Shawn Fulham - Partner Development Manager

Strategic Partnerships & E-Commerce Innovation Expert

Built $10M partnership portfolio and led cross-functional teams at PwC. Now scaling merchant partnerships at Shopify. I blend strategic thinking with hands-on experimentation and thrive in ambiguity.

Let's Connect

About Me

I build partnerships that move the needle. At PwC, I designed the national Mid-Market alliance strategy from scratch (no playbook, no precedent). Result: 15% YoY growth and 24% pipeline expansion across Microsoft, Workday, Salesforce, and SAP. Managed a $10M portfolio with 12% YoY growth.

My approach: Focus on mutual value creation, not just deal size. Map stakeholder incentives obsessively. Move fast on small wins to build trust before asking for enterprise commitments. I stay intellectually curious by using AI to automate workflows and building tools (like this site) to understand what partners actually need.

I've built partnerships in wildly different environments: from early-stage startups (BlueDot, Carrot Rewards) where we operated with duct tape and determination, to complex matrix organizations at PwC where I worked across sales, marketing, and regional teams. At PwC, I grew my alliance team from 0 to 4 people across Canada, setting the foundation for a national program. I know how to build strategy based on internal alignment, hire for partnerships, and create systems that scale beyond what one person can manage.

I'm a lifelong learner who uses AI daily and codes on weekends (built this site and that snake game) because curiosity makes me better at partnerships.

Core Expertise

Strategic Partnerships Alliance Sales Revenue Generation Account Management GTM Strategy SaaS Sales Partner Development AI-Native Workflows E-Commerce Innovation

When I'm Not Building Partnerships

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Team Captain - $200K raised for charity rides

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Golden doodle dad to B

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2x Half Ironman finisher

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AI-native - built this site with Claude

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Based in Toronto 🍁

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Weekend coder & lifelong learner Play Snake Game

Partnership Spotlight

Building PwC's Alliance Strategy for Privately-Owned Businesses (2024)

Challenge

PwC's privately-owned segment had no structured alliance partnership approach. We were leaving revenue on the table with Microsoft, Salesforce, SAP, and Workday.

My Approach

Started with internal alignment (the foundation of any successful partnership strategy). Mapped stakeholder incentives across sales, marketing, delivery, and regional leaders. Built business case from scratch. Created go-to-market playbooks and partnership KPIs that aligned with PwC's existing sales motion.

Result

15% YoY sales growth, 24% pipeline expansion, $10M portfolio. More importantly, created a repeatable model now being adopted across other segments.

Key Learning

The best partnerships start with internal alignment. If your own teams don't see the value, external partners never will.

Strategic Partnership Experience & Career Journey

Partner Development Manager

Shopify | Toronto, Ontario | November 2024 - Present

Responsible for helping extend GTM reach, build strategic commercial plans, and driving revenue activities through partners across the US and Canada. Working across Sales, merchant success, and marketing to help grow agency partners' Shopify businesses.

Manager Strategic Alliances & Accounts

PwC Canada | Toronto, Ontario | 2024

Built PwC's privately-owned/Mid-Market alliance strategy from scratch (no playbook, no precedent). Designed national program from ground zero and worked cross-functionally with sales, marketing, and regional teams in a complex matrix organization. Result: 15% YoY sales growth, 24% pipeline expansion, and $10M portfolio with 12% YoY growth across Microsoft, Workday, Salesforce, and SAP partnerships.

Commercialization, Products & Technology

PwC Canada | Toronto, Ontario | 2021 - 2024

Led a team of 7 across Sales, Sales Operations, and Client Success, ensuring ROI and long-term success of B2B digital assets. Executed GTM strategy for new B2B tech products and led the national Managed Services rollout. Consistently exceeded revenue targets and KPIs.

Early Career in SaaS Sales & Partnership Development

BlueDot (2019-2020) | Carrot Rewards (2016-2019) | Toronto, Ontario

Built foundation in B2B SaaS sales at early-stage startups where ambiguity and limited resources were the norm. At BlueDot, grew public health pipeline to $5M+ in qualified leads within 3 months with zero marketing budget (pure duct tape and determination). At Carrot Rewards, achieved 300% YoY sales growth and 120% quarterly quota attainment while cultivating enterprise partnerships across federal and provincial governments. Learned to build with what you have and create your own tools when the budget doesn't exist.

Let's Connect

Based in Toronto, Ontario 🍁 | Open to partnership growth opportunities, advisory roles, and connecting with lifelong learners building in e-commerce and SaaS

💼 LinkedIn ✉️ shawnfulham@gmail.com 📱 647-702-9097