CAROLINE DAVANI
Huntington Beach, CA
Summary
Results-driven business development and partnerships professional with over 14 years of experience in B2B SaaS and technology strategy. Skilled in managing complex, high-value partnerships that deliver measurable business growth. A strategic and analytical thinker with strong executive presence, exceptional communication skills, and a proven ability to influence and align stakeholders across organizations. Adept at negotiating contracts, driving cross-functional collaboration with Product, Marketing, and Sales, and executing multiple initiatives with precision. A results-oriented professional with a competitive spirit and a commitment to enhancing business outcomes through strategic alliances.
Overview
16
16
years of professional experience
Work History
Channel Partner Manager
Grammarly
09.2023 - Current
- Built and executed the go-to-market (GTM) strategy for key partnerships, blending strategic planning with hands-on program execution across sales, marketing, services, and product initiatives.
- Drove a 50% YoY revenue increase for Grammarly Business through a high-impact strategic alliance with major VARs.
- Exceeded performance targets, achieving 146% of annual quota in 2024 and 115% of quota in 2025.
- Led joint selling efforts with partners, executing account mapping, co-selling strategies, and pipeline development to accelerate revenue growth.
- Enabled major technology partners through effective sales training, marketing programs, and demand generation initiatives, enhancing partner capabilities.
- Worked cross-functionally with internal sales, marketing, and product teams to drive alignment and maximize partner impact.
- Developed and led performance management frameworks, conducting Quarterly Business Reviews (QBRs) and aligning executives to track revenue pipeline progress.
- Led demand generation strategies in partnership with marketing, resulting in high-ROI campaigns, customer events, webinars, and targeted content.
- Engaged with senior leadership-including C-suite stakeholders-on both sides of the partnership to align vision and maximize strategic value.
- Enabled 650+ partner sales reps, resulting in a 50% increase in qualified opportunities in six months.
Partner Manager
Highspot
03.2022 - 06.2023
- Developed collaborative plans with top strategic technology partners to generate leads and sales for Highspot portfolio companies.
- Identify key stakeholders within the partner organizations and develop strong relationships to reach mutual goals.
- Deepen integrations, expand joint go-to-market (GTM) success, and deliver exceptional customer value.
- Worked with the Strategic and Enterprise sales teams (AEs/AMs) to drive revenue for their book of business by leveraging external partners.
- Exceeded quota every quarter resulting in 130% of target number for FY22.
- Originated 5.5M in net new pipeline in first year.
- Generated 30M in opportunities with partner support and 9.7M of them closed due to partner influence.
- Planned and executed 4 events in 2023 with partners, customers, and prospects, resulting in 7 net new leads for strategic accounts.
- Present quarterly QBRs and enablement sessions internally and externally.
Partner Manager
Uber
10.2019 - 03.2022
- Consistently exceeded quota expectations by over 120%.
- Drove top-line revenue growth while increasing end customer adoption through targeted initiatives.
- Developed new business and strengthened strategic relationships with Uber Eats' corporate restaurant partners, enhancing collaboration.
- Upsold marketing initiatives to achieve client KPIs and meet internal revenue targets, contributing to overall business success.
- Closed 100K marketing commitment in first 60 days in the role.
- Managed 20 client accounts in the Northeast region.
- Expanded restaurant brand from 10 locations to 150 locations nationally.
Strategic Account Manager
Postmates (Acquired by Uber)
10.2019 - 03.2022
- Manage 5 of the top 20 Strategic Accounts at Postmates.
- Expanded book of business by 160% in first year through targeted account strategies and relationship management.
- Exceeded quarterly revenue targets every quarter.
- Cultivated C-level relationships internally and externally, driving enhanced collaboration and strategic alignment.
- Conducted 10 quarterly business reviews, evaluating client performance and ensuring alignment with strategic goals.
- Analyzed clients' data to improve operational efficiencies.
- Up-sold Marketing initiatives to hit client KPI's and internal revenue targets.
Director of Strategic Accounts
Appetize
Los Angeles
07.2018 - 09.2019
- Expanded Appetize presence and led strategic growth initiatives for top S&E accounts Levy and Live Nation.
- Expanded Appetize solution in top NFL, PGA and Convention Center clients resulting in 150K additional revenue.
- Closed 1 million in SaaS in first year.
- Built and maintained strong, long lasting relationships with Levy and Live Nation C-level.
- Secured partnerships with Woodland Park Zoo, Milwaukee Bucks, Oklahoma University, and Taxslayer Convention Center.
- Completed RFPs and created quarterly business plans.
