Lior MASH
Builder - Partnerships, GTM, Co-Build // AI & Data, Cybersecurity, Blockchain and DeFi technologies 🤖
I don't build partnerships that live in a slide deck. That restlessness is what pulled me into GTM in the first place — chasing the version of a deal that shows up in the pipeline, not the one that just looks good in a
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I lead Partnerships & GTM at CONNACT, helping software companies turn cloud partnerships into a real revenue channel — co-built, co-sold, and tied directly to the numbers. That means building large-scale partner programs where co-build, co-marketing and business development pull in the same direction instead of running as three separate workstreams. Done right: 300-400% growth in partner-sourced MRR, and steady net-new Inside an ISV or startup running that same work directly, I go by GTM Advisory Director — same job, closer to Lately, that also means bringing AI and agentic tools into the GTM work itself: modeling markets faster, and finding the use cases worth building a partnership around before someone else Track record:> 11+ years in strategic and new business development, managing pipelines in the $Mn range> 4+ years in product strategy and technical partnerships, including 2 products shipped to the Azure Marketplace> 7+ years leading hybrid and remote teams across North America, LATAM, DACH, the UK, Israel, Greece and CyprusWell versed in cybersecurity (CSPM, Zero Trust, IAM), Physical and Non-Physical AI and around blockchain and DeFi since 2017 - and still active in the Israeli Bitcoin Away from the desk: chasing waves, skating, mosh pits at metal shows. Calisthenics and hiking are how I force myself to slow down. Introvert who can't stop building relationships across time zones — go Always happy to talk cloud partnerships, product-led GTM, or where this space is heading. Live long and prosper and reach out. 🚀
GTM Index
- CONNACTJOB
- Dir, Partnerships & GTM2Y 8M
Director, Partnerships & GTM
CONNACT
CONNACT supports technology companies to establish, manage and optimize their multi-cloud partnership lifecycles with the leading cloud providers; Microsoft Azure, AWS, and GCP. In my role at CONNACT, I am in charge of directing partner development initiatives and GTM strategies and cloud-alliance engagements across AI, Legacy infra modernization and migration, security and Blockchain. Our focus is on increasing top-line revenue by building a scalable sales channel that leverages cloud providers’ solid sales and partnership networks, programs, and credibility.
- OPENLEGACYJOB
- Advising Dir, Strategic Cl…1Y 11M
Advising Director, Strategic Cloud Alliances - via CONNACT
OpenLegacy
OpenLegacy Advising Director, Strategic Cloud Alliances • Built AWS and Microsoft GTM and co-sell infrastructure generating 40+ opportunities, $2M in closed revenue, $6.5M in marketplace TCV and approximately 20 private offers over two years. • Created joint agentic mainframe-modernization plays around AWS Transform and AgentCore, and Microsoft Power Automate, Azure AI and OpenAI services. • Activated AWS MAP ISV Tooling, FSI and Migration & Modernization competencies, and Microsoft marketplace and co-sell programs, expanding global field and GSI engagement. • Built a high-confidence five-year opportunity model identifying potential revenue expansion of up to 6x the existing baseline throu…
- CLOUD PEOPLE.JOB
- Member2Y 8M
Member
Cloud People.
- STEALTH STARTUP - NATIVE BLOCKCHAIN FOR FINTECHJOB
- Business & Partnerships ad…4Y 4M
Business & Partnerships advisor (Angel Investor)
Stealth Startup - Native Blockchain for FinTech
Hands-on experience: - Business & Partnerships Development with DeFi networks (Uniswap, AAVE, Curve), DEXs, and ISVs. - Relationship building - Cloud & technology vendors, Blockchains (Ethereum, Solana, Polygon). - New technologies and Autopilot Financial strategies (Simple Arbitration, HFT, network Liquidation and smart contracts) - Product lifecycle management - strategy planning, roadmap development, execution & shipment. - Product marketing, GTM strategy and DueDelegence. Interest & focus: Tokenomics · Blockchain · Cybersecurity, Governance, Regulation · Web3.0 · DeFi
- BIOCATCHJOB
- Advisory Dir, Microsoft GT…1Y 3M
Advisory Director, Microsoft GTM & Alliances — via CONNACT
BioCatch
BioCatch Advising Director, Microsoft GTM & Alliances • Built 20+ validated Microsoft co-sell opportunities and generated 7 net-new inbound leads across Microsoft’s worldwide FSI and banking organization. • Led the Microsoft GTM and marketplace motion supporting $19M in Azure Marketplace TCV, including an $18M five-year MACC-backed contract and 7 private offers. • Positioned BioCatch within Microsoft’s Combat Financial Crime play, activating MBS, PRACR, MACC and Top-Tier co-sell motions across US and EMEA field teams.
