Global Partnerships & Distribution Leader with 20+ years of experience scaling high-performing partner ecosystems across platform businesses, SaaS, cloud, cybersecurity, open-source and AI-driven technologies. Expert at building global distribution engines, leading large cross-functional organisations, and accelerating multi-hundred-million revenue lines through strategic partnerships, product-led integration, and ecosystem expansion.
Known for unifying commercial, product, engineering, and data teams to deliver scalable distribution infrastructure—API driven, automated, and optimised for partner adoption and performance. Proven track record influencing C-Suite executives, leading teams of 50–75 globally, and driving predictable growth across high-volume, multi-country partner networks.
Strategic Distribution Leadership: built strategic relationships with global and regional distributors including: TD Synnex, Arrow Electronics and Avnet
Global Channel Sales Leadership: Leading distributed partner sales teams (up to 75 people) delivering predictable, partner-led revenue.
Reseller Channel Scale-Out: Recruitment, enablement, segmentation, classification, performance frameworks, and predictable forecasting.
BI, Analytics & Data Ecosystem Knowledge: Qlik-aligned experience, SAP ecosystem success, and enterprise reporting/visualisation GTM.
Acquisition Integration: Extensive experience aligning inherited partner programs, Standardising GTM motions, and integrating acquired portfolios.
GSI, VAR, Distributor Strategy: Proven success with Infosys, HCL, TCS, Atos, DXC, Capgemini, Kyndryl, regional SIs, and specialist reseller communities.
Commercial & Data-Driven Leadership: Strong forecasting discipline, dashboard-driven performance management, pipeline accuracy.
Cloud & Open-Source Expertise: AWS, Azure, GCP, Linux, Kubernetes, AI/ML pipelines.
Financial/Operational Stakeholder Engagement: Working with finance leadership teams to build revenue models and execution KPIs.
• Grew partner-derived revenue from $120M to $215M at SUSE within 3 years by reshaping global SI & channel strategy.
• Increased GSI-sourced pipeline at Canonical from $2M to $10M through a redesigned global alliances framework.
• Provided virtual leadership for 75-person global sales, presales, and marketing organisation across 35 countries.
• Secured major enterprise wins with Mercedes, Reckitt, Volvo, Bosch, and Infosys’ internal IT organisation.
• Built and launched global partner programs for SUSE, Canonical & Vistex focused on enablement, incentives, and scalable growth.
• Led multimillion$ telecom deals for 5G/open-source stacks in Malaysia, Bangladesh, Russia.
• Negotiated £10M agreement between Ordnance Survey and TomTom, (probably the world’s highest cost Road Map.)
• Co-authored major cloud and cybersecurity GTM motions with AWS and Azure for joint enterprise expansion.
• Collaborated with BT to deliver world’s largest enterprise email agreement for UK National Health Service, with 1M+ users
• Partnered with AWS and Azure to embed open-source and security solutions into enterprise cloud
Ecosystem & Alliance Leadership
GSI/Regional SI strategy, Hyperscalers co-sell, ISV/technology alliances, marketplace strategy, partner lifecycle management.
Channel Sales Leadership
Recruitment, enablement, distributor strategy, incentive models, MDF/Co-op management, partner forecasting, pipeline acceleration.
Cybersecurity & Identity Expertise
Experience across email security (MessageLabs), identity orchestration, endpoint protection, authentication and secure access.
Cloud & Open-Source Technologies
Linux, Kubernetes, CAAS, Decker, Open Source Software, AI/ML stacks, ERP & EPM platforms.
Executive Stakeholder Engagement
C-level influence, strategic negotiation, executive QBRs, joint business plans, global account expansion.
Partner Ecosystem Leadership: Built and led GSI, MSP, VAR, and ISV ecosystems across all major theatres, aligning channel strategy with corporate GTM.
Channel Sales & Enablement: Designed and executed partner recruitment, enablement, and lifecycle frameworks delivering measurable, partner-sourced revenue.
Strategic GTM Leadership: Co-created regional business plans and co-sell initiatives with hyperscalers (Azure, AWS) and security partners.
Executive Stakeholder Management: Regular engagement with C-level executives to drive strategic alliances, forecasting, and joint business outcomes.
Regional Expertise: Extensive experience managing diverse partner landscapes across UK, France, DACH, Nordics, and Middle East.
Cloud Computing: Public / Private / Multi & Hybrid Clouds, SAAS,. IAAS, CAAS.
FRACTIONAL VP SALES | CO-FOUNDER, Maximise Your Sales (https://maximiseyoursales.com) 11/2023 to Current
(Note: Founded personal ventures while providing end-of-life care for a family member. Now fully available for full time roles.)
• Built a boutique consulting practice supporting SaaS and technology SMBs with revenue leadership, channel strategy, and sales performance optimisation.
Delivered advisory engagements on AWS/Azure GTM, open-source commercialisation, partner program development a • Engaged as a subject matter expert, providing insight into Open-Source Software, Linux, Containers as a Service, SAAS, EPM Platforms, Alliance Strategies, ERP Ecosystems.
Built LinkedIn content strategy, averaging 10K+ weekly post views and 400+ profile visits, driving qualified client lead
Director, Global System Integrators & Regional Partners 06/2019 to 09/2023 Leader of global GSI & regional alliances for the world’s largest open-source ecosystem.
Global VP Sales, Higher Education EdTech Solutions 10/2019 to 04/2020 • Led the global launch of Barco’s SaaS Virtual and Hybrid Learning Solution.
Secured early adopter agreements with prestigious institutions including Cambridge University, Harvard Business School, ESSEC Business School, and KU Leuven University, driving approximately €1.5M in revenue within six months. • Transitioned from role following product discontinuation due to market shifts driven by Microsoft Teams and Zoom.
Vice President Channel Sales, 09/2016 to 08/2019 • Leader of 75 person Global Sales, pre sales team and marketing team
EMEA and APAC Sales Director, Technology Sector 12/2013 to 08/2016 • Delivered channel incentive, PRM and revenue management solutions to major tech & telecom vendors. • Worked with cybersecurity & telco vendors including Kaspersky, Mitel, Seagate, Broadcom, and BlueCoat. • Built multi-region ISV and telecom partnerships and developed high-touch enterprise GTM models.
Business Development Director 01/2013 to 12/2013 • Closed major Enterprise deals with Office of Rail Responsibility, Glencore, Sage Software generating $700K in first year
Head of Commercial Markets and Strategic Alliances 10/2007 to 11/2012 • Negotiated £10M strategic agreement with TomTom.
Built commercial partner and licensing models across public and private sectors.
Director of IT and Telco Sales 07/2003 to 09/2007 • Led partner and direct sales for cybersecurity & email security solutions across enterprise and telco markets.
BA, Business Administration & Finance, Birmingham City University
Executive Programs:
Sales Methodologies:
SPIN, Challenger, Target Account Selling, MEDDPIC
Tools & Platforms:
Salesforce, Tableau, Partner PRM Tools (Crossbeam, Tackle.io), Microsoft 365, Linux, Kubernetes, AI/ML frameworks.
