ELLIOT SMITH
Atlanta,GA
Summary
Leader with over 20 years of experience in building high-performing teams and strategic partnerships. Expertise in SaaS partnerships, sales, and consulting with a proven track record of fostering profitable relationships between SaaS providers and partner ecosystems. Skilled in aligning go-to-market teams with partner strategies to drive sustainable revenue growth.
Overview
27
27
years of professional experience
Work History
VP, Head Of Partnerships
ZoomInfo
10.2024 - 09.2025
- Led strategic initiatives to enhance operational efficiency across multiple departments.
- Developed and implemented comprehensive business plans aligning with organizational goals.
- Oversaw budget management, ensuring fiscal responsibility and resource allocation effectiveness.
- Directed cross-functional teams to drive project delivery and improve stakeholder engagement.
Head of Partnerships
6sense
08.2020 - 08.2024
- Joined shortly following Series C round to build a new Partnerships function. Established a global team with responsibility for Agency, SI, ISV, OEM, Data, Publisher and PE/VC partnerships.
- Created a world-class ecosystem that is recognized as a key competitive differentiator both internally by field teams and externally by analysts, partners, and buyers
- Directly closed the company’s largest ever deal with a strategic OEM partnership ($4.5m TCV) and grew annual Partnership event sponsorship revenue to $2m/year
- Created a 3-tiered Agency & SI program comprised of over 50 productive partners which incentivizes positive revenue and retention impacts by centering partner training, certification, and enablement on delivering highly-valuable services for 6sense customers
- Implemented co-sell, co-service, and co-innovate motions with Agency, SI, and ISV partners that resulted in 10% of annual new business being sourced by partners, 25% being positively impacted by partners, and a lift in at-bat retention rates from 75% to 95% when customers integrate 6sense with 3+ partners
- Developed and brought to market an industry-first value exchange motion that resulted in 6sense receiving high-quality intent data related to 150m+ monthly unique visitors from 15+ Publisher partners at no incremental cost
Vice President, Americas Alliances
Infor
03.2016 - 08.2020
- Transformed the Infor partner program by leading a 20-member team focused on activating sell-with alliance partnerships with Global SIs and Regional SIs across the entire Infor product suite (ERP, HCM, CX, and Supply Chain). Delivered 6x growth in partner impact over 4 years by turning a disjointed legacy team into a cohesive and high-performing unit.
Senior Director of Partnerships
Oracle
05.2011 - 03.2016
- Led a team of 7 Directors responsible for setting partner strategy and driving engagement between field teams and Agency & SI partners for the Oracle Marketing Cloud product suite (Eloqua, Responsys, and BlueKai).
- Grew partner sourced pipeline to $20m/year and increased positive partner impact on bookings from 8% to 27% over 3 years.
Consulting Director
Amdocs
09.2005 - 05.2011
- Responsible for the Amdocs CRM program across all of AT&T’s global call center operations.
- Sold and led the implementation of a $5m SaaS solution in the Customer Experience domain that brought together multiple disparate data sets into one view of the customer journey for AT&T’s B2B division. Actionable insights surfaced by the program yielded $11m in operating expense savings for AT&T in Year 1.
Independent Technology Consultant
IBM
08.2002 - 07.2005
Senior Consultant
PwC Consulting (acquired by IBM)
11.1998 - 03.2002
Education
Business Administration And French
University of Bath
Bath, UK07.1998
Skills
- Go-to-market partnerships
- Growth strategies
- Data-driven decision making
- Collaborative mindset
Languages
French
Professional Working
Timeline
VP, Head Of Partnerships
ZoomInfo
10.2024 - 09.2025
Head of Partnerships
6sense
08.2020 - 08.2024
Vice President, Americas Alliances
Infor
03.2016 - 08.2020
Senior Director of Partnerships
Oracle
05.2011 - 03.2016
Consulting Director
Amdocs
09.2005 - 05.2011
Independent Technology Consultant
IBM
08.2002 - 07.2005
Senior Consultant
PwC Consulting (acquired by IBM)
11.1998 - 03.2002
Business Administration And French
University of Bath
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