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San Francisco, CA, USA

Jonathan S.

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.

Hire Jonathan
Jonathan S.
Data AnalyticsSoftware as a Service (SaaS)TelecommunicationsExecutive ReportingFinancial ModelingHead of Strategic PartnershipsChief Revenue OfficerBusiness Strategy

Work

Shore Strategy — Fractional Partner GTM & Operations

shore-strategy.com
Shore Strategy — Fractional Partner GTM & Operations
I 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, scorecards, and operating cadences. My operator track record includes building Lumen’s ISV motion to $12M ARR in year one, driving $1B+ in influenced revenue across ServiceNow’s Top 250 at 110% of quota, and scaling Salesforce’s services ecosystem to $3B with 40% YoY growth.
Head of Strategic PartnershipsChannel StrategyChannel PartnershipsStrategic PartnershipsPartnership Development

Experience

Apr 2024 — Feb 2026
Lumen Technologies

Lumen Technologies

Senior Director, Partner GTM Strategy

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
Oct 2023 — May 2024
ServiceNow

ServiceNow

Chief of Staff, Strategy & Planning (Global Partnerships)

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
Apr 2021 — Apr 2023
Salesforce

Salesforce

Senior Manager, CSG Strategy & Operations

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
Feb 2017 — Apr 2021
Salesforce

Salesforce

Manager, Partner Strategy & Operations (AMER PAM Lead)

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
Feb 2012 — Feb 2017
Salesforce

Salesforce

Senior Analyst, Partner Strategy & Operations

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