- COGNNIJOB
- Dir, Strategic cloud Partn…2Y 2M
Director, Strategic cloud Partnerships | Microsoft
Cognni
Led Microsoft alliance, channel and co-sell strategy for an AI-based cloud-security, compliance and data-governance ISV. • Built a $10M partner pipeline and recruited more than 15 CSP, VAR, MSSP and technology partners across North America, the UK and Israel. • Launched two commercial offerings through Azure Marketplace, contributing to a reported 20% increase in sales. • Developed and implemented an MSSP program covering partner economics, pricing, technical enablement and commercial execution. • Built an additional $4M MQL and SQL pipeline through Microsoft, partner and industry events. • Coordinated Cognni engineering and product teams with Microsoft stakeholders around Microsoft Pu…
- Channel Management Lead, N…1Y 11M
Channel Management Lead, North America & ME
Cognni
Cognni is a Microsoft 365 IP Co-sell partner and a member of MISA for Cognitive Information Intelligence. Play an instrumental product evangelist role with C-level management and leaders within the cyber-security ecosystem and within the Microsoft partnership landscape. Business global outlook: - Americas market growth traction - Lead top tier B2B channel network model with overall turnovers of Millions USD. - Co-design and plan the GTM strategy with 3 strategic channel partners. Enable a fruitful business landscape with my Microsoft ecosystem, expanding the CSP and MSP channel partner network and business model.
- STEELCASEJOB
- Regional Account Technolog…2Y 11M
Regional Account Technology Solution Executive
STEELCASE LTD
Insight-led sales and turn-key solution consultancy focused on fast-growing, emerging markets and business verticals. Design business strategies and relationships with some of the most exciting and innovative Startup players in the EMEA market and Enterprise technology leaders as HPE, Amdocs, Wix, Google, TEVA, Telefonica, Vodafone, and more. In charge of the business development in southern & eastern EMEA. Development of a solution playbook that resulted in sales growth of more than 100X in the first year, and consistent YOY growth (for 3 years in total) Grow and lead relationship development with our cross-regional remote teams. Optimize business models for channel partners and stakeho…
- NEXTAPJOB
- Co Founder, Product Manage…2Y 11M
Co Founder, Product Management & Business development
nexTap
- MOBILICOMJOB
- Presales Eng and Biz Dev -…1Y 11M
Presales Engineer and Biz Dev - Application solutions for unmanned vehicles and HLS.
Mobilicom
- Job: CONNACT — Director, Partnerships & GTM · 2023-12 – present — CONNACT supports technology companies to establish, manage and optimize their multi-cloud partnership lifecycles with the leading cloud providers; Microsoft Azure, AWS, and GCP. In my role at CONNACT, I am in charge of directing partner development initiatives and GTM strategies and cloud-alliance engagements across AI, Legacy infra modernization and migration, security and Blockchain. Our focus is on increasing top-line revenue by building a scalable sales channel that leverages cloud providers’ solid sales and partnership networks, programs, and credibility.
