Marlene Spensley
Global Partner GTM Lead at Iron Mountain | Award-winning advocate for Women in Tech & STEM girls
As an experienced business leader and sales professional within the technology channel, I build, develop and manage the partner and alliance ecosystem to deliver transformative business outcomes and drive incremental profitable
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I have a successful track record of leadership, sales, partner development and cosell strategy. I manage all aspects of the sales and partnership ecosystem including partner recruitment, stakeholder engagement, planning & execution, proposition development, enablement, demand & pipeline generation, sales success and marketing. My experience includes GTM strategy, new business sales, developing start-up channel ecosystems, driving incremental revenue growth with partners & alliances, transforming underperforming channel models and driving cultural change to achieve a partner-first growth I excel at developing people and partnerships, and I love creating and executing a winning strategy that benefits everyone. My long-term strategic thinking balanced with near-term planning, delivery and sales rigour has built long-standing profitable relationships. I'm knowledgeable and love innovative technology and learning about new things. My expertise includes Public & Hybrid Cloud, GenAI, DevOps, Data & Analytics, Security and Service Management. I'm proud to have been a TechWomen100 award winner, Amazon GetIT Ambassador and CRN Women in Channel Executive Mentor of the Year and Role Model of the year finalist, and be recognised as a leading female talent and advocate for women in technology & STEM champion. I am committed to promoting equity and support for women in technology and equal opportunity for all. As an active mentor, I provide coaching to overcome confidence issues, build personal brand and support career development, and I am proud to have empowered many talented individuals and see them thrive in their careers. My specialities include: - defining, owning & executing the strategy to take emerging technology to market - successful sales track record delivering transformational business outcomes - people management, coaching and development to create high-performance teams - engaging at executive level with customers and partners to assess priorities and gain commitment - inspiring and empowering customers, partners & colleagues - recruiting and developing new alliance and channel partners - development of compelling business propositions & use cases - expertise in a breadth of technology including Cloud, GenAI, DevOps, Data & Analytics, Security, Service Management (ITIL Manager-certified)
GTM Index
- IRON MOUNTAINJOB
- Global Partner GTM Lead0M
Global Partner GTM Lead
Iron Mountain
As Global Partner GTM Lead at Iron Mountain, I build strategic solutions with global hyperscaler and technology alliance partners to drive business value for enterprises worldwide.
- ELASTICJOB
- EMEA AWS Partner Dir1Y
EMEA AWS Partner Director
Elastic
My role at Elastic, the Search AI Company, is to lead our partnership with AWS across EMEA, working together to help our customers unlock new possibilities by harnessing the power of unlimited data. I help our joint teams to collaborate and transform customers' data into answers, actions, and outcomes with Search AI. Together we enable customers to build trusted, production-ready GenAI and Agentic AI applications faster with reduced cost of development, increased accuracy and relevance, whilst securing their confidential business data. The Elastic Search AI Platform runs on AWS where our customers' data lives. It's provided as both Elastic Cloud Hosted or Elastic Cloud Serverless, and is a…
- AMAZON WEB SERVICES (AWS)JOB
- EMEA Strategic Alliances,…1Y
EMEA Strategic Alliances, Global Security Partners
Amazon Web Services (AWS)
Responsible for driving joint growth across EMEA with our largest global security partners. My role includes building security partnership strategy and GTM, build innovation, co-sell motion and AWS Marketplace strategy across EMEA; senior stakeholder engagement across the ecosystem; sales activation & enablement; channel strategy & engagement; demand generation and cosell execution; promotion of joint value to customers, partners and within AWS.
- EMEA Tech Partnerships, Gl…1Y 11M
EMEA Tech Partnerships, Global Data Storage Partners
Amazon Web Services (AWS)
Storage category lead for EMEA, responsible for defining technology partner strategy across the geo to drive growth through cosell and Marketplace scale. My role includes building storage partnership strategy and GTM, build innovation, co-sell motion and AWS Marketplace strategy across EMEA; senior stakeholder engagement across the ecosystem; sales activation & enablement; channel strategy & engagement; demand generation and cosell execution; promotion of joint value to customers, partners and within AWS.
