Meet Jason Beal, Senior Vice President of Global Channel and Partner ecosystems. Jason joined AvePoint at the end of 2020 and his new global channel leadership team is already making a tremendous impact to our growing channel business. Read on to learn more about his career, advice to channel salespeople, and his vision for the future of AvePoint’s channel business.
First off, tell us more about your role at AvePoint.
My position is a new role at AvePoint and represents the commitment we’re making in expanding our channel business. I’m responsible for leading our indirect channel sales model and partner ecosystem effort globally.
How did you get involved in the Channel sales field?
I have been working in the IT channel for the last two decades. I started off my career at a domestic value-added distributor before moving to Ingram Micro (a distribution partner of AvePoint) where I worked in various Channel leadership roles in North America and Europe. After nine years at Ingram, I moved into the vendor space with a cybersecurity leader in both the US and EMEA. At these last two companies, I helped businesses move towards the cloud and build out the next generation of customers within the channel.
What has been your greatest career achievement?
I personally take a lot of pride in building and uniting teams. Every business is a people-centric business, and in the channel those people include end-customers and partners. I like to grow and build teams by putting together win-win partner relationships. My greatest achievements include helping grow the careers and personal brand of the employees I work with.
What tips do you have for those who are thinking about entering the IT software space?
The software space is a dynamic and ever-evolving field. The adaptability to change and experience some of the discomfort of being at the front-end of tech is critical to success. In my opinion, the best roles that a career professional can work in are the roles that they create. To be successful, you need to anticipate where the industry is going and start moving in that direction. Show the company you are working for the value in creating a new role and work towards that goal. In this industry, you need to be both an entrepreneur and an intrapreneur to have upward career mobility.
What makes AvePoint an exciting opportunity?
Here at AvePoint, we are the heart of megatrends. Over the course of our two-decade existence, we have excelled due to our strong product development, research and development and incredibly close and strategic relationship with Microsoft. We are at the forefront of defining new collaboration security and helping companies with their productivity and security within the virtual workspace.
Can you tell us about any challenges AvePoint is facing right now?
As we move from a mostly direct sales business to focus on indirect business through distribution partners, we’ll require some change management. This change will influence every aspect of our business, from Marketing, to Customer Success, Finance, and all of our departments across the organization, as they will be critical to helping transform us from a direct to an indirect organization.
What are next steps for the Channel team at AvePoint?
AvePoint has an incredible opportunity to rapidly expand using the force multiplier that is the channel. We are currently working with a few hundred partners and will be able to greatly expand our partner ecosystem into the thousands of partners. Having the help of partners to position our products to customers and then ultimately drive adoption and services around our technology will greatly expand our overall business.
What is your leadership approach like?
I am a firm believer in setting a vision, clearly communicating the destination, objective, and strategy behind that vision, and then empowering a strong management team to execute. A leader is responsible for coaching their team in the right direction and giving them the right tools to autonomously execute the vision every day.
How do you measure success within your team?
Ultimately, the key metric for channel success is partner-sourced business. If we can recruit, train, and enable partners effectively, we can build relationships and actively co-sell with partners as they walk us into their customers.
What do you look for in a potential new hire?
Tactically, we want people with a Channel DNA, learned or brought from the outside, and always thinking of scaling the business at 10X. They have the mindset to take advantage of the force multiplier within the channel.
Second, we want employees with an entrepreneurial and growth mindset who can work well in a fast-paced environment and contribute to our accelerated growth. These are team members who are thinking “bigger picture” about how we can grow our business.
Third, new hires have to be subject matter experts within their field and show partners that they are emphatic. They know how to grow their business, build their personal brand, and position AvePoint in the space. That is how partners will be invested in AvePoint and want to work with us moving forward.