- Job: OpenLegacy — Advising Director, Strategic Cloud Alliances - via CONNACT · 2024-09 – present — OpenLegacy Advising Director, Strategic Cloud Alliances • Built AWS and Microsoft GTM and co-sell infrastructure generating 40+ opportunities, $2M in closed revenue, $6.5M in marketplace TCV and approximately 20 private offers over two years. • Created joint agentic mainframe-modernization plays around AWS Transform and AgentCore, and Microsoft Power Automate, Azure AI and OpenAI services. • Activated AWS MAP ISV Tooling, FSI and Migration & Modernization competencies, and Microsoft marketplace and co-sell programs, expanding global field and GSI engagement. • Built a high-confidence five-year opportunity model identifying potential revenue expansion of up to 6x the existing baseline throu…
- Job: Cloud People. — Member · 2023-12 – present
- Job: Stealth Startup - Native Blockchain for FinTech — Business & Partnerships advisor (Angel Investor) · 2022-04 – present — Hands-on experience: - Business & Partnerships Development with DeFi networks (Uniswap, AAVE, Curve), DEXs, and ISVs. - Relationship building - Cloud & technology vendors, Blockchains (Ethereum, Solana, Polygon). - New technologies and Autopilot Financial strategies (Simple Arbitration, HFT, network Liquidation and smart contracts) - Product lifecycle management - strategy planning, roadmap development, execution & shipment. - Product marketing, GTM strategy and DueDelegence. Interest & focus: Tokenomics · Blockchain · Cybersecurity, Governance, Regulation · Web3.0 · DeFi
- Job: BioCatch — Advisory Director, Microsoft GTM & Alliances — via CONNACT · 2024-01 – 2025-04 — BioCatch Advising Director, Microsoft GTM & Alliances • Built 20+ validated Microsoft co-sell opportunities and generated 7 net-new inbound leads across Microsoft’s worldwide FSI and banking organization. • Led the Microsoft GTM and marketplace motion supporting $19M in Azure Marketplace TCV, including an $18M five-year MACC-backed contract and 7 private offers. • Positioned BioCatch within Microsoft’s Combat Financial Crime play, activating MBS, PRACR, MACC and Top-Tier co-sell motions across US and EMEA field teams.
- Job: Cognni — Director, Strategic cloud Partnerships | Microsoft · 2020-08 – 2022-10 — Led Microsoft alliance, channel and co-sell strategy for an AI-based cloud-security, compliance and data-governance ISV. • Built a $10M partner pipeline and recruited more than 15 CSP, VAR, MSSP and technology partners across North America, the UK and Israel. • Launched two commercial offerings through Azure Marketplace, contributing to a reported 20% increase in sales. • Developed and implemented an MSSP program covering partner economics, pricing, technical enablement and commercial execution. • Built an additional $4M MQL and SQL pipeline through Microsoft, partner and industry events. • Coordinated Cognni engineering and product teams with Microsoft stakeholders around Microsoft Pu…
- Job: Cognni — Channel Management Lead, North America & ME · 2018-02 – 2020-01 — Cognni is a Microsoft 365 IP Co-sell partner and a member of MISA for Cognitive Information Intelligence. Play an instrumental product evangelist role with C-level management and leaders within the cyber-security ecosystem and within the Microsoft partnership landscape. Business global outlook: - Americas market growth traction - Lead top tier B2B channel network model with overall turnovers of Millions USD. - Co-design and plan the GTM strategy with 3 strategic channel partners. Enable a fruitful business landscape with my Microsoft ecosystem, expanding the CSP and MSP channel partner network and business model.
- Job: STEELCASE LTD — Regional Account Technology Solution Executive · 2015-03 – 2018-02 — Insight-led sales and turn-key solution consultancy focused on fast-growing, emerging markets and business verticals. Design business strategies and relationships with some of the most exciting and innovative Startup players in the EMEA market and Enterprise technology leaders as HPE, Amdocs, Wix, Google, TEVA, Telefonica, Vodafone, and more. In charge of the business development in southern & eastern EMEA. Development of a solution playbook that resulted in sales growth of more than 100X in the first year, and consistent YOY growth (for 3 years in total) Grow and lead relationship development with our cross-regional remote teams. Optimize business models for channel partners and stakeho…
- Job: nexTap — Co Founder, Product Management & Business development · 2013-12 – 2016-11
- Job: Mobilicom — Presales Engineer and Biz Dev - Application solutions for unmanned vehicles and HLS. · 2013-04 – 2015-03
- School: Product Institute — Product Manager, Program Management
- School: Holon Institute of Technology — Bs.c, Electrical, Electronics and Communications Engineering
- School: Tel Aviv University — Bachelor of Applied Science
- School: ORT Colleges — Practical Engineer, Computer Engineering
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