Vena Solutions

Growing the Microsoft channel, referral, and SI partner ecosystem globally

Director, Ecosystem Business Development

Partnership Leaders

Partnership Leaders is the industry association for Partnership / Channel / Alliances / Business Development leaders at modern technology companies.

Member

Pigment

Foundational Member of Pigment NA Partner team as first NA Partner Manager hire

- Recruited, onboarded, and managed all NA SI partner
- Grew partner-sourced ARR from 7% to 32%+ of closed won ACV 
- Grew partner-attach rate from 25% to 96% of closed won opportunities
- Increased win rate on partner co-sold deals by 100% 
- Trained, mentored and acted as day-to-day manager for Partner Development Manager
- Provided strategic direction for Pigment Partner Universe development

Senior Partner Manager:

- Tasked with growing Strategic Regional North American partners
- Achieved 108% of Q3 quota
- Over-exceeded FY24 quota

Senior Partner Manager

- Promoted to Senior Partner Manager & Channel Sales Lead (SMB-MM Sales Manager)
- Started & led Pigment's NA Channel (SMB-MM) sales team, grew team from 3 to 5 AEs in 6 months, achieving 141% of H1 quota
- Achieved 125% of partner management quota

Senior Partner Account Manager & Sales Lead

- First Partner Manager hire in North America
- Achieved 110% of quota, recruiting, enabling, and growing all North American SI partners

Partner Account Manager

Manager, Partner Success

- Achieved 147% of H2 2020 plan
- Sales Advisory Council

Partner Development Manager

Sales & Partner Development Representative

Sales Development Representative

Monex Canada

- Generated several hundreds of thousands in revenue through developing and managing relationships with SMEs, corporations, and TSX-listed companies 
- Researched and presented daily briefings on changes in the market, world news, and central bank activity, in order to improve the knowledge base and sales conversation quality among the business development team

Business Development Executive

I Love Travel!

- Recruited, trained, and managed over 90 campus representatives across 20 university campuses to sell ski vacations through cold-calling, referrals, inbound applications, campus visits and social media posts
- Crafted targeted sales strategies that led to a 30% increase in collective sales in the regions of British Columbia, New York City, and Pennsylvania in under one year

Account Manager (University Division)

Labatt Breweries of Canada

My role: To make Budweiser cool again

I spent the year architecting and running promotional campaigns geared towards major student groups like the UBC Greek System, Alma Mater Society, hosting pub nights, and getting Budweiser's in the hands of the most socially influential students at UBC.

Due to the success of myself and my colleagues in other territories, Labatt doubled down on their investments towards the legal drinking age to age 24 addressable market

Campus Activation Manager

Partnerships & Sales @ Pigment // FP&A, SPM, and S&OP

Like Galaxy, but without the G

I work with Microsoft partners to bring agentic AI-powered FP&A solutions to their clients arsenal, helping them make better decisions faster. If you specialize in Dynamics, PowerBI, Fabric, ERP, or Copilot, we should chat.

Outside of my professional life, I have an interest in fitness and understanding why people do what they do.

If you'd like to get in touch with me, you can reach me via DM or via email.

mattlar.aleksi@gmail.com 👈

Aleksi Mattlar

Crayon

Part of the Technical Advisory Group (TAG) Cloud Team covering MSFT Azure, SPLA licensing and VMware. 

The role focuses on assisting, enabling and supporting channel partners on their Microsoft Azure cloud journey whilst building their Microsoft Azure practice and driving cloud adoption.

Business Success Manager - Cloud

Partnership Leaders is an independent and vetted industry association for Partnership/Channel/ Alliances professionals.

Visit www.partnershipleaders.com to learn more.

TPG Telecom

• Responsible for customer acquisition, revenue growth and retention in the SMB and SME segment for iiNet, Internode and TPG business brands 
• Managed high performing sales teams (40+ FTEs) across 3 sites located in Australia and Philippines
• Accountability for multi-channel environment including sales call-centres, live chat team, reseller channel team (300+ partners nationally) and an Account Management team (1900+ accounts nationally) 
• Developed strategic goals, sales plans, demand generation strategies and managed go-to-market campaigns
• Analysed economic, technological, cultural and social market trends to identify opportunities and create compelling value propositions for service offerings of the firm
• Set up and utilised KPIs, pipeline management, forecasts and sales reports to drive performance
• Key stakeholder in multiple strategic projects across the full product life cycle (e.g., new product launches, retiring legacy products and customer migrations to new systems) 
• Maintained a highly skilled team through continuous coaching and staff training 
• Identified further growth opportunities which were delivered through optimising team responsibilities 
• Utilised change management strategies to maintain high engagement and a positive team culture
• Effectively managed internal and external stakeholders including senior and c-level management 
• Explored and established cross-business collaborations (e.g., commercial, finance, product and marketing teams) to offer new and unique products to differentiate the service in a highly competitive market
• Proactively worked with customer service and support departments to ensure a high level of customer satisfaction, retention and a great customer and partner experience (CX and PX)

