ExaGrid had built one of the most defensible positions in the $6 billion backup storage market. The company maintained a 70%+ competitive win rate, a 95%+ customer retention rate, and had delivered 13 consecutive quarters of positive free cash flow, EBITDA, and P&L by early 2024. With over 4,200 active customers across the upper-mid-market and large enterprise segments, ExaGrid had proven its product. What it needed was a sales leader who could convert that product strength into accelerated growth across the Americas and deepen the channel relationships that drove the majority of its business.
A Channel Business at an Inflection Point
ExaGrid's go-to-market model depended on partners. The company's growth across the U.S., Canada, and Latin America ran through a network of channel relationships that required active investment, strong margins, and consistent executive attention. Without the right leader in place, those relationships risked stagnating at exactly the moment the market opportunity was expanding. The company needed a VP of Americas Sales and Channel Partners with deep roots in data protection and recovery, a philosophy built around partner success, and the credibility to operate across a complex, multi-region sales organization.
A Search Built Around Industry Depth
In early 2024, ExaGrid retained Christian & Timbers to find that leader. The search required a candidate with a specific background: direct experience in backup storage and data recovery, a track record of building channel ecosystems, and the ability to manage sales teams across the Americas while driving new logo acquisition at scale.
In March 2024, Sam Elbeck was appointed VP of Americas Sales and Channel Partners. Elbeck brought experience from Arcserve, Symantec, and Veritas — three of the most recognized names in data protection — giving him the technical credibility and channel relationships to operate effectively from day one. ExaGrid's press release noted that Elbeck would work closely with sales teams across the U.S., Canada, and Latin America to strengthen partner relationships and accelerate growth.
A Partner-First Strategy That Translated Into Results
Elbeck's approach centered on a clear philosophy: treat partners as an extension of the company, offer high margins, simplify programs, and be the easiest vendor to work with. That commitment was recognized with back-to-back inclusion on CRN's Channel Chiefs list for both 2025 and 2026, an annual recognition of executives who shape channel strategy and drive partner innovation.
The results that followed were measurable and consistent across every quarter of his tenure.
- Q1 2025: ExaGrid reported its strongest first quarter ever, with double-digit year-over-year growth in bookings and revenue, 150+ new customers added, and 75% of new-logo bookings coming from six- and seven-figure purchase orders
- Q2 2025: 140+ new customers added, 80% of new deals at six or seven figures, active customer count surpassed 4,700, and over 50% of business generated outside the United States
- Q3 2025: 164 new customers added, 14 new sales regions opened worldwide, nearly 49% of revenue from outside the U.S., and 40% of new customers signing six- or seven-figure deals
- Q4 2025: 202 new customers added including 88 six-figure deals and three seven-figure deals; ExaGrid achieved record revenue and bookings for both the quarter and the full fiscal year
- February 2026: ExaGrid surpassed 5,000 active customers, with installations in over 80 countries and sales and support teams in 30 countries
From 4,200 to 5,000+ Customers in Under Two Years
- March 2024: Sam Elbeck appointed VP of Americas Sales and Channel Partners by Christian & Timbers
- Q1 2024: 4,200+ active customers; 13th consecutive quarter of positive free cash flow, EBITDA, and P&L
- Q1 2025: Record first quarter; double-digit growth; 17th consecutive positive quarter
- Q2 2025: 4,700+ customers; 74.1% competitive win rate; 18th consecutive positive quarter
- Q3 2025: 4,800+ customers; 14 new sales regions added globally; 19th consecutive positive quarter
- Q4 2025: Record full-year revenue and bookings; 20th consecutive positive quarter
- February 2026: 5,000+ active customers; NPS of +81; 24 industry awards in three years; 99% of customers on maintenance and support
Precision Placement in a Market That Rewards Expertise
Data protection is a market where credibility travels through channel relationships built over years. ExaGrid needed a leader whose name was already known to the partners that mattered. Christian & Timbers identified Sam Elbeck as that candidate, drawing on a process designed to match not just experience but industry-specific depth to a company's exact commercial moment.
With over 2,000 CEO and board placements and 5,000+ C-suite assignments completed across the technology sector, Christian & Timbers brings the pattern recognition to distinguish between candidates who can do a job and candidates who can accelerate a business. ExaGrid's trajectory from 4,200 to 5,000+ customers, record bookings in every quarter of 2025, and sustained competitive dominance with a 70%+ win rate reflects what happens when the right leader is placed at the right moment.