Anthony Nonnis

As Vice President of Global Alliances at Fusion Risk Management, I lead the strategic development and management of global partnerships and alliances, significantly enhancing the company's market presence and revenue streams. My role involves identifying and cultivating relationships with the key established partners, driving joint go-to-market strategies, and ensuring alignment with corporate objectives to deliver innovative risk and resilience management solutions. I manage a team across both the United Stated and the United Kingdom, with business across the US, Canada, EMEA and APAC. I have designed and build aspects of the program and introduced structure and rigour to the partner management practices. This had led to optimised partner performance, and orchestrated
cross-functional collaboration to leverage synergies, ultimately contributing to substantial business growth and reinforcing Fusion's leadership position in the market.

Key partners

• PwC, KPMG, Salesforce & BDO

Key achievements

• FY23 finished 130% of target
• FY23 Top Performer Award and Trip
• Introduced formal business plans
• Guided team to start doing Quarterly Business Reviews

This was a new role for EMEA. The task was to build a sustainable and growing relationship with the key cloud providers in EMEA. The role was to enable and educate internal sales on the value of working with Hyperscalers both co-sell and via Marketplace. Both were new sales motions for the organisation in EMEA. The other part of the role was building up the relationship with the hyperscalers in region.

In addition, the scope of the role included developing sales plays and GTM. These were managed by quarterly business reviews.

Key partners:

• AWS; Microsoft

• Key achievements
• FY22 finished at 186% of target; YoY Business Growth 244%; Expanded countries transacting 6 to 14; First Azure MP deals in EMEA
• Cisco FY22 Sales Winner Circle.
• Organised first executive connect in UK with GMs of Cisco and AWS. Move the relationship from transactional to strategic.
• FY21 finished at 223% of target;

As Partner Director am responsible for leading and managing with Finastra's key strategic partnerships. 2016-2018 lead the partner business across Asia. In August 2018 moved to London to drive key partnerships across Europe. The role involved developing business plans, supporting partner enablement and to drive solid pipeline and sales growth. It requires working closely with all internal departments (sales, delivery, marketing, product, legal, ops) and being the advocate for the partners to scale and enhance the depth and reach of the partnerships.

Key partners

• Accenture; Infosys; Deloitte; KPMG; Capgemini; Cognizant; Wipro; ITC Infotech; IBM

Key achievements

• Northern Europe: Achieved a pipeline growth of 134% and a sales increase of 103% year-over-year from 2018 to 2019.
• In 2017, launched an Innovation Centre in collaboration with McKinsey & Co. at Cyberport, Hong Kong.
• In 2018, partnered with Cognizant to develop a Trade-as-a-Service offering tailored for the Asian market
• In 2019, collaborated with KPMG to onboard the first Cloud Retail Banking client in the UK.

As Director of Partner Sales, the role is responsible for all Hewlett Packard Enterprise (HPE) Software partners. This spans the full portfolio of solutions IT operations Management, Application Delivery Management, Big Data and Security. This is a sales director role with channel sales specialists for each of the portfolios reporting in. The scope is to work with the channel sales team to build strategy plans with their focus partners and drive year-on-year growth in excess of 20%.

Key achievements

• In FY15 I was able to steward the channel sales team to deliver 148% of the target, representing 33% growth over the previous year.
• Developed channel sales team and support them in creating Joint Partner Business plans for key partners
• Developed strategic initiatives to drive sales alignment and demand generation
• Introduced best practices for pipeline and forecast management

As Alliance Manager the role is to grow the amount of business that is influenced or resold through the key Global System Integrators.

This is effectively a sales role with the clients being major outsource providers. This role had not been focused on for several years so it involved starting from scratch and building all the relationships and understanding each of their businesses. The focus of the first year was to lay the foundation for sustainable growth in the future years. Within the first twelve months I doubled the size of the alliance business. The business now has a sizeable pipeline and looking to finish the current year with 25% growth year-on-year.

The key partners I worked with were Accenture; Capgemini; SAP; Wipro; Infosys, Tech Mahindra and Tata Consulting Services. I developed a good relationship with these partners and develop joint business plans with them which we measured and tracked on a quarterly basis. Ramped up engagements with both Deloitte and PwC.

In light of the success with the programs with HP Enterprise Services (formerly EDS) I was asked to drive growth of HP Software's commercial segment, which is mainly managed via HP Software's channel partners.

The key responsibilities of this role were:

• Leadership and support of multiple Channels, Alliances and Commercial teams across all countries within the APJ region
• Collaboration across BU functions including Marketing, Finance, HR, Product, Legal, Operations, Sales and Management
• Strategic Planning with global, regional and in-country based senior leadership and operational teams
• Market analysis and segmentation to target new growth opportunities and targeted investment
• Regular Forecasting, Management Reporting and Quarterly Business Reviews.
• Program creation, communication and management of execution across APJ.

was appointed the role of Alliance Director to grow the HP Software business by leveraging the other business units within HP. The key business unit that I focused on was the newly acquired EDS organisation now known as HP Enterprise Services (ES). The key achievement was helping to drive multi-million dollar software deployment into 6 of the top 10 accounts and putting in place an enablement program to aide them in becoming self-sufficient.