Hannibal Scipio
Atlanta,USA
Summary
Dynamic global business leader with 20 years of technology and leadership experience, specializing in partner go-to-market strategies and ecosystem growth. Successfully unlocked a $4B USD co-sell pipeline, demonstrating a commitment to collaborative success and value generation. Expertise in building high-performing teams, driving innovation, and enhancing operational efficiency to achieve strategic business goals. Proven ability to transform challenges into opportunities, significantly impacting company growth and profitability.
Overview
19
19
years of professional experience
Work History
PRINCIPAL ANALYST, PARTNER ECOSYSTEM/CHANNEL MARKETING GTM STRATEGIES
Forrester Research
Atlanta, GA
01.2022 - 01.2025
- Analyzed external and proprietary data sets to distill insights and develop conceptual models and reports
- Advised clients on partner ecosystem and channel go-to-market strategies, insights and trends, best practices, and methodologies to actualize partner ecosystem value
- Topic areas included planning and measurements, incentives programs, B2B marketplaces, program design and governance, and partner management and ecosystem orchestration technologies
- Published The Forrester Tech Tide: B2B Partner Ecosystems
- Published GenAI Promises to Solve Persistent Challenges in Partner Ecosystems
- Published Accelerate Ecosystem-led Growth with B2B Marketplaces
- Published Aligning Partner Incentives to the Customer Lifecycle Framework
- Led breakout sessions, panels, presentations, and round tables at 2022, 2023, and 2024 B2B Summits
HEAD OF PARTNER MARKETING & PROGRAMS
Promethean Incorporated
Seattle, WA
01.2020 - 01.2022
- Led strategy and execution of global partner program and managed a global team to activate, engage, and grow a partner ecosystem that effectively expanded awareness, generated demand, and accelerated revenue
- Defined partner GTM framework and program delivery model to achieve scale and max return on investment
- Achieved Google for Education Partner designation and managed partnership launch
- Increased partner engagement 13+% YoY by optimizing enablement and partner-led campaigns
SENIOR BUSINESS STRATEGY MANAGER, CO-SELL PROGRAMS
Microsoft Corporation
Redmond, WA
01.2018 - 01.2020
- Led strategy, development, and integration of partner-to-partner (P2P) program to accelerate the co-sell motion
- Developed P2P business model and requirements for cloud marketplaces, co-sell programs, and Partner Center
- Grew volume of multi-partner (P2P) pipeline by 223% YoY
- Launched Microsoft Partner-to-Partner to enable partners and field sellers to drive global adoption and scale
GLOBAL GO-TO-MARKET OPERATIONS LEAD
Microsoft Corporation
Redmond, WA
01.2018 - 12.2018
- Led strategy and operations for go-to-market capabilities to grow strategic partnerships and partner sales
- Unblocked approximately $4B USD co-sell pipeline to drive region-aligned business growth
- Scaled partner GTM planning and execution methodology to support an expanded coverage model
- Developed partner GTM dashboard to track and manage strategic partner investment initiatives
- 2018 Microsoft One Commercial Partner 'Excellence' award recipient
PARTNER MARKETING MANAGER, AZURE
Microsoft Corporation
Redmond, WA
01.2016 - 01.2018
- Launched and managed strategic partner programs, FastTrack for Azure, ISV Cloud Embed, and Azure Certified, to accelerate Azure cloud adoption in enterprise and corporate customer accounts
- Scaled FastTrack for Azure eligible partners by 5X in three months
- Generated 30% of opportunities for FastTrack for Azure through partners
- Increased pipeline of new offerings and listings for Azure Marketplace by 40% YoY
- Accelerated time to market of new listings in Azure Marketplace by 50% YoY
BUSINESS PROGRAM MANAGER, DEVELOPER BUSINESS OPERATIONS
Microsoft Corporation
Redmond, WA
01.2014 - 01.2016
- Improved the Microsoft developer experience across commercial and consumer marketplaces, Azure Marketplace, Windows Store, and Office Store
- Launched cognitive cloud services PhotoDNA and Content Moderator to improve developers' experience
- Increased the monthly developers paid rate by 500%, improving developer retention
- Developed AI tool to generate insights from unstructured, feedback data accelerating product improvements
- 2015 & 2016 Microsoft Worldwide Operations 'Making Doing Business with Microsoft Easy' award recipient
ATTACHÉ, US FOREIGN COMMERCIAL SERVICE
U.S. Department of Commerce
Rio de Janeiro, Brazil
01.2013 - 12.2013
- Supported international commercial diplomacy through trade missions and partnership development
- Facilitated partnerships between U.S
- Envoys and Rio 2016 Organizing Olympic Committee
- Achieved Avançado Superior status on CELPE-BRAS, the Brazilian Portuguese language proficiency exam
SENIOR SOFTWARE ENGINEER, RATIONAL CLIENT SOLUTIONS
IBM Corporation
Littleton, MA
01.2006 - 01.2012
- Solved critical, enterprise problems for prominent software development lifecycle management solution, ClearCase
- Supported named enterprise accounts as a technical advisor
- Sustained USD $20 million annual recurring revenue by supporting key enterprise accounts
- Reduced team's time to resolution by operationalizing Kepner-Tregoe (KT) problem-solving methodology
Education
Master of Business Administration - International Business
Darla Moore School of Business, University of South Carolina
Columbia, SCBachelor of Science - Computer Science and Mathematics
Morehouse College
Atlanta, GASkills
- Operational Strategy Development
- Partner Ecosystem Management
- Co-Selling Partnership Management
- Program Design Expertise
- Cloud Computing
- B2B Marketplace Expertise
- Team Leadership
- Collaborative Teamwork
- Influential Thought Leadership
- Stakeholder Engagement Expertise
Timeline
PRINCIPAL ANALYST, PARTNER ECOSYSTEM/CHANNEL MARKETING GTM STRATEGIES
Forrester Research
01.2022 - 01.2025
HEAD OF PARTNER MARKETING & PROGRAMS
Promethean Incorporated
01.2020 - 01.2022
SENIOR BUSINESS STRATEGY MANAGER, CO-SELL PROGRAMS
Microsoft Corporation
01.2018 - 01.2020
GLOBAL GO-TO-MARKET OPERATIONS LEAD
Microsoft Corporation
01.2018 - 12.2018
PARTNER MARKETING MANAGER, AZURE
Microsoft Corporation
01.2016 - 01.2018
BUSINESS PROGRAM MANAGER, DEVELOPER BUSINESS OPERATIONS
Microsoft Corporation
01.2014 - 01.2016
ATTACHÉ, US FOREIGN COMMERCIAL SERVICE
U.S. Department of Commerce
01.2013 - 12.2013
SENIOR SOFTWARE ENGINEER, RATIONAL CLIENT SOLUTIONS
IBM Corporation
01.2006 - 01.2012
Master of Business Administration - International Business
Darla Moore School of Business, University of South Carolina
Bachelor of Science - Computer Science and Mathematics
Morehouse College
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