✦ Channel Sales • Partner Ecosystems • Strategic Partnerships

19 years of
channel revenue

From BakBone to IBM to building my own — I architect partner ecosystems that displace legacy vendors, accelerate cloud adoption, and drive measurable revenue. Boise, ID.

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About

Channel operator who builds

I've spent 19 years in channel sales across cybersecurity, data protection, and cloud infrastructure — from BakBone Software building a 100% channel-driven region from scratch, to leading partner ecosystems at IBM, ScienceLogic, AppDynamics (Cisco), and beyond. I've consistently outperformed quotas by 20-47% YoY, closed $1.2M+ enterprise deals, and displaced Dell, HPE, and NetApp with better solutions.

My specialty is channel programs that actually move pipeline. At AppDynamics I scaled partner-sourced revenue by 200%. At Tintri I built gamified partner campaigns that closed the company's largest hospital deal. At IBM I drove 35% joint pipeline growth by enabling partners on ReaQta EDR. At Cogent I delivered $4.5M in net-new ARR through hyperscaler partnerships with AWS, Azure, and Google Cloud.

Today I'm building the tools and platforms I wish I'd had as a channel manager — open-source MCP infrastructure for partner program automation available on my github, and AI-powered communications with Resonate-IQ. Based in Boise, ID.

19
Years Channel Sales
116%
Career Avg Quota Attainment
$50.6M
Total Revenue Generated
100+
Partner Relationships Built
Portfolio

Tools I've built

Open-source tools for channel program automation — partner management, ecosystem discovery, deal registration, and AI-powered partner outreach.

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Resonate-IQ

AI-powered communications platform. Smarter multi-channel outreach combining SMS campaigns, voice calling, and email sequences. Purpose-built for businesses that need to connect, convert, and retain.

AI Platform • Active
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ChannelEngineer

MCP-driven channel management tools — partner program design, deal registration, lead management, partner portal, and ROI forecasting. Open-source infrastructure for channel professionals who build and code.

Open Source • Active
Experience

Channel career timeline

19 years building partner ecosystems at cybersecurity, data infrastructure, and cloud companies.

2024 — Present
Channel Partner Manager
VELOX Media
Built the company's channel partnership program from scratch — establishing structure, pipeline, and automated operations where none existed. Integrated Crossbeam for ecosystem-led partner discovery and co-sell alignment, uncovering account overlaps that accelerated deal cycles. Designed and deployed ChannelEngineer — automated MCP-driven tools for partner onboarding, deal registration, and lead management. Recruited and activated 30+ partnerships across restricted and regulated markets, navigating compliance-heavy verticals that most channel programs avoid. Established strategic relationships with CRO agencies and fractional CMOs, creating a referral-driven revenue engine. The program generated $150K+ MRR within its first year, driven entirely through partner-sourced pipeline.
2024 — 2025
Global Account Manager
Cogent Communications
Orchestrated hyperscaler partnerships with AWS, Azure, and Google Cloud for high-bandwidth connectivity. Generated $4.5M in net-new ARR. Achieved 115% of quota, expanding wallet share by 30% across strategic accounts. Collaborated with Equinix and Digital Realty on hybrid connectivity solutions.
2022 — 2024
Digital Cybersecurity & Storage Sales, Channel Team Lead
IBM
Achieved 27% over-target growth expanding service portfolios with AI-driven analytics and cloud infrastructure. Designed ReaQta EDR training for IBM's partner ecosystem, driving 35% increase in joint pipeline growth. Cultivated C-level relationships for digital transformation solutions.
2018 — 2022
Director of Sales & Business Development
Avidia VDI
Spearheaded security upgrade sales (EDR, SSO, IAM). Built a 10-touch HubSpot-Meta lead response sequence that improved conversion rates by 40%. Partnered with marketing to create campaigns that doubled lead generation.
2017 — 2018
Director of Channel Development
ScienceLogic
Integrated AIOps platform into WWT's Advanced Technology Center, driving 23% increase in partner-sourced revenue and $3.2M in qualified pipeline. Trained 50+ partner SEs on real-time data ingestion and predictive analytics. Expanded certified partner network from 12 to 25, achieving 127% of annual partner revenue target.
2016 — 2017
Channel Sales Manager
AppDynamics (Cisco)
Scaled partner-sourced revenue by 200% through co-developed AIOps training and analytics dashboards. Drove 30% increase in partner-sourced leads with regular call blitzes and joint enablement workshops in the Southeast.
2015 — 2016
Senior Channel Sales Manager
Tegile (Western Digital)
Exceeded annual sales target by 122% for data storage and application services. Drove 22% increase in margins through deep prospect penetration and complex enterprise sales cycles across multiple verticals.
2013 — 2015
Partner Sales Manager
Tintri
Built gamified partner campaigns that closed the company's largest hospital implementation (Martin Memorial). Increased reseller adoption through creative mindshare tactics. Closed 51% more enterprise deals by aligning partner incentives with client ROI.
2006 — 2012
Southeast Regional Sales Manager
BakBone Software
Built and managed a 100% channel-driven partner ecosystem across the Southeast. Partnered with ePlus, Sterling, Carasoft, Verinext, and others. Promoted to regional leadership within first year. Developed joint GTM strategies to displace legacy competitors.
Expertise

Core capabilities

Channel Program Architecture
Partner tiers, MDF, deal registration, co-selling frameworks, and incentive design. Built programs that scaled partner revenue 200%.
Cybersecurity & Data Protection
Deep expertise across EDR, SSO, IAM, data storage, backup, AIOps, and cloud security — from BakBone to IBM.
Partner Ecosystem Development
Hyperscaler alliances (AWS, Azure, GCP), VARs, system integrators, and tech partnerships that drive pipeline.
Enterprise Sales & Displacement
Consistently displaced Dell, HPE, NetApp in competitive enterprise cycles. Closed $1.2M+ deals with Fortune 500 clients.
Partner Enablement & Training
Built enablement programs training 50+ partner SEs. Designed ReaQta EDR certification driving 35% pipeline growth.
Data-Driven Sales Execution
Automated lead scoring boosting conversion 45%. Built 10-touch HubSpot sequences. 3X-4X pipeline coverage discipline.
Connect

Let's build something together

Looking for a channel leader who's actually closed the deals, built the programs, and can code the tools? Let's talk.

✦

Seth Duesman

Boise, ID

LinkedIn GitHub