- Senior Partner Mgr, UKI Co…1Y 3M
Senior Partner Manager, UKI Consulting, Reselling & Managed Services Partners
Amazon Web Services (AWS)
Responsible for building mindshare and adoption of AWS services within strategic business partners to drive growth. My role includes planning and executing our joint strategy to create differentiated partner solutions, end customer value and drive new revenue opportunities. I create and execute high impact propositions and programs that deliver incremental partner-sourced revenue, working with stakeholders across the ecosystem to inspire, enable and drive adoption of revolutionary cloud services that support business transformation. I understand the complexities of working with both large and small companies, each with their own culture, challenges and opportunities and I establish long-ter…
- HITACHI VANTARAJOB
- UKI Channel Mgr1Y 10M
UKI Channel Manager
Hitachi Vantara
Responsible for driving revenue growth within distribution, GSIs, strategic channel and alliance partners at Hitachi Vantara. My role includes planning and executing our sales strategy to grow our indirect business and propel our partners' footprint in the market. I create compelling propositions and drive innovative campaigns and programs to drive partner-sourced revenue and market penetration, working with a variety of stakeholders across the ecosystem to inspire and enable, build mindshare and brand awareness, develop pipeline and incremental revenues and drive solution adoption. I am a proud member of the Women of Hitachi leadership committee who is committed to promoting collaboration…
- NUVIAS GROUPJOB
- DevOps Practice Mgr2Y 6M
DevOps Practice Manager
Nuvias Group
Responsible for the DevOps business within the Nuvias Group; developing both our portfolio of solutions and services, and the channel ecosystem to deliver the business benefits of DevOps and grow profitable revenues across EMEA. As a DevOps ambassador within the channel, I work proactively with partners and customers to demonstrate the value of DevOps innovation to create software at the speed of ideas and help them build their own capability. My solutions expertise includes collaboration / repository tools, open source, containers & container orchestration, automation tools, CI/CD, source code analysis, QA & testing tools, PaaS, application performance monitoring and user experience tools…
- TECH DATAJOB
- Software Business Mgr5Y 11M
Software Business Manager
Tech Data
Responsible for the HPE Software business and associated annuity and services revenues at Tech Data. As an experienced end user salesperson, I drive my team to work with partners to help them effectively sell a portfolio of solutions and develop additional revenue streams within new and existing clients. My role is to manage the business and specialist team to identify, recruit and enable new partners; develop compelling sales propositions to drive profitable solutions and services to partners and SIs; lead, coach and execute sell-with and sell-for new business sales activity; sales coaching and enablement; development of annuity revenues; vendor relationship management and marketing suppo…
- SCCJOB
- Managed Services Architect…1Y
Managed Services Architect & Business Development
SCC
Responsible for supporting the end-to-end services sales process including initial customer meetings & qualification; service design; commercial modelling; bid / proposal production; customer presentation & negotiation; sales support to contract award. Responsibilities include designing IT outsource and out-task managed services contracts specifically for Financial Services organisations including Data Centre (CoLo, hosting and utility services); service management; field and end user support services; and infrastructure management services.
- Software Asset Management…2Y 11M
Software Asset Management Consultant
SCC
Software Asset Management Consultant focused on SAM process services. Working with customers in all sectors to make efficiencies and cost savings through their software management lifecycle. Role includes customer pitch, SAM proposition presentation, performing software risk assessments, analysing / reportng on process, running SAM workshops, vendor liaison, solution consultation. Experience of software audits / license reviews. ITIL Manager Certificate Level. I was personally selected to help co-develop Microsoft's new SAM Process methodology with Microsoft USA. SAM Partner of the Year Runner-up.
- Software Sales2Y 10M
Software Sales
SCC
New Business Sales. Responsible for building a new HP Software (OpenView) business within SCC, selling the portfolio of software and professional services to new and existing clients. Software Specialist supporting all regions across the UK. Achieved Gold Accreditation and won Award for Channel Excellence. Won SCC Spinnaker Award for Best Competitive Win.
