Braham Shnider, President & CEO

Braham Shnider began Channel Enablers in 1999 and is its founder and president.  Braham has over 20 years of sales and marketing experience with technology companies and has held executive roles in all levels of the IT industry.  Braham has extensive experience in developing channels to market strategies and has worked in over 30 countries.

Braham specializes in channel and alliance strategy consulting and operational reviews.  He has facilitated many leadership, strategy and planning workshops for high-tech vendors.  He is a regular keynote speaker on Channels and Alliances Best Practices and runs channels and alliance management workshops globally.  Clients that he has personally assisted include Cisco, Citrix, EMC, HP, IBM, Oracle, Nokia, Sun Microsystems, SAP, Singtel and Symantec.

In 1992 Braham founded the distribution business of ITG Computers and within a few years grew this to become the largest distributor in Asia for IBM and Compaq.  In 1999 Braham helped negotiate to sell ITG to Ingram Micro [NYSE: IM].  He remained with Ingram as General Manager, PC and Peripheral Division for six months before leaving to found Channel Enablers.

Braham has a Bachelor of Commerce Degree from Monash University, Victoria, Australia.  He resides in Melbourne Australia with his wife and three children.

Philip Moon manages Channel Enablers’ global training and development activities and has over 24 years of successful practical sales, marketing and management experience in both direct and indirect channels within the IT & T industry.  Philip has conducted sales, management, channels and leadership development programs for leading IT organizations around the globe, including SAP, H.P, IBM, C.A, HDS, Symantec, Oracle and many others.

Philip founded his own IT & T sales and management training company in 1995 and has achieved a worldwide reputation as a foremost subject matter expert and trainer.  Channel Enablers acquired this business in July 2003.

Between 1983 and 1995 Philip held several senior sales and marketing management positions in Hewlett-Packard, Distributed Data Processing and Attachmate.

Philip believes in a holistic approach to training, seeking to equip people with the processes, knowledge and skills they need to do the job, as well as to provide them with a better understanding of themselves and others.  Believing that “what is owned - gets done”, Philip works with teams to generate superior results through participation and increased commitment, and with senior management to promulgate a performance-oriented, team-based culture.

Geoff Wright - Executive Vice President

One of the principals of the business, Geoff leads the Channel Enablers Asia Pacific team and operations, and acts as the project director on many of our global and large client projects.

With over 25 years of experience within the technology industry, he has enjoyed building a successful career at all layers of the IT & T channel. Geoff has worked with large consulting practices, reselling organizations, distributors and vendors. This includes time in senior executive positions in both Microsoft and Ingram Micro across Europe and Asia Pacific.

Geoff has developed a depth of knowledge concerning the markets and challenges of our customers across the world, in work that has ranged from high level strategic planning projects through to skills assessments of channel organizations, detailed channel reviews, executive mentoring and the development of skills within channel teams.

With a Bachelor of Commerce degree from Auckland University in New Zealand, Geoff is also a qualified accountant and spent a number of years working in various accounting roles in both Arthur Young and Price Waterhouse.

Geoff resides in Sydney, Australia with his wife and two children.

Garry Boon – Vice President EMEA

Garry Boon is based in the UK and as Vice President EMEA is responsible for leading the Channel Enablers EMEA team and operations. Garry has 20 years of experience in technology companies and channels in the EMEA marketplace, and has held senior roles in distribution, reseller and vendor organizations.

After a long career in distribution covering various European geographies, where he held either Managing Director or European Sales and Marketing roles, Garry has focused on assisting IT vendor organizations with emerging technologies and new channels to market.

Garry has a vast knowledge of channels and alliance strategies, Pan-European and world-wide distribution, e-channels and market development. Garry has worked extensively with the largest IT companies in the world to help them establish and manage their channel strategies as effectively as possible.

Garry is a graduate of University College, London and holds a Bsc in Physics. He resides near London in the United Kingdom with his wife and three daughters.

Lauren has worked for ten years with Fortune 500 Global IT companies. Having worn dual hats of Training Director and Sales Director, she brings a unique strategy and perspective to her engagements and her classroom.

She specializes in inside sales team launch, enablement, and growth, and has led these efforts for hardware, software, and personal electronics companies expanding channel and direct sales efforts.

Prior to working with Channel Enablers, Lauren was the Global Training Director for SAP TeleManagement where she created and implemented the sales education strategy for their SME, LE, and channel inside sales teams, while launching twenty worldwide sales centres in under two years.

Lauren has developed over two hundred pieces of sales, sales support, and sales supervisory curriculum.

Lauren resides in Phoenix, Arizona and has worked extensively in Asia Pacific and EMEA.

Lauren holds Business Management and Psychology degrees from the University of Northern Iowa.

