Ingram Micro taps Becs Paterson for NZ partner success lead

Her plan is stronger partner engagement as AI and automation reshape the channel.

Ingram Micro has appointed Becs Paterson as senior general manager, partner sales, New Zealand with a remit to drive partner success and accelerate growth across the region.

Paterson, who brings more than two decades in banking and telecommunications, has found that growth comes through trust, and trust is built through relationships.

“The channel is where that plays out every day, with vendors, partners and resellers all depending on each other to deliver for the end customer,” she said.

Paterson said it’s a people-first role and she’s excited about learning from partners and vendors and building those strong relationships.

“Firm but fair, kind, inclusive and customer-centric is how I try to lead, and I think those qualities are critical in a channel built on partnerships,” she told CRN Australia.

Strengthening the partner sales function

Paterson’s aim is stronger partner engagement and partner growth with measurable outcomes that demonstrate the value created with Ingram Micro. “I'd like to help create an experience that partners see as a genuine differentiator,” she said.

Her aim is to build on the foundations already in place and bring more consistency and rhythm to how the business supports its partners day to day.

“I want partners to know exactly what they can expect from us, so they can confidently plan their own growth around that reliability,” she said.

“I'm also excited about the cross-functional side of the role, working closely within our ecosystem to continue creating a joined-up experience for partners across every touchpoint,” she added.

Leading a channel in transition

Partners are being asked to do more with AI, automation and increasingly complex technology environments, often while operating with lean teams. “It's a channel in transition,” Paterson said.

But Paterson believes that’s where the opportunity lies.

“Partners that have the right support, insight and programs behind them can move faster than their size might suggest. New Zealand is a relationship-driven market and that plays directly to Ingram Micro's strengths,” she said.

Being new to the channel, Paterson is embracing the opportunity to learn with curiosity and ask questions that others may not think to ask.

“My goal isn't to challenge established ways of working for the sake of it, but to combine fresh perspectives with the deep channel expertise that already exists within Ingram Micro and our partners.

“Often the best outcomes come from blending proven experience with a different point of view,” she ended.