Rolf Heimes
Channel, Alliances & Partner Ecosystem Executive (VP/SVP) | AI & Data SaaS | $300M partner bookings · 38% partner-sourced ACV | GSI · ISV · Hyperscaler Marketplaces | Forbes Ecosystem Executive 2021 & 2022
ex-TalendA Global Channel, Alliances, and Partner Ecosystems Executive with 20+ years of experience building, transforming, and scaling partner-led growth organizations across AI, Data Management, Data Governance, Cloud, Cybersecurity, SaaS, and Enterprise Software markets.
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Proven success creating ecosystem-driven revenue engines that accelerate market expansion, customer acquisition, sourced and influenced revenue growth, and strategic differentiation for both high-growth and enterprise technology organizations that include, IBM, Talend, Computer Associates (CA), Intel/McAffee and For 20+ years I've led global Channels & Alliances organizations across AI, Data Governance, Cyber, Cloud, and SaaS — at Talend, CA Technologies, McAfee/Intel, Informatica, IBM, and now Incorta. I've run every route to market (ISV, CSP, GSI, SI, VAR, MSP, OEM) across the Americas, EMEA, and APAC, with teams of up to What that looks like in practice:→ At Talend, I rebuilt the partner program as a core GTM pillar — growing partner-sourced ACV from under 10% to over 38% of total ($32M), with partners touching more than half of all deals, and 40%+ YoY bookings → At IBM, I brought an outside-in perspective to the Public Sector ecosystem — realigning it to industry-standard GTM motions, doubling resell revenue, and driving ~$300M in bookings (+23% → At Incorta, I'm defining the global channel strategy from the ground up: rebuilding the resell/co-sell model and establishing strategic ISV partnerships with Workday, Google, SAP, Oracle, IBM, and The thread through all of it: treating the ecosystem not as a side channel but as a growth engine — measured rigorously, aligned to the C-suite, and built to scale through hyperscaler marketplaces (AWS, Azure, Google Cloud), M&A integration, and partner-first Recognized by Forbes (Ecosystem Executives 2021 & 2022) and CRN (Channel Chiefs, 2016). Dual citizen (USA/Germany), bilingual Always happy to talk ecosystems, cloud GTM, and what AI is doing to all of Specialties: Partner Ecosystems · Channel Sales · Strategic Alliances · Partnerships · Partner Programs · Cloud GTM · AWS, Azure & GCP Marketplaces · Co-Sell · GSI / SI / ISV / VAR / MSP / OEM · M&A Integration · AI & Data Governance
GTM Index
- INCORTAJOB
- Head of WW Ecosystem (Chan…9M
Head of WW Ecosystem (Channels, Alliances & Partnerships)
Incorta
Incorta specializes in data integration and analytics for complex ERP, Finance, HR, and Logistics systems, recognized in the Gartner® Magic Quadrant™ and backed by Google Ventures. Defining and executing Incorta's global channel strategy: rebuilding the resell/co-sell model, establishing strategic ISV partnerships with Workday, Google, SAP, Oracle, IBM, and Databricks, and expanding the team footprint to scale partner-sourced revenue and improve win rates. Recent highlight: launch of Adaptive Data Foundation, powered by Incorta — a data layer built for Workday Adaptive Planning.
- PARTNER INSIGHTJOB
- Advisor - Cloud GTM Expert…3Y
Advisor - Cloud GTM Expert in Residence
Partner Insight
- IBMJOB
- Sr. Dir, Public Sector Eco…1Y 7M
Sr. Director, Public Sector Ecosystem (Channels & Alliances)
IBM
Brought an outside-in ecosystem perspective to modernize alliance strategy and execution across IBM’s public sector, healthcare, and life sciences markets. Supported a large enterprise organization serving strategic state, local government, higher education, healthcare, and life sciences accounts while acting as the primary ecosystem leader within the executive leadership structure. Collaborated across IBM product groups, sales leadership, marketing, alliances, and strategic partners to drive ecosystem expansion, improve partner alignment, and accelerate partner-driven growth across complex enterprise environments.
