Jolene Goh

Key achievements

• Overachieve sales quota for net new logo by minimum of 200% for two consecutive years
• President Club winner for FY23
• Won “Impact award” twice

Key responsibilities

• Channel partner recruitment and qualification of partner applications with distributors.
• Engage and assist partners on their onboarding journey with Zscaler
• Maintain sales and channel programs for APAC
• Lead review of new and existing distributors’ capabilities and suitability of being Zscaler distributor.
• Work with different internal stakeholders on alignment of distribution GTM strategy and goals.
• Build business plans with distributors with focus on leads generation activities and enablement of channel partners.
• Work with partner marketing manager to ensure investments are put into right activities with distributors and channel partners. For example, create spiff program to drive net new opportunities.
• Established and maintain rapport with key decisions maker within distributors to ensure business plans are executed.
• Weekly cadence and quarterly business reviews with distributors

Key responsibilities

• Recruitment and onboarding of distributors, review and build business plans with them with focus on leads generation activities, recruitment and enablement of channel partners through distribution.
• Channel partners recruitment and development with sales training, deal registration guidelines, and drive sales opportunities through them
• Set partner recruitment standards and maintain channel program for APAC.
• Engage prospect end users and sell to them via channel partners.

Key achievements

• Won APAC All Star Winner for FY2019 Q2
• Promoted to Senior Distribution Manager within one year (Aug 2019 to Feb 2020)

Key responsibilities

• Program lead for APAC on the development of distributor program and implementation
• Review business plans with distributors with focus on whitespace accounts, lead generation activities, recruitment, and enablement of channel partners
• Onboard distributors on S@S program which includes working with contract manufacturers like Supermicro and Flextronics.
• Established and maintain rapport with key decisions maker within distributors to ensure business plans are executed
• Build spiff and rebate programs for APAC channel partners and distributors.
• Lead for global rebate programs and operations (B2B, operations portal) rollout
• Lead and point of contact for Alliance partners like HPE and Veeam; work with common distributors from training and enablement to quoting and ordering.
• Weekly cadence and quarterly business reviews with distributors

Key achievements

• Won Champion Club Award
• Grew ANZ business YoY of over 125% with key opportunities over $100K

Key responsibilities

• Review and build business plans with distributors with focus on leads generation activities, recruitment and enablement of channel partners.
• Engage key distributors like Westcon to drive activities with focus on partner recruitment and enablement, whitespace accounts and lead generation.
• Align Pulse Secure business goals and objectives with existing distributors to achieve sales target.
• Program lead in the development of distributor rebate program and implementation
• Established pricing structure and discounts, incentives, rebate funds and rebate payments etc.
• Recruitment and onboarding of new distributors in operational set up, training them on partner portal, deal registration etc.
• Weekly cadence and quarterly business reviews with distributors

Key responsibilities

• Plan, lead and execute all aspects of PR and marketing plans to achieve stronger brand visibility
• Engage key distributors such as Dicker Data, Exclusive Networks and Netpoleon to drive activities for example reseller recruitment drive, promotions, training etc.
• Hands-on experience and management of major events that WatchGuard sponsored in such as Cyber Security Show, GovWare, CDIC in Thailand, CiO Summit in MY and ID etc.
• Use Marketo platform for B2B marketing, email and leads campaigns management.
• Set reseller recruitment standards, onboarding process, communication etc.
• Maintain and present partner program during events.
• Manage lead generation programs to recruit new channel partners and prospect customers.
• Lead and train inside sales team on renewals and tech refresh

Key achievements in multiple roles

• Won APAC Best Salesperson Award within the 1st year
• Highest overachiever in APAC in Q2 2012
• Grew A/NZ sales by at least 20% Year on Year
• Run successful WatchGuard Elite Partner incentive events for 5 years

Key responsibilities in multiple roles

• Aligning channel partners and distributors’ business goals and objectives with WatchGuard to achieve set sales targets.
• Drive lead generation, pipeline growth and activities with distributors
• Set partner recruitment standards and maintain channel program.
• Customized corporate channel program to suits ANZ channel including creating channel program documentation.
• Analyze historical channel business sales to focus on growth, maintain and transition of the WatchGuard Channel
• Train and lead inside sales team on renewals and tech refresh
• Manage lead generation campaigns for ANZ team.
• Work closely with distributors on pipeline, pricing, promotions, and channel development.
• Develop marketing plans to increase brand awareness and engage end users, resellers & channel partners through seminars, webinars and newsletters etc.
• Create and set up channel marketing activities such as lunch & learn, customized eDM campaigns and sending them out on behalf of channel partners.
• Project management of major events that WatchGuard sponsored in such as AusCERT, QUESTnet, Local Government IT conferences in Coffs Harbour, FST event etc.
• Boosted brand awareness and generated leads while managing internal and external marketing campaigns and programs.