Top Gun 51: What Makes a Next-Gen Channel Executive?

… much more difficult because you’re managing so many aspects of the stack, not to mention the expectations around the customer experience are far more demanding,” said Schuman. 

PlanetOne’s Ted Schuman

Channel executives who think what worked once will work again won’t survive.  

“That’s a dangerous perspective that will stifle innovation,” said Jennifer Bodel, vice president of channels at Pax8. “A leader who is no longer learning, growing, collaborating and listening to peers, team members or partners — they’re on the path to failure.”  

So, what do these keen observers suggest for those channel execs looking for a spot on the 2020 Top Gun 51? There’s no manual, but slicing through complexity is a great starting point.  

Howard Huerta, vice president of channel sales enablement at Avant, looks at the pace of emerging technology just in the past two years and says that if you want to be a next-gen channel leader, you need the ability to turn the complex into something easily digestible by the channel.

“You also must stay relevant,” he said. 

As for the best training ground for a next-gen channel chief? 

“Work for an amazing channel leader that is changing the name of the game,” said Krakora. “Choose your next job based on who you’re working for, not the technology or market.” 

We happen to have 51 channel leads who fit that profile. See who made the cut..