People First in the Channel: A Conversation with VP of Channel Sales, Marcia Dempster
Partner
People First in the Channel: A Conversation with VP of Channel Sales, Marcia Dempster
Marcia Dempster, Vice President of Channel Sales, Securonix
As the channel continues to evolve, strong leadership and a people-first mindset remain at the heart of meaningful partnerships. For Marcia Dempster, Vice President of Channel Sales, Americas at Securonix, the channel has always been about community, trust, and collaboration. In recognition of her being named a CRN Channel Chief for 2026, we asked Marcia to reflect on her career, her leadership approach, and what continues to make the channel such a rewarding place to work.
What originally drew you to the channel and what has kept you excited about the work over the years?
“What really drew me to Channel was the people and the community that Channel leaders have built. It truly is relational selling, and for that to succeed, you have to establish trust with your partners, your peers, and your leadership. It’s truly a collaborative effort and when a vendor and a partner can solve a cybersecurity challenge together, the win is that much sweeter.”
You were recognized as a Channel Chief in 2024, 2025, and now 2026, along with being named to CRN’s Women of the Channel list for five consecutive years. How do those moments of recognition resonate with you?
“I’m THRILLED! This kind of recognition is what Channel professionals strive for. CRN takes the time to honor amazing people in the Channel, and I think it’s so important that they especially continue to highlight Women in the Channel space. I have conversations with women almost daily, and these discussions always revolve around: “What IS Channel? How do I break in? Is it a safe space?” I’m happy to encourage and empower those women to go after the jobs they know they’re qualified for, without fear.”
When you look back at your time in the channel so far, what are you most proud of beyond titles or awards?
“I’m incredibly proud of the teams I’ve gotten to be a part of. I’ve met so many amazing people, and a lot of those have become good friends over the years. I’ve worked for some of the best CRO’s in the technology world, and I’ve learned so much from those people. I will always be a “People First” leader and I’m grateful that my leadership style has contributed to great teams who do incredible things every day.”
You are deeply involved in leadership and enablement communities across the channel. How has that involvement shaped how you lead and support others?
“Everything I do is around taking care of my people. My teams, my leaders, my company. We all have a number to hit, but if we trust each other and empower others to do their jobs, the numbers will always follow. Treating people with respect, communicating good news AND bad news, and leading with honesty and integrity is always the right move. I’ve had good leaders and disappointing leaders, but I’ve learned things from all of them that have helped me to shape my career.”
When you think about the partners and people you work with every day, what makes the channel such a rewarding community to be part of?
“Channel is the best because you’re really working with partners you know, people you trust, and sellers who are eager to hear about new products and offerings. We lean on each other for information, for elevating rising stars in our space, and sometimes just for sanity checks! It’s incredibly meaningful and it’s so important to keep building those connections, maintaining those relationships, and offering to help when it’s needed. Wouldn’t the world be a better place if we all treated each other with kindness?”
The Securonix team is grateful for Marcia’s leadership and for the way she continues to show up for partners, teams, and the broader channel community.
See the entire list at The CRN 2026 Channel Chiefs.
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