Jen Lester (Fabrizio)

Commander
DISC Type : D

Territory Partner Manager at RingCentral

Greater Sacramento, United States

Overview

Jen Lester (Fabrizio) is a highly skilled channel director and SaaS sales manager at RingCentral with over 12 years of experience. She has a proven track record of overachieving targets and growing channel business. Colleagues describe her as creative, detail-oriented, strategic, and a clear communicator, with a BFA from San José State University.

Her background includes studying Design at the Nuova Accademia di Belli Arti in Italy, suggesting a strong creative foundation and an appreciation for aesthetics. This artistic education complements her analytical and strategic approach in the technology sector, indicating a well-rounded personality.

At a previous company, she grew the channel business from 65% to 83% while simultaneously reducing the partner ecosystem by 30% to improve quality.

Personality Overview

Risk-Taker

Very Quick

Impact-Driven

They put a lot of effort into ensuring personal success.  They do not care very much about building rapport or relationships. They are less concerned about the product and more about its potential impact.

Topics They Care About

Channel Partnerships
Her entire career at RingCentral and SugarCRM has focused on recruiting, managing, and enabling high-performing channel partners to drive revenue.
AI in Communications
She frequently shares content about RingCentral's initiatives in Agentic Voice AI and how intelligent automation is driving real-world business outcomes for customers.
SaaS Sales Strategy
She has a history of significantly exceeding sales quotas and increasing channel win rates, demonstrating deep expertise in SaaS GTM strategy.

Media Appearances

Jen has no verified media appearances

Work History

1-2023
Territory Partner Manager at RingCentral
9-2020 - 1-2023
Regional Partner Manager II at RingCentral
5-2019 - 8-2020
Channel Sales Director - North & South America at SugarCRM
2-2017 - 5-2019
Channel Sales Manager, North America at SugarCRM
6-2013 - 2-2017
Corporate Sales Rep - North East at SugarCRM

Education

2005 - 2009
BFA from San José State University
2008 - 2008
Design from Nuova Accademia di Belli Arti (NABA)

More Information

Social Presence :

Prographics :

Exp : 15 Location : Greater Sacramento, United States Job Level : Middle Designation : Territory Partner Manager at RingCentral
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Insights For Selling To Jen

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Refer to testimonials from well-known industry leaders
  • Objectively showcase the impact that your product creates

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jen is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Jen

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Jen move?

  • If convinced, they can reach decisions quite fast.
  • Can Jen take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Jen

Personality Compatibility


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