Strategic Account Manager
ADP
Culver City
07.2016 - 07.2018
- Develop high-level relationships and serve as a trusted consultant with major account customers (50-1000 employees) in the technology, ecommerce and entertainment industries in LA to optimize their growth and individual KPI's.
- Develop and execute territory business plans to reach quota.
- Work independently as well as collaboratively with a team to drive HCM expansion with new/existing clients.
- Expand network by working with external partners to gain access to industry knowledge as well as other key C-Level decision makers (Chase, Grant Thornton and personal network).
- Be the 'go to 'person for the partners' needs, defining and executing on the long-term partner relationship.
- Exceeded quota by 200% first year and won rookie district manager of the year.
Strategic Account Manager
Tableau
Washington, D.C.
03.2015 - 03.2016
- Closed 120% of yearly quota.
- Exceed training and professional services quota each quarter.
- Unique blend of hunter and farmer mentality generating over 1.2M of business in first 12 months for Fortune 500 accounts (Fishbowl, Opower, SHRM, Demeter Analytics, United Way Worldwide, Noblis, Consumer Electronics Association, Airlines Reporting Corp, Redpeg Marketing, The Motley Fool etc.).
- Defined and executed territory / account sales plans for assigned geographic territory and met and exceeded sales goals through prospecting, qualifying, managing and closing sales opportunities.
- Planned and executed campaigns and user group Marketing events monthly in the DC area resulting in over 100K of new business per quarter.
- Collaborated with internal technical, Partners, and professional services teams to close six figure transactions.
- Conducted daily product demonstrations and training sessions for customers to enhance understanding.
- Develop strong relationships with key clients, providing: support during initial product implementation and employee onboarding, recommendations and advice around best practices, guidance during new product/feature launches, and help resolving any product issues or concerns.
Account Executive
Olapic
New York City
09.2013 - 03.2015
- In first year opened 27 accounts that resulted in 800K in revenue.
- Act as Liaison between client and product/marketing team.
- Responsible for developing strong client relationships with C-level executives.
- Responsible for selling SAAS platform to Marketing/eCommerce C-level suite in CPG/Retail.
- Initiated business with major customers including Macy's, Calvin Klein, Cole Haan, Express, Spanx, Vita Fede, Lily Pulitzer, Vera Bradley, MVMT etc.
- Promoted from Market Developer to Brand Strategist in first 6 months, responsible for leading/developing/training new territories for Baby/Kids/Toys and Jewelry clients.
- Recognized for ability to break into the largest accounts in company's history.
- Tracked Social Media with live analytics.
Human Capital Consultant
Deloitte
Washington, D.C.
02.2010 - 09.2013
- Recruited and on-boarded new team members and served as team lead.
- Served as marketing, communications, event planner, and trainer for over 150 practitioners and over 15 seminars.
- Led marketing presentations to convert old technology platform to new one.
- Acted as liaison between technical team and Change Management team.
- Increased new product interest by 73%.
- Presented/prepared comprehensive proposals and detailed briefs to report to clients and upper management.
- Led and coordinated focus groups of 10-15 C- level customers.
- Identified 15 top strategic partnerships out of 50+ organizations to focus building new relationships by developing strategies.
- Worked closely with clients to plan and execute successful job fairs.
- Organized, conducted, and managed weekly upper management strategy meetings, such as developing focus groups.
- Generated a wide variety of resumes for recruiters in high pressure time slots and exposed to learning a high volume of positions at once.
- Developed and executed recruiting events of 200+ to meet hiring and requisition deadlines.
- Created and delivered training materials & sessions to new candidates.
Education
Bachelor of Science - Communications, PR
East Carolina University
Greenville05.2009
Skills
- Decision Making
- Problem Solving
- Channel sales
- Partnerships
- Strategic Account Management
- Relationship Building
- Sales
- Enablement
Hobbies and Interests
- Traveling
- Concerts/Music
- Reading
- Spending time with family
Timeline
Channel Partner Manager
Grammarly
09.2023 - Current
Partner Manager
Highspot
03.2022 - 06.2023
Partner Manager
Uber
10.2019 - 03.2022
Strategic Account Manager
Postmates (Acquired by Uber)
10.2019 - 03.2022
Director of Strategic Accounts
Appetize
07.2018 - 09.2019
Strategic Account Manager
ADP
07.2016 - 07.2018
Strategic Account Manager
Tableau
03.2015 - 03.2016
Account Executive
Olapic
09.2013 - 03.2015
Human Capital Consultant
Deloitte
02.2010 - 09.2013
Bachelor of Science - Communications, PR
East Carolina University