Ruba Borno of AWS, Denise Millard of Dell and other powerful women in the channel share their philosophies around partnering.
For International Women’s Day 2026, CRN is showcasing the channel philosophy of some of the most influential female channel chiefs in IT, from Ruba Borno of Amazon Web Services to Denise Millard of Dell Technologies.
Borno, Millard and other IT ecosystem leaders shared their philosophies, 2025 accomplishments and 2026 expectations in this year’s CRN Channel Chiefs project.
[RELATED: The 2025 Channel Women On The Rise]
Read on for how some of the most powerful women in IT describe their philosophies on the channel, partnering, business and more.
Staci Rodriguez
Airlock Digital
VP, Channel, Alliances
Partner success is non-negotiable—our growth is intrinsically tied to theirs. We recognize that enabling partner success requires collaboration across every cross-functional team within our organization. When partners choose to invest in a vendor, their decision typically hinges on three key factors: a compelling and profitable rewards program that delivers strong margins and meaningful benefits; a reliable, sustainable product they can confidently present to their customers; and a seamless, frictionless experience that makes doing business straightforward and efficient.
Ruba Borno
Amazon Web Services
VP, Global Specialists, Partners
Partners are a force-multiplier for customer outcomes—especially with AI. We’re committed to building programs and upskilling our partners to help them grow alongside us, and we’re already seeing results: Partners are achieving up to $7.13 multiplier for every $1 of AWS sold. Through initiatives like our AI Competency Program, Migration Acceleration Program and AWS Marketplace innovations, we’re making success more predictable and accessible for partners of all sizes, from global consulting firms to startups, to grow and scale their business.
Nisha Holt
Check Point Software Technologies
Head, Americas Partner Sales
My philosophy as it relates to the channel is that our partners are the cornerstone of our success. I strive to develop a loyal partner ecosystem through a strategic commitment to partners by always providing consistency, transparency, relevance, communication and predictability. We only win if our partners win, and we are laser-focused on continuously enhancing our mutual success.
Elisabeth De Dobbeleer
Cisco Systems
SVP, Cisco Partner Program
My channel philosophy centers on integrity, trust and collaboration. It starts with active listening—truly understanding partner needs and challenges. From there, it’s about reconciling strategic insights with strong operational execution, ensuring we deliver real value. I believe trust is the cornerstone of long-term partnerships; it’s earned by consistently showing up, being transparent and delivering on promises. My approach is to foster a collaborative environment where partners feel heard, supported and empowered. By focusing on mutual growth and shared success, we create relationships that are not just transactional but transformative—driving meaningful, sustainable impact for everyone involved.
Michelle Ragusa-McBain
Corero Network Security
Global Channel Chief, VP, Channel Sales
My channel philosophy is rooted in partnership, trust and shared outcomes. I believe the channel is not a route to market, but a growth ecosystem built on mutual investment, transparency and accountability. Success comes from empowering partners with the strategy, enablement and autonomy to lead with confidence, deliver real customer value, and build profitable, sustainable businesses. When vendors listen, co-innovate and execute alongside partners, the channel becomes a force-multiplier—driving scale, differentiation and long-term impact for everyone involved.
Denise Millard
Dell Technologies
Chief Partner Officer
My channel philosophy is to bring industry-leading talent, technologies and the partner ecosystem together to help create innovative next-generation solutions and change the way in which we do business together. Our role is to enable, embed and engineer Dell Technologies into our partners’ capabilities and solutions. I believe in the ‘power of three’— bringing our broader partner ecosystems together with Dell to transform businesses and lives through technology.
Karen Penticost
Envision Technology Advisors
VP, Channel Strategy, Client Success
My personal channel philosophy is to always stay true to who you are, and that will carry through to your success. A partnership, like any relationship, is built on trust and integrity. Without both, you are sure to fail. It takes a village to succeed—find that village and grow together.
Colleen Kapase
Google Cloud
VP, Global Partnerships, Programs
My channel philosophy centers on empowering people as people are at the heart of all partnerships. Partnerships and programs exist to amplify our direct field organization’s ability to deliver outcomes for customers. I believe in fostering deep relationships, understanding the unique needs/capabilities of people and the companies they represent and tailoring support accordingly. The AI revolution demands a shift in the traditional approach to partnerships. We must leverage AI to enhance human capabilities, streamline processes and unlock new levels of collaboration. This means embracing innovation, data-driven decision-making and a commitment to continuous learning.
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Julie Sanford
Microsoft
VP, Global GTM, Programs, Operations
I believe our channel partners are our only way for Microsoft to deliver on its company mission. They help us scale to every country, every industry and every organization on the planet. Second, it is critical for our partner program to be evergreen, helping partners seize new opportunities and business models that come from an ever-changing tech landscape. Third, our channel partners deliver value-add to Microsoft cloud and AI, such as building and extending core cloud capabilities with their own IP, deployment and integration services, and making sure our customers get the most out of their investment with Microsoft.
Laura Padilla
Okta
SVP, Global Partners, Alliances
One of Okta’s core values is ‘love our customers,’ and partners are central to delivering secure and seamless digital experiences. I see partners as extensions of our teams, trusted advisers who consult, sell, implement and support customers across the full life cycle. By enabling them with training, certifications and AI-empowered tools, they can deliver measurable business outcomes while maximizing profitability and value, especially in complex environments where companies need guidance and flexible, integrated identity solutions.
Jennifer Bodell
Pax8
CVP, Marketing
My channel philosophy centers on three words: ‘Be Your Brand:’ That means whenever and wherever, I represent my personal brand as well as the Pax8 brand. I strive to maintain consistency, authenticity and accountability as my personal brand, which then extends to my channel philosophy.
Jennifer Heard
Red Hat
SVP, Global Commercial Sales
My personal business and leadership philosophy has always been rooted in trust, which I believe is also core to establishing a successful partner ecosystem. The full value of the channel can only be achieved on a foundation of mutual trust and a shared commitment to delivering impactful customer experiences.
Tram Nguyen
Sherweb
Director, Product
My channel philosophy centers on trust, empathy and shared success. At Sherweb, we believe in empowering partners—not just enabling transactions. I prioritize listening, co-creating and delivering value through long-term relationships. The channel is more than a route to market; it’s a community where collaboration drives innovation. By aligning with partners’ goals and investing in their growth, we build resilient ecosystems that thrive together. I champion a relationship-first approach that ensures every partner feels supported, heard and equipped to succeed in a rapidly evolving landscape.
Brenna Farahvashi
TD Synnex
VP, Sales, Go-to-Market Strategy, Transformation
Partnership is at the heart of every success, and that belief has guided my career at TD Synnex. I believe our partners are our customers, deserving the same trust, transparency and commitment given to end users. Strong relationships—built through collaboration, enablement and shared goals—are the foundation of long-term growth. As technology and markets evolve, our responsibility is to evolve with them—arming partners with insight, enablement and innovation. Success is never one-sided; it’s a mutual investment that creates enduring value for our partners, our customers and TD Synnex. When our partners win, we all win together.
Michelle Welch
WatchGuard Technologies
CMO, SVP, Business Strategy
Channel partners are not a route to market; they are our market. It is our responsibility to deliver products, people and tools to enable them to thrive. Every dollar we spend, every service we deliver, and every WatchGuardian we hire is dedicated to empowering the channel to bring enterprise-grade security to the masses.
