Susan Tommy

Alliances & Strategic Partnerships Executive with 10+ years of experience building partner and channel programs from scratch for high-growth ISVs and enterprise organizations. Proven track record managing complex alliances with Cloud Hyperscalers, including Microsoft to drive revenue and mutual growth. Connects strategy to execution by working across product, sales, marketing, and executive teams to design and deliver go-to-market plans.

STRATEGIC PARTNERSHIPS ADVISOR at Ultimate Partner (2024-05 – Present)

• Build program strategy for 2-day conferences featuring 40+ executive speakers from Microsoft, AWS and Google Cloud and leading enterprise software companies, GSIs and distributors.
• Designed and facilitated executive roundtable for 12 MSPs in partnership with Microsoft GM, Product, and Sales leadership; captured customer insights and product enhancements needed to accelerate AI sales motions.
• Advised a leading SI on Microsoft “sell-with” messaging, including value propositions, industry use cases, and marketplace offerings mapped to Security and Data & AI Solution Plays.
• Create mainstage content and themes by collaborating with Hyperscaler marketing, partner sales, and executive teams, ensuring new program announcements and co-sell guidance land with a 300+ executive partner audience.
• Lead the full sales cycle with corporate accounts across Microsoft, AWS, enterprise software, and GTM consulting firms, doubling sponsorship revenue YoY.
• Retain 90% of corporate sponsor accounts by delivering high-visibility branding and access to executive partner leaders they can’t find elsewhere.
• Advise scale-up software companies on co-sell strategy, building pitch and positioning aligned to how field sellers are compensated and prioritize deals, then scale motion across accounts.
• Regular contributor to Microsoft’s ISV Success Community Hub, reaching a global partner audience with thought leadership on how partners need to reimagine their strategies to align with Microsoft priorities.

MICROSOFT ALLIANCE LEAD at EY Canada LLC (2023-08 – 2024-05)

• Joined a newly formed EY-Microsoft alliance team, leading the partner plan alongside the Microsoft PDM and managing co-sell opportunities through the full sales cycle.
• Built the governance model for EY Americas Alliance and Microsoft Canada leadership teams, delivering monthly and quarterly updates highlighting alliance performance within both organizations, at all levels.
• Maintained strong executive relationships across EY and Microsoft, aligning account teams to drive regional co-sell opportunities across Financial Services, Oil and Gas, and Healthcare practice areas.
• Owned weekly data reporting against business objectives and KPI metrics, overseeing pipeline, sales forecasting, and quarterly revenue attainment for a $100M+ business.
• Revised the software reseller program, working with global legal and operations teams to negotiate a Canadian contract that improved pricing and support within 2 months.
• Spearheaded a technical training program across 3 practice areas, validating consulting teams met Microsoft product certification requirements to strengthen RFP competitiveness.
• Collaborated with the alliances marketing team to execute a 4-part regional event series, including a Data & AI thought-leadership conference with Microsoft and Snowflake, positioning EY’s multi-alliance ecosystem to the market.
• Launched a Data & Generative AI sustainability solution in partnership with consulting, marketing, and sales leaders, securing the first deal within the launch quarter.

DIRECTOR, STRATEGIC PARTNERSHIPS at Vena Solutions Inc. (2021-09 – 2023-04)

• Developed the vision and led the execution of Vena’s strategic partnership with Microsoft, supporting long-term corporate growth.
• Managed go-to-market strategy, collaborating with marketing leadership to execute digital campaigns, developing co-sell assets, and securing executive speakers for 2 in-person and 3 virtual events.
• Established a channel program to recruit D365 partners in defined markets, collaborating with partner sales to enable new partners to position joint solutions, increasing partner-sourced revenue 30% over 6 months.
• Formalized internal governance by presenting monthly alliance updates to the ELT, gaining organizational support for the partnership by presenting at company town halls and departmental meetings.
• Developed use cases in partnership with internal and Microsoft engineering and product teams to spearhead 3 product integration initiatives.
• Launched a cloud marketplace listing to drive co-sell activity in a new market route, building processes and enablement guides for a 40+ person sales team.
• Won the 2022 Diversity & Inclusion Partner of the Year award, Microsoft Channel Partner Association.

DIRECTOR, STRATEGIC PARTNERS AND ALLIANCES at Bananatag Systems Inc. (2020-08 – 2021-08)

• Established the Partners and Alliances department, prioritizing investment on the highest revenue growth opportunities, and recruiting and onboarded 5 new alliances in 6 months.
• Developed a referral program and recruited 15 industry-leading consulting agencies, generating an estimated $300K in new referral revenue.
• Won CEO, CMO, COO, and CTO support to invest in a strategic relationship with Microsoft, then built trust with the Partner Development Manager to secure $100K in MDF funds to further develop GTM opportunities.
• Built a co-sell motion with Staffbase, aligning sales teams to share key account information across organizations and increase deal flow.
• Built enablement resources, including sales decks, supporting case studies, and technical training, to onboard and activate new partners within 1 month.

SENIOR MANAGER, STRATEGIC ALLIANCES at Intelex Technologies Inc. (2016-02 – 2020-07)

• Turned unmanaged product-led integrations into a dedicated alliances function, earning executive sponsorship to formalize partnerships; built the Workday partnership from the ground up.
• Grew the partner ecosystem from 4 to 10 active partnerships in 3 years, identifying and onboarding new partners, enabling sales teams on partner value, and establishing a QBR cadence to drive growth.
• Expanded the Enhesa partnership into the EMEA market by mapping new deal opportunities, growing partner-influenced revenue 30% YoY.
• Aligned product, engineering, marketing, professional services, and sales cross-functionally to build partner integrations and execute joint go-to-market and co-sell plans.
• Negotiated partner agreements with finance and legal, including pricing, terms and conditions, and product scope, to formalize each partnership commercially.

PRODUCT MANAGER, HEALTH AND SAFETY at Intelex Technologies Inc. (2014-05 – 2016-01)

• Led the product owner and development team to build first occupational health and industrial hygiene applications, shipping a prototype in 3 months that became a key driver of the platform's overall value.

PRODUCT MANAGER, TELEHOMECOME at Ontario Telemedicine Network (2011-08 – 2014-03)

• Served as a core team member launching the Telehomecare solution, aligning product strategy with hospital priorities to drive ~180% quarterly growth in its launch year.

SENIOR ANALYST, CORPORATE STRATEGY at University Health Network (2008-10 – 2011-03)

• Managed relationships across clinical and hospital groups, developing the business case that secured Board approval for a $5M, 3-year clinical system implementation project.

NATIONAL SALES TRAINER at Baxter Corporation (2006-08 – 2008-09)

• Built Canada's sales training function for a 50+ person AE and specialist team, gaining buy-in across 3 business units and recruiting senior sellers as internal champions to drive adoption.

LEARNING & DEVELOPMENT CHAIR at IAMCP Canada (2026-03 – Present)

• Board Member for International Association of Microsoft Channel Partners, design curriculum to educate partners on revenue growth strategies with Microsoft

TORONTO CHAPTER CO-CHAIR at Partnership Leaders (2023-01 – 2024-03)

• Established chapter to support accelerated ecosystem growth of Toronto’s software and services partner community

MBA in Health Sector Strategy – Rotman School of Management, University of Toronto

Bachelor of Commerce in Finance with Honours – Odette School of Business, University of Windsor

Bachelor of Science in Human Biology with Honours – University of Toronto