Leading DataArt’s US Retail Tech & E-Commerce Growth (NYC)
Snapshot
Industry: B2B Retail Tech / Custom Software Engineering
Team: Led the US Retail Tech & E-commerce team and collaborated with AWS & GCP partnership teams
Core Problem: DataArt needed rapid growth and stronger visibility in the US retail market to compete with larger SI players
Headline Result: Secured 5 new US retail clients in 6 months, built a 50+ person presales pipeline, strengthened cloud ecosystem partnerships, and earned two promotions in one year for high-impact leadership
1. The Challenge
DataArt had strong engineering capabilities in retail, omnichannel commerce, and cloud-native solutions — but lacked:
A unified US retail go-to-market strategy
Deep alignment with AWS and GCP retail partnership teams
A clear narrative tailored to US retail buyers
A high-volume presales engine that could support rapid growth
The company needed a leader who could translate technical excellence into market traction, build relationships, and accelerate new business.
2. The Insight
US retail and e-commerce buyers trust ecosystem-validated vendors.
Instead of relying solely on classic outbound sales, the quickest path to new deals would be:
strengthening AWS + GCP partnerships
becoming a “known quantity” to cloud partner managers
giving them clear, validated success stories and referenceable clients
accessing co-selling and co-marketing programs
The real competitive advantage wasn’t just capability — it was ecosystem trust and visibility.
3. The Approach
Building a Growth Engine
Led the US Retail Tech & E-commerce team, aligning marketing, presales, delivery, and partnerships around one strategy.
Created a repeatable opportunity-generation process leveraging AWS and GCP co-selling channels.
Established a 50+ person presales pipeline, enabling DataArt to respond quickly to retail RFPs and cloud partner referrals.
Strengthening Cloud Partnerships
Deepened relationships with AWS and GCP partner managers through consistent updates, case studies, and strategic conversations.
Positioned DataArt as a go-to partner for retail modernization, omnichannel commerce, cloud migration, and digital transformation.
Contributed US retail market knowledge that cloud partners relied on when matching customers to vendors.
Driving New Business
Partnered with AWS/GCP teams to identify high-fit opportunities in the US retail ecosystem.
Developed compelling joint narratives for co-selling and co-marketing.
Enabled presales teams to highlight measurable business outcomes — not just technical achievements.
4. The Results
Secured 5 new retail clients in six months, driven by cloud ecosystem referrals and improved GTM alignment.
Built a 50+ person presales pipeline, delivering scalability and greater deal velocity.
Strengthened AWS & GCP partnership visibility, leading to more consistent co-selling support.
Earned two promotions in one year in recognition of strategic impact and leadership performance.
Positioned DataArt as a more credible and competitive player in the US retail technology landscape.
5. What We Learned
Growth in enterprise B2B isn’t just about capability — it’s about ecosystem positioning, trust, and clarity.
By aligning the team, the message, and the cloud partnerships, we created a multiplier effect: faster deal cycles, stronger referrals, and recognition both internally and externally.
This case proved that strategic leadership + ecosystem strategy can outperform traditional marketing in B2B tech.