STEPHEN MACPHERSON
Brentford
Summary
Results-oriented Channel Sales leader with a proven track record in spearheading successful channel strategies for emerging software vendors. With an excellent global network and a history of sustained success over many years, forms a robust foundation for designing, building, and implementing highly effective channel sales networks. Strong strategic thinking and decisive execution, adept at aligning channel initiatives with organisational goals, delivering growth, and ensuring sustained market relevance.
Overview
29
29
years of professional experience
Work history
VP Global Sales
MACRIUM SOFTWARE
01.2014 - Current
- In 9 ½ years I successfully implemented the strategic adoption of Channel as the primary route to market for Macrium enterprise products, as well as regional sales teams to build pipeline and close sales
- During that time, I expanded the partner network from 200 to 4000 resellers, 15+ distributors and 10x revenue growth
- In 2023 Channel sales grew 57%, generating all the company growth.
Head of Channel & Enterprise Sales
TELINDUS ICT UK
01.2013 - 01.2014
- Appointed to lead the creation of a new Channel Sales Programme for Telindus
- Given interim Sales Director role after restructure resulting in three teams and 10 direct reports
- Strategic assessment of the Telindus business and development of a channel programme for resell of services to partners
- Design, launch and management of all channel programme elements including; propositions, channel management structure, pricing and integration into existing Telindus business units
- Leadership of the Enterprise sales team to grow major account base and expand portfolio of offerings.
Head of Channels UK & Ireland
VEEAM SOFTWARE
01.2010 - 01.2013
- Oversaw the rapid expansion of the Veeam channel network evidenced by the trebling of registered resellers, doubling the number of active partners, trebling the number of deals, and growing by 80% the revenue per active reseller
- Leading a team of channel professionals that managed distributors and resellers
- Defining and implementing KPI framework for measuring performance of UKI channel and alignment with corporate goals; framework was adopted across NEMEA
- Strategic assessment of distribution network in UK and South Africa leading to restructuring to better align with Veeam goals and accelerate sales growth
- Collaboration with marketing in assessment of appropriate marketing programs for UKI channel and development of these with NEMEA marketing management
- Defining, building and implementing TOP partner management strategy and frameworks including partner scorecards, review processes and business planning
- Alliance management with key partners such as Microsoft, VMware, Dell, HP, Fujitsu.
Director of Channel Sales UK & Ireland
ATTACHMATE CORPORATION
01.2007 - 01.2009
- Appointed to lead the merger of the Attachmate and NetiQ channel sales organisations reporting to UK Ireland Middle East GM, and EMEA Channel Sales Director
- Led the change process to combine the NetiQ and Attachmate channel management teams and the multi-tiered channel structures inherited from the two companies
- Carried out strategic review of UKI Attachmate NetiQ channel with EMEA VP of sales to identify and recruit EMEA wide partners
- Developed very successful relationships with UC vendors and providers to leverage joint product offerings for VoIP MSP’s
- Aligned the channel engagement approach to Attachmate’s go to market strategies for new product releases and market changes.
Technical & Consulting Services Manager UK & Ireland
01.2003 - 01.2007
- Led the strategic review, restructure and return to profitability of the UKI consulting services team, whilst from 2005 integrating the WRQ and Attachmate pre-sales teams
- Provided program oversight and governance for EMEA projects, including major projects in Italy and Benelux
- In 2006 achieved 126% of sales target for the UK Ireland software technical presales team in support of the overall UKI sales targets
- Implemented solutions selling frameworks that resulted in improved win rates for the AttachmateWRQ software sales teams
- A key member of the global leadership team for Attachmate Worldwide Consulting Services.
Senior Project Manager
Attachmate Corporation
01.1999 - 01.2003
- Led successful complex integration projects, ensuring seamless delivery and client satisfaction.
Senior Consultant
Tech-Tonics Computer Networks
01.1996 - 01.1999
- Provided expert IT consultation, contributing to the success of a diverse range of technology projects.
Project Manager
NZ Fruit Growers Federation
01.1995 - 01.1996
- Spearheaded marketing projects, for various sub agencies, achieving objectives and enhancing overall success.
Education
Diploma in Management -
Henley Business School
B.Sc (Hons) - undefined
University of Canterbury
Skills
- Channel Sales Professional: Building software sales GTM plans around a channel growth strategy Business analysis, leadership, team building
- Strategic Expansion: Proactively explores, using experience and frameworks, to implement strategies that expand and optimize Channel Networks for new market penetration and revenue generation
- Channel Program Management: Clear thinking and decisive execution on channel programs, optimising existing, or building from scratch
- Sales Management: Full lifecycle revenue management, leads, pipeline building, team structures, GTM strategies, forecasting, closure, retention
- Alliances: Expert in technology, channel, and OEM partnerships Identifying, nurturing, and retaining over many years
Custom
Physically active person, enjoys keeping fit through cycling, gym work and social team sports
Personal Information
Nationality: British and New Zealand
Timeline
VP Global Sales
MACRIUM SOFTWARE
01.2014 - Current
Head of Channel & Enterprise Sales
TELINDUS ICT UK
01.2013 - 01.2014
Head of Channels UK & Ireland
VEEAM SOFTWARE
01.2010 - 01.2013
Director of Channel Sales UK & Ireland
ATTACHMATE CORPORATION
01.2007 - 01.2009
Technical & Consulting Services Manager UK & Ireland
01.2003 - 01.2007
Senior Project Manager
Attachmate Corporation
01.1999 - 01.2003
Senior Consultant
Tech-Tonics Computer Networks
01.1996 - 01.1999
Project Manager
NZ Fruit Growers Federation
01.1995 - 01.1996
Diploma in Management -
Henley Business School
B.Sc (Hons) - undefined
University of Canterbury
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