Davide Amato
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Open to Channel & GTM roles · EMEAMadrid · remote or relocation

Channel and go-to-market, shipped since 2017.

I build partner channels for SaaS vendors. I recruit the partners, get them selling, and build the tools that keep them selling.

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2.3×Partner-sourced revenue in under 12 months at One Identity
+67%New-logo revenue after moving Spain 100% to channel
30%Of the annual target from one partner-sourced deal won at BlackBerry
24Technical attendees at a bootcamp I organised and delivered in my first 90 days at Kymatio

Success stories

Three channels built from zero, with the numbers and the managers who saw it happen. Quotes are word for word from their letters.

v3.2One Identity · Spain

Spain went 100% channel, and grew

Challenge
A partner-first strategy in Spain with no partner relationships, and a direct team closing ~€600K of new logos a year.
Shipped
A distribution plan with Exclusive Networks, Big Four advisory partners and VARs. We handed opportunities to partners to prove we were committed, and ran deal registration and partner marketing.
Result
Partner-sourced revenue from ~€300K to ~€700K in under 12 months, ahead of fulfilled. New-logo revenue to ~€1M (+67%).
“…as a company embarking on a partner first strategy with zero credit in the bank, Davide quickly overcame these barriers and forged positive relationships with key players across multiple partner companies.”
✓ Approved byKillian WhooleyGlobal Enterprise Account Manager, VelocityEHS · direct manager at One Identity
v4.0BlackBerry Cylance · Italy & Iberia

A Southern Europe SMB channel, from zero

Challenge
A new SMB segment across Italy and Iberia, sold direct, with no channel in place.
Shipped
Recruited Italian partners with the distributor, activated my network in Spain and moved deals from direct to channel.
Result
Won a partner-sourced ~€100K deal that covered 30% of the annual target. +80% pipeline in three quarters, +65% new-logo bookings in nine months. Promoted.
“He took on the Southern European market for us in the SMB space, and essentially built the channel from scratch. I would hire him again in a heartbeat.”
✓ Approved byJason KlothSales Director Retention EMEA, Quest · manager at BlackBerry Cylance
v6.0Kymatio · SpainIn progress

A channel program, built from scratch

Challenge
No channel program in Spain: no partner model, no certification, no tools.
Shipped
Sales and technical certification, a 45-day activation method around a repeatable use case, and AI-built partner tools.
Result
Organised and delivered a technical bootcamp within my first 90 days, with 24 technical attendees. 11 new partners.
Release status
24 technical attendees
Technical bootcamp organised and delivered in my first 90 days at Kymatio. 11 new partners.

Full reference letters available on request, including iC Consult (v5.0).

Changelog

Each role is a release. Each line is a result you can check, and the managers who signed it off are named.

v7.0 Next releaseChannel, partnerships or GTM · your team
PlannedTake a partner channel into new markets, with its pipeline reported like a sales forecast.PlannedDo it with a team that aims high and has fun getting there. Give me the hardest market on the map.
v6.0 KymatioFeb 2026 – now · Channel Manager · Madrid
In progressBuilding the company's channel program: partner model, enablement and the tools that run it. ShippedAn activation method that gets new partners generating pipeline within 45 days, around a use case they can repeat across their customer base. Shipped11 new partners. ShippedSales and technical certification written from scratch. Organised and delivered a technical bootcamp within my first 90 days, with 24 technical attendees. ShippedPartner portal prototype, earnings calculator, tailored collateral and dashboards. Built with AI on my own initiative; the whole team uses them.
v5.0 iC Consult GroupJan 2024 – Apr 2025 · Sales Executive · IAM integrator
ShippedClosed ~€600K with an IBEX 35 bank, orchestrating the vendor, our services team and operations. Escalated pricing to CFO and VP level and negotiated both contracts. ShippedFull sales cycles in enterprise and public sector, tenders included. ✓ Approved by Jason Goode · VP Southern & Western Europe
v4.2 CisoversoJun 2023 – Nov 2025 · Sales Director, part-time, alongside other roles
ShippedSold vendor sponsorships for a CISO community: executive roundtables, tournaments and an annual awards gala. ShippedMaster of ceremonies at technology events, which opened doors to large accounts in the defence sector. ShippedSDR-as-a-service for systems integrators. On-stage interviews with CISOs and vendor executives at trade shows. Ran alongside my sales roles with my employers' backing: the visibility helped their business.
v4.1 BlackBerry CylanceApr 2022 – Aug 2023 · Regional Sales Manager
ShippedRan the enterprise segment (1,500+ employees) with channel, marketing, sales engineering, BDR, renewals and CTI around the table. ShippedSenior relationships in Spain's public administration, and speaker at media and industry events. ShippedWorked with the Embassy of Canada in Madrid, including the Ambassador, promoting Canadian technology and trade in Spain on behalf of BlackBerry.
v4.0 BlackBerry CylanceAug 2021 – Apr 2022 · SMB Sales Manager, South EMEA
Shipped+80% pipeline in three quarters. +65% new-logo bookings in nine months. Promoted. ShippedSouthern Europe SMB channel from zero: partners in Italy through the distributor, my network in Spain. ShippedMoved from direct deals to channel. Won a partner-sourced ~€100K deal that covered 30% of the annual target. ✓ Approved by Jason Kloth · manager
v3.2 One IdentityFeb 2019 – Sep 2021 · Inside Channel AM, Spain · Cork
ShippedMoved Spain to 100% channel. Partner-sourced revenue grew from ~€300K to ~€700K in under 12 months and overtook partner-fulfilled. ShippedSpain new-logo revenue from ~€600K to ~€1M (+67%) the following year. 132% of target in FY2020, President's Club. ShippedChannel Manager for Spain in all but title, through a partner-first shift that started with no partners. ShippedDistribution with Exclusive Networks. Big Four advisory partners (EY, KPMG, PwC) and VARs such as Devoteam, Omega, Innovasur and Nextret. Still in use today. ✓ Approved by Killian Whooley · direct manager
v3.1 One IdentityJul 2018 – Feb 2019 · Team Lead, EMEA Renewals
Shipped137% of target in FY2019. President's Club. ImprovedPromoted to Team Lead of the €15M+ EMEA renewals team: forecasting, hiring, onboarding.
v3.0 One IdentityOct 2017 · Inside Sales Renewal Representative
ShippedOwned a €2M+ renewals book. 106% of target in FY2018.
v2.0 AmazonOct 2016 – Oct 2017 · Technical Account Manager · Ireland
ShippedSeller support across five European marketplaces. Team top performer for 30 weeks in a year.
v1.0 C&C PublicidadJun 2015 – Jun 2016 · Creative Manager · Santander
ShippedFirst release: advertising and marketing. BA Advertising & Marketing, University of Wales.

