Scott Fratianne

Self Employed @Self

PartnerBusiness Development ManagerPartnerships Manager💸 MarketingChanel Manager👍 Sales & BizDev🧨 ConsultingAffiliate MarketingAdvisor

Recruited to develop and manage a global channel and partnership program for a hyper-growth SaaS unicorn specializing in sales CRM software. Successfully built and led a high-performance team of 10 to support over 4,000 channel partners, including affiliates, agencies, and VARs. • Exceeded all quarterly and annual sales goals, achieving a 145%+ increase in net new recurring revenue over 18 months, a 35% rise in ARPU, and a 110% increase in the revenue contribution from partners. • Grew overall partner-influenced monthly recurring revenue (MRR) from under 5% to over 40% of overall company MRR, resulting in an increase in overall annual revenue contribution from less than 1% to over 5%. • Developed a partner-driven international growth strategy that continues to expand the company's reach into the APAC, ANZ, and LATAM markets.

Feedback from Scott’s ex-colleagues

Let me see

Keep in touch with meI'm using Intch to connect with new people. Use this link to open chat with me via Intch app

Work Background

Career BreakProfessional development

Nov. 2023Cincinnati Metropolitan AreaProfessionally active sabbatical.

PandaDocVice President of Business Development

May. 2021 - Oct. 2023St Petersburg, Florida, United StatesRecruited to develop a new global partnership programs for channel, strategic and ISV partnerships. Built a program with 3.5K+ channel partners and 50+ ISV and strategic partners. Led a team of 7 in creating and deploying a comprehensive partnership framework that covered all aspects of the partner journey and resulted in a high-growth and scalable partner ecosystem. Initiated and expanded strategic relationships with Salesforce.com, HubSpot, Active Campaign, TD Synnex, and Ingram Micro. Grew partner-influenced revenue by 250%+ in 2.5 years and increased the percent contribution to company’s overall revenue from partners by 325%.

PipedriveVice President of Channel Sales & Partnerships

Aug. 2019 - Apr. 2021New York, New York, United StatesRecruited to develop and manage a global channel and partnership program. Built a high-performance team then led them in creating a program that supported 4,000+ channel partners. Exceeded all quarterly and annual sales goals, growing company revenue connected to partnerships from <1% to 5%+. Developed a partner-driven international growth strategy that is still used by the company to expand reach into the APAC, ANZ and LATAM markets.

SugarCRMSenior Director, Global Channel Programs

Sep. 2017 - Jun. 2019Cupertino, California, United StatesChampioned the development and expansion of a global network of 200+ partners. Led and developed a team of 6 in designing and implementing new partner programs that increased company’s partner revenue from 80% to 85% of overall company revenue. Also, implemented a comprehensive partner enablement program that increased sales productivity of partners and overall customer CSAT.

ZendeskDirector, Business Development

Feb. 2014 - Jul. 2017San Francisco Bay AreaHired to establish and manage a global channel partnership program for this fast-growth SaaS firm. Led a team in developing profitable partnerships with industry leading BPOs (e.g., WebHelp, Teletech, Concentrix), SIs (e.g., IBM, Cognizant, CapGemini), MSPs, VARs, and ISVs. Developed relationships with large, global partners, enabling Zendesk to move upmarket into a larger client base. Exceeded quota by 140% YoY.

Convergys (acquired by Concentrix)Senior Business Development Manager, Alliances

Oct. 2007 - Sep. 2013Cincinnati, Ohio, United StatesDeveloped and negotiated complex strategic partnerships with ISVs to expand product portfolio. Also, created and managed channel sales program for Artificial Intelligence (AI) solutions.

Convergys (acquired by Concentrix)Director, Product Management & Professional Services

Jan. 2010 - Dec. 2013Cincinnati, Ohio, United StatesManaged a portfolio of multi-channel customer service applications products for a $200M software line of business. Oversaw all product management activities. Led a team of professional service engineers and managed end-to-end delivery of solutions to customers.

Convergys (acquired by Concentrix)Senior Product Manager

Jan. 2001 - Oct. 2007Cincinnati, Ohio, United StatesDirected the conception, vetting, development and launch of the company’s flagship solution, Infinys, a modular billing and customer care solution. Contributions resulted in $200M+ in incremental revenue.

Convergys (acquired by Concentrix)Market Development Manager

Jun. 1999 - Jan. 2001Cincinnati, Ohio, United StatesPromoted to manage Convergys’ Corporate Market Research department, with accountability for a $4M budget. Supported the global strategic planning process, planning and executing high-priority market research projects.

Convergys (acquired by Concentrix)Senior Market Research Manager

Jul. 1997 - Jun. 1999Cincinnati, Ohio, United StatesCo-developed an international expansion strategy for EMEA and APAC telecommunications markets.

Convergys (acquired by Concentrix)Market Research Analyst

Jan. 1997 - Jul. 1997Cincinnati, Ohio, United StatesLed effort to evaluate and develop a strategy for expansion into the Japanese telecommunications market.

Intch is a Professional Networking App for the Future of Work

300k+ people

130+ countries

AI matching

Get Intch if you'd like to

📝

Get Recommended to New Customers

👋

Connect with Like-Minded People

💸

Raise Capital

🚀