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Work Background
Workvivo by ZoomEMEA Partner Lead & Head of Global Alliances, Partner Programme
Nov. 2024London Area, United Kingdom
WorkvivoGlobal Head of Partnerships
Aug. 2022 - Jan. 2024London, England, United KingdomAs the first Head of Partnerships at Workvivo I was responsible for building annd leading our global strategy and partnerships team, heavily focussed on creating and closing net new ARR, as well as: - identifying, developing, and managing strategic partnerships that align with our company's goals and drive business growth
- Work closely with cross-functional teams, including Product, Sales, Marketing, and Engineering, to ensure partnerships are effectively integrated and deliver mutual value
- Negotiating and managing partnerships
- Develop and execute a comprehensive partnership strategy that aligns with the company’s overall business objectives and growth targets.
Relationship Management: Build and maintain strong relationships with key partners, including technology companies, resellers, management consulting firms and other strategic alliances. Act as the primary point of contact and manage ongoing partner communications.
- Identify and evaluate potential partnership opportunities, conduct market research, and assess the viability of new collaborations. Lead negotiations and secure partnership agreements.
- Work closely with internal teams to ensure seamless integration of partnerships into our product offerings, marketing initiatives, and sales strategies. Facilitate communication and collaboration between partners and internal stakeholders.
- Monitor and analyze the performance of partnerships, including tracking key metrics and KPIs. Provide regular reporting to senior management on the impact of partnerships and recommend improvements.
- Ensure all partnerships align with the company’s brand values and contribute to the enhancement of our brand reputation.
- Build and manage a high-performing partnerships team, providing mentorship and guidance to support their professional development.
WorkvivoSenior Partnership Manager
Jan. 2022 - Aug. 2022London, England, United KingdomWorkvivo is an employee communication app that informs, connects and engages your employees via one app and through a familiar social network experience where employees can read and post content to an activity feed, like, share and comment, but they can also recognize others through shout-outs, link posted content to company goals and values, create community spaces and access corporate resources.
WorkatoPartner Account Manager EMEA
Aug. 2020 - Jan. 2022London, England, United KingdomFirst EMEA Partner Manager, in charge of building out the EMEA Partner landscape with a big focus on sales-strong SIs (local SIs, RSIs and GSIs). Took the region from 8 to over 50 partners in less than 18 months, raising the partner attach rate from 50 to over 80%. Also in charge of Technology Partnerships. Workato is the leading Enterprise Automation Platform. Workato enables both business and IT teams to integrate their apps and automate business workflows without compromising security and governance. It enables companies to drive real time outcomes from business events, no coding required. Instead, the platform utilizes Machine Learning and patented technology to make the creation and implementation of automations 10X faster than traditional platforms.
ThoughtSpotPartner Account Manager D-A-CH & Eastern Europe
Apr. 2019 - May. 2020London, United KingdomIn charge of building a well-rounded partner ecosystem for the D-A-CH region, consisting of Global SIs, local resellers, MSP Partners, as well as Technology Partners.
Responsibilities included: - Hiring the right partners for the region to cover all industries, attracting potential partners and making hiring decisions: growing the partner ecosystem from a few existing boutique resellers to a dynamic ecosystem including all types of partners and channel motions
- Second EMEA hire for the channel team: Collaborating with our VP of Channels and alliances to create an efficient partner program, covering the pillars of enablement, sales processes, marketing, pipeline, quota attainment - Leading the sell to mid-sized companies in collaboration with partners
- Selling a five-figure Managed Service Provider Programme to Partners & potential partners to increase our footprint into the mid-market
- Ramping up preferred alliances Accenture and Wipro to hit set annual targets
- Engaging and localising work with Sis and technology partners to create joint pipeline
- Doubling leads registered by partners quarter on quarter
Increasing deals closed with partners from 8% of existing pipeline to 86% in EMEA
- Helping local resell partners to build pipeline of over 10 Million USD by introducing them to ThoughtSpot Sales methodologies, processes & leading marketing activities with them: Running webinars, creating events & creating go-to-market strategies
- Creating business plans and assuring their delivery
- Hiring the first partners in eastern Europe for ThoughtSpot, getting them to a -self-sufficient point
- In charge of Technology partners like Snowflake, AWS and Google BigQuery for the region
- Creating sales enablement courses for EMEA-wide enablement and running pipeline generation days
ThoughtSpotSales Development Team Lead EMEA
May. 2018 - Jul. 2019London, England Metropolitan AreaLeading the exploration of the German-speaking market as first team member on board. Building out the region from Inside Sales perspective, initiating the first deals and partnerships. Taking home the Global SDR of the Year-Award by outperforming over 30 other individuals and building a team.
Responsibilities included: - Successfully onboarding new SDRs and mentoring them - Actively working on new and better processes to make our first interactions with prospects more successful and presenting them across the company
- Overachieving sales targets quarter on quarter at over 130% annually
- Leading first demos and calls with C-level enterprise prospects
ThoughtSpotSales Development Representative
Nov. 2017 - May. 2018LondonMarket development across all industries, specialising in the D-A-CH region. First german-speaking hire in the company.
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ThoughtSpot is a unicorn company, evaluated at $1.95B with a unique product, a business intelligence and big data analytics platform that helps you explore, analyze and share real-time business analytics data easily. With over $500M in funding and over 100% of growth, ThoughtSpot has a promising and exciting road ahead, helping large enterprises to become fully data-driven.
Build Generation LtdProject Administrator
Jul. 2017 - Oct. 2017London, United KingdomI tested out project work by working as a project admin/ coordinator. Some of my responsibilities included:
- Making orders and negotiating prices with suppliers
- Running relationships with suppliers and coordinating their work, assuring quality, time keeping to hit deadlines and health and safety
- Creating easier and more organised invoicing processes and filing systems
GAGO MOVERS LTDBusiness Development Manager
Mar. 2017 - Oct. 2017London, Greater London, United KingdomGago Movers is a start-up removal & transport company with an innovative vision, focussing on excellent customer service. I was hired to develop the company and run part of operations and find new profitable strands and make improvements. Some of my responsibilities included: - Establishing new client relationships
- Hiring new team members
- Defining growth strategies
- Assisting the process of launching the new company website
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