Shipped features

What I build around a partner program, how I use AI to build it, and the skills behind it.

01Partner tools
Program

Channel program

Partner model, certification and enablement, being built now as the company's first channel program.

Activation

45-day activation method

From a signed partner to its own pipeline in 45 days, around a use case it can repeat.

Partner economics

Pricing and earnings calculators

Margins from distributor to partner by volume tier, and what a partner earns per deal.

Self-service

Partner portal prototype

Resources, pricing and deal status in one place, as a working prototype.

Content

Tailored collateral

Commercial documents generated for each partner, in their context.

Measurement

Partner dashboards

Where each partner stands and what moves next.

02AI, in daily use
Proof

This site

Brand system, copy and code, designed and built with AI. The concept further down is built the same way for every application.

Skills

My own reusable skills

Packaged workflows that research a target company, draft its partner plan and write outreach in my own voice.

Workflows

AI as a working layer

Self-taught on my own time. Claude and ChatGPT for account research, analysis, documents and code, with projects and memory that carry context between tasks.

03Core skills
Channel strategy & GTMPartner recruitment & activationPartner-sourced pipelineCo-sellingDeal registrationPartner enablement & certificationTiers, rebates & marginsMDF planningDistribution managementVARs, SIs & advisory partnersAlliancesPartner portals & toolingEnterprise & public sector salesDeal negotiationSaaS & cybersecurityAI-built sales tools

Tools built for my current employer are described here, not shared. I can walk you through them on a call.

Concept: Partner Growth Engine

For every role I go after, I build a short plan for that company's channel from its public information and pricing. This is the template.

It covers three things: the first 90 days, how the channel's contribution gets measured, and what partners sell with. The numbers below are examples, not company data.

01 · The first 90 days

Days 1–30

Diagnose and design

  • Sort existing partners: invest, revive or close
  • Ask AEs and recent customers who advised them
  • Named target list for each segment
  • Commercial model v1: tiers, rebates, deal registration
  • Sourced and fulfilled pipeline tracked in the CRM
Days 31–60

Recruit and enable

  • Outbound partner recruitment in priority segments
  • Sales certification and partner kit live
  • First partner roundtable
  • First co-selling on live deals
Days 61–90

Activate and measure

  • First partner-sourced opportunities
  • Monthly channel forecast, reported like sales
  • First business reviews with active partners
  • Tiers tuned with real data

02 · Channel pipeline, reported like a forecast

Sourced

Partner-sourced pipeline

—

Deals the partner brings in. New business the channel creates on its own.

Fulfilled

Partner-fulfilled pipeline

—

Deals where the partner delivers part of the service. The value partners add beyond the referral.

03 · Partner earnings calculator

Partner earns in year one
Plus year two
Value referred
Commission rates are placeholders that show the mechanics. In each application they run on the company's public prices.