Gene has 14 years of sales and marketing experience in technology, primarily as a consultant and educator on marketing & sales strategy, messaging and in-field skills development.

Prior to working with Channel Enablers, Gene consulted to some of the world’s largest IT vendors on market messaging and sales communications, and educated and coached sales and marketing executives on selling business value and high-impact business presentations. He also worked at Attachmate to support the establishment of their distribution channel in Asia-Pacific.

Acclaimed as a trainer and consultant, Gene is based in the San Francisco Bay Area and leads the training and development practice for the USA. He specializes in facilitation, training and consulting in channel best practices.

Gene has a Bachelor of Commerce Degree (Marketing) from the University of Melbourne, Australia.

Brian Cooper has over 40 years of international business experience at executive management levels.  Brian spent 20 years of his career with IBM, working first in the UK and, in successive appointments, as General Manager of Singapore, as Marketing Manager for IBM Australia, and as a Regional Sales Manager.

Brian became a management consultant in 1983 and since that time he has developed and delivered a range of sales, leadership and organizational development programs in many industries, working at both executive and field levels throughout the globe.  Brian’s interest is in helping organizations develop the skills and processes they require to develop a performance-oriented, team-based and customer-focused culture.

Brian is a graduate of Manchester University and holds both a BSc (Hons) and a Master of Business Administration INSEAD.  He is married with three adult children and resides with his wife in Noosa, Queensland, Australia.

Çağatay Çopuroğlu has enjoyed a highly successful career as a senior executive in a number of leading global high-tech electronics and telecommunications firms. He is also a part time lecturer in Distribution Channels Management in the MBA program at Istanbul’s highly respected Bilgi University.

Çağatay speaks three languages and holds a Master of Arts in Economics / Law, a Master of Business Administration and a Bachelor of Science degree.  He is married and lives in Istanbul Turkey.

Tulca Ertüzün is based in Germany and brings 13 years of professional experience in high-tech consulting and sales. He started his career as a business consultant with Siemens in Germany and developed his managerial capabilities in PricewaterhouseCoopers and IBM Business Services. Tulca speaks German, English, Turkish and Dutch fluently and has worked on projects in Germany, Switzerland, Netherlands, Russia, Iran and Turkey.

Since 2007, Tulca has worked in a Channel Sales and Business Development role in one of the world’s leading software vendors driving channels sales in the South East, Middle East, Europe and North African Regions.

Tulca blends his broad professional consulting and multi-cultural experience to bring value to clients at all organizational levels. He is an excellent communicator, reliable, dynamic, creative, committed, a driving force, solution-oriented and has a great sense of humor! Tulca holds a Master of Executive Business Administration from the School of Management in Boston and the University in Würzburg.

Laurent has over 17 years of successful sales and management experience in the high-tech industry, working with leading companies such as IBM and SAP in both direct and indirect channels

Laurent’s mission is to help his clients improve their business results through their people; he is an experienced consultant, trainer and certified coach.

Laurent holds a Business and Financial Bachelor Degree and lives with his wife and 2 children in Lyon France.

Kirk Hulse complements the delivery capabilities of the Channel Enablers team in both training and consulting on channel strategies and partner enablement. Kirk brings 18 years professional experience managing the growth and profitability of IT sales and services delivery organizations for both partner and vendor organizations.

As founder of a Californian based systems integration company, Kirk managed vendor relationships and strategy to build a leading sales, services and training SI focused on communications and networking solutions.

Moving to Asia in 1997, Kirk held the positions of Asia Pacific Director of Enterprise Customer Group and Director of Technical Services for Microsoft. He then spent three years as Director of Professional Services for Asia Pacific and Japan at EMC Computer Corporation where he was responsible for $60+ million in services. Kirk is active in both investment advisory and executive search for IT related companies.

Kirk holds a Bachelor of Computer Science Degree from Southern Methodist University and serves as Co-Chair of the Information and Communications Technology Committee for the American Chamber of Commerce. His family has lived in Singapore since 1997.

Dean Kelly compliments the delivery capabilities of the Channel Enablers team with his 18 years experience working in direct and indirect sales, marketing and in sales management.  His experience includes 15 years in NCR Corporation and their Teradata division in regional sales, marketing roles and as Vice President SEA & India; Vice President of Sunopsis Asia Pacific; AP Sales Director, Oracle Data Integrator; GM Asia for Cadmus Payments Solutions and in various consulting engagements within the Telecom, retail / wholesaler, and Financial services sectors.

He has worked on every facet of complex solution sales – from the creation of the Client’s Vision; financial justification of the project; defining the project roadmap; creating the sales & negotiation strategy and solution value proposition; proposal preparation and presentation; face to face negotiations; closing the deal and management through to project completion.

