Sharon Davey

Experience

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  Novell

  Jan 1990 - Dec 1996

  Marketing Manager

  As the Marketing Manager for Southern Africa, I had to promoteproducts to end users and the channel. Reporting into the US andParis, we were able to use best-of-practice initiatives and translatethese for local use.My role expanded internationally, where I was offered the position ofSenior Marketing Manager in the international team.

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  Naspers Limited

  Jan 1998 - Jan 2002

  Business Development Manager

  1998 - 2002 Naspers / Media24 Cape TownHead, Business DevelopmentBusiness Development Manager - MWebBusiness Head - Women24.com

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  Pick 'n Pay

  Jan 2002 - Sept 2008

  Strategic Project Manager

  Key responsibilities included:● Various strategic national projects including IT Systems, SAP Installation, store revamps and various marketing projects.● During this time I completed the Pick n Pay Retail Management Course (for senior managers).● I headed up all Pick n Pay’s online initiatives, rebuilding and managing its websites. ● During this time I also became the SAP Communication Stream Lead. SAP was being implemented at national level across the enterprise.

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  SailPoint

  Feb 2015 - Nov 2019

  As the Partner Manager for Africa I was responsible for creating, enabling, maintaining, and expanding the routes to market and indirect sales channels that can be used to grow SailPoint Revenues. Key responsibilities included:● Manage the SailPoint partner program, including generating new pipeline and Quarterly Sales Results with existing resellers while identifying, developing and managing new partners.● Coordinate all activities and communication between the Channel Partners, SailPoint corporate, field sales, and SailPoint Partner teams to meet quarterly expectations against Demand Generation, Partner Management, and Forecasted Sales Results● Assist in the development and delivery of Sales, Technical, and Process training to ensure Partners and Resellers are well equipped to effectively market, position, and sell SailPoint products.● Coordination of SailPoint resources to deliver scalable enablement tools and events to the SailPoint Partner community● Assist in the creation of Partner Specific Marketing, Demand Generation, and Sales tools● Coordinate SailPoint involvement in channel partner promotions and marketing activities to ensure the best possible SailPoint Market coverage● Identify customer sales opportunities through the partner channel and work with the field sales organization to help manage the opportunities through the company’s selling and pipeline management process.● Work with the field sales organisation during to understand the strength of the existing partner presence, identify where partners require additional training ● Identify new routes to market to better extend the SailPoint market presence Show less The Sr. Field and Partner Marketing Manager for the Africa reports to the Director of EMEA Marketing and is responsible for generating awareness and demand using a variety of marketing vehicles and tactics including, but not limited to, account-based programs, regional shows, conferences, digital and targeted field events. I worked closely with SailPoint’s regional sales directors and channel partners to ensure marketing aligns and delivers overall pipeline to build strong business growth. I have experience in both strategic, tactical, and channel marketing as many of our campaigns are planned and executed with our partners.Key responsibilities included:● Drive the marketing and demand generation efforts for SailPoint in South Africa and ROA.● Promote and drive SailPoint’s vision and strategy in the region● Build a marketing plan to generate pipeline for our direct sales force and our strategic partners.● Drive demand generation campaigns directly and via the partner eco-system.● Build an account-based marketing (ABM) plan to target new prospects in the enterprise space● Organize and execute local marketing events such as local conferences, seminars, webinars, banner advertising, and content syndication.● Monitor lead follow up and conversions to opportunities to build a solid pipeline within the region. Show less

  • Partner Manager Africa

    Feb 2016 - Nov 2019

  • Field Marketing

    Feb 2015 - Oct 2019

  • Sales Development

    Feb 2015 - Apr 2019
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  Centrify Corporation