- TALENDJOB
- VP Global Channel and Alli…6Y 5M
VP Global Channel and Alliances
Talend
- CA TECHNOLOGIESJOB
- VP Indirect Strategy and P…1Y 11M
VP Indirect Strategy and Partner Program
CA Technologies
- MCAFEEJOB
- Dir of Global Indian SI Po…1Y 9M
Director of Global Indian SI Portfolio
McAfee
Intel had acquired McAfee but ran it as a separate organization. Held hybrid responsibilities ensuring growth with the Indian GSIs for McAfee but also pushing Intel products into the Indian GSI community either for direct customer transactions (‘Alliance Manager’ work), or for their outsourcing requirements. Focus on Endpoint security (Outsourcers) and data security & SIEM into Indian outsourcing offices so they could seamlessly work with companies where they took over customer support etc. In addition, created joint solution offerings around McAfee SIEM solutions along with supporting Intel by launching their first partner sourced Big Data solutions with the Indian GSI portfolio that incl…
- INFORMATICAJOB
- Dir Global Alliances6Y 5M
Director Global Alliances
Informatica
Informatica is a global leader in enterprise cloud data management, serving customers in more than 100 countries and supporting many of the world’s largest organizations. Initially hired in Germany to rebuild the channel strategy and oversee the DACH (German, Austria, Switzerland) channel and work with multiple partners simultaneously. Created channel programs that were a combination of training/certifications, joint marketing initiatives and programmatic customer and pipeline mappings. Later took over the global GSI program, identifying three main partners for scale: Capgemini, Cognizant, and Deloitte. In addition, assumed responsibility for Vertical Financial Services Alliances that incl…
- INTOUCHJOB
- Owner and Managing Dir7Y 7M
Owner and Managing Director
intouch
Co-founder of an Ecommerce interactive agency that built simple and complex ecommerce applications and sales intranets for large European customers including Deutsche Bank, Cisco, and several large retail companies.
- Job: Incorta — Head of WW Ecosystem (Channels, Alliances & Partnerships) · 2025-11 – present — Incorta specializes in data integration and analytics for complex ERP, Finance, HR, and Logistics systems, recognized in the Gartner® Magic Quadrant™ and backed by Google Ventures. Defining and executing Incorta's global channel strategy: rebuilding the resell/co-sell model, establishing strategic ISV partnerships with Workday, Google, SAP, Oracle, IBM, and Databricks, and expanding the team footprint to scale partner-sourced revenue and improve win rates. Recent highlight: launch of Adaptive Data Foundation, powered by Incorta — a data layer built for Workday Adaptive Planning.
- Job: Partner Insight — Advisor - Cloud GTM Expert in Residence · 2023-08 – present
- Job: intouch — Owner and Managing Director · 1997-07 – 2005-02 — Co-founder of an Ecommerce interactive agency that built simple and complex ecommerce applications and sales intranets for large European customers including Deutsche Bank, Cisco, and several large retail companies.
- Job: Talend — VP Global Channel and Alliances · 2016-04 – 2022-09
- Job: CA Technologies — VP Indirect Strategy and Partner Program · 2014-05 – 2016-04
- Job: McAfee — Director of Global Indian SI Portfolio · 2012-07 – 2014-04 — Intel had acquired McAfee but ran it as a separate organization. Held hybrid responsibilities ensuring growth with the Indian GSIs for McAfee but also pushing Intel products into the Indian GSI community either for direct customer transactions (‘Alliance Manager’ work), or for their outsourcing requirements. Focus on Endpoint security (Outsourcers) and data security & SIEM into Indian outsourcing offices so they could seamlessly work with companies where they took over customer support etc. In addition, created joint solution offerings around McAfee SIEM solutions along with supporting Intel by launching their first partner sourced Big Data solutions with the Indian GSI portfolio that incl…
- Job: IBM — Sr. Director, Public Sector Ecosystem (Channels & Alliances) · 2024-04 – 2025-11 — Brought an outside-in ecosystem perspective to modernize alliance strategy and execution across IBM’s public sector, healthcare, and life sciences markets. Supported a large enterprise organization serving strategic state, local government, higher education, healthcare, and life sciences accounts while acting as the primary ecosystem leader within the executive leadership structure. Collaborated across IBM product groups, sales leadership, marketing, alliances, and strategic partners to drive ecosystem expansion, improve partner alignment, and accelerate partner-driven growth across complex enterprise environments.
- Job: Informatica — Director Global Alliances · 2006-01 – 2012-06 — Informatica is a global leader in enterprise cloud data management, serving customers in more than 100 countries and supporting many of the world’s largest organizations. Initially hired in Germany to rebuild the channel strategy and oversee the DACH (German, Austria, Switzerland) channel and work with multiple partners simultaneously. Created channel programs that were a combination of training/certifications, joint marketing initiatives and programmatic customer and pipeline mappings. Later took over the global GSI program, identifying three main partners for scale: Capgemini, Cognizant, and Deloitte. In addition, assumed responsibility for Vertical Financial Services Alliances that incl…
- School: European Business School Oestrich-Winkel — Dipl. WInf. / Bachelor, Business Data Processing
- School: Wilhelm Haussenstein Gymnasium, Muenchen / Germany — Abitur, Political Science and Government
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