Qualify for fit, not size.
The biggest partner is not always the right partner. I test whether the business model fits before committing resource.
Alliances · Channel · Cybersecurity
Building partner ecosystems that scale software and cybersecurity revenue.
I’m a senior alliances executive with 22+ years across software and cybersecurity, building OEM, global system integrator, operator, distribution and MSP partnerships across EMEA and India.
22+years in alliances and channel leadership
8alliance professionals led
£20K → £7MARR scaled at MobileIron
95%team retention
01 / About
Partnerships that turn into revenue.
I have spent my career working across the full partner spectrum: hardware OEMs, global system integrators, Tier 1 operators, distributors and managed service providers. I started as a sales engineer in Sri Lanka, spent seven years at BlackBerry, and moved into alliance leadership at MobileIron, NetMotion and Absolute Security.
Today I lead EMEA and India alliances, connecting commercial strategy with practical execution: choosing the right partners, building a credible route to market, and giving teams the structure to deliver.
How I work
Build the arithmetic before the argument.
Use models, assumptions and evidence to win support, then prove ideas lean before asking for investment.
Use credible doors.
Existing OEM relationships can create a more effective path into large integrators and new markets.
Lead through teams.
Recruit, coach and retain strong people while building trust across regional and global teams.
Education: BSc (Hons) Computing and Information Systems, London Metropolitan University.
02 / Experience
A career built around ecosystems.
From early sales engineering to global alliances and channel leadership, with a focus on partner strategy, commercial models and regional growth.
Jan 2022 — Present
Absolute Security
Senior Director, EMEA and India
Lead the regional alliance organisation across OEM, GSI, MSP/MSSP, distribution and operator partners, following the NetMotion acquisition.
- Built market-entry and partner-led growth in India.
- Developed MSP growth and a regional partner programme, Absolute Legends.
- Designed a tiered distributor rebate programme and introduced AI-assisted team workflows.
Sep 2020 — Dec 2021
NetMotion
Head of EMEA Operators and Channel
Developed channel strategy with Tier 1 telcos and wholesale partners, structured embedded cybersecurity propositions and expanded the ecosystem into new regions.
2013 — 2020
MobileIron
Global Account Director
Built alliance revenue through embedded-solution agreements with major device OEMs, wholesale partnerships with Tier 1 operators and joint go-to-market programmes.
- Scaled alliance ARR from £20K to £7M.
- Supported more than 1,500 enterprise customer acquisitions through partners.
- Recognition: Rookie of the Year (2014); MVP Channel Manager (2015 and 2016).
2012 — 2013
Verizon Enterprise Solutions
Senior UCC and Mobility Consultant
Enterprise consulting across unified communications and mobility.
2005 — 2012
Research In Motion (BlackBerry)
Team Leader, Early Adopter Programme
Worked across enterprise mobility and early-adopter programmes after beginning my career in sales engineering in Sri Lanka.
03 / Selected impact
Turning partnership strategy into action.
Selected examples of market development, programme design and commercial problem-solving. Detailed internal performance figures are intentionally omitted pending employer clearance.
01 / MARKET ENTRY
Opening India through OEM-led GSI partnerships
Used existing OEM relationships to create credible introductions to major integrators, and shaped a white-labelled proposition for a digital workplace offering.
02 / PROGRAMME DESIGN
Building a partner programme ahead of the roadmap
Regionalised partner engagement and introduced a gamified journey around training and deal registration; elements later influenced global programme development.
03 / CHANNEL STRATEGY
Making the case for distribution
Built a bottom-up business model for value-added distribution, mapped the reseller coverage required and designed a tiered rebate approach.
04 / INCENTIVES
Redesigning incentives as conditions changed
Worked with Finance and Marketing to redirect incentives toward pipeline-generating behaviours and new partner-sourced opportunities.
05 / AI-ENABLED OPERATIONS
Making partner preparation more evidence-led
Introduced AI-assisted reporting analysis, pre-meeting briefs and structured workflows to reduce manual preparation and improve decision-making.
06 / ALLIANCE GROWTH
Scaling an embedded-solution business
Built alliance capability, negotiated device OEM agreements and created wholesale bundles with major operators to expand enterprise reach.
CRN Channel Excellence Award nominee — Absolute LegendsMVP Channel Manager — MobileIron, 2015 & 2016Rookie of the Year — MobileIron, 2014
04 / Expertise
Where I create value.
Commercially grounded leadership across the partner lifecycle, from strategy and negotiations to enablement, team development and operational improvement.
Alliance strategyOEM partnershipsGSI alliancesTier 1 operatorsDistribution strategyMSP / MSSPGo-to-market designCommercial negotiationLicensing & wholesalePartner incentivesSPIFF & MDF programmesTeam leadershipMarket developmentAI-augmented operationsCybersecurity & SaaS
05 / Insights
Questions worth exploring.
Ideas for future articles on partnerships, channel strategy and applying AI to alliance work. These are planned topics, not published articles.
Why partner size is not partner fit
How to qualify a partner before committing time and resource.
Build the arithmetic before the argument
Winning internal support for a channel shift with a bottom-up model.
The credible-door principle
How OEM relationships can open routes into global system integrators.
Cutting partner meeting preparation with AI
Practical workflows, lessons learned and adoption across a team.
06 / Contact
Let's talk partnerships.
I welcome conversations about partnerships, advisory work and senior alliances or channel leadership. I’m based near Reading, UK, and work across EMEA and India.
Views expressed are my own and do not represent any employer. Please contact me via LinkedIn for now; a public email and CV download can be added when ready.