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

I build partner channels that drive sales.

Is your team the next release?

Virtual coffee?
hello@amatolago.com LinkedIn
2.3×Partner-sourced revenue One Identity · Under 12 months Read the story +67%New-logo revenue One Identity · Spain moved 100% to channel Read the story 30%Of the annual target BlackBerry · One partner-sourced deal Read the story 11New partners recruited Kymatio · Since February 2026 Read the story

People I’ve worked with

01 / 04

Three former managers and a colleague, in their own words.

“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.”
Jason KlothThen Senior Manager, SMB Sales EMEA, BlackBerry · my manager

Full reference letters available on request, including iC Consult (v6.0).

Success stories

Three channel-building stories: two with results and references from former managers, and one in progress at Kymatio.

01 / 03
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%).

Changelog

Each role is a release. The milestones below; the full stories above.

v8.0Next release · Channel, partnerships or GTM · your team
v7.0
KymatioFeb 2026 – now
11 partners recruited; the first are generating pipeline.
Channel Manager · Madrid
v6.0
iC Consult GroupJan 2024 – Apr 2025
Closed ~€600K with an IBEX 35 bank.
Sales Executive · IAM integrator
v5.0
CisoversoJun 2023 – Nov 2025
Built commercial relationships through CISO events and vendor sponsorships.
Sales Director · Part-time, alongside other roles
v4
BlackBerry CylanceAug 2021 – Aug 2023
Built the Southern Europe SMB channel from zero; promoted to Regional Sales Manager.
  • 4.1Regional Sales ManagerApr 2022 – Aug 2023
  • 4.0SMB Sales Manager · South EMEAAug 2021 – Apr 2022
v3
One IdentityOct 2017 – Sep 2021
Partner-first model in Spain · 132% of target · President’s Club FY2020
  • 3.2Inside Channel AM · SpainFeb 2019 – Sep 2021
  • 3.1Team Lead · EMEA RenewalsJul 2018 – Feb 2019
  • 3.0Inside Sales Renewal RepresentativeOct 2017 – Jul 2018
v2.0
AmazonOct 2016 – Oct 2017
Seller Support · Italian market
v1.0
C&C PublicidadJun 2015 – Jun 2016
Creative Copywriter · Santander

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.

Shipped features

A plan needs tools people actually use. Here is what I build.

01 · Partner activation

Give the first 45 days a job.

A signed agreement is just the start. I built an activation method around a repeatable use case, certification and the steps towards a partner's first pipeline.

02 · Commercial tools

Make the deal easier to work out.

I build pricing and earnings calculators that show margins by tier and what a partner earns per deal, plus collateral tailored to each partner's business.

03 · AI in practice

Build it. Put it to work.

This site is one example. I also use AI to build partner portal prototypes and reusable workflows for company research and partner plans. Tools I use in the job.

Employer tools stay private. I can talk you through the approach on a call.

v8.0 · Next release

What could we build with your team?

If you need someone to build your partner channel or take it into new markets, let's talk. Bring the role and the challenge. I'll bring a few questions.

Let's have a coffee Prefer LinkedIn? Find me here