- OperationsCOOFractional
What a fractional operations manager does, what one costs, and when to hire. Get matched with vetted operations talent through Go Fractional.
Jonathan S.
San Francisco, CA, USA
Partner GTM Strategy & Operations Executive | Accelerating Partner Ecosystem Growth
With over 12 years in enterprise technology, I've mastered the art of building partner ecosystems that fuel growth. My journey spans leadership roles at Salesforce, ServiceNow, and Lumen, where I've driven strategy and operations for multi-billion dollar ecosystems. I specialize in strategic partnerships, go-to-market strategies, and revenue transformation, consistently delivering scalable growth. Passionate about fostering high-trust teams, I'm eager to connect with leaders shaping the future of partnerships and GTM innovation.
Work
Shore Strategy — Fractional Partner GTM & Operations
shore-strategy.comI run Shore Strategy, a fractional partner GTM and operations practice that embeds 1–2 days per week to help growth-stage B2B SaaS and AI companies turn partner ecosystems into predictable revenue engines. I design right-sized partner programs (tiers, incentives, routes-to-market), activate the revenue motion (co-sell playbooks, shared comp, deal registration), and instrument the engine with KPIs,…Salesforce Cohort Model
Implemented data-driven approach to assigning Partner Account Manager coverage to AMER RSIs, deprecating a legacy qualitative-based approach. Enabled senior leadership to make strategic decisions, provided partners pathway to receive additional resources.
Experience
Lumen Technologies
Senior Director, Partner GTM Strategy
Apr 2024 - Feb 2026
Led partner strategy initiatives supporting Lumen’s transformation toward ecosystem-driven growth, evaluating new partnership models and routes-to-market across ISV, SI, VAR, and MSP channels.
- Led strategic evaluation of new partner routes-to-market (ISV, SI, VAR, MSP) supporting a CEO-mandated growth initiative
- Secured CRO approval to reallocate investment from legacy business lines toward new ecosystem-driven growth initiatives
- Launched Lumen’s ISV partner motion, establishing a new route-to-market for enterprise solutions
- Partner with cross-functional leaders across sales, product, and alliances to operationalize ecosystem strategy
ServiceNow
Chief of Staff, Strategy & Planning (Global Partnerships)
Oct 2023 - May 2024
Led strategy and operations for ServiceNow’s Global Partnerships organization, serving as Chief of Staff to the Vice President of Global Partnerships and supporting a partner organization responsible for a portfolio of global strategic alliances.
- Chief of Staff to the VP of Global Partnerships, supporting a 30-person Partner Account Management organization
- Managed operating rhythm, strategic planning, and performance management across 20 global strategic partnerships
- Helped drive 110% attainment of a $1B+ influenced revenue target
- Partnered with alliances leadership to scale execution across the global partnerships organization
Salesforce
Senior Manager, CSG Strategy & Operations
Apr 2021 - Apr 2023
Led strategy and operations for Salesforce’s Digital Strategy & Design organization, supporting a 300+ person global consulting team delivering enterprise digital transformation services. Built and led a global strategy and operations function responsible for strategic planning, operating cadence, and performance management across the business.
- Built and led a five-person global strategy and operations team
- Supported a $100M services business influencing $800M in annual revenue
- Led annual strategic planning and quarterly business reviews aligning senior leadership on growth priorities
- Partnered with leaders across sales, alliances, and delivery to drive growth across the Digital Strategy & Design business
Salesforce
Manager, Partner Strategy & Operations (AMER PAM Lead)
Feb 2017 - Apr 2021
Led strategy and operations for Salesforce’s Americas Partner Account Management organization, supporting global strategic alliances including Accenture, Deloitte, and PwC. Partnered with alliances leadership to drive planning, operating cadence, and performance management across Salesforce’s largest regional partner ecosystem.
- Supported a partner ecosystem generating $3B+ in annual services revenue
- Developed partner performance frameworks for global SI partners
- Led annual strategic planning and quarterly operating reviews
- Partnered across sales, product, and alliances to scale ecosystem revenue
Salesforce
Senior Analyst, Partner Strategy & Operations
Feb 2012 - Feb 2017
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