He is a confident and clear communicator with particular skill in communicating complex concepts and value propositions to senior executives and public audiences.  This has allowed him to bridge successfully between IT and Business users and “walk the talk” in his client engagements.

He has worked sales opportunities in Hong Kong, China, Taiwan, Korea, Japan, Thailand, Philippines, Malaysia, Indonesia, India, Singapore, South Africa, Australia and New Zealand in complex solution sales (included Managed Services) and in highly competitive technology markets via both direct and indirect channels.  He has worked across most industries including telecommunications, finance, retail, transportation and government.

Dean has lived in Asia since 1994, and in Singapore with his family since 2002.  He holds a Bachelor of Commerce & Administration (BCA) degree from Victoria University in Wellington, New Zealand.

Chris has over 20 years experience IT sales and marketing. Starting with AT&T in China, he went on to work for Lucent, Avaya and Amdocs in international major account, channel management and marketing roles.

Over the last five years, Chris has helped many leading vendors develop their channel programs and infrastructure. These include 3Com, Avaya, Alcatel-Lucent, Cisco, Dell, Ericsson, Nortel, RIM, SAP, Sun, Trend Micro, VMware and Vodafone. 

Chris and his family live in the UK. He speaks English, Chinese, French and German.

Teruhisa Ikeda (Ikeda~san) was appointed Channel Enablers’ Managing Consultant for Japan in May 2007. Ikeda has nearly 30 years of experience and is legendary in the Japanese IT industry. Ikeda~san is known as the man who started Oracle Japan’s partner business and was instrumental in their eventual IPO on the Japanese market.

From 1974–1989, Ikeda was at IBM Japan where he took numerous roles (RER, MGR, BO MGR) on the Direct Sales team and achieved tremendous results in the finance industry. At Tandem Computers Japan (1992–1994), he built their new business model through the channels. Ikeda was at Oracle Japan from 1994 – 1998 as the Managing Director in charge of Partner Business, during which time he made Oracle Japan the number one company in ‘Partner Business’.

In 1999, after spending ten months in EMC Japan as SVP, he founded his own company, Empower Network, which focuses on business skill training. As a Principal of Empower Network Ikeda has trained more than 7,000 sales, engineers and management professionals and is the number one business skill trainer in Japan.

Since 2003 Ikeda has published his own magazine daily, ‘Business Skill Today’, which has a following of almost 4,000 readers. Ikeda has also published two books this year: “Laws of Success: Discovering Your True Self” and “Drill of Business Skill”.

Ikeda graduated from Keio University, Japan with a major in Politics. He resides in Tokyo with his wife and two children.

Sue Johnston, Consulting Director EMEA

Sue Johnston has over 17 years experience in marketing within the technology industry.

She has a diverse set of skills developed both as an independent marketing consultant and also in her marketing management roles at Ingram Micro, Attachmate and ITG Computers.

Sue joined Channel Enablers in 1999 and has managed or contributed to over 200 successful client projects.

Sue leads Channel Enablers EMEA consulting practice and she specializes in channels and alliance strategy consulting, strategy workshops, developing strategic and tactical marketing plans and channel programs, and operational performance reviews.

Sue is completing a Masters in Marketing from Monash University, Victoria, Australia.

Greg Nutter has over 25 years of sales, marketing, sales management, and consulting experience, primarily in the high-tech software and hardware industries. Over this period Greg has developed and implemented a wide variety of global strategies and programs aimed at building and enhancing the performance of direct sales, channel sales, telephone sales, and other revenue-enabling relationships. An accomplished presenter, Greg has spoken at numerous corporate and public industry forums throughout North America, South America, Asia Pacific, and Europe.

Currently, Greg is Channel Enablers’ Senior Director for North America where he provides a wide range of consulting services to companies looking to improve channel performance in a complex selling environment.

Greg has held various roles such as Vice President, Worldwide Sales for Solimar Systems, Inc., Vice President of Business Development with INSCI Corporation, Director Worldwide Channel Operations with Document Sciences Corporation, and a variety of progressively senior management positions with Xerox Canada, including General Manager.

Greg is actively involved in several technology industry associations and holds a Bachelor of Science degree in Computer Science from the University of Toronto.

Raquel Pancer has over 20 years hands-on experience in high-tech channel life-cycle management and has worked around the globe for Fortune 100 companies and startups.  She brings a wide range of experience with vendors, consulting firms and partners, including IBM, Oracle and Salesforce.com. Raquel built channel sales and marketing organizations in Asia and Latin America, developed and supervised the execution of global partner programs, and integrated channel sales and marketing teams that came together through mergers or acquisitions worldwide.  

Sonik Porwal has over 15 years experience working in national roles for India’s leading high-tech companies including HCL-HP, Oracle, Microsoft and EMC.

