58. Winning Through Partnerships: The Future of Channel Sales & Sales Leadership

What does it take to succeed in today’s channel sales landscape? Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendlbacher to unpack the evolution of channel partnerships — and what it means to lead in an environment where influence, trust, and collaboration matter more than ever. They talk about: - How to build partner trust without controlling the outcome - The unique challenges of managing distributed teams - What sales leadership looks like in a fast-changing partner ecosystem - And why clarity, consistency, and culture are critical to driving results This one’s for anyone thinking about the future of sales leadership in a partner-first world.