# Laurie Viault > Partner Program Design & Operations • Ecosystem Builder • Channel Incentives • MDF • Reseller Frameworks • ISV Co-sell Director • Partner Marketing • GTM Strategy & Execution • Saas & Cloud • Thunderbird Global MBA Location: San Francisco Bay Area, United States Profile: https://flows.cv/laurieviault Partner & Alliance Program Leader | Workday · Microsoft · Google Cloud | ISV VAR GSI MSP & Channel Ecosystem Strategy | Go-To-Market Incentive Design I build the programs that make partner ecosystems work — at scale, globally, and with measurable results. With 15+ years leading partner program strategy at Workday, Microsoft, and Google Cloud, I specialize in designing and managing go-to-market incentive programs, co-sell motions, and partner benefits that drive revenue and simplify the partner experience for ISVs, resellers, and service providers. What I do: At Workday, I lead partner program design across all sales track motions — advisory, referral, co-sell, and resell — including a total rewards incentive redesign and architecting workday’s first VAR program from the ground up with executive visibility at the President level. At Microsoft, I drove 142% y/y growth in the Azure IP co-sell program by aligning field seller incentives to real customer consumption across 3,800+ ISV partners and 10,000+ sellers. At Google Cloud, I designed the Partner Advantage Program tier structure and benefits for 50,000+ sales and service track partners — earning a 5-Star CRN rating. My expertise spans: Partner Program Design · ISV & Channel Incentive Strategy · Co-Sell & Resell Motions · MDF & Marketing Co-op Management · Go-To-Market Strategy · P&L Management · Cross-functional & Global Team Leadership · SaaS & Enterprise Cloud · Partner Marketing & Enablement · Product Launch · Executive Relationship Management I've been recognized as a CRN Woman of the Channel in 2018, 2024, and 2025 — a reflection of consistent impact in the channel and partner space. Beyond work, I'm a ballroom dancer, endurance trail runner, former Ironman triathlete, and newly certified sailor (ASA 101 & 103). I bring that same endurance mindset — strategic pacing, resilience, and a drive to the finish line — to every program I build. Open to connecting with fellow partner ecosystem professionals, channel leaders, and anyone passionate about scaling partnerships. Specialties: Partner Program Design; Alliance & Partner Marketing ; Channel Marketing; Field Marketing; Strategic Partnerships; Executive Relationship Management; New Product Development; Lead Generation, Sales Enablement; Sales Acceleration; Product Launch, Product Roadmap Planning, Six Sigma Analysis, Competitive Analysis, Customer Research, Pricing; Marketing Communications; Project Management; Product Positioning; Segmentation; Marketing Research; Lead Generation; Cost Control, P&L Management, and Ad-Merchandising Budgeting ## Work Experience ### Principal Partner Program Design Lead @ Workday Jan 2024 – Present | San Francisco, California, United States Lead end-to-end global partner program design for all sales track motions (advisory, referral, co-sell, resell) within the Workday partner ecosystem. Owning and driving the strategy for pricing, incentives, benefits, requirements, and pipeline management with direct visibility to company President. • Architected and launched Workday's first programmatic resell motion in accelerated 6-month timeframe, establishing scalable foundation for VAR expansion • Led VAR expansion programs to scale partner ecosystem revenue with support from company President • Drafted total rewards incentive redesign for Sales Track programs, setting strategy, benefits, and requirements for thousands of partners across global ecosystem • Collaborated with global sales and partner teams to align program strategy with revenue objectives and ecosystem needs • Established cross-functional alignment framework connecting partner programs with Sales, Product, Legal, and Operations teams to ensure unified execution ### Director, Partner Co-sell Program Strategy @ Microsoft Jan 2022 – Jan 2024 | San Francisco Bay Area Led global ISV compensation and benefit strategy for Azure IP co-sell program, ensuring Microsoft sellers were incentivized to collaborate with 3,800+ ISV and SaaS solution partners across all regions. Set co-sell benefits and participation requirements for global partner ecosystem. • Achieved 142% y/y growth by aligning field compensation incentives with Azure consumption across business models, licensing structures, and global markets—reducing channel conflict and exceeding targets • Led major program redesign impacting 3,800 partners and 10,000+ sellers, simplifying co-sell experience and driving extreme growth among strategic partners through Microsoft Commercial Marketplace • Produced highly-rated Microsoft Inspire global partner conference session (93/100 value; 94/100 content effectiveness) educating thousands of partners on program benefits and revenue share structures ### Partner Program Strategy & Design Lead @ Google Jan 2019 – Jan 2022 Led and managed Google Cloud Partner Advantage Program for reseller and service provider ecosystem (50,000+ partners). Set design strategy, overall benefits structure, and evangelized program to global partners and field teams. • Designed partner advancement tiering levels, benefits, and policies. Created and oversaw management of 50+ program benefits covering reseller, MSP, and marketplace motions • Created comprehensive program guides and training materials for partner ecosystem and field teams, set communication strategy via webcasts, focus groups, and videos • Managed strategic initiatives for top GSI and MSP partners critical to Gartner ratings including Managed Service Provider and Marketplace programs ▪ Received a 5 star rating award for Partner Advantage Program design and guide by CRN, a leading Channel media organization. ▪ I served on the Leadership team for the Employee Resource Group Women at Cloud. I organized and evangelized events and activities to empower women in their career growth and well being. ### One Commercial Partner - Global Partner Incentives Lead @ Microsoft Jan 2016 – Jan 2019 | Greater Seattle Area Managed over $1B in partner incentive and marketing development fund programs for the enterprise, devices, and hosting segments globally. Responsible for ensuring end-to-end performance of solution incentives to drive an improved partner and field experience. ▪ Successfully launched a revamped enterprise incentives program to over 400 License Solution Providers to simplify complexity and maximize their incentives. ▪ Drove global Go-To-Market (GTM) launch and education of new incentive models to partners and the field sales teams. Focus on enterprise, commercial and public sector customers and partners. ▪ Managed relationships and communications with top partners and triaged executive partner escalations and exceptions globally ▪ Created process and policies for global and local campaign launch and policy adherence ▪ Led end to end experience improvements for field and partners across all regions of the world ### Head of Microsoft Alliance Marketing @ Rackspace Jan 2014 – Jan 2016 Managed over $1B in partner incentive and marketing development fund programs for enterprise, devices, and hosting segments globally. Responsible for end-to-end performance of solution incentives to drive improved partner and field experience. ▪ Grew Alliance marketing MDF funding in excess of 50% y/y through achievement of sales goals from marketing programs. ▪ Contributed to achievement of Microsoft’s Hosting Partner of the year award as the best example of MDF management by a hosting partner. ▪ Doubled event leads and alliance sponsorships of Rackspace events y/y. ### Americas Alliance Sr. Marketing Manager @ VMware Jan 2012 – Jan 2013 Led and managed all joint marketing initiatives for VMware with their largest corporate reseller and OEM, Dell, Inc. Responsible for achieving VMware enterprise software revenue growth targets through all Dell customer segments, industry verticals and channels for the USA, Canada, and Latin America. Executive alignment achieved across the following segments: Small and Medium Business (SMB), Large Enterprise, Federal, State and Local Government, Education, and Healthcare. Designed and implemented all virtualization as well as public/private/hybrid cloud computing marketing demand and lead generation activities, sales enablement, awareness, and sales acceleration go to market programs resulting in customer opportunities for VMware sales makers. • Grew leads and sales revenue pipeline by over 47% in first year on the job contributing pipeline to a $200M a year business. • Increased average Return on Marketing Investment (ROI) by over 50% through strategic account email plays utilizing predictive modeling software and integrated campaign messaging. • Managed and executed annual and quarterly multi-million marketing and merchandise development fund (MDF) budget for all sales enablement and lead generation marketing campaigns; developed marketing campaigns and business cases to win incremental funding for special projects. • Outperformed other alliance partners by delivering highest virtual cloud suite product sales upon launch through strategic sales training, enablement, and lead generation • Developed, built and grew executive relationships within VMware and Dell across all product divisions, channels, customer segments and industry verticals promoting cross-functional support and teaming ### Marketing Communications Manager @ Emerson Process Management Jan 2011 – Jan 2012 | Austin, TX Cross-divisional lead for Industrial Energy and Alternative Energy strategic marketing communications programs. Responsible for message strategy development, as well as definition and execution of integrated marketing and solutions selling programs. • Managed conversation roadmaps and solution selling tools for sales, resulting in a 90% close rate once an energy study is engaged. • Chosen to manage and create press event presentation and video at the annual Emerson Exchange