Sara Lorenz

Experience

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  Workvivo by Zoom

  EMEA Partner Lead & Head of Global Alliances, Partner Programme

  Nov 2024 - Present

  Workvivo is an employee experience platform that enhances employee engagement and communications through an integrated app.

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  Workvivo

  Global Head of Partnerships

  Aug 2022 - Jan 2024

  • As the first Head of Partnerships at Workvivo I was responsible for building annd leading our global strategy and partnerships team, heavily focussed on creating and closing net new ARR, as well as: - identifying, developing, and managing strategic partnerships that align with our company's goals and drive business growth
  • Work closely with cross-functional teams, including Product, Sales, Marketing, and Engineering, to ensure partnerships are effectively integrated and deliver mutual value
  • Negotiating and managing partnerships
  • Develop and execute a comprehensive partnership strategy that aligns with the company’s overall business objectives and growth targets.
  • Relationship Management: Build and maintain strong relationships with key partners, including technology companies, resellers, management consulting firms and other strategic alliances. Act as the primary point of contact and manage ongoing partner communications.
  • Identify and evaluate potential partnership opportunities, conduct market research, and assess the viability of new collaborations. Lead negotiations and secure partnership agreements.
  • Work closely with internal teams to ensure seamless integration of partnerships into our product offerings, marketing initiatives, and sales strategies. Facilitate communication and collaboration between partners and internal stakeholders.
  • Monitor and analyze the performance of partnerships, including tracking key metrics and KPIs. Provide regular reporting to senior management on the impact of partnerships and recommend improvements.
  • Ensure all partnerships align with the company’s brand values and contribute to the enhancement of our brand reputation.
  • Build and manage a high-performing partnerships team, providing mentorship and guidance to support their professional development.
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  Workvivo

  Senior Partnership Manager

  Jan 2022 - Aug 2022
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  Workato

  Partner Account Manager EMEA

  Aug 2020 - Jan 2022

  Workato is an enterprise automation platform that enables businesses to integrate apps and automate workflows without coding.

  • Expanded the EMEA partner landscape from 8 to over 50 partners within 18 months, boosting the partner attach rate from 50% to over 80%.
  • Managed and enhanced technology partnerships, improving the integration capabilities of the platform.
  • Contributed to increasing regional market competitiveness by partnering with strong sales SIs and GSIs.
  • Developed and implemented strategic initiatives to broaden Workato’s presence in the EMEA region.
• 

  ThoughtSpot

  Partner Account Manager D-A-CH & Eastern Europe

  Apr 2019 - May 2020

  • In charge of building a well-rounded partner ecosystem for the D-A-CH region, consisting of Global SIs, local resellers, MSP Partners, as well as Technology Partners.
  • Responsibilities included:
  • Hiring the right partners for the region to cover all industries, attracting potential partners and making hiring decisions: growing the partner ecosystem from a few existing boutique resellers to a dynamic ecosystem including all types of partners and channel motions
  • Second EMEA hire for the channel team: Collaborating with our VP of Channels and alliances to create an efficient partner program, covering the pillars of enablement, sales processes, marketing, pipeline, quota attainment
  • Leading the sell to mid-sized companies in collaboration with partners
  • Selling a five-figure Managed Service Provider Programme to Partners & potential partners to increase our footprint into the mid-market
  • Ramping up preferred alliances Accenture and Wipro to hit set annual targets
  • Engaging and localising work with Sis and technology partners to create joint pipeline
  • Doubling leads registered by partners quarter on quarter
  • Increasing deals closed with partners from 8% of existing pipeline to 86% in EMEA
  • Helping local resell partners to build pipeline of over 10 Million USD by introducing them to ThoughtSpot Sales methodologies, processes & leading marketing activities with them: Running webinars, creating events & creating go-to-market strategies
  • Creating business plans and assuring their delivery
  • Hiring the first partners in eastern Europe for ThoughtSpot, getting them to a -self-sufficient point
  • In charge of Technology partners like Snowflake, AWS and Google BigQuery for the region
  • Creating sales enablement courses for EMEA-wide enablement and running pipeline generation days
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  ThoughtSpot

  Sales Development Team Lead EMEA

  May 2018 - Jul 2019

  • Leading the exploration of the German-speaking market as first team member on board. Building out the region from Inside Sales perspective, initiating the first deals and partnerships. Taking home the Global SDR of the Year-Award by outperforming over 30 other individuals and building a team.
  • Responsibilities included:
  • Successfully onboarding new SDRs and mentoring them
  • Actively working on new and better processes to make our first interactions with prospects more successful and presenting them across the company
  • Overachieving sales targets quarter on quarter at over 130% annually
  • Leading first demos and calls with C-level enterprise prospects
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  ThoughtSpot

  Sales Development Representative

  Nov 2017 - May 2018

  • Specialized in market development for the DACH region, becoming the first German-speaking hire and laying the foundation for regional growth.
  • Contributed to the company's expansion strategy in Europe, leading to increased market penetration and brand recognition.
  • Facilitated business development across multiple industries, enhancing ThoughtSpot’s position in the business intelligence sector.
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  Build Generation Ltd

  Project Administrator

  Jul 2017 - Oct 2017

  • I tested out project work by working as a project admin/ coordinator. Some of my responsibilities included:
  • Making orders and negotiating prices with suppliers
  • Running relationships with suppliers and coordinating their work, assuring quality, time keeping to hit deadlines and health and safety
  • Creating easier and more organised invoicing processes and filing systems

• GAGO MOVERS LTD

  Business Development Manager

  Mar 2017 - Oct 2017

  • Gago Movers is a start-up removal & transport company with an innovative vision, focussing on excellent customer service. I was hired to develop the company and run part of operations and find new profitable strands and make improvements.
  • Some of my responsibilities included:
  • Establishing new client relationships
  • Hiring new team members
  • Defining growth strategies
  • Assisting the process of launching the new company website