Rob Zerilli

• Company Overview: Fluent Commerce is a leading global Distributed Order Management system which improves the customer experience, optimizes fulfilment & solves inventory visibility issues.
• Recruited and Led EMEA Channel Team: Successfully established and managed a high-performing Channel team across the EMEA region, driving strategic growth and market presence.
• Cross-Functional Collaboration: Worked in close partnership with departmental heads and teams across the organization to enhance growth initiatives and brand awareness.
• Developed Partner Program: Worked alongside my team to build a robust Partner Program focused on strengthening the ecosystem of System Integrators (SIs), Agencies, and Independent Software Vendors (ISVs) across EMEA.
• Expanded Market Reach: Drove Fluent's business expansion in Tier 1 and Tier 2 EMEA regions by leveraging partner-focused strategies.
• Increased Channel Pipeline: Grew the Channel pipeline to represent 60% of overall inbound opportunities, significantly impacting revenue growth.
• KPIs: Implementing team KPIs that ensure growth for the business as well as my team team. For example, Partner Satisfaction Scores, Revenue Contribution, Accelerators, Training & Enablement.
• Tier 1 Partners: Manage Tier 1 System Integrators & ISV's such as AWS, Commercetools, Infosys, TCS etc.

• Company Overview: CloudCraze delivered B2B commerce technology built natively on Salesforce. Acquired by Salesforce in 2018.

First Alliances Lead in EMEA for CloudCraze

Led the development and execution of strategic alliance partnerships across EMEA, driving CloudCraze's market expansion and revenue growth in the B2B commerce sector. Established and managed key partnerships with top-tier firms, ensuring successful collaborations that enhanced brand presence and sales performance.

Strategic Partner Engagements:
Developed, launched, and nurtured relationships with leading global and regional consulting firms, including:

• Capgemini, Deloitte Digital, Westum, Accenture, EPAM, Waeg, OSF, Valtech, Publicis Sapient, Astound Commerce
  This network of partners played a crucial role in expanding CloudCraze’s footprint and delivering value to enterprise customers.

Revenue & Performance Metrics:
Demonstrated a strong track record in meeting and exceeding sales targets through strategic partnerships and business development initiatives:

• FY17 (Last 6 Months): Target £500K Net New & Upsell Revenue | Achieved 101%
• FY18: Target £1.1M Net New & Upsell Revenue | Achieved 104%
• FY19: Target £1.3M Net New & Upsell Revenue | Achieved 68% (Departed September 2019)

Key Customer Wins:
Secured high-profile enterprise accounts, further solidifying CloudCraze’s presence in the B2B commerce landscape. Notable wins include:

• Coca-Cola, Adidas, Samsonite

Business Growth & Strategic Initiatives:

• Spearheaded the development of comprehensive business plans to support long-term company growth and revenue acceleration.
• Led strategic planning initiatives, ensuring alignment between organizational objectives and market opportunities.
• Introduced innovative joint marketing campaigns, strengthening brand positioning and increasing platform adoption.
• Conducted high-impact strategic planning sessions, driving corporate goals and revenue strategies.
• Fostered collaboration across cross-functional teams, ensuring seamless execution of projects and achieving key business milestones.

By leveraging strategic alliances and market insights, played a pivotal role in driving CloudCraze’s expansion in EMEA, optimising revenue streams, and positioning the company as a leader in the B2B commerce platform space.

• Company Overview: Wazoku is a leading crowdsourcing organisation, delivering a cloud-based idea management software that enables crowdsourcing meaningful outcomes aligned to business objectives, by engaging the workforce, partners, and customers
• Developed, built and manage Global partner ecosystem from scratch
• Write and launch the Wazoku partner program globally
• Recruited Tier 1 partners
• Recruited regional Innovation specific partners
• Developed and implemented partner on-boarding program
• On-boarding training program - product and commercial positioning
• Establish business plans, PR, marketing plans, training, and pipeline development activities
• Business plan, with jointly agreed targets & objectives, with predefined engagement model
• Commercial discussion with heads of SBU’s and aligned proposition on go to market
• Target account campaign across all contracted partners
• Joint PR plan to replicate the Wazoku PR messaging
• Marketing activities with a view to execute on 1-3 activities per quarter across selected partners
• Educate the Market campaign
• Build and launch yearly Wazoku partner summit
• Classification of partners and positioning within the Wazoku eco-system
• Work closely and build ISV partnerships
• Performance to date against FY17 revenue target: FY17 target (Apr 16-Mar 17) £1.2 Mill / Achieved £1.3 Mill to date / 108%
• 50% of company number through Alliances program
• 10 new Partner qualified leads to Wazoku BDMs across the partner eco system per month
• Wazoku is a leading crowdsourcing organisation, delivering a cloud-based idea management software that enables crowdsourcing meaningful outcomes aligned to business objectives, by engaging the workforce, partners, and customers
• Partner win examples: AVIS Group, RAF, Allen & Overy, Uni of Melbourne, PPC Cement, SSCL, Fidelity Investments

