Joanna Birch

Recruited to establish and scale the UK&I channel function for a high-growth AI security vendor, driving market entry, partner acquisition, and pipeline generation.

Key Achievements:

• Built a scalable channel ecosystem from scratch, onboarding 70+ partners across distribution, reseller, and services landscape
• Generated £5M+ pipeline within first 12 months through partner-led GTM and outbound opportunity creation
• Secured and developed strategic relationships with Tier 1 partners including Softcat, Computacenter, Bytes, CDW, and Insight
• Designed and executed GTM strategy aligned to DSPM, DLP, and GenAI security, positioning the business in a new category
• Led competitive displacement strategy, successfully positioning against Varonis and Cyera
• Developed and delivered partner enablement programmes (training, sales assets, messaging frameworks) to accelerate deal progression
• Launched targeted campaigns (GenAI security, Copilot readiness, Varonis swap-out), generating 30+ qualified enterprise leads
• Built vertical GTM strategies (Finance & Healthcare), resulting in new logo acquisition including NHS (£70K deal)
• Leveraged data-driven outreach (Sales Navigator, Dealfront) and industry events to influence pipeline creation
• Introduced marketplace-aligned strategy (AWS CPPO/EDP) to support enterprise deal acceleration

Responsible for driving channel revenue growth across multiple regions through partner engagement, GTM execution, and sales enablement.

Key Achievements:

• Delivered 70% increase in deal registrations through targeted partner campaigns and distributor collaboration (e92Plus)
• Managed and expanded strategic partner base including Softcat and Bytes
• Enabled partners to position and sell data security, PAM, compliance, and identity solutions
• Supported onboarding and monetisation of newly acquired technologies, creating new revenue streams
• Designed and executed partner marketing campaigns, events, and enablement initiatives
• Consistently contributed to pipeline growth and revenue achievement across regions

• Promoted from Vendor Sales Specialist to Business Development Manager, responsible for generating new business for leading cybersecurity vendors, including Trustwave, MobileIron, Guidance and Netwrix.
• Managed a portfolio of strategic accounts, consistently exceeding revenue targets by building and maintaining strong relationships with channel partners.

Promoted to lead business development for multiple cybersecurity vendors, driving partner-led revenue growth.

Key Achievements:

• Consistently exceeded revenue targets through strategic partner engagement and opportunity development
• Built and managed relationships across reseller ecosystem to drive new business and upsell opportunities
• Developed GTM campaigns to increase vendor market penetration and partner engagement
• Supported enterprise deal progression through collaboration with partners and internal teams

• Managed relationships with high-profile clients such as Oracle, Roche, and Morgan Stanley, cross-selling event services and webcasting solutions to expand revenue streams.
• Focused on increasing product adoption and usage through strategic upselling campaigns.

• Achieved 150% of £1.5M target at InterCall through enterprise account growth
• Brokered high-value commercial deals including £167K domain sale
• Developed early channel expertise at Sophos, managing strategic partners such as Softcat and Computacenter
• Built strong foundations in pipeline management, forecasting, and partner sales enablement

• Managed key partner relationships and developed business plans to generate new sales growth, focusing on the channel to expand Sophos’ market share in the UK.
• Worked with strategic partners such as Softcat and Computacenter to enhance sales through targeted campaigns and educational initiatives.