Canada
Jeremy Hanlon is an accomplished Channel/Alliance leader with a distinctive blend of expertise across Sales Engineering, Direct Sales, and Channel/Alliance Sales. He has built and scaled Channel/Alliance partnerships (GSI, SI, CSP, AWS, Distribution) across Canadian and US markets, driving growth for SaaS and enterprise software organizations including Workato, Okta, Boomi, and Dell Technologies (Quest Software, AppAssure, RSA, SonicWall, One Identity, PlateSpin | Novell). At Workato, Jeremy leads Partner GTM strategy across the Americas, managing a team of Partner Sales Managers who drive partner-attached pipeline across Enterprise, Commercial, and Embedded segments. Under his leadership, the Enterprise partner channel became the #1 pipeline source for the business, achieving 205% of pipeline target. His current focus is operationalizing Workato's Enterprise Orchestration Platform and AI/Agentic capabilities through strategic partners to accelerate deal velocity and expand co-sell coverage. With more than two decades of leadership across IT management, channel and alliance management, business development, sales, sales engineering, and professional services, Jeremy brings a rare combination of Direct Sales, Pre-Sales Engineering, and Channel/Alliances expertise to every partnership he builds. Specialties: Solution Selling · MEDDPICC · People Management · SaaS/Platform Business Development · Channels & Alliances Leadership · AI/Agentic & iPaaS Partner Strategy
Leading Workato's partner go-to-market strategy across the Americas, driving revenue growth and pipeline generation through strategic alliances with major consulting and technology partners — including Accenture, Deloitte, EY, and Capgemini — as well as top boutique SIs like Twenty20, Dispatch, and Slalom. Responsible for managing a team of Partner Sales Managers, aligning partner ecosystems with Commercial, Embedded, and Enterprise sales motions to accelerate deal velocity and expand market reach. In the prior year as Sr. Partner Sales Manager, built the Enterprise partner channel into the #1 pipeline source, achieving 205% of pipeline target and exceeding sourced ARR goals. Focused on enabling partners around Workato's Enterprise Orchestration Platform, AI Agentic capabilities, and competitive displacement strategies.
As a Field Partner Sales Leader - Enterprise, I am response for accelerating Workato’s growth in the Enterprise segment. Working closely with our partner development, marketing and solution consulting teams, I support our North America Enterprise sales teams in driving opportunities through the use of Workato partners. I'm responsible for: Work with the Partner development teams to manage the field execution with strategic partners Sales engagement. Align closely with Enterprise sales teams to develop partner-driven portfolio and pipeline plans. Ie identify the right Workato partner for each customer and prospect Field sales enablement. Enable our Enterprise segment sellers on why, when and how to engage partners. Conduct regular cadences with direct sellers to drive accountability and execution. Strategic partner engagement. Collaborate with Partner Sales Leads to establish strategic relationships with key partners that operate in the Enterprise segment. Develop a deep understanding of each partner’s key domain expertise and operationalize that into Workato’s Enterprise GTM. Product knowledge. Develop a deep understanding of the Workato platform. Pipeline generation. Design and execute pipeline generation activities with partners and sales teams. Performance Management: Monitor and analyze segment performance, providing regular reports and insights to internal stakeholders. Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement. Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.
As a market and technology leader in powering the Data economy, Boomi is one of the hottest tech companies in the SaaS/Cloud industry. Our award-winning, patented technology is transforming the world of data management and integration by making enterprise-class connectivity to “whatever you want, when you want it” technology accessible and affordable to companies of all sizes. I own the Channel Field Sales for our GSI(S), ISVs, AWS and Technology Alliance partners in North America as well as Global Strategic Accounts. #GoBoomiIt
Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 13,000 organizations, including JetBlue, Nordstrom, Siemens, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers. My team is responsible for our Canadian Channel & Alliances Route to Markets including AWS, Distribution and Channel Resellers.