• Company Overview: eBay Enterprise is a leading provider of commerce technologies, omnichannel operations and marketing solutions for the world's premier retailers and brands
• Develop, manage, and launch a partner ecosystem across EMEA for eBay Enterprise
• Work closely and build ISV partnerships – Magento / hybris / Demandware
• Establish business plans, PR, and pipeline Development activities
• Implement revenue plans for 2nd half 2014 and 2015
• Joint marketing plans, ‘educate the market’ program
• Implement internal training at partners, and positioning program
• Recruit new partners for product set or customer verticals - B2C, Fashion, Retail
• Terminate non-performers
• Partner contract negotiations
• Face to face client meetings in-conjunction with partners
• Assist U.S team in development of global partner program for EMEA specific
• EBay Enterprise is a leading provider of commerce technologies, omnichannel operations and marketing solutions for the world's premier retailers and brands
• 2014 2nd half results: Jointly won Fraport with German partner AOE
• Value $2.2M to EE / $5M in service fees to AOE
• Working with Sapient EMEA on EE rollout from Diesel EMEA
• EBay / Partner clients – Poundland, Waitrose, Debenhams, KIK, Figleaves, Acne, Miss-guided
• Recruited 14 partners across 2 target regions UK & Germany

• Company Overview: hybris software is one of the leading players in the commerce sector delivering enterprise software and on-demand solutions for e-commerce, multi-channel commerce, master data management and order management
• Manage the channel team across EMEA & U.S
• Develop the business plan for EMEA & U.S and present to the hybris board
• Assist in the development of the hybris partner program within EMEA and North America
• Managed element of APAC partner activity (until Channel director for APAC was recruited)
• APAC wins:

- Partner: Neoworks / Client: Asics

- Partner: Sceneric / Client(s): ASOS China, Triumph Japan, Amos Style - Japan & Qantas Store Australia

• Search and recruit top channel talent

- Currently managing 5 Channel Managers (1 x UK & Ireland, 1 x Nordics & Benelux, 1 x France, 2 x DACH)

• Work with the team to implement the business objectives & goals from hybris C-Level management:

- Strategy Development: Strategy development involving studying the alliance partner’s feasibility, objectives and rationale, focusing on the major issues and challenges and development of resource strategies for technology and people. It requires aligning alliance objectives with the overall hybris corporate strategy.

- Partner Assessment: Analysing a potential partner’s strengths and weaknesses, creating strategies for accommodating all partners’ management styles, preparing appropriate partner selection criteria, understanding a partner’s motives for joining the alliance and addressing resource capability gaps that may exist for a partner.

- Contract Negotiation: To determine whether all parties have realistic objectives, forming high calibre negotiating teams, defining each partner’s contributions and rewards as well as protect any proprietary information, addressing termination clauses and penalties for poor performance, such as relegation in partner level,

- Alliance Operation: Addressing partner senior management’s commitment, finding the calibre of resources devoted to the alliance, linking of budgets and resources with strategic priorities, measuring and rewarding alliance performance, and assessing the performance and results of the alliance.

- Alliance Termination: Alliance termination, when a partner cannot meet it targets and objectives, or when the partner adjusts priorities or re-allocates resources elsewhere.

• Company Overview: hybris software is one of the leading players in the commerce sector delivering enterprise software and on-demand solutions for e-commerce, multi-channel commerce, master data management and order management.
• Develop, manage, and grow the hybris partner ecosystem within the North European sector (UK & Ireland, Benelux, and Nordics)
• Establish business plans for financial year
• Execute on revenue plans
• Implement marketing activities
• Implement enablement plan for training and certification
• Terminate non-performing partners
• Recruit new partners for specific product set or customer verticals
• Negotiate and implement partner contracts
• Management of wide range of partners – some examples: Accenture, Deloitte, Cap Gemini, Tryzens, Sceneric, Softlution, iStone, Brightstep
• Face to face customer meetings on partner recommendations
• Hybris software is one of the leading players in the commerce sector
• Hybris delivers enterprise software and on-demand solutions for e-commerce, multi-channel commerce, master data management and order management