Roberto García

Strategic Partnership Specialist

Value I Bring to Teya (Spain)

1

Why Teya / Why now

Teya's mission to help local businesses and SMEs grow and succeed strongly resonates with my background. I've spent most of my career commercializing, scaling, and growing digital services for SMEs in Spain and internationally, working at the intersection of technology, partnerships, sales, and go-to-market execution.

What excites me about Teya is the opportunity to build a high-impact partner channel in Spain from an early stage, leveraging trusted partners that already work closely with local businesses — such as IT consultants, digital agencies, and SME associations — and turning those relationships into scalable, predictable growth.

2

What I bring (aligned with the role requirements)

Most recently, as Head of Partnerships at marketgoo, I built and scaled a global partner ecosystem across hosting providers, SaaS platforms, agencies, and telecoms, owning the full partner lifecycle — from identification and negotiation to GTM execution and revenue impact.

  • Proven experience building and scaling strategic partnerships that contribute directly to sales growth
  • Ownership of the full partner lifecycle: identification, negotiation, closing, onboarding, GTM execution, and revenue optimization
  • Strong background designing and executing partner-led GTM strategies
  • Hands-on experience with co-selling and co-marketing motions
  • Strong understanding of the Spanish SME ecosystem and how local businesses buy and operate
  • Commercial mindset focused on activation, performance, and ROI
3

Ideal Partner Profile for Teya (Spain)

Based on Teya's existing partner model in the UK and my experience in the Spanish SME ecosystem, the highest-impact partner profiles include:

  • IT consultants & IT consulting companies supporting SMEs with technology adoption
  • Digital agencies (web, eCommerce, CRM, marketing automation)
  • ISVs and system integrators (POS, ERP, booking systems, vertical SaaS)
  • Professional service providers helping SMEs implement operational or financial solutions
  • SME associations and networks (e.g. Chambers of Commerce, sector associations)
  • Public or semi-public digitalization initiatives (e.g. Kit Digital or similar programs)
  • Financial or business advisors working closely with local merchants

In short, partners with trusted, ongoing relationships with SMEs, where Teya's solutions enhance both the partner's value proposition and the merchant's business performance.

4

SME Pains Solved by Teya & Economic Buyers

Key SME pains addressed by Teya

  • Fragmented or complex payment solutions
  • Difficulty managing payments across online and in-store channels
  • Lack of integrated financial visibility and control
  • Limited access to fast, flexible financing
  • Time spent on administration instead of running the business

Primary economic buyers

  • Business owners / founders (main decision-makers in most SMEs)
  • Finance managers / CFOs (where applicable)
  • Operations or store managers (for day-to-day efficiency tools)
  • IT / tech decision-makers (when integration is involved)

Understanding these buyers is key to designing effective partner GTM motions.

5

Partnership Development Framework (End-to-End GTM)

1

Strategy & Segmentation

  • Define partner ICPs aligned with SME profiles
  • Prioritize partners based on revenue potential, scalability, and activation speed

Output: Partner segments & target lists

2

Value Proposition & Positioning

  • Define clear, segment-specific value propositions
  • Align incentives, revenue models, and partner benefits

Output: Partner value propositions & commercial models

3

Enablement & Readiness

  • Sales and product training
  • Clear documentation, playbooks, and materials

Output: Partner onboarding & enablement kits

4

GTM Execution

  • Co-selling motions with sales teams
  • Co-marketing initiatives (events, campaigns, content)
  • Clear lead handoff and ownership processes

Output: Joint GTM plans and pipeline generation

5

Performance Tracking & Optimization

  • Track adoption, conversion, revenue contribution, and retention
  • Regular reviews and optimization cycles

Output: Partner scorecards & continuous improvement

6

Addressing my fintech / payments background

While I have not worked directly within a payments or fintech provider, I bring extensive experience commercializing complex digital and technology solutions to SMEs, often in regulated or technical environments.

I learn product depth quickly and bring strong strengths in distribution, partnerships, and GTM execution, which are critical to scaling Teya's impact in Spain. I see this as a complementary advantage rather than a limitation.

Closing thought

What excites me most about this role is the opportunity to help build a broad, high-impact partner ecosystem in Spain, aligned with Teya's mission to genuinely support local businesses and SMEs with solutions that make a real difference.