As a market and technology leader in powering the Data economy, Boomi is one of the hottest tech companies in the SaaS/Cloud industry, named a Leader for the seventh year in a row in the Gartner Enterprise iPaaS Magic Quadrant. Our award-winning, patented technology is transforming the world of data management and integration by making enterprise-class connectivity to “whatever you want, when you want it” technology accessible and affordable to companies of all sizes. As the Director in charge of the Dell Technologies Alliance I am responsible for: - Lead development of Dell Alliance partnership strategy and business plan - Manage a team of Business Developers across the Dell channel - Structure, negotiate, and execute the appropriate partnership model and contractual terms - Develop impactful relationships within alliance partner's organization including Business Development, Product, Marketing, and Sales functions - Drive efforts to define solutions and certifications in support of alliance strategy and business plan - Support sales enablement activities, such as internal/external communications and sales training, and go to market planning - Continuously assess alliance’s annual performance metrics and outcomes to nurture growth and optimize adoption, partner satisfaction, and revenue - Serve as primary liaison and advocate for alliance partnership
As a market and technology leader in integration platform as a service (iPaaS), Dell Boomi is one of the hottest tech companies in the SaaS/Cloud industry, named a Leader for the third year in a row in the Gartner Enterprise iPaaS Magic Quadrant . Our award-winning , patented technology is transforming the world of integration by making enterprise-class integration technology accessible and affordable to companies of all sizes. Learn more at http://www.boomi.com/ As the Canadian Alliance Manager for Dell Technologies I work with a high energy team of doers that are building collaborative senior relationships within the Dell Technologies organizations globally to drive Boomi pipeline and revenue.
The Canadian Channels Director is a senior leadership and high-impact position as well as a key member of the Cloud/Software sales team. • Responsible for building and strengthening partnerships with key business partners, expanding their sales of Dell Software's award-winning Microsoft Platform software, enabling their Program competencies, and making them successful as a Quest partner. • Lead a team of individuals to facilitate proactive sales collaboration between partners and the direct sales team. • Provide direction for Canadian Sales Engineers on account planning strategy sessions aimed at retaining and acquiring customers and increasing business opportunities. • Responsible for Canadian Microsoft Management Platform BU. This includes Microsoft Azure, Azure Active Directory, Azure IaaS. Office 365 and Quest On Demand SaaS • Business & technical specialist for Canadian Channel/Alliance partners including Softchoice, PCM, Accenture, Microsoft and Longview • Work with channel marketing team to create and execute demand creation programs with business partners • Provide partner global sales management with regular sales reports (forecasting and pipeline), as well as competitive updates, channel trends and competitive strategies to ensure Quest maintains a competitive position with business partners • Professionally manage escalations and channel conflict between business partners and Quest by fostering excellent communication and adherence to rules of engagement • Establish business partner profiles (partner “one-pagers”) • Communicate and promote business partner success through internal and external marketing communications • 70% Travel Canada / 10% Global / 20% Home Office Based (GTA/Toronto) • Quest Employee Award Winner - December 2017
At Scalar Decisions we help by understanding your technology challenges in the context of the business goals. Working collaboratively, we'll define a strategy aligned to both sides, and deliver effective, practical, and creative solutions. In the position of Principal Sales Engineer - Virtualization Practice I worked directly with the sales team in engaging prospects who are interested in virtualization and cloud: - Help to source, validate, and support the IT consultants our customers need, when they need them, and how they need them. Through our innovative engagement model and our real-world IT expertise, we deliver an unmatched level of consultant quality, customer value, support, flexibility, and accountability. - Assisting with product presentations, demos, product evaluations and other tasks as needed to further the sales cycle and secure new customers - Helping the company stay current on competition by sharing knowledge gained in field discussions - Working as a “team” with our Regional Sales Directors, Inside Sales Representatives, Channel Managers, VP Sales and Marketing to effectively manage assigned territories - Leveraging resellers and Alliance partners when necessary - Representing Scalar Decisions in a variety of external conferences to promote Scalar Decisions products and services Combination of home office, Toronto and North American travel