Litera – London 2019 – 2024
Director, Global Partnerships
Led global partnerships strategy and execution for enterprise SaaS provider, managing $8 million in annual ARR, with a focus on scaling system integrator and distribution channels across EMEA. Recognized for exceptional sales impact with President’s Club and Circle of Excellence awards.
- Program Strategy. Developed and executed SI strategy, negotiating contracts, driving joint solution offerings and implementation frameworks with top consulting firms, achieving 95% activation rates.
- Enablement. Created and scaled partner certification and enablement programs in collaboration with Product, Marketing, and Sales, resulting in new revenue streams and quicker time-to-revenue.
- Relationship & Growth. Developed and nurtured key EMEA partnerships achieving 20% YoY growth in partner-sourced new license ARR through co-selling programs and joint GTM initiatives. Trusted advisor to C-level executives at partner organisations, such as PwC and Harbor.
- Data-Driven Metrics. Launched a data-driven performance analytics framework tracking pipeline, revenue, and partner engagement, contributing to consistent YoY growth in partner-influenced revenue.
- Partner Revenue Management. Delivered accurate sales forecasting, regularly achieving 110% sales attainment. Implemented sales reports and dashboards in Salesforce CRM to easily track and monitor channel performance.
iManage – London 2015 – 2019
Director, EMEA Partnerships
Led the growth of iManage’s EMEA partner ecosystem, developing strategic alliances and scalable programs that drove 50% of regional sales revenue.
- Enablement. Built and managed regional partner program encompassing enablement, training, and performance metrics, achieving 85% partner retention.
- Strategic Alliances. Forged strategic alliances with global SIs (Deloitte, PwC) to drive joint GTM and net-new revenue.
- Cross-Functional Collaboration. Collaborated cross-regionally with AMER and APAC to standardize partner operations and best practices.
OpenText – London 2007 – 2015
Principal Consultant
International business development and partner management role, working with local sales teams and partners across Europe and Asia accounting for 80% of total European sales activity.
- Partner Management. Managed portfolio of 50+ partners across UK and EMEA,
- Solution Selling. Created and delivered partner training programs focused on solution selling and technical capabilities, notably with SAP-based solutions.
- Identify Market Needs. Collaborated with product teams to incorporate partner feedback into product roadmap.
