Colleen Kapase
VP of WW Partner & Alliances | Snowflake
Colleen Kapase is the VP of WW Partner & Alliances at Speaker’s Snowflake.
The cloud data platform with secure and easy access to any data with infinite scalability.
A career in partner sales strategy is something that has to be cultivated over time through mentorship, partnership and best-of-breed vendor experience.
I’ve devoted my 20-year career to these principles, developing a deep understanding and focus on the strategic importance of partners to a technology vendor’s sales success. I began my career in consulting and have since worked for two premier partner sales companies, Citrix and VMware, where both see over 85% of their billion-dollar sales revenue generated through the partner ecosystem.
Strengths include architecting economics-driven strategies, working with sales execs to evolve programs and incentives to meet changing company needs and driving ROI reporting. This winning combination ensures the sales go-to-market is a strategic competitive weapon and a key to sales success.
At both Citrix and VMware, I helped transform both companies’ channel structures from “cash cow” focused to driving a solution portfolio. I've led the growth of VMware’s partner programs from a few hundred partners selling a single product to a 75K+ strong global partner ecosystem selling 100s of diverse products and solutions. As Corporate Channel Chief, my team has evolved our VMware Partner Network program to raise partner satisfaction and yield greater partner revenues by building more effective program infrastructure, incentive structures and enablement to support partners who have solid business performance and a desire to deliver superior solutions in conjunction with VMware.
I take great pride in the success of my teams. At VMware, I've developed and empowered a team of 50+ strategic employees across the world who truly are the corporate engine behind VMware’s partner success. Members of my team consistently win President’s Club and VMware’s EPIC awards. I am honored to be recognized as one of CRN magazine’s Power 100 Women of the Channel for 9 years running and recognized in CRN’s Top Channel Chief List in 2016 and 2018.