Nathan Smith Email & Phone Number

San Francisco, California, Us

Responsible for all indirect, partner routes-to-market, including; GTM, Tech Alliance, and Cloud Service ProvidersDeveloped and executed partnership strategies to drive growth, improve win rates, and increase partner-sourced pipeline generation.Identified and prioritized key partners based on strategic fit, aligning initiatives with product development, marketing, and sales teams.Cultivated and managed long-term relationships with strategic partners, negotiating agreements to optimize revenue growth.Drive business development efforts, identifying new opportunities through partnerships and ecosystem expansion.Collaborated cross-functionally to deliver integrated programs and drive top-of-funnel, partner-sourced pipeline, & ARR growth through joint initiatives.Established KPIs for partnerships, providing regular performance analysis and optimization recommendations.Brought 10+ years of B2B SaaS partnerships experience, with a strong track record in program build, organization launch, negotiating, pipeline development, GTM strategies and implementation, and executive collaboration.

San Francisco, Us

Partnership Leaders is the global industry association for Partnership/Channel/ Alliances/Business Development leaders.

San Francisco, California, Us

Responsible for the relaunch and build out of the Panzura Channel Sales and Tech Alliances organization reporting directly to the CEOWork with cross-functional teams to start the build out of Partner Enablement, Marketing, Operations and Tech AlliancesWork with PeopleOps to build out job descriptions for a senior leadership role in Partner Programs, reporting to meDevelop and launch, along with the Chief Legal Counsel, new Tech Alliance and Referral Agreements to better support the needs of the businessDeveloped Channel & Alliances GTM strategy for 2024 and presented to the C-Suite in late December 2023Kick final day(Day 3) of 2024 Panzura SKO event presenting the 2024 Channel & Alliances GTM Plan to the entire Sales and Supporting Organizations at The Star in Frisco, TX

New York, Ny, Us

Tasked with building and leading Diligent’s first GTM Partner Sales Team and function with responsibility for North America. Responsibilities include hiring, onboarding, and leading a team of Partner Sales Managers responsible for the development of a robust group of GTM partnerships and partners supporting Diligent’s indirect RTM growth. Additionally, I support the broader Partner Organization in the development, implementation, and staffing of new Partner supporting roles, such as Programs, Marketing, Enablement, System Engineering, and Operations.

San Francisco, California, Us

Spearheaded the development of the Channel Sales program and organization for Zendesk in North America, by defining and executing GTM strategy, then building and leading a Partner Sales Team responsible for exceeding aggressive company Partner revenue goals. Identified and implemented critical and missing Partner functions like: Partners Operations, Partner Marketing, Partner Enablement, Success, Advocacy (Support), Sales Strategy, Partner Program, and GTM. Built a diverse ecosystem of GSIs, DMRs, SIs, BPO, and Tech Alliance partners that have invested in and are going to market with the Zendesk platform. Defined the GTM strategy, built the sales team, and worked internally to educate and create awareness of the value a robust and successful Partner Program can bring to a hyper-growth SaaS organization like Zendesk. Hire, train, and lead a 22-person North America Partner Sales Team (12 direct and 10 indirect reports), which resulted in partners reselling, referring, outsourcing, implementing, and launching Zendesk Services Practices and going-to-market motions with successful Zendesk-based solutions. Spearhead the development of Channel Sales for Zendesk, driving revenue from $1.5M in 2018 to $48M in 2021.Orchestrated a ‘worst-to-first’ regional story, leading the North American Region from the lowest performing Partner Region in 2018 to the # 1 position, generating $21MM revenue in 2020 (121% of quota).Launched distribution as an RTM, attracting high-scale partners including CDW, Trace3, and Softchoice.Achieved consistent high sales performance: 386% growth YoY in 2019, 121% of plan in 2020, 333% growth YoY.Built and managed partnerships with multiple GSI partners, including Accenture, TCS, Wipro, and Cognizant.

Austin, Texas, Us

Responsible for creating global partner initiatives, programs, and go-to-market activities and strategies with all Strategic, GSI, SI, VAR, and OEM Channel Partners. Led a small team of remote staff, with additional dotted-line responsibilities, to identify, develop, cultivate and execute new partnerships, running joint partner GTM strategies and value propositions. Recognized for 177% quota attainment 2016, 168% Q1 and 166% Q2 2017 quota of $7.4M.Negotiated Jive’s first 2 VAR partnerships with CDW and SHI, resulting in $635K in resell revenue in 2015.Doubled the Channel Sales attributable ARR from 2015 - 2017; named President’s Club winner.Landed key new clients Starwood, Pearson, and Alfresco Software through Partners.

Auburn, Wa, Us

Managed key Enterprise account relationships for a $2 billion global reseller and service provider committed to helping businesses complete their digital transformation. Committed to the design, deployment, integration, and management of workplace modernization, network optimization, data center transformation, and security fortification. Drove an 183% increase in sales to $3M over 3 years, serving enterprise accounts in Texas.Won San Antonio Water Systems, Freescale Semiconductor, National Instruments, Kinetic Concepts Inc., Dell Inc., Kellogg, Brown & Root.

Sunnyvale, Ca, Us

Sold next generation web and Internet-based Visibility, Acceleration and Security products for company later known as CacheFlow, acquired by Symantec in 2016. Acted as the Field Sales Team Lead and Sales Trainer, developing new hire training and sales orientations. Chosen to be the Cloud Security Solution Team Advocate.Delivered 108% attainment of annual quota 2011 of $1.3M, an increase of 43% in 2 years.Closed the first corporate-wide Cloud Services deal with Rush Enterprises, generating $237K in year 1 revenue.

Austin, Texas, Us

Sold solutions to new and existing customers, as well as demand generation programs and events. Collaborated with Virtual Oracle Team and Channel Partners to unify account/territory strategy. Secured a $1.2M Database License and Support deal in Q4 2010 with Kellogg, Brown & Root.Achieved 118% of annual quota in 2010, serving EOG Resources, Camden Property Trust, and Nobile Energy.

Collaborated with Regional Manager and 3 System Engineers to identify and penetrate key accounts. Facilitated Lead Generation Team training and mentoring for Google Apps and Postini Email Security Solution Platform. Mentored 15+ Lead-Generation Team Members.Rapidly grew a $600K book of business to $2M, maintaining an opportunity pipeline of 300% - 400% of quota.Named Representative of the Quarter 3 times among 50+ representatives.

Round Rock, Texas, Us

Conduct weekly pipeline with Sales Manager and Account Executive.Support long-term growth of business through customer relationships, communication and timely problem resolution. Proactively train and increase my proficiencies in the Dell Leadership Competencies including: Business Acumen, Customer Focus, Financial Acumen, Dealing with Ambiguity, Integrity and Trust, Intellectual Horsepower and Priority Setting.Work cross functionally with Marketing, Account Executives, Regional Sales Managers, Finance and Operations to uncover business growth opportunities, pipeline management.Quarterly, present to customers: new lines of business, product roadmaps, special project business needs Attend vendor functions and executive briefings, when necessary.Demonstrate effective team leadership by motivating the team to gain results, establish clear priorities, and working to improve capabilities of individual team members.Received 'Circle of Excellence’ award twice for Top 5% Company-wide Sales Performance.

Master Of Science (M.S.), Occupational, Workforce & Leadership Studies

Bachelor Of Arts (B.A.), Applied Arts And Sciences