Partner Development & Alliances Lead UK&I | Europe at Scalefusion (2026-01 – Present)
Leading development of UK&I and European partner ecosystem for cybersecurity SaaS platform spanning unified endpoint management, identity and access management, conditional access, compliance and web security. Accountable for regional partner strategy, recruitment, activation, enablement, commercial models, pipeline development and partner performance across VARs, MSPs, systems integrators, distributors, ISVs, OEMs and technology alliances.
- Built UK&I and European partner strategy from ground up, introducing structured operating model covering partner prioritisation, recruitment, onboarding, enablement, co-selling and performance management.
- Defined Ideal Partner Profiles and partner segmentation criteria to concentrate investment on organisations with relevant customer access, technical capability and commercial commitment.
- Developed joint business plans with priority partners, aligning executive sponsorship, target accounts, sales activity, marketing investment, pipeline expectations and measurable revenue outcomes.
- Recruited and activated relationships across resellers, MSPs, systems integrators, distributors, technology partners and OEM device manufacturers.
- Created account-mapping and whitespace programmes to identify shared customers, align sales teams and convert partner relationships into customer introductions and qualified opportunities.
- Developed joint propositions across endpoint management, identity, conditional access, compliance and security, enabling partners to position broader cybersecurity platform.
- Introduced partner governance through pipeline reviews, forecasting, executive QBRs, performance scorecards and documented 90-day execution plans.
- Built commercial and technical enablement programmes covering customer discovery, solution positioning, competitive differentiation, opportunity qualification and recurring-revenue use cases.
- Managed partner commercial models covering deal registration, pricing, margin, incentives, MDF, revenue ownership and rules of engagement.
- Led cross-functional alignment across Sales, Pre-sales, Marketing, Product, Customer Success and senior leadership, securing support and investment for priority partnerships and customer opportunities.
- Maintained active in-market presence across UK and Ireland, supporting partner events, executive meetings, field enablement and strategic customer opportunities.
ISV Strategic Partner & Alliance EMEA at Iron Mountain (2025-04 – 2025-11)
Led ISV, SI, GSI and cloud alliance development across EMEA for Iron Mountain's Digital Business Unit, creating partner-led routes to market for SaaS, AI-enabled document management, information governance and digital transformation solutions.
- Recruited new ISV partners across healthcare and financial services, creating new routes to market and improving access to enterprise buyers.
- Developed regional joint go-to-market plans covering priority countries, target accounts, regulated industries, executive sponsorship, marketplace routes and pipeline objectives.
- Led account mapping between Hyperscaler, ISV and internal sales teams to identify shared customers and create coordinated co-sell activity.
- Supported marketplace opportunities involving private offers, committed cloud spend and partner-supported enterprise procurement routes.
- Created multi-party propositions combining Iron Mountain's technology and services with specialist partner capabilities across data, compliance, digital preservation and information governance.
- Built phased commercial engagement models covering partner onboarding, proposition development, opportunity creation and longer-term revenue accountability.
- Coordinated Sales, Product, Marketing, Legal, Finance and partner stakeholders to move strategic partnerships from initial agreement into commercial execution.
- Developed partner onboarding frameworks, field playbooks and enablement materials to improve internal adoption and reduce time between recruitment and pipeline creation.
- Built senior relationships across partner sales, marketing, product, technical and executive teams.
- Developed vertical go-to-market propositions for healthcare, BFSI, manufacturing and the public sector, reflecting regional regulation, customer requirements and procurement models.
Senior Channel Partner Manager at GEN DIGITAL INC (Avast Software) (2018-02 – 2024-08)
Owned and scaled strategic partner relationships across UK&I, Benelux, the Nordics, Middle East, Africa and India, driving recurring revenue across cybersecurity, SaaS, endpoint protection and managed security services. Led the transformation of historically direct-led markets into structured partner-led territories through regional business planning, partner enablement, account development and disciplined commercial governance.
- Delivered between £2.5m and £3m in partner-sourced revenue annually through strategic account management, joint go-to-market execution and pipeline development.
- Exceeded annual revenue targets by between 6% and 25% for six consecutive years across multiple international markets.
- Managed strategic relationships with resellers, MSPs, distributors, service providers and OEM partners across markets with different levels of channel maturity.
- Built territory-specific partner business plans aligned to regional buying behaviour, customer needs, market maturity and partner capability.
- Transformed direct-led markets into scalable partner-led territories by introducing repeatable business plans, enablement programmes, commercial governance and co-selling structures.
- Increased NRR from approximately 70% to 90% and sustained performance of approximately 85% to 90% through improved renewal management, cross-selling, expansion planning and longer-term customer commitments.
- Built joint sales plans, account-mapping programmes, QBRs and co-marketing campaigns with priority partners to improve pipeline generation and opportunity progression.
- Reduced average partner ramp time by approximately 25% through structured onboarding, sales enablement and early-stage opportunity support.
- Helped partners build managed cybersecurity propositions for SMB and mid-market customers, supporting their transition towards recurring-revenue services.
- Owned partner pipeline, forecasting, renewals, rebates, incentives and MDF, ensuring commercial investment remained connected to measurable outcomes.
- Led virtual and cross-functional teams across Sales, Marketing, Product and Operations to improve partner execution and remove barriers affecting strategic opportunities.
- Mentored 6-8 regional sales and partner teams, improving commercial discipline, forecast accuracy and consistency of execution.
Account Manager / Business Development at TD SYNNEX (2009-01 – 2018-01)
Progressed through multiple account management and business development roles across Tech Data's IBM, Lenovo and managed services divisions, managing a diverse portfolio of VARs, MSPs, telecommunications providers, systems integrators and data centre partners across UK and EMEA.
- Built and developed strategic relationships across partner sales, technical, procurement, finance and leadership teams.
- Created account plans focused on revenue growth, margin improvement, portfolio expansion, customer acquisition and recurring-revenue opportunities.
- Helped partners sell breadth of Tech Data's vendor portfolio, identifying cross-sell opportunities across infrastructure, software, services and cloud solutions.
- Managed pricing, commercial negotiations, rebates, incentives and vendor-funded activity.
- Delivered partner training, enablement and customer-facing sales support to improve opportunity conversion and portfolio adoption.
Business Development Manager at Arrow ECS (2008-01 – 2009-01)
Supported channel growth for enterprise infrastructure and cybersecurity solutions through specialist resellers, service providers and technology partners.
- Developed relationships with UK channel partners, helping identify customer opportunities and build pipeline across enterprise cybersecurity portfolios.
