

As a Zscaler partner, you will have access to the cloud security platform that is empowering businesses globally to secure access to information no matter where it lives. Zscaler has a strategic approach to strengthening its ANZ presence, enabling key partners as an extension of the Zscaler business. Our most successful partners are technically certified, understand the SASE architecture value proposition, and are aligned with our customer-centric growth culture and attitude.