Alliances

Peter Worsnop Strategic Partnerships & Business Development

PETER WORSNOP

VP, STRATEGIC PARTNERSHIPS & BUSINESS DEVELOPMENT

Newport Beach, CA 949-***-**** *****@************.*** linkedin.com/in/peterworsnop EXECUTIVE PROFILE

Strategic partnerships and business development executive with 25+ years building and scaling enterprise technology ecosystems across cloud, data, SaaS, infrastructure and enterprise software. Proven record creating and monetizing strategic alliances, partner programs, joint go-to-market motions and complex commercial agreements that drive measurable pipeline, bookings and long-term revenue. Experienced leading global teams, managing full P&L responsibility, and building trusted executive relationships across customers, partners and technology platforms. More than $1B in cumulative revenue impact. CORE EXPERTISE

Strategic Partnerships & Alliances Global Business Development Partner Ecosystem Strategy Joint GTM & Co-Sell OEM / ISV Partnerships Executive Relationship Management Commercial Negotiation Partner-Sourced Pipeline Market Expansion Cross- Functional Leadership Full P&L Ownership 0-to-1 Business Building PROFESSIONAL EXPERIENCE

Impossible Cloud GmbH Head of North America, GTM & Commercial Strategy Jul 2025 - Jan 2026

• Led North America market entry and commercial strategy for an S3-compatible cloud storage platform, defining routes to market, partner priorities and growth plans.

• Built channel, white-label, MSP, ISV and cloud-aggregator motions from the ground up, including partner economics, enablement and joint GTM structure.

• Structured multiple multi-year committed-capacity relationships and aligned Sales, Product, Engineering, Finance, Legal and executive leadership around execution.

• Created foundational sales, partner and operating processes designed to convert strategic relationships into customer opportunities and recurring revenue.

Aparavi Software Corp Vice President, Sales & Marketing Nov 2019 - May 2023

• Built and led a 25+ person Sales and Marketing organization for an enterprise data platform, spanning direct sales, marketing, GSI, ISV, OEM, SI, VAR and channel motions.

• Generated 25% of total pipeline through partners while driving 45% overall revenue growth; exceeded quota at 110% and 118% in successive years.

• Developed strategic technology and channel relationships across unstructured data, cybersecurity, eDiscovery, compliance and governance use cases.

• Built repeatable GTM and partner programs that connected product capabilities, field execution and measurable commercial outcomes.

Cohesity, Inc. Senior Director, Business Development & Technology Partnerships Apr 2018 - Nov 2019

• Built and scaled strategic technology and hyperscaler alliances across Microsoft Azure, AWS and Google Cloud.

• Created joint business plans, account mapping and co-sell motions that drove 30% growth in partner-influenced pipeline and a 20% increase in bookings.

• Aligned Product, Engineering, Marketing and regional field teams around partnership priorities, integrations, executive governance and customer opportunities.

• Established repeatable operating cadences that translated strategic relationships into measurable field execution and revenue.

Veeam Software General Manager, Microsoft Business Unit & Strategic Alliances Mar 2010 - Mar 2018

• Built Veeam's Microsoft business from an early-stage relationship into approximately $120M in annual bookings, with full P&L accountability and a 25+ person global team.

• Defined and led the global alliance model across executive governance, joint business planning, product alignment, co- sell, field enablement, pipeline management and regional execution. Peter Worsnop Strategic Partnerships & Business Development Veeam Software General Manager, Microsoft Business Unit & Strategic Alliances continued

• Negotiated and executed a strategic global OEM/technology integration agreement aligning commercial terms, product roadmaps, technical integration and joint GTM.

• Built repeatable partner and field execution models that increased seller participation, enterprise reach and partner-sourced revenue across regions.

• Elevated Veeam to Microsoft Globally Managed Partner status and earned Microsoft Partner of the Year recognition.

• Earned President's Club recognition for eight consecutive years. Novell, Inc. Director, Global Alliances & Business Development Jul 1999 - Aug 2009

• Led global alliances and business development across Microsoft, OEM, ISV, security and systems- management ecosystems.

• Developed strategic partner roadmaps, global relationship models and field programs designed to expand market reach and drive recurring revenue.

• Led strategic buy/build/partner analysis and negotiated a major global OEM agreement generating $25M in ARR.

• Served as a global evangelist and overlay sales leader, translating partnership strategy into seller engagement, customer opportunities and revenue execution.

• Helped integrate and scale a major product line following acquisition, combining partner strategy, commercial execution and global market development.

SELECTED LEADERSHIP IMPACT

• $1B+ cumulative revenue impact across strategic partnerships, alliances, business development and GTM leadership roles.

• $120M annual bookings P&L with a 25+ person global organization.

• 45% revenue growth at Aparavi with 25% of total pipeline sourced through partners.

• 30% growth in partner-influenced pipeline and 20% increase in bookings at Cohesity.

• Built and scaled partner and GTM teams across the Americas, EMEA and APAC.

• Repeatedly created new partner motions, commercial models and operating rhythms from a light or nonexistent foundation.

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