- MORSEJOB
- Service Management Sales L…1Y 11M
Service Management Sales Leader
Morse
Service Management Sales Team Leader. Responsible for developing new software and professional services business, selling the HP Software portfolio of solutions to new and existing Morse clients. Achieved Platinum Accreditation and won Software Partner of the Year.
- OCSLJOB
- Software Sales6Y 11M
Software Sales
OCSL
New business sales. Responsible for developing OCSL's emerging HP Software (OpenView)business, selling the portfolio of solutions to new clients. Achieved Silver Accreditation and won Award for Channel Excellence.
- INGRAM MICROJOB
- Software Sales2Y 11M
Software Sales
Ingram Micro
New business sales. Responsible for developing a new channel business for HP in their emerging HP Software (OpenView) portfolio of IT management products. Involved identifying, recruiting, training, supporting and selling to new software partners; and becoming a Centre of Excellence for the channel.
- Job: Elastic — EMEA AWS Partner Director · 2025-08 – 2026-08 — My role at Elastic, the Search AI Company, is to lead our partnership with AWS across EMEA, working together to help our customers unlock new possibilities by harnessing the power of unlimited data. I help our joint teams to collaborate and transform customers' data into answers, actions, and outcomes with Search AI. Together we enable customers to build trusted, production-ready GenAI and Agentic AI applications faster with reduced cost of development, increased accuracy and relevance, whilst securing their confidential business data. The Elastic Search AI Platform runs on AWS where our customers' data lives. It's provided as both Elastic Cloud Hosted or Elastic Cloud Serverless, and is a…
- Job: SCC — Managed Services Architect & Business Development · 2009-12 – 2010-12 — Responsible for supporting the end-to-end services sales process including initial customer meetings & qualification; service design; commercial modelling; bid / proposal production; customer presentation & negotiation; sales support to contract award. Responsibilities include designing IT outsource and out-task managed services contracts specifically for Financial Services organisations including Data Centre (CoLo, hosting and utility services); service management; field and end user support services; and infrastructure management services.
- Job: SCC — Software Sales · 2004-03 – 2007-01 — New Business Sales. Responsible for building a new HP Software (OpenView) business within SCC, selling the portfolio of software and professional services to new and existing clients. Software Specialist supporting all regions across the UK. Achieved Gold Accreditation and won Award for Channel Excellence. Won SCC Spinnaker Award for Best Competitive Win.
- Job: Nuvias Group — DevOps Practice Manager · 2017-02 – 2019-08 — Responsible for the DevOps business within the Nuvias Group; developing both our portfolio of solutions and services, and the channel ecosystem to deliver the business benefits of DevOps and grow profitable revenues across EMEA. As a DevOps ambassador within the channel, I work proactively with partners and customers to demonstrate the value of DevOps innovation to create software at the speed of ideas and help them build their own capability. My solutions expertise includes collaboration / repository tools, open source, containers & container orchestration, automation tools, CI/CD, source code analysis, QA & testing tools, PaaS, application performance monitoring and user experience tools…
- Job: Morse — Service Management Sales Leader · 2003 – 2004 — Service Management Sales Team Leader. Responsible for developing new software and professional services business, selling the HP Software portfolio of solutions to new and existing Morse clients. Achieved Platinum Accreditation and won Software Partner of the Year.
- Job: Tech Data — Software Business Manager · 2011-01 – 2016-12 — Responsible for the HPE Software business and associated annuity and services revenues at Tech Data. As an experienced end user salesperson, I drive my team to work with partners to help them effectively sell a portfolio of solutions and develop additional revenue streams within new and existing clients. My role is to manage the business and specialist team to identify, recruit and enable new partners; develop compelling sales propositions to drive profitable solutions and services to partners and SIs; lead, coach and execute sell-with and sell-for new business sales activity; sales coaching and enablement; development of annuity revenues; vendor relationship management and marketing suppo…
- Job: Ingram Micro — Software Sales · 1995 – 1997 — New business sales. Responsible for developing a new channel business for HP in their emerging HP Software (OpenView) portfolio of IT management products. Involved identifying, recruiting, training, supporting and selling to new software partners; and becoming a Centre of Excellence for the channel.
