This week's Investible Partnerships™ podcast episode features Stephanie Goveas, Regional VP, Partner Sales at Salesforce. Steph shares her inspiring career transition from IT to partnerships, and how she has crafted a unique approach that focuses on building trust, being adaptable, and leveraging storytelling to succeed.
Welcome to the Investible Partnerships podcast! I’m your host, Des Russell. In today’s episode, I’m excited to introduce Steph Goveas, a seasoned professional in partnerships and alliances. Steph has an incredible background, moving from IT to pre-sales and eventually finding her passion in partnerships. Throughout this episode, we’ll explore her journey, her strategies for building trust, the importance of adapting partnership approaches, and how storytelling and personal branding play a role in her success.
Des: Steph, it’s great to have you on the show. You’ve had quite an interesting journey, from IT to sales, and eventually to partnerships. Can you tell us a bit about how you made those transitions and what ultimately led you to the partnerships space?
Steph: Thank you, Des. I’m really excited to be here. My journey started in IT, where I was very much hands-on with technology. I eventually transitioned into pre-sales, which gave me a taste of what it was like to work more directly with clients. I loved it, but it wasn’t quite the perfect fit. I think what I always found most rewarding was building relationships and finding collaborative solutions—that’s what eventually drew me into partnerships. There’s something really powerful about being the bridge between different companies and helping them achieve something greater together.
Des: You mentioned that you love building relationships, which is key in partnerships. Can you talk about your approach to building trust, especially with different types of partners, whether they’re GSIs, resellers, or regional partners?
Steph: Absolutely. Trust is fundamental. One thing I’ve learned is that building trust requires a deep understanding of each partner’s unique needs and challenges. For GSIs, for example, it’s about understanding their large-scale approach and how your solutions can fit into their broader offerings. For regional partners, it’s more about being present and accessible. Trust isn’t just built overnight—it’s built through consistency, relevance, and being there when it counts.
Des: I love that. It sounds like understanding the partner’s perspective is key. It’s not just about what we want to achieve, but how we fit into their goals too.
Des: Something else I find interesting is how you’ve adapted your partnership strategies over time. I know you’ve mentioned in the past that you shifted from a structured approach to a more flexible, gut-feel-based strategy. Could you tell us about that evolution?
Steph: Sure! Early on, I approached partnerships with a very structured mindset—playbooks, processes, you name it. And while those are still valuable, I realized that the best partnerships are fluid. Partners are people, and people don’t always fit into neat boxes. The shift to a more instinctual approach allowed me to tailor strategies on the fly, depending on what felt right for that partner in that moment. It’s still strategic, but with more room for adaptation.
Des: Steph, you’re great at storytelling, and I think that’s such an important part of partnerships. How do you use storytelling in your role?
Steph: Thank you, Des. I think storytelling is essential because it makes things relatable. In partnerships, I use storytelling to highlight the success we’ve had, the challenges we’ve faced, and how we’ve overcome them. It’s also a powerful way to convey our value to partners. When you share stories, you’re not just presenting facts—you’re painting a picture that partners can connect with emotionally.
Des: That’s a great point. It’s about more than just what you’ve done; it’s how you make people feel.
Des: Let’s talk a bit about the challenges of partnerships. What have been some of the most rewarding and challenging aspects of your journey?
Steph: The most rewarding part is definitely seeing the impact we create together. It’s amazing when you see a partner grow because of the work you’ve done together. On the challenging side, I’d say it’s the lack of a clear playbook. Partnerships don’t have a formal training program, so you’re often figuring things out as you go. But that’s also what makes it exciting—you get to innovate every day.
Des: I know you’ve been involved with Partnership Leaders and other community initiatives. How important is networking and community for partnership professionals?
Steph: It’s hugely important. Partnership roles can sometimes feel isolated—you’re navigating between multiple companies, teams, and objectives. Communities like Partnership Leaders provide a space to share experiences, learn from others, and get support. Networking is more than just professional—it’s about finding others who understand the challenges and rewards of what we do.
Des: Alright, Steph, before we wrap up, I’d like to end with our Partnerships Fast-Five round. I’ll start a sentence, and you finish it with whatever comes to mind. Ready?*
Steph: Let’s do it!
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