Ian Paton

Setting and executing the strategy for Snowflakes most strategic partners across the UK and Ireland

• Owning and building senior business leader relationships across both client-facing and technology teams
• Driving deal pipelines for 'sell with, to and through' by leading activity across the respective sales organisations
• Localising the global partner program and strategies for in-region outcomes
• Setting and managing impactful mutual KPI's and performance metrics
• Building the joint why story to differentiate and accelerate the partnership
• Internal advocacy for channel growth and investment from SVP to client-facing teams

Achievements

• Rebuilt engagement strategy from opportunistic to strategic
• Refined and tiered partner program to prioritise and focus high high-performing partners
• Delivered the highest partner attach rate across the developed markets
• Exceeded 50% YoY growth for both 2023 & 2024

Leadership for Boomi's most strategic global partnership

• Tripled the joint business over 2 years
• Built an engagement model and methodology that was rolled out across the key partnerships in the wider channel
• Only non-American based Global Lead across the company

Leading Boomi's key EMEA GSI Alliance Relationships

• Recruited into role by EMEA SVP for sales, who previously ran Informatica EMEA
• Promoted into a global role on the back of results and a new engagement model
• Team leader for EMEA channel business, working with Global VP

Ran Informatica's UK GSI Alliance, sell with, too and through strategy and execution across the territory

• Rebuilt in-region partner program when cloud and on-premise business were combined
• Only EMEA partner manger to attend 2015 & 2016 Achievers Club

Building the Channel across EMEA for the newly launched cloud portfolio

• Recruited by competitor to build EMEA partner network for new cloud offering, which was growing 250% PA

Responsible for setting the strategy and execution for key partner expansion across EMEA territory

Start-up to launch the first global FileNet Cloud offering

• Responsibility to build, launch and recruit the partner program and channel from inception to operation
• Ran a team of three global partner recruiters whilst owning and leading the individual partner relationship

Various channel and direct sales roles

• Sales Manager, Growth Markets | Jan 2011 - Sep 2012
• GSI Alliance Manager | Jan 2005 - Dec 2010
• Manager - Channel Team | Jan 2004 - Jan 2005
• Client Manager Technology Resell | Jan 2003 - Jan 2004