Background
I'm a builder by nature. I've built channels, sales teams, global partner programs, comp plans, and processes that scale. I'm a 16 year veteran within the channel sales space with increasing responsibilities from sales operations to Channel Sales Director of North America, Channel Marketing, and Channel Development. Throughout my career I’ve held senior leadership positions in Channel Sales and Channel Marketing. In my previous role I retained global oversight of our channel partner programs, to and through partner marketing, sales team enablement, and today act as the public face to our channel efforts at virtual and live events. While in my previous role I began work on developing a new Channel GTM Recruit strategy and recently took over the new team to lead our recruit strategy going forward. In my sales leadership roles my revenue goals represented $97M in accountability. Under my leadership the channel sales teams scaled from 8% to 20% year over year growth in revenue and from 2,200 partners to 5,000 partners.
Having worked in the SaaS and Cyber Security industry for 16 years I posses a strong understanding of the motivations of various partner models, MSP, Break Fix, VAR, Master Agent, DMR, ISV, etc, and their downstream target verticals. I also have a long history of developing relationships with stakeholders and converting these relationships into high yield opportunities. However, guiding my teams to do the same through professional coaching and mentoring has been the true key to my success.
As a life long learner and a passionate mentor I’m motivated by the accomplishment of my fellow peers and the teams I lead. I am a firm believer that being a successful manager requires one to help their team members become the best versions of themselves. While it might seem at odds with a mentoring approach, leveraging a data-centric model to problem-solving and guiding individuals is a key component to my process. I believe this commitment to fostering excellence in others using a data driven approach is what has set me apart from my peers.
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Justin Gilbert
Executive Level Channel Sales & Marketing Leader
850-221-3050
Email:
Social Media
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EXPERIENCE
MAR 2021-Present
OpenText Cybersecurity
Senior Director, MSP Channels
Accountable for the North American MSP channel strategy, go-to-market activities and plans. My team of 5 managers and 40 indirect reports execute on this MSP partner strategy by enabling, recruiting, and cross selling to MSPs directly and via RMM partners. Responsible for Managed Services strategy with particular focus into opportunities to grow/or enhance our portfolio
Senior Director, MSP Channel Development
After the successful Global Partner Program launch I began work on developing AppRiver's & OpenText's first MSP centric white glove recruit model. I manage teams of BDRs, Channel Recruit Managers, and Onboarding Engineers and am the lead speaker for Opentext's MSP events
Senior Director, Channel Marketing
Recruited back to AppRiver (prior to OpenText acquiring the brands) to build a new Channel Marketing team with a renewed focus on the MSP community. Developed a unified Global Partner Program integrating Zix, AppRiver, North American, EMEA, New benefits, and legacy models for MSPs, VARs, DMRs, and Agents. Led a team of Channel Marketing Managers, Associates, and was responsible for a $2 Million yearly marketing budget
JUN 2019-MAR 2020
Files.com
Channel Sales Director
Brought on to this start up to build and implement the sales GTM strategy with an immediate focus on building the sales team, systems and processes to enable scalable growth. In addition I was tasked with providing a GTM plan around expansion into the channel while continuing to grow the SMB to Enterprise customer base. Part of the process build out included; building comp plans, lead flow distribution, territory alignment, and tradeshow planning/management.
JAN 2007-JUN 2019
North American Sales Director
AppRiver
Promoted to expand US growth through strategic, midsize and SMB focused partnerships while launching our Canadian partner programs and service offerings. Led a team of 33 team members with 4 reporting manager in U.S. and Canada. Scaled from 8% to 20% year over year growth in revenue and from 2,200 partners to 5,000 partners. year over year growth in revenue and from 2,200 partners to 5,000 partners.
U.S. Channel Sales Manager
Senior level sales manager with director level responsibilities including training and hiring of managers along with assisting leadership in acquisitions/due dilligence.
N.E. Channel Account Manager
Consistently exceeded outbound contact efforts, revenue growth goals, & conversion rates.
RESULTS & AWARDS
As North American Channel Director at AppRiver responsible for $97 Million in Revenue my teams scaled from 8% to 20% year over year growth in revenue and from 2,200 partners to 5,000 partners.
Part of a core group of leaders who helped Zix | AppRiver achieve an ARR Growth of 382% from $57M to $275M, Revenue growth of 364% from $55M to $255M, and EBITDA growth of 404% from $11M to $55M
Built and launched a Global Channel Partner Program to promote revenue growth to 7,000 ISV, MSP, Agent and VAR partners across the globe while building benefits that would differentiate our brand from competitors.