During 2005-2008, Sonik was the Director – Partners & Alliances at EMC India and SAARC. Prior to this Sonik was responsible for ISV strategy and engagement at Microsoft India. He worked at Oracle India from 1996 to 2002, in various roles managing strategic alliances, creating and developing partners for Enterprise Application sales, channel sales, and platform alliances and before this was part of HCL Hewlett-Packard’s Direct Sales Organisation.

Sonik’s understanding and experience have enabled him to create and deliver on business plans for India across geographies, with special expertise in managing channels and alliances. He enjoys sharing his experiences and war-stories, and loves to help teams become more effective in their sales and channels roles.

Lynn has over 25 years of sales and sales executive channel experience. He has developed and run channel organizations in multiple companies and has also consulted with channel organizations for companies worldwide such as HP, Cisco, IBM, Oracle and others.

Most recently, Lynn was Vice President of Sales for Junxion Inc., where he put together their channels organization of resellers, distributors, and influencers. Prior to that he was a consultant for Siebel Systems where he consulted and trained channel organizations for Siebel clients.

His experience includes software, hardware, telecom, and manufacturing organizations. Functional skills include direct and indirect sales process and methodology, organizational design, operational effectiveness, and the training and development of channel personnel.

Lynn has done channel consulting and training for his own company, Sales Foresight, as well as for OnTarget, Siebel, and InfoMentis. His vast experience has garnered him skills, knowledge and experience to help channel organizations of all sizes.

Jae-Jun Song has over 17 years IT experience with some of the largest IT multinationals in South Korea and has worked with companies such as 3Com, Adobe, Agilent, Alcatel, Autodesk, Avaya, BEA, CA, Cisco, EMC, Extreme Networks, Fuji Xerox, Honeywell, HP, Hyperion, Lucent, Microsoft, Network Appliances, StorageTek, SUN Microsystems, Unisys, Veritas, and global and local SI companies.

Jae-Jun brings a tremendous amount of training experience in South Korea, and domain knowledge of channels and the IT industry to Channel Enablers. He is certified by Siebel Sales Methodology Expert Group (currently, the TAS Group) as a Global Senior Consultant for several sales processes, and was authorized as a Certified Consultant of Microsoft and Value Vision Associates.

Jau-Jun holds a Master of Science in Applied Mathematics from the New Jersey Institute of Technology and is also a part-time professor of Kyungwon College in the Business Management and Information Department.

William Vanderbilt has over twenty years experience in learning and IT channels.  William’s corporate and IT education as well as channel industry experience stems from fulfilling numerous roles during his career including Vice President of Education and Training at CompTIA, Vice President of IT Partner Enablement at NIIT, Chief Operating Officer at Beacon Institute for Learning and Senior Director of Training at CompUSA.  William has been applying his knowledge and experience in training and channels for years, growing the business in each of the roles he held.

As an accomplished facilitator, educator, speaker, writer and business leader, William actively shares his knowledge and experience in enabling and training of partners, staff and customers and has spent much of his career helping others grow their business by empowering and enabling people and organizations.

William holds a BS in Physics and Education as well as a Masters degree in Business Administration and Divinity.

He resides in Chicago, Illinois with his wife and two children.

Jim Wagstaff’s career as a business leader and coach spans 22 years, 9 of these spent in Asia; he now calls Singapore home. Most recently Jim was Vice-President and General Manager of the StorageWorks Division for Hewlett Packard in Asia Pacific and Japan.  Previously Jim was at Dell in Shanghai, where he was General Manager of the server and storage business across Greater China.  Jim was also responsible for Dell's storage alliance with EMC throughout Asia Pacific and Japan.  Jim was also a part of the leadership teams at Brocade Communications, and Entré Computer Centre, managing sales and technical functions in the U.K., Singapore and India.

Jim is a highly regarded public speaker and educator because of his ability to boil down complex topics or tasks into easy-to-understand, practically-executable concepts and behaviours.

Jim studied finance at the University of Pennsylvania's Wharton School Aresty Center for Executive Education, and business management at the University of Phoenix, both in the United States.

Hellen Yu Yanling has over 15 years experience in the China market, working in every type of complex sales role including Direct Sales, Channel and Service Sales.  Hellen has also held senior executive roles in Financial Operations and General Management adding to her overall business acumen.

An accomplished training professional with over 6 years experience, Hellen is able to draw on her time with multinational organizations such as GE(General Electric), SSPC(Sino-Swede Pharmaceutical Company), Bracco Group Italy, Dentsply International and Feidiao Electrics Group.

Hellen holds a Master in Business Administration from Webster University and Shanghai University of Finance and Economics. She has also received a Bachelor in Finance from DongBei University of Finance and Economics.