ChannelAssist's new global sales leader has a deep understanding of cultural diversity.

Edward Gately, Senior News Editor

July 28, 2020

3 Min Read
Sales Growth

ChannelAssist, a channel engagement program provider, has hired Doug Vilim as its new vice president of global sales.

Vilim brings more than 23 years of experience in global channel sales and business development. He will lead the company’s client expansion initiatives and drive new client acquisitions.


ChannelAssist’s Doug Vilim

He will also provide strategic insights to support ChannelAssist’s growth of professional and technology services.

“There were several reasons for taking this role, and they all are equally important to me,” Vilim said. “I’ve spent my entire career building paths to market via channels all over the world: VAR’s/SI/resellers, distributors, hybrids and e-tailers. I know what motivates channels and I know what deflates channels. This role allows me to put 30 years of intimate channel building experience to good work.”

Vilim also wanted to work for a Canadian tech firm where he could help make local decisions. And he wanted a role where his expertise guides the company.

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“I wanted a growing company that has a leadership position in a space that could leverage my vast suite of relationships around the world and take ownership of moving revenue to the next level,” Vilim said. “There is a clear feeling of energy and collaboration amongst the ChannelAssist team that is difficult to replicate. And I wanted to be a part of it to guide the commercial team to greater revenue opportunities.”

Leading Growth at Sangoma

Prior to ChannelAssist, Vilim was vice president of sales for Sangoma, a provider of UC and UCaaS. He built and managed a team to generate revenue through the channel across North America, Latin America and EMEA.

In his 17-year tenure at Sangoma, he was a key driver in revenue growth from $2.5 million to $110 million.

“In getting to know our customers, I’d like to ensure we continue to place commercial and technical resources where required to service our customers,” Vilim said. “If we have a customer that needs our resources in say Japan or Australia, or Indonesia, we’ll ensure our support is there. And with ChannelAssist’s enormous investment in back-end technology, the company is very well-positioned and ready to scale. In addition I’d like to build a larger … commercial sales team with focus on managing the funnel from lead to customer.”

Richard Stevens is ChannelAssist’s president. He said Vilim’s deep understanding of cultural diversity helped him succeed with long-term business relationships. And he will be “an asset to the organization as we accelerate our growth,” he said.

Vilm said it’s imperative that you understand the culture of the regions you expand to. No amount of financial resources will grow revenue if you aren’t aware of what drives business decisions locally, he said.

“I’ve been fortunate enough to have lived in South Asia and Latin America,” he said. “Most North American companies try to parlay on stereotypes of cultures when trying to expand. Sales is about building relationships. In entering new markets and building foundation relationships, it’s imperative you understand what drives locals, what is acceptable, what is frowned upon and the unwritten rules of business.”

“Doug brings a wealth of knowledge and experience to our executive leadership team and we are looking forward to him driving our global sales efforts to new heights,” Stevens said. “His ability to manage multiple routes to market, combined with his track record of developing and expanding partnerships for the global market is invaluable to our company.”

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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