- Job: OCSL — Software Sales · 1997 – 2003 — New business sales. Responsible for developing OCSL's emerging HP Software (OpenView)business, selling the portfolio of solutions to new clients. Achieved Silver Accreditation and won Award for Channel Excellence.
- Job: Amazon Web Services (AWS) — EMEA Tech Partnerships, Global Data Storage Partners · 2022-09 – 2024-08 — Storage category lead for EMEA, responsible for defining technology partner strategy across the geo to drive growth through cosell and Marketplace scale. My role includes building storage partnership strategy and GTM, build innovation, co-sell motion and AWS Marketplace strategy across EMEA; senior stakeholder engagement across the ecosystem; sales activation & enablement; channel strategy & engagement; demand generation and cosell execution; promotion of joint value to customers, partners and within AWS.
- Job: SCC — Software Asset Management Consultant · 2007-01 – 2009-12 — Software Asset Management Consultant focused on SAM process services. Working with customers in all sectors to make efficiencies and cost savings through their software management lifecycle. Role includes customer pitch, SAM proposition presentation, performing software risk assessments, analysing / reportng on process, running SAM workshops, vendor liaison, solution consultation. Experience of software audits / license reviews. ITIL Manager Certificate Level. I was personally selected to help co-develop Microsoft's new SAM Process methodology with Microsoft USA. SAM Partner of the Year Runner-up.
- Job: Iron Mountain — Global Partner GTM Lead · 2026-08 – present — As Global Partner GTM Lead at Iron Mountain, I build strategic solutions with global hyperscaler and technology alliance partners to drive business value for enterprises worldwide.
- Job: Amazon Web Services (AWS) — EMEA Strategic Alliances, Global Security Partners · 2024-08 – 2025-08 — Responsible for driving joint growth across EMEA with our largest global security partners. My role includes building security partnership strategy and GTM, build innovation, co-sell motion and AWS Marketplace strategy across EMEA; senior stakeholder engagement across the ecosystem; sales activation & enablement; channel strategy & engagement; demand generation and cosell execution; promotion of joint value to customers, partners and within AWS.
- Job: Hitachi Vantara — UKI Channel Manager · 2019-08 – 2021-06 — Responsible for driving revenue growth within distribution, GSIs, strategic channel and alliance partners at Hitachi Vantara. My role includes planning and executing our sales strategy to grow our indirect business and propel our partners' footprint in the market. I create compelling propositions and drive innovative campaigns and programs to drive partner-sourced revenue and market penetration, working with a variety of stakeholders across the ecosystem to inspire and enable, build mindshare and brand awareness, develop pipeline and incremental revenues and drive solution adoption. I am a proud member of the Women of Hitachi leadership committee who is committed to promoting collaboration…
- Job: Amazon Web Services (AWS) — Senior Partner Manager, UKI Consulting, Reselling & Managed Services Partners · 2021-06 – 2022-09 — Responsible for building mindshare and adoption of AWS services within strategic business partners to drive growth. My role includes planning and executing our joint strategy to create differentiated partner solutions, end customer value and drive new revenue opportunities. I create and execute high impact propositions and programs that deliver incremental partner-sourced revenue, working with stakeholders across the ecosystem to inspire, enable and drive adoption of revolutionary cloud services that support business transformation. I understand the complexities of working with both large and small companies, each with their own culture, challenges and opportunities and I establish long-ter…
- School: University of Essex — BSc Honours, IT and Electronic Engineering
- School: ITIL Service Management — Manager Certificate in IT Service Management, Service Support & Service Delivery
- School: Nonsuch High School for Girls — 9 GCSEs, 1 AS Level, 4 A Levels, Chemistry, Biology, Physics, Maths
- School: University of Essex — Bachelor of Science - BSc, Electrical, Electronic and Communications Engineering Technology/Technician
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