6 Channel Chiefs Making Their Mark


Title: Vice President of Partner Management, SAP Americas

Kozel helps oversee a global partner partner network of 12,000. Before joining SAP, Kozel spent 20 years in a number of positions at IBM, including vice president of global business partner strategy, setting the agenda for IBM's business partner route to market plans, channel and portfolio mix.

Years with Company: 3

Years Involved With Indirect Sales: 25

Most Innovative Channel Initiative: Helping drive a cultural shift at SAP from direct sales to indirect sales, with partner sales growing 45 percent in 2012 and the company well on its way to a goal of 40 percent of revenue coming from partners by 2015.