Won CRN's Channel Chief award 4 times from 2016 to 2020. The award is based on professional achievements, standing in the industry, dedication to the channel partner community and strategies for driving future growth and innovation
In 2023 awarded top 50 Most influential Channel Chief by CRN for 2022. Top 50 Channel Chief's are an elite group drawn from the larger pool of Channel Chief honorees each year that represent the cream of the IT channel crop—leaders who drive the channel agenda and evangelize the importance of channel partnerships.
Honored with the 5 Star Global Partner Program Award that my team built in 2021. The 5-Star rating is awarded to an exclusive group of companies that offer solution providers the best of the best, going above and beyond in their partner programs.
SKILLS
Channel Partner Enablement
Sales Training
Managed Services
Channel Relationship Management
Comp Plan Development
Solution Selling
Partner Program Development
SaaS Sales
Cyber Security Positioning
Channel Marketing Programs
COMMUNITY & EDUCATION
2021-Present
CompTIA
Advisory Council Member - SaaS Ecosystem
The council is dedicated to exploring the benefits and opportunities created through SaaS, applications and cloud solutions. We also collaborate with CompTIA’s other industry advisory councils to further enable opportunities and partnerships around the IT channel, drones, blockchain and internet of things. Our goals include:
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Exploring new routes to market and developing use cases that accelerate success.
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Studying innovative methods to create, deliver and support business applications.
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Fostering greater adoption and expansion of emerging technologies.
2020-Present
Board Member
Florida's Great Northwest
Florida’s Great Northwest Board Members are the movers and shakers of our region and are committed to building a diverse and vibrant economy. We represent regional businesses, utility partners, economic development organizations, higher education institutions, and workforce boards. Because of our support, businesses and residents have a wealth of opportunities to flourish and grow in the Florida Panhandle.
2008-2010
University of Phoenix
Bachelor of Science, Information Technology
The BS in IT - Multimedia and Visual Communication program at University of Phoenix is designed to provide a broad education in core technologies along with specific program coursework in multimedia development and design. Concentration courses focus on image editing, electronic publishing, Web programming, interactive media, and methods in instructional design. Students are also provided the opportunity to develop skills and knowledge in areas such as computer networking, telecommunications, technical writing, programming, and information systems.
2002-2004
Pensacola State College
Associate of Science, Business Administration
This program is designed to provide a foundation in business and to prepare students to seek employment in various business fields. The program has a statewide articulation from the associate in science to a baccalaureate degree in Business Administration and Management or Business.
REFERENCES
Jeff Malone - Vice President of Sales
The technology industry is still a relatively young and dynamic business with many startup organizations transitioning to the next level. There are always core individuals that play a vital role in the development of the company to make the successful transition. Justin, as an individual contributor and later in sales management, took calculated risks that resulted in positive business outcomes 100% of the time. Justin is a builder of sales teams, brand name recognition, and the company itself. I always felt we had the best chance to win business with Justin involved in the strategy and management of the opportunities. Justin always made his sales objectives regardless of market conditions and would be an asset to any organization looking to grow their business.
Jim McClellan - Vice President of Marketing
The story of AppRiver's growth and success isn't complete without at least one full chapter devoted to Justin Gilbert. Justin is the complete sales-leadership package. He has a strong affinity for the technology AppRiver sells, including the nuances that help partners understand how it solves their customers' problems. But, more than that, he has made himself and expert on the the marketing that drives the sales, the business systems that manage the process, the product positioning, and the follow-on care that keeps existing customers in the fold. What's really unique is that he's able to motivate his team to follow his lead and hit goal after goal after goal. It never mattered what title he held in our organization, he is, was, and will always be a channel chief.
Rachel Ley - DevOps & Product Leader
Justin is one of the most driven, motivating professionals you will meet. He can drive a team to work harder than they thought possible - all while keeping morale at an all-time high. I trusted him, wholeheartedly, with my career and he helped me succeed much quicker than what I had planned. Not only that, but his ability to learn and sell a product is unmatched. He knew how each partner was selling and supporting our products, giving him the ability to deal with any given situation. He is a natural leader and it was an absolute honor to have worked for him!
Publications
Below are recent publications where you can find interviews I've provided to channel media outlets, articles that have quoted me, and mentions of my speaking engagements. If you'd like to see more hop over to my LinkedIn and under each role in my list of experiences you'll find a detailed list.
HOBBIES & INTERESTS
Long Distance Cycling
Off Shore Fishing
Woodworking