customer show for the CEO of the company. Arranged for two of Emerson's largest customers to present as case studies which resulted in over 20 published articles. • Launched two comprehensive industry websites within 5 months. The websites included applications and solutions messaging, an interactive energy management game, and industry blog. • Designed compelling and differentiated messaging through placement of promotions, white papers and articles, videos, and customer calls to action. ### Channel Marketing Manager @ Dell Jan 2009 – Jan 2010 Managed the business plan and go-to market category strategy for Dell branded projectors in the Pro AV and consumer value added reseller (VAR) channel with annual sales of over $10 million. Built and managed direct relationships with key VAR’s such as Ingram Micro, Tech Data, Amazon, Staples, TSI, and AVI. Acted as technical advisor on Dell branded projectors, conducted research and provided product and program customization for the reseller channel. • Uncovered over half a million worth of quarterly fraud within the Dell Software & Peripherals projector lamp business. • Increased profit margin in the VAR channel by 30% y/y through the roll out of a Pro AV pilot program including MDF and other incentives which resulted in a partnership with the largest nationwide Pro AV systems integrator. Managed quarterly MDF and marketing budget for the reseller channel. • Designed and conducted all sales training programs for the Dell Projector line of business, including the development and implementation of a self paced learning program to educate channel sales reps on the new products as well as an interactive advanced technical training program. • Liaised with product engineering to incorporate customer needs and custom requirements into future products. Provided direction for product roadmaps, feature set and product improvements. • Developed and managed all services for Dell branded projectors including warranty and complete care technical support. ### Product Marketing Manager @ Dell Inc Jan 2007 – Jan 2007 Managed all outbound marketing for the multi-million dollar Dell Precision workstation line of business. Created all messaging and collateral for six mobile and desktop workstation products. • Increased business by several million dollars by implementing 7 successful major product launches in eight months. • Led cross-functional team to develop, design, and implement new interactive websites for the Precision line; including creation of all content/messaging and artistic direction for six different vertical segments of customers to improve customer satisfaction. • Developed and managed 20+ Dell Precision 10th anniversary technology summits in Europe, America, Asia and Middle East. Worked with 3rd party vendors to secure $200K+ of outside funding. Managed all logistics, invitations, gifts and prizes. ### Marketing Operations Manager @ Dell Inc Jan 2005 – Jan 2007 Spearheaded creation of policies/procedures for Consumer Marketing team. Utilized Six Sigma metrics to design disciplined approach to developing & executing marketing campaigns. Developed, designed, and successfully implemented new account acquisition promotions and implemented new marketing process controls. • Delivered 86% penetration rate and ~$60M in additional profits by implementing new product based promotion campaigns. ### Product Marketing Supervisor @ 3M Jan 2000 – Jan 2005 Led new product launch team which completed product development and created market entry and long-term strategy for line of projection display products. Defined, developed, and planned product roadmap. Identified product positioning, end user market segmentation, key buying influences and major vertical markets. Created pricing, forecasting, & dealer channel development programs. Managed multi-million dollar profit and loss adverating/merchandising budget. • Led Six Sigma DFSS process team which increased profits for Digital Projection and Display sales through "voice of the market" research. • Increased global sales 50% & distribution 40% by conducting DMAIC Six Sigma analysis on potential new products, concepts, and competitors for new line of projection displays. • Led project management and development of new training and learning software system to train customers on digital whiteboard technology. • Developed/executed marketing programs including: Promotions, collateral, trade shows, advertising materials, press releases, video, and live demonstrations for sales representatives and re-sellers. • Conducted marketing research and analyzed results to incorporate into new products. Provided feedback to lab and manufacturing on technical and quality issues and future product modifications. ## Education ### MBA in International Business Thunderbird School of Global Management ### B.S. in Radio-TV-Film The University of Texas at Austin ## Contact & Social - LinkedIn: https://www.linkedin.com/in/laurieviault --- Source: https://flows.cv/laurieviault JSON Resume: https://flows.cv/laurieviault/resume.json Last updated: 2026-04-07