  May 2020 - Dec 2021

  Regional Sales Manager - Africa

  Africa Regional Sales Manager for Centrify - the leading Privileged Access Management vendor who offers solutions for Identity-Centric Privileged Access Management (PAM).Expertise in selling high end technical Solutions to the CISOs of Enterprise companies who are also budget challenged. I excel at finding and closing new business, building value, selling consultatively and have great listening and questioning skills. I am a high achiever and am able to work with limited supervision. Experience with security software, SaaS and on premises applications, infrastructure, and network related components.Key responsibiities included:● Develop and execute sales/business plans to achieve quarterly sales/business objectives● Create and implement account strategy, including developing and maintaining relationships with key decision makers● Able to deliver value propositions and presentations to IT management as well as VP and C-level business management● Recognize customer business problems and drive/influence resources to address opportunities● Prospect for potential customers using various direct methods such as calling and face to face meetings, indirect methods such as networking and social media tools● Drive the entire sales cycle from initial customer engagement to closed sales● Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis● Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales● Implement sales/marketing tactics and programs in order to meet or exceed assigned territory objectives● Act as a liaison between Centrify and customers and develop a team selling approach with pre-sales technical specialists and the customer service organization● Assist with channel partner recruitment, training and on-going support● Provide accurate and timely reports/forecasts Show less

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  Delinea

  Jan 2022 - Dec 2023

  Partner Alliances Manager Africa

  Presidents Club 2022Key responsibilities included:● Build, develop and manage a “Named” partner base to reach specific channel generated revenue targets as well as overall revenue targets within assigned partner accounts.● Take full ownership of “Named” partners, building relationships within the account that span various departments, from C-Level to sales floor. Involve the various Delinea counterparts to strengthen relationships.● Translate regional objectives and strategies into KPIs and a detailed plan that supports both regional and partner-specific goals, taking executive ownership.● Create and own GAP plans for region / for each Named Partner if required● Drive revenue generation and closure with the partner ecosystem. Be in full pipeline control, collaborate closely with regional sales teams to win● Support partner at end-user meetings, either alone or in collaboration with sellers● Own complete partnership journey, from recruitment, onboarding, business planning through to an active and committed partnership with regular enablement● Serve as the partnership and MSP advocate inside Delinea; evangelize partners and the opportunities they present by injecting partner DNA into Delinea sales● Develop an intimate knowledge of the ins and outs of the Delinea MSP Go-To-Market strategy as well as partner program. Utilize this to build repeat business and create tailored value propositions when engaging with partners● Represent both the voice of the “Named” partners to Delinea and the voice of Delinea to “Named” partners as required to resolve issues and attain revenue● Collaborate with Delineas`s marketing team to create a quarterly activity plan for demand generation via “Named” Partnerships and assume responsibility for the execution of agreed activities● Keep Salesforce.com up to date with accurate and regular opportunity updates, Alliance business planning information and meeting notes Show less

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  KnowBe4

  Jan 2024 - now

  Partner Account Manager Africa

  As a Partner Account Manager, my focus is on developing the partnership with key reseller partners to develop, enable, and grow these accounts. I am responsible for building the relationships with these partners that will result in increased deal registrations and Net New customers. I work with partner leadership to gain executive buy-in and leverage KnowBe4 leadership to continue to build it. I collaborate with partners to build joint business plans with agreed upon metrics and drive customer acquisition through demand gen. Key responsiblities include:● Build and maintain strong relationships with key partners reselling KnowBe4 products● Conduct deep discovery to understand the partners’ organizational structure, goals and objectives ● Develop a comprehensive understanding of your partners business and operations● Conduct initial onboarding with assigned partners● Collaborate with partners to develop mutually beneficial, strategic business plans to achieve sales targets● Enable partners to equip them with positioning, product knowledge, selling best practices and demand generation tools● Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment● Maintain clear and consistent communication with various teams at partner organizations● Drive partners to the portal to utilize marketing campaigns and demand generation tools and assist them in implementing marketing campaigns● Coordinate and collaborate on joint marketing efforts and tie it into business goals to deliver ROI● Monitor partner performance and track key performance indicators (KPIs)● Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting● Maintain accurate and thorough records in Salesforce.com● Set clear expectations with partners so that they understand rules of engagement, best practices and overall expectations of the partnership Show less