About
12+ years building partner ecosystems at Salesforce, ServiceNow, and Lumen — now helping $5M–$100M ARR B2B companies unlock partner-led revenue.
My Background
I've spent the last 12+ years building and leading partner programs at some of the world's most influential enterprise technology companies — Salesforce, ServiceNow, and most recently Lumen Technologies, where I led ecosystem strategy across a $1.6B ARR partner business.
My experience spans the full spectrum: designing partner programs from scratch, launching new routes-to-market (ISV, SI, VAR), transforming operating models, and scaling ecosystems that influence hundreds of millions in revenue.
I'm now channeling that practitioner-level experience into fractional leadership engagements — helping $5M–$100M ARR B2B companies build the strategic frameworks and operational muscle they need to unlock partner-led growth.
Proof of Work
These results come from my operating roles inside these companies — the partner programs I built and ran as an employee. I now bring that same operator experience to $5M–$100M ARR B2B companies as a fractional leader.
What Leaders Say
“I loved working with Jonathan and valued the strategic thinking, curiosity, and leadership he brought to our team. He has a unique ability to take complex ecosystem and go-to-market challenges, bring clarity to them, and turn strategy into actionable partner motions that drive meaningful business outcomes.”
Senior Partner Executive
Telecom & SaaS Companies
“Jonathan has a brilliant mind for modern partnerships and ways to strategically drive business forward. In the time that I've worked with him, we have learned and iterated together, built outcome-oriented programs, and created game-changing innovations in terms of how companies must think about their partnerships in the future. He is a true asset to any team.”
Partner Leader
BlueThread.io
How I lead
Principles forged across 12+ years of building, fixing, and scaling partner ecosystems — battle-tested operating beliefs that shape how I lead teams, engage partners, and drive outcomes.
Forecast calls, QBRs, partner business plans, and clean CRM data — the rhythm of the business that turns partner activity into board-ready revenue. Move fast: better, better, never best.
Quotas, territories, rules of engagement, and comp built on data so sales, partners, and finance pull toward the same number instead of competing for credit.
Trust earned with partners and internal leaders, a partner-first culture, and teams hired and coached to be trusted advisors who own the outcome.
The best partner ecosystems are actively led — someone setting direction, running the cadence, and earning the trust that makes partners invest alongside you. They need someone who can think strategically, operate rigorously, and build the kind of trust that makes partners choose to invest alongside you. That's the standard I hold myself to.