Enterprise Sales & Partnerships
I help B2B technology companies win complex deals and make sales more repeatable by taking hands-on ownership of accounts, partnerships, and sales execution.
For founder-led teams, that means sharing responsibility for selling and establishing a process others can follow. For established businesses, it means developing strategic accounts and moving complex opportunities toward a commercial agreement.
Selected evidence
Territory and account ownership across enterprise software, infrastructure and cloud, supported by a coordinated partner ecosystem.
Enterprise Account Executive · Uzbekistan territory
Quota exceeded in multiple consecutive years
Read the caseValue propositions, sales process, KPIs, enterprise pipeline and a partner ecosystem for a high-performance-computing platform.
Sales Director
Reported 300% revenue growth in six months
Read the caseEnterprise software licensing and a complex commercial agreement for a large industrial customer.
Key Account Manager · Manufacturing
$90M multi-year agreement value
Read the caseWhere I contribute
01
An important account involves several decision-makers, technical requirements and a long buying process.
I take ownership of account priorities, qualification, customer conversations and the opportunity plan, coordinating partners and specialists through commercial agreement.
02
The founder is still carrying sales, and the team needs a clearer way to develop and follow through on opportunities.
I share responsibility for selling: account preparation, live conversations, follow-up and pipeline discipline, while establishing a process others can use.
03
A technology business needs better market coverage or the right partners around a customer opportunity.
I qualify potential partners, develop the commercial proposition, negotiate participation and coordinate joint account actions.
How I work
Good commercial work connects the business objective with people who own the next action.
Clarify the commercial objective and what a useful result would mean.
Test customer need, decision process and the reason to act.
Agree who does what next, with a clear opportunity plan.
Bring customer stakeholders, partners and specialists together.
Have the conversations, negotiate and follow through.
Keep the pipeline honest and adjust priorities as evidence changes.
Independent work · 2022–present
Since 2022, I have worked independently with technology businesses on deal strategy, vendor negotiations, licensing optimization, partner coordination and commercial execution.
In a fractional partnerships and customer-success role, I worked on onboarding, retention, partner development and commercial feedback loops. My operating role ended in December 2025.
I support commercial representation and partner/reseller go-to-market work for a cybersecurity vendor across the Americas, connecting solution qualification with partner coordination.
Ways to engage
Employment / substantial contractor role
Join your team with sustained responsibility for strategic accounts, pipeline, complex deals or partner-supported revenue. Full-time and part-time opportunities are welcome.
Discuss a roleFractional commercial engagement
Take responsibility for account development, live opportunities, founder-led selling or partner development, with an agreed scope and regular commercial review.
Discuss fractional workContact
Tell me about the role, company or commercial responsibility you have in mind.
sam@potnin.com ↗Connect on LinkedIn ↗Buenos Aires, Argentina
Working internationally · English C2