Brandon Smith

Enigma
DISC Type : cid

National Channel Account Manager at Virtana Corp.

Lindon, Utah, United States

Overview

Brandon is a high-performing Channel Sales Leader with a proven record of driving over $75M in partner-led revenue for top technology firms like SUSE and Virtana. He specializes in building partner ecosystems and executing GTM strategies in SaaS and hybrid cloud markets. He attended Utah State Universitys Jon M. Huntsman School of Business.

He is a multi-award-winning sales leader, having earned Presidents Club recognition four times and being named SUSEs North America Partner Rep of the Year.

Personality Overview

Hard To Convince

Persuasive & Assertive

Fast Follower

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Partner Ecosystems
His career is defined by building high-performing partner ecosystems, which have driven over $75M in partner-led revenue at companies like SUSE and Micro Focus.
Go-to-Market Strategy
He has deep expertise in executing GTM strategies, increasing partner-led pipeline by 5x at SUSE through strategic alignment with infrastructure and cloud portfolios.
Enterprise Growth
He focuses on accelerating enterprise growth, having transformed underperforming regions into top-producing territories and consistently exceeding annual quotas.

Media Appearances

Brandon has no verified media appearances

Work History

12-2025
National Channel Account Manager at Virtana Corp.
5-2021 - 8-2025
National Channel Account Manager | Partner Executive at SUSE
11-2019 - 5-2021
Channel Account Manager | Partner Executive - West Region at SUSE
2-2018 - 11-2019
Associate Channel Account Manager | Partner Executive - West and Central Regions at SUSE
11-2014 - 2-2018
Senior Account Manager at Micro Focus

Education

Education details unavailable from Utah State University - Jon M. Huntsman School of Business

More Information

Social Presence :

Prographics :

Exp : 16 Location : Lindon, Utah, United States Job Level : Middle Designation : National Channel Account Manager at Virtana Corp.
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Insights For Selling To Brandon

During A Call Or A Meeting

DO's

  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brandon is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Brandon

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Brandon move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Brandon take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Brandon

Personality Compatibility


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