National Channel Sales Manager

• Responsible for building up the partner channel, driving sales and revenue growth for iiNet Business nationally through the business partner program (250+ partners)
• Identified and attracted sales talent to the organisation and managed small sales and support team
• Full ownership of strategic planning, channel growth and continuous improvement of all reseller related tools, processes and ecosystem with particular focus on partner experience
• Main point of contact and single point of escalation for channel partners 
• Proactive and ongoing partner relationship management of existing partners, reactivating inactive and sourcing new channel partners
• Accountability for partner on-boarding, partner enablement and training of new partners including clear communication of value proposition
• Implemented GTM strategies including sales training, marketing plan execution, product presentations and successful launch of new product
• Ensured the technical knowledge of partners remained high through delivering regular training sessions
• Designed and implemented sales incentive programs for channel partners to drive customer acquisition 
• Cooperated with multiple internal departments to build and provide necessary partner tools including marketing materials, training and sales documents 
• Significantly contributed to the development of technical and marketing capability, new training and marketing materials, intellectual property and internal processes subsequently adopted for local and national use

Channel Account Manager - iiNet Business

Command A Com

•	Maintained and developed existing SMB accounts with pro-active customer focused approach 
•	Built strong partnership relation with major distributors and vendors 
•	Managed existing licenses and contracts for clients
•	Engaged directly with the key stakeholders and CxO level managers 
•	Main point of contact and escalation point for clients 
•	Actively researched and developed new leads and prospects
•	Owned full sales process cycle from lead to sale and further developed accounts to build business relationship 
•	Provided tailored technology solutions to customers based on their unique business requirements

Technical Account Manager

ServiceSource

•	Managed several key strategic accounts across EMEA and APAC including System Integrators (CSC, Atos, Cap Gemini) and key channel partners
•	POC for EMEA and APAC System Integrators for VMware and Clearswift
•	Increased multiple SI's internal sales metrics by planning and proactively managing renewal pipeline
•	Enterprise License Agreement renewal portfolios management (multi-million enterprise agreement with national and regional engagement on both Vendor and Client side)   
•	Proven record of achieving and exceeding demanding sales targets
•	SME for service renewals and escalation point of contact for SI's providing creative and optimal solutions 
•	Planned and managed renewals sales cycle for SI's and Channel partners using metrics and pipeline analysis followed by proactive cooperation including all parties involved 
•	Developed strong business relationships on all channel levels (1-3 tier) and internal/ external departments
•	Compiled performance, exception and forecast reporting on a daily basis for internal and client management
•	Developed, tested and deployed Rep performance metrics report using BO
•	Compiled and prepared materials for training purposes based on client’s product portfolio and knowledge base with internal processes and regulations in mind

Renewal Sales Account Manager

Symantec

•	Managed customers accounts and business processes 
•	Established and developed strong business relationships with strategic corporate partners in order to meet and overachieve revenue targets and KPIs
•	Maintained and evaluated global order reports, RMA reports, process updates, backlog management 
•	SME for government, express, academic and compliance order processes
•	Cooperated and dealt with sales dept. and 3rd party partners on a project of testing process effectiveness and business quality
•	Member of intranet refresh project - Analysed data results and created improvement suggestions for intranet development, implementation and maintenance
•	Participated on project Oasis – new Oracle version rollout from Oracle 10 to Oracle 11i
•	SME for quality UAT for local and 3rd party Oracle 11i users

Senior Account Specialist

arvato Financial Solutions, Global F&A

•	Researched and tracked unapplied payments, query handling 
•	Dealt with write offs and potential fraud situations 
•	Maintained and evaluated statistics and reports, critical data update responsibility 
•	Scanning candidate documentation, preparing letters, reports and contracts 
•	Matched incoming payments against customer accounts

Billing Administrator Google Adwords Cash Applications

Mohana a.s., Meganábytok

Sales Representative

A self-driven channel leader with experience in managing large national sales teams. Proven success in revenue growth and customer retention within a B2B and B2C environment in , Telecommunications, cybersecurity and IT across Europe and Australia. 16 years of experience in sales management, channel sales, partner relationship management, customer acquisition, solution selling, stakeholder management, business transformation and change management in a hybrid working environment. 

Demonstrated track record of building, developing and leading high performing geographically and digitally dispersed teams. Passionate about driving a positive culture to ensure teams are putting customers at the centre of everything they do. Detail oriented, proactive, adaptable, creative with a proven record of exceeding demanding KPIs and strong time management, communication and analytical skills.

taplio

The Battle

Aleksi Mattlar

Marcel Macinga

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