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Kenneth Matthews
Strategic channel and go-to-market (GTM) executive with extensive experience in architecting and scaling global partner ecosystems in the B2B technology sector. Known for transforming partner ecosystems into revenue growth engines through data-driven insights, operational rigor, and collaborative leadership. Recognized for combining strategic vision, player coach mentality, and analytical depth to deliver measurable results, inspired teams, and operational excellence.
Skills
- Channel and Partner Leadership
- GTM Strategy and Planning
- Channel Sales and OperationsExcellence
- Partner Lifecycle Management
- ProgramArchitecture
- Team Enablement and Development
- Data-Driven Decision Making
- Market Insights and Competitive Analysis
- Strong FinancialAcumen
- Executive Relationship Management
Professional Experience
COMMSCOPE | RUCKUS NETWORKS, Boulder, CO (remote)
Channel Chief
January 2015 - August 2025
December 2024 - August 2025
- Defined and executed the global channel ecosystem strategy to drive partner led revenue and expand into new vertical markets and customer segments.
- Led recruitment and enablement efforts of new partners to propel revenue growth andaccelerate adoption of AI and SaaS strategic focus solutions.
- Program with 25% Y/Y growth for top tier partners. 55% of partners reached goal.
- Optimized the partner program through continuous improvement, enhancing channel segmentation, and improving partner lifecycle management, growing the top tier of partners by 23% in 6 months.
- Collaborated with sales, marketing, product and finance teams to align incentives and design joint GTM motions, establishing program governance and accountability frameworks.
- Executed a structured business planning and operating cadence to enhance accountability and regional performance tracking, with 80% of top partners implementing joint GTM plans.
- Established KPIs and dashboards to measure performance, adoption and margin contribution using data driven decisions to manage programs and partners effectively.
Senior Director
WW Channel Program
April 2024 - December 2024
- Transformed an underperforming partner program into a highgrowth system by engaging distributors, partners and alliances, aligning incentives with partner business models, and strengthening partner capabilities.
- Designed and operationalized a global partner GTM strategy and program, achieving a 30% increase in partner engagement, doubled certification achievement, and improved tier advancement by 12x over prior year.
- Developedprogram funding models and robust business cases to secure executive alignment and mobilize global adoption, improving program efficiency and budget management.
- Directed enablement, communications and marketing strategies to ensure partner readiness, supporting a scalable partner enablement framework and effective program execution.
Senior Director
WW Channel Operations
October 2020 - April 2024
- Led global initiatives to create, refine and implement sales and business processes that enhance partner driven revenue.
- Built scalable cross-selling processes, improved PRM/CRM systems, and automated sales pipeline tools, achieving a 15% increase in deal registrations and improved sales forecasting and pipeline visibility.
- Developed and implemented global product allocation strategies and processes during supply shortages, collaborating with C- suite and cross functional teams to balance strategic priorities with customer demand.
- Managed pricing adjustments, enhanced sales tools, and integrated acquisition processes, advancing channel operations efficiency.
- Earned recognition with the 2021 and 2022 Sales Contributor Award for outstanding performance and significant contributions to global channel sales.
CLIENT SOLUTIONS DIRECTOR
NA Distribution
April 2019 - October 2020
- Built and led a high-performing sales team managing North American distribution partner accounts.
- Crafted business plans, marketing plans, and initiatives, to attract and grow VARs and MSPs,achieving 12% year-over-year revenue growth, surpassing market growth and exceeding distributor performance targets.
- Instilled discipline in business planning, distribution management, and metrics tracking, enhancing operational efficiencies and alignment with broader channel growth strategies.
- Strengthened partner and team accountability through structured QBRs and pipeline reviews driving alignment and regional financial goals.
Director
WW Distribution Business Management
June 2018 - April 2019
OAKBROOK IL
- Led a team in developing and refining channel processes, including pricing models and financial frameworks, to drive significant cost savings and incremental revenue through a two-tier channel model.
- Developed multi-vendor solutions with distributors and alliance partners that integrated pricing models, special pricing claims processing, and cross-selling strategies, contributing to improved distributor performance and partner profitability.
Senior Distribution Business Manager
December 2017 - June 2018
- Enhanced channel processes and programs to simplify engagement with distribution partners in the Americas, cultivating increased revenue and operational efficiency .
- Developed key performance metrics and collaborated with cross-functional teams to integrate post acquisition businesses, utilizing a data driven and results oriented approach.
National Partner Manager
July 2015 - December 2017
- Managed the largest distribution account in North America with $120M in annual revenue, building executive relationship with a key distributor.
- Developed and executed comprehensive business and marketing plans that drove14% revenue growth in traditional business and 39% growth in embedded solutions business, overachieving distributors revenue targets.
- Demonstrated long-range strategic planning and solution sales creation through robust OEM and alliance partners engagement.
Additional Relevant Experience
Sr Manager, Sales Program
BROCADE
Westminster, CO
- Led a team in identifying market trends and designing targeted programs and promotions to drive industry leading growth, using effective KPIs to track ROI and program outcomes.
- Implemented sales initiatives that aligned with broader GTM models and channel strategies to support distribution efforts.
Sr. Vendor Manager
AVNET TECHNOLOGY SOLUTIONS
Westminster, CO
- Managed the Sun Microsystems storage product line and key OEM vendors, driving product specific marketing initiatives and enhancing brand awareness.
- Developed multi-vendor solutions as part of a comprehensive GTM strategy, contributing to incremental revenue growth and effective partner engagement.
Education
- Master of Business Administration (MBA)
- University of South Carolina
- Bachelor of Business Administration (BBA)
- Francis Marion University
Certification
- Six Sigma Black Belt Certification - GE Capital
Office Address
Huntsville Alabama
Opening Hour
Mon - Fri: 9:00am - 6:00pm
Contact Us
dave@channel-brokers.com
Office Address
Huntsville Alabama
Opening Hour
Mon - Fri: 9:00am - 6:00pm
Contact Us
Partnerships@channel-brokers.com
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