Anton Buys Du Plessis

Experience

• 

  Avaya

  Sept 2000 - Sept 2022

  Transitioned into a challenging new role to function as a leader in the Global Channel program that managed rebate and Spiff programs. Responsible for the assessment of distribution channels and promotional programs. Acted as the primary contact for the global distribution program. Interacted with senior management and executives to provide counsel.Notable Contributions: • Delivered accumulative channel/partner programs to the value of $50M over three years, reducing the risk of underperforming programs.• Developed and delivered partner Spiff programs to the value of $11M that drove revenue growth across partner and distribution rebates globally. • Spearheaded the launch of the FY22 partner program, including a cloud-focused incentive program.• Created and managed partner account manager incentive programs offered globally with a budget of $6M; asked to take over the management of the global distribution program as an additional responsibility.• Managed a $6M rebate program offered globally to partners focused on revenue growth and a linearity booster program; developed and launched a Pilot rebate program offered to 6 national partners in the US.• Supervised outsourced vendor companies that drove specific programs and delivered a 20% reduction in processing and overall vendor satisfaction.• Oversaw the development of the Earned Credit Program, delivering a reduction in MDF spend of 23% overall.• Directed incentive programs from initial program inception to approval to governing policies and audits, automated reporting, and program success management, delivering quarter-over-quarter program growth of 10%. Show less Promoted into a leadership role to support the needs of the UAE channel, onboarding partners and developing cross-training plans for optimal success. Managed and developed a team of channel managers within the region, with increasing responsibility for Kuwait, Bahrain, Iraq, Pakistan, Afghanistan, and UAE, as well as Sub-Saharan Africa. Tasked by the EMEA and APAC Channel Director to develop and launch incentive programs for channel partner account managers and rebate programs.Notable Contributions: • Navigated Chapter 11 to restructure the business, migrating to a cloud-ready operation with triple-digit growth. • Built strategic relationships with 30 major partners; contributed 60% of corporate regional revenue.• Developed tools to automate manual processes (rebate calculators, discount calculators, training plans, QBR, business plans, rebate progress reports, and commission tracking tools) for the regional team.o Invited to host channel manager workshops in Europe to cross-skill the regional teams, enabling performance improvements and reducing complex tasks from days and weeks to minutes and hours.o Reduced partner lead times from 12 weeks to 4 weeks by providing accurate forecasting.o Reduced partner delays and penalties by 85% by implementing a logistical process to ensure partners had necessary export certifications and technical certifications.• Delivered sales 110% to 140% of target for 8 consecutive years, increasing regional responsibility.• Displaced competitive solutions in the region of $15M during FY15 and around $11M in FY14.• Helped strategic regional partners grow revenue from $500K to $5M+ annually.• Resolved all escalations between Avaya and purchasing partners, increasing regional PSAT scores by 15%.• Nominated to start a Channel Manager mentorship program, delivering 100%+ of sale quota. Show less

  • Senior Program Manager

    Jul 2018 - Sept 2022

  • Channel Account Manager & Regional Channel Leader

    Jan 2009 - Jun 2018

  • Channel Account Manager (Nortel), South Africa

    Sept 2000 - Dec 2008
• 

  Check Point Software Technologies Ltd

  Jan 2023 - now

  Strategic Partnerships Development Manager

  As a Partner Development Manager, I spearheaded the adoption and growth of the Harmony product portfolio in the Central U.S., focusing on developing strategic partnerships to enhance market penetration, revenue, and partner success.Key Responsibilities:Strategic Partner Management: Fostered strong relationships with key partners, providing the support and resources essential for their success.Partner Landscape Assessment: Evaluated regional partner dynamics to pinpoint growth opportunities and shape partnership strategies.New Partner Recruitment: Identified, recruited, and onboarded new partners to enlarge the Harmony portfolio and reinforce the partner network.Program & Campaign Development: Designed and implemented targeted initiatives to increase partner engagement, market growth, and Harmony product visibility.Cross-Functional Collaboration: Collaborated effectively with sales, marketing, product, and partner management teams to align on objectives and enhance go-to-market efforts.Market Analysis & Opportunity Identification: Tracked market trends and partner performance to identify new opportunities and refine partner strategies.Communication & Reporting: Delivered regular updates, insights, and recommendations to stakeholders, emphasizing the impact of partnerships.Key Achievements:193% Growth (FY23) & 186% Growth (FY24): Achieved substantial revenue growth through strategic partnerships, significantly contributing to the company’s success in both fiscal years.Successful Onboarding & Ramp-Up: Integrated multiple partners and supported them in attaining rapid revenue growth within three months, ensuring both immediate and long-term success.Innovative Go-to-Market Programs: Launched effective campaigns and strategies tailored to partners in the Central U.S., boosting Harmony product sales.Cross-Sell & Upsell Initiatives: Directed cross-sell and upsell initiatives within existing partner relationships, enhancing revenue and customer lifetime value. Show less