Open to opportunities

Colton Barnett

@coltonbarnett

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Partnerships leader driving zero-to-one global partner ecosystems and partner-sourced revenue growth.

United States

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What I'm looking for

I seek a senior partnerships leadership role where I can build scalable partner programs, drive partner-sourced revenue, influence GTM strategy, and collaborate cross-functionally to scale global channels.

I am a partnerships leader with 7+ years building zero-to-one global partner ecosystems and managing strategic alliances with Big 4 consultancies, ISVs, resellers, and cloud providers. I consistently drive significant partner-sourced revenue—over $15M—and routinely deliver 30%+ of company ARR through channel strategies.

Across roles at AppZen, Rossum, Infinia ML, Aspen Aerogels, and Swagelok, I have built and scaled partner teams and programs, created partner economics and incentive models, and established enablement and certification frameworks that accelerated pipeline and improved conversion rates. I have led GTM execution across North America, EMEA, APAC, and LATAM, and influenced product, pricing, and packaging through cross-functional collaboration with ELT, Sales, Marketing, and Product.

My leadership focuses on practical partner program building, measurable revenue outcomes, and operational frameworks that support sustainable channel profitability and enterprise market access. I prioritize creating repeatable partner processes, developing channel talent, and aligning partner motions with company strategy.

Experience

Work history, roles, and key accomplishments

Current

Director of Partnerships

Current

AppZen

Aug 2024 - Present (1 year 1 month)

Drove strategic partnerships with GSIs, SIs and resellers (including EY, PwC, Accenture, Deloitte) to generate 30%+ of company revenue from partner-sourced pipeline across North America, EMEA, APAC and LATAM; built an international partnerships team and operational partner-management frameworks.

Partnership Strategy Partner Management GTM Partner Recruitment Partner Enablement Partner Economics

Partnerships Lead

Rossum

Sep 2023 - Aug 2024 (11 months)

Built North American partner ecosystem from ground up and drove partnerships with GSIs, SIs and affiliates (including KPMG) to deliver 25% of company revenue and a 4x increase in partner-sourced pipeline.

GTM Strategy Partner Recruitment Enablement Strategic Alliances

Director of Partnerships

Infinia ML

Jan 2023 - Sep 2023 (8 months)

Drove strategic partnerships with cloud providers and enterprise partners to achieve $6M in zero-to-one ARR from partner-driven channels, created partner economics and incentive models boosting engagement 40% and built a partnerships team.

Partner Economics Incentive Modeling Partner Recruitment Team Building Strategic Alliances Cross Functional Collaboration Pricing Strategy

Partner Manager

Infinia ML

Jul 2021 - Jan 2023 (1 year 6 months)

Established the company's first structured partner program generating $2M+ in first-year revenue and secured strategic SI and technology partnerships to enable enterprise market access.

Channel Sales Revenue Enablement Partner Recruitment

Account Executive

Aspen Aerogels

Jan 2021 - Jul 2021 (6 months)

Drove $2M+ partner-sourced revenue through reseller co-sell strategies within a $20M enterprise region, managed two direct reports and shortened sales cycles by 25% via channel acceleration programs.