Partnership Leaders

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

Member

Hootsuite

I am part of Hootsuite's Patner team focused on field execution across the Americas.  In my role, I am responsible for leading field alignment, education and enablement to drive partner attributed revenue.  I develop the necessary relationships and connections both internally and externally with partners and customers to ensure we deliver strong solutions and value for our joint customers.  

Want to connect...book a call:  https://calendar.app.google/RrTErK5L8u5q6Vvx9

Strategic Partnerships

Sprinklr

Director, Strategic Alliances

Birst

Responsible for managing Technology Alliance partnerships to drive collaborative sales models and referrals globally.  Key partnerships include NetSuite, Salesforce.com, Amazon Redshift, Marketo and SAP

•	Create awareness; educate partner sales/presales teams to drive referrals & influence deals.  
•	Conduct quarterly sales webcasts, lunch-n-learns and roadshows across various offices and teams in North America
•	Primary contact to quarterback all sales, marketing, technical and customer inquiries
•	Work directly with Birst development team and partner technical teams to ensure up-to-date functionality, certifications and versions

Director, Technology Alliances

SAP Canada

•	Managed and Developed SAP GOLD VAR partners in Central Canada
•	Achieved 177%:  $2.3 million in SME on a quota of $1.3 million
•	Awarded 2011 Canadian Partner Manager of the Year
•	Awarded Q2 2011 Canadian Most Valuable Player 
•	Created monthly/quarterly/annual partner incentive programs to promote pipeline generation.
•	Facilitated tight integration and strong working relationships between partner sales teams and SAP sales teams to ensure ongoing pipeline growth and closed sales. 
•	Responsible for developing and monitoring each partner’s annual business plan with partner executives.  Coached partners in setting measurable goals/objectives/initiatives to drive a profitable business with SAP Canada.

Channel Sales Manager, Canada

SAP Business Objects

•	Managed a portfolio of Business Objects partners ranging from Bronze to Gold level across Canada to help transition into SAP program and enhance Business User license footprint
•	Achieved >4x pipeline for Business User license within the channel each year.
•	Achieved 100% acceptance within classic SAP partners.
•	Achieved 80% growth in Business User license revenue through partners.
•	Transition role to help integrate classic Business Objects partners into SAP programs and grow indirect Business Revenue within SME market, while cleaning up the channel.
•	 Responsible for gaining mindshare from SAP classic partners and assist them in creating Business User practices within their business.
•	Developed and managed extended business partner relationships among the Business Objects networks to drive strategic initiatives, drive incremental pipeline to 4x goals, and up/cross sell into accounts.

Director, Business User Channel, Canada

Crystal Decisions (acquired by Business Objects)

•	Responsible for establishing and growing the channel in Canada and the Northeast US
•	Grew revenue by 25% within territory by developing strategies and tactics with local partners to ensure customer success while maximizing territory profitability.
•	Voted Most Valuable Player by peers 2 consecutive years:  2005 and 2006
•	Selected into the Top Talent program.
•	Awarded President Club in 2005 and 2007.
•	Selected by Sales Management to Coach Customer Centric Selling 2 consecutive years: 2006 and 2007
•	Selected by management to provide mentorship to new hires to the Mid-Market sales team
•	Developed partner business plans to ensure strategic goals were identified with plans of action to execute on those goals, which led to new practice areas and geographies for a number of partners.
•	Created quarterly demand generation programs with each partner and created incentive programs for Business Objects sales executives and partners to ensure ongoing pipeline growth and closed business.
•	Prepared and conducted formal group presentations at all levels within company, including executive levels, providing internal stakeholders with clear understanding of executed strategies and new opportunities. 
•	Developed and presented integrated solutions proposals, which included cost justification and business cases.

Partner Account Manager

Pivotal Corp

Responsible for recruiting and developing new solution providers and implementation partners

•	Sold Pivotal’s first multi-million dollar deal through the channel.
•	Achieved President’s Club in 2000 and 2001.
•	Recognized as the #2 Performer Worldwide in 2000.
•	Awarded Top Performer Worldwide in 2001.
•	Developed sales strategy and execution plans to over achieve revenue targets.
•	Developed and managed business plans and opportunity forecasting with solution providers.
•	Consistently achieved plan and managed top performing partners.

Channel Sales

ADP Canada

•	Achieved Presidents Club by achieving 115% of plan
•	Awarded Canada’s Most Valuable Player, Major/National Accounts
•	Responsibilities included: prospecting, developing sales initiatives, needs analysis, product demonstrations, proposal presentations, participation in trade shows and closing deals
•	Managed and sold to existing base and net new sales.

Major Account Sales Executive

•	Conducted client needs analyses to determine HRIS requirements
•	Demonstrated recommended solutions and system configurations
•	Assisted sales associates in the completion of Request for Proposals as they pertain to HRIS
•	Provided pre-sales and post-sales support for sales associates
•	Determined HRIS Interface requirements to ADP Payroll system
•	Liaison between HRIS systems group and sales department
•	Established ADP Canada’s initial HRIS initiatives
•	Contributed to the quota achievement of the Major Account Sales Team

HRIS Specialist

As a Strategic Partnership Manager, I focus on connecting and educating field account executives around how they can leverage our strategic partnership and integrations to drive value for customers and prospects and differentiate themselves from the competition. 

With over 20 years experience in partnerships and alliances, I have always embraced the power of the ecosystem. At Hootsuite, I'm able to continue that passion with a highly partner-oriented organization working closely with our strategic partners Adobe, Microsoft and AWS.  Here, I spend my days:

     Bringing teams together to drive joint account and territory strategies
     Evangelizing our partnership and joint value proposition
     Planning sales plays across various segments to drive joint pipeline
     Making new connections to broaden our reach

Away from work, you can find me playing softball; trying to keep up with my daughter; participating in charity tournaments and mud runs; or just relaxing with friends and family.

I'm always happy to engage in new conversations.  If you'd like to connect, please contact me at antoinette.esquerdo@hootsuite.com  or book a meeting with me at https://calendar.app.google/RrTErK5L8u5q6Vvx9

Focus Areas:
Strategic Partnerships | Business Development | Channel Sales | VARs | Channel Strategy | Partner Enablement

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