Ron Callison

RESUme:

Ron callison

Director, IT Workflow Alliances

Lead IT Workflow partner strategy and business development execution globally. Lead Servicenow’s Workflow Alliances team for all IT products across all partner categories. Responsible for channel strategy and execution, producing over $500M in annual global channel influenced IT-product revenue. Built a dedicated team responsible for developing Servicenow’s IT Workflow alliances strategy & go-to-market execution with Accenture, Deloitte, and KPMG. Drove 100%+ growth in 2017 through 2019. Exceeded global channel revenue objectives all 3 years.

Vice President, Direct & Indirect Sales 

Led company development of enterprise SaaS mobile solutions.  Developed global sales and marketing strategy for new disruptive mobile collaboration solution.  Identified targeted routes to market and built a new high-performing enterprise sales team.  Provided operational leadership for direct sales, partner sales and marketing functions leading company strategy formulation, market development, and sales execution.  Developed key global system integrator and integration partnerships.  Met targeted sales objectives and secured new domestic and international enterprise accounts.

Director, North America Channels & Alliances

Brought in by the new CEO to re-architect an under-performing partner sales strategy and program.  Aligned channel strategy and objectives to support the re-launch of the company’s hybrid-cloud solutions.  Restructured the partner program and operational processes to drive revenue development and support corporate growth objectives for both cloud and premise solutions.  Eliminated unproductive partnerships.   Renegotiated annual OEM relationships.  Added global SI and key resell partnerships.

Senior Director, Channels & Alliances

Set go-to-market channel sales development strategy and developed supporting programs for the early-market data center infrastructure management software start-up. Structured and launched category leading partner program. Implemented targeted reseller, consulting and mid-market initiatives to expand market reach.  Recruited key SI, consulting and resell partners.  Led in-field sales efforts with partners.  Increased partner driven revenue by ~150%.

Director, Channels & Alliances

Responsible for leading new partnership development and channel sales for Compuware’s (now Dynatrace) newly formed western region.  Reintroduced channels as a business model.  Led regional initiatives to define and implement a targeted business partner strategy while building new alliances and net-new business opportunities. Identified national and regional partner targets, drove partner acquisition and on-boarding. Managed regional inside-sales team. 

Director, Global Channel Strategy

Developed and led global channel strategy and sales acceleration programs for CA’s highly successful Application Performance Management Division (Wily Technology).  Drove go-to-market channel strategy and execution for NA, LA, APAC and EMEA.  Formulated partner acquisition strategy, partner qualification, and developed critical on-boarding processes for partner sales and technical enablement world-wide.  Drove effective execution of Geo marketing campaigns, channel program introductions and operational policy. Held matrixed responsibility for 30 channel sales resources globally.  Met global annual revenue objectives exceeding $18M.