Partnerships & Alliances — EMEA

Raphael
Polt

I build indirect channels from zero and turn them into revenue. Over ten years of it, across ISVs, agencies, resellers and SIs.

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€600K+ Net-new ARR in the first 18 months at Uberall
€2M+ Pipeline developed in the first 18 months at Uberall
3 Partner programmes built from zero — Uberall, Locate Global, PanicGuard
About
Raphael Polt
London, UK
Partnerships & Alliances
Over ten years, five companies

I started out in technology recruitment, placing C-level people at Fortune 500 vendors, then co-founded two agencies, one in music and one in video production. When you're the small company in the room, you learn fast that a deal only holds if it's good for the other side too.

That idea has carried through ten years in partnerships. I've worked across five companies, and in three of them the partner programme didn't exist until I built it.

I start with the customer: what they actually need, and which partners are best placed to deliver it. Everything else follows from that, from how partners get paid and trained to how they sell alongside our own team.

Today I lead EMEA partnerships at Uberall. Through PF Labs I also occasionally advise early-stage teams who know they need a channel but haven't built one before.

Outside work you'll find me at Muay Thai or on a tennis court, cooking for people, travelling, or building small things with AI to see what breaks.

What I do

Build the programme

Tiers, commission models and the operating cadence that keeps it running after launch.

Acquire and onboard

Finding the ISVs, agencies, resellers and SIs that fit, agreeing commercials that work for both sides, and getting them set up properly.

Activate

Getting signed partners to their first deal. Enablement, joint plans and regular check-ins, so nobody goes quiet after the contract is signed.

Land the revenue

Account mapping and co-selling with BDRs, AEs and CSMs. Shared pipeline targets, not two teams selling past each other.

Experience
Apr 2025Present

Strategic Partnerships Manager, EMEA

Uberall · Location marketing & digital location experience
  • Over €600k net-new ARR and €2M of pipeline built in the first 18 months. Brought on ISV and digital agency partners.
  • Own EMEA partner strategy across ISVs and digital agencies, selling into retail, EV charging, hospitality, destination and multi-location brands.
  • Built the Agency Solutions Partner Program: tiers, commission model, onboarding and enablement. Negotiated the commercial agreements behind it.
  • Run co-selling with BDRs, AEs, CSMs and Marketing: account mapping, joint campaigns and shared pipeline targets.
Jan 2024Apr 2025

Head of Global Partnerships

Locate Global · Fractional, via PF Labs
  • Built the indirect strategy from scratch: brought in €500k of net-new pipeline inside the first year.
  • Launched a three-tier Ambassador, Referral and Reseller programme, and led the design and build of the partner portal.
  • Co-marketing (case studies, white papers and webinars) lifted lead generation 40% in the months following campaigns.
  • Built the systems and onboarding behind it, so the team could keep investing in partners after I left.
Dec 2023Present

Founder & Partnerships Advisor

PF Labs — Partner Formula Labs · Partner performance agency
  • Occasional advisory work with early-stage technology startups on near-bound strategy, programme design and channel build-out.
Aug 2022Dec 2023

Partner Development Manager, UK & RoMEA

Lightspeed Commerce · Commerce & payments
  • Averaged 95% of quota across five quarters, hitting or beating target in three of them, recruiting referral and reseller partners across the UK and EMEA.
  • Built partner onboarding and enablement: training, workshops and joint marketing that got partners selling faster.
  • Ran co-marketing with strategic product partners: account and solution mapping, market segmentation, KPI alignment.
Aug 2016Jul 2022

Director of Partnerships, Global

PanicGuard · Personal safety technology
  • Beat quota five years running: 105%, 115%, 105% and 150%. Won a five-year software licence worth £250k per annum.
  • Co-sold contracts above £100k and built a global network of resellers, VARs and systems integrators.
  • Opened partner relationships in new territories in person: New Zealand, Australia, Dubai, North America, Italy, the Netherlands and across Europe.
  • Owned revenue forecasting and monthly and quarterly reporting to investors and the leadership team.
Earlier

Growth & Partnerships

90 Seconds · 2015 – 2016

Won FTSE brands and global advertising agencies for the video-as-a-service platform, including Zenith Media, McCann, GMR Marketing, The Drum and TaxiStudio.

Co-Founder, Business Development

PW12 · 2013 – 2015

Ran operations, customer acquisition and delivery for a video production agency. Built KPI dashboards and A/B tested marketing campaigns.

Senior Recruitment Consultant

ConSol Partners · 2010 – 2013

C-level technology search for Fortune 500 and Tier 1 vendors across EMEA and North America. New business, client relationships and fee negotiation.

Capability

Partnerships

Programme design and tiering · partner recruitment · co-sell and co-marketing · account mapping · enablement · QBRs

Commercial

Contract negotiation · revenue share models · joint GTM commitments · forecasting and pipeline management · executive stakeholder management

Tools & languages

Salesforce · Crossbeam · Clay · Instantly · Claude · Antigravity (IDE) · workflow automation · vibe coding and web development

English (native) · Spanish (professional)

Contact

Building a channel, or fixing one that stalled?

Always happy to talk partnerships. Drop me an email or message me on LinkedIn.

raphpolt@gmail.com LinkedIn Download CV