"The best partnerships are built the same way the best internal teams are — there’s transparency, there’s trust, and you’re solving problems together."
— Mark Conley
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 mor...
Channel sales isn’t just about relationships. It’s about alignment — of incentives, of expectations, of values. And getting it right requires more than just checking boxes.
In this episode of B2B Sales Trends, Mark Conley, Vice President of Americas Channel Sales at Cohesity, joins Harry Kendlbacher for a candid conversation about what it takes to lead channel teams that actually perform.
They talk about what channel partners really need from sales leaders today — and what internal teams need to do better to support them.
What You’ll Hear in This Episode
Why partner relationships thrive when they’re treated like internal teams
How to filter and amplify the right messages so they actually land with partners
Why channel leaders need to balance structure with flexibility
And what Mark’s vintage audio equipment taught him about simplifying the signal
Mark shares what’s changed — and what hasn’t — when it comes to making channel partnerships work in today’s market.
If you’re trying to grow through partners, this one’s for you.