Carmen Sorice, Sungard AS’ SVP of Channels, Named CRN Channel Chief for 4th Year in a Row

We hear a lot about the C-suite in business publications – that collection of officers and senior executives at a company whose jobs begin with the word “chief.”  As in: “Chief Executive Officer” or “Chief Financial Officer.” But what is a chief, exactly?

Google the word and you’ll find  a chief described as a person who exercises supreme operational command – the top officer in a ship, or in a tribe, or at a corporation. Being a “chief” comes with focused decision making, a challenging workload and comprehensive responsibilities.

It’s no surprise, then, that when CRN names its most influential channel chiefs every year, it’s a list of the best-of-the-best. These individuals are at the top of their game, helping VARs, agents and systems integrators evolve what they sell to include new ways that customers want to consume IT, from hardware to cloud – no easy task. And they are doing so at a time of massive technological shifts and channel expansion.  

That’s why it is such an honor for Carmen Sorice of Sungard Availability Services (Sungard AS) to be named to this elite list for the 4th year in a row. Sorice is senior vice president of channels for Sungard AS, where he is responsible for partner relationships with more than 300 North American channel partners, as well as the overall global partner program.  

Sorice joined Sungard AS in 2008 to build and launch its channel business in North America. Since then, he has grown channel revenue 30 percent annually, and channel partners and technology alliances have become an integral part of the company’s go-to-market strategy. More than half of all Sungard AS’ new logo sales bookings in 2015 were closed with or through partners – up from 10% in 2008.

During 2015, Sorice and his team focused heavily on field innovation. This includes providing Sungard AS’ channel field reps with the flexibility to engage partners in a highly collaborative and dynamic field engagement model focused on partner enablement and success. The company’s account executives and solution engineers actively support channel partner opportunities, a tactic that grows deals and accelerates the sales process.

Moreover, Sungard AS continued honing its partner value proposition in 2015, driving efforts to meet partners where they are in their journey to transition their business from relying on hardware commissions to recurring revenue streams.

Sorice is currently working to attract next-generation solution providers globally by providing a flexible partner program in both North America and Europe. Now channel partners can leverage Sungard AS’ range of services to complement their portfolios to sell additional, value-added services that provide customers with cloud and other as-a-service solutions.

“It’s a dynamic environment,” says Sorice. “There’s no better time to be in the channel, because cloud and as-a-service delivery models are making indelible changes and we are just starting to see the effects.”

Looking to the future of the channel and Sungard AS’ efforts, Sorice added: “Channel skills are always in demand and we’re looking forward to adding more ‘C’ level – that is, channel level – expertise and programs to our portfolio.” With Carmen Sorice at the helm of the Sungard AS Partner Program, achieving the company’s goals is his chief objective.