Partnership Practice
Sheena White
Founder and Principal, Beacon Velocity Group
Fintech, Marketplace and Platforms
19+Years building partnerships
138%Portfolio revenue growth
131MUsers via platform deal
$28BPortfolio at PayPal
Founders with product-market fit often know partnerships are the path to growth, but they lack the process, playbook, or system to make it produce revenue. That is the gap Sheena closes.
She has run every function that makes up a partnership: commercial operations, quota, P&L, negotiation, and product marketing. She has also sat on both sides of the table, as the business needing distribution and as the platform deciding who gets access. That range is her point of view: she knows what to pressure test before a partnership breaks, whether that's the terms, the internal alignment, or how it goes to market.
She has spent 20 years proving this at PayPal, Citi, American Express, and Goldman Sachs, building the programs, teams, and operating systems that didn't exist before her.
Sheena built Beacon Velocity Group to bring that same range to founders and operators, as both advisor and operator, building the strategy, closing the right deals, and putting the operating model in place so the partnership runs without depending on them for every decision. If that's where your business is, let's talk.
Experience Highlights
PayPal x Live Nation / AEG / Vivid Seats
Structured exclusive multi-year platform integrations across APIs, checkout, and co-branded payments. 3 to 5.5 year volume commitments and 11% revenue lift.
$28B Portfolio138% Revenue Growth
Citigroup x Google
Co-led the enterprise digital banking partnership for 131M Gmail users, managing negotiations across Google, Citigroup, and regulatory bodies.
131M UsersBuilt from Scratch
American Express x Marriott
Directed the 7-year Marriott cobrand renewal, structuring Amex payment and loyalty integration into Marriott's global ecosystem alongside JPMorgan.
Multi-Billion Dollar Renewal
American Express x Instacart
Launched the Instacart partnership from scratch. One of the fastest ramps in the merchant portfolio.
+61% Revenue+61% Revenue in 3 months
Experience
2025 – Present
Beacon Velocity Group
Founder and Principal
2020 – 2025
PayPal
Sr. Director, GTM Transformation and Commercial Strategy
2019 – 2020
Citigroup
SVP, Global Consumer Bank BD and Strategy
2016 – 2019
American Express
Director, Global Cobrand and New Partnership BD
2006 – 2010
Goldman Sachs
Associate, Technology Division
Education
University of Chicago Booth
MBA
Villanova University
BS, Mechanical Engineering
Thought Leadership
Revenue Operations Alliance Summit
The Future of Pricing
Women Impact Tech Accelerate Conference
AI and Machine Learning: The Future of Work
Advisory
Villanova College of Engineering
Advisory Board Member
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If you are building toward partnerships as a growth channel and want to talk through where you are, I'd like to hear what you're seeing.

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BEACON ◇ VELOCITY
Direction. Then Speed.
BVGinfo@beaconvelocitygroup.com
The Challenge
Getting the partnership signed is the easy part.
The founders who scale build the motion to activate it.
Past $5M ARR, the breakthrough isn't more reps — it's the infrastructure that gets a platform or marketplace to carry your product to customers and actually produce revenue. Without it, even the most promising distribution partnerships stall.
What We Deliver
Core Differentiator
Strategic Partnerships & Business Development
From deal architecture to signed agreement to joint GTM: the capabilities that drive partnership identification, activation, management, and revenue generation.
Partner Program Development
The infrastructure: tiers, incentives, and co-sell motions that get partners to prioritize you.
GTM Model Design
A go-to-market architecture designed for partnership-led, repeatable growth.
Market Expansion
New verticals, channels, and distribution relationships unlocked with a clear, structured approach.
Sales Team Coaching
Pipeline discipline, enterprise selling, and partner-integrated sales built into your team.
Customer Success & Retention
Post-close revenue strategy tied directly to renewal, expansion, and partner retention.
Revenue Process Optimization
Forecasting, pipeline visibility, and data-driven decisions across the revenue org.
What Sets Us Apart
Platform & marketplace partnership expertise
19+ years building the deals that get platforms, marketplaces, and distribution partners to carry your product to consumers — at PayPal, Citi, and Amex. We've turned non-existent or competitively blocked marketplace partnerships into core revenue channels, with a clear GTM motion and an accountable owner on both sides.
A true partner, not just an advisor
We work alongside your team — in the room for deal conversations, closing partnerships, and building the motion with you.
Practitioner-level depth
Commercial judgment from negotiating across the full spectrum. 19+ years of doing the actual work.
SMW
Sheena M. White
Fractional Chief Partnerships Officer (FCPO)  ·  Fintech & Payments
linkedin.com/in/sheenamoodywhitesheena@beaconvelocitygroup.com
BEACON ◆ VELOCITY GROUP
Revenue Advisory
Sheena M. White is a revenue executive with 19+ years building high-value partnerships at PayPal, Citigroup, American Express, and Goldman Sachs. She specializes in structuring complex platform deals, building revenue engines from the ground up, and turning product momentum into repeatable revenue — including a $28B live events portfolio at PayPal and co-leading the Citi × Google digital banking partnership reaching 131M users. Founder of Beacon Velocity Group.
Notable Partnerships & Deals
PayPal × Live Nation / AEG / Vivid Seats
Structured exclusive multi-year platform integrations across APIs, checkout, and co-branded payments — 3–5.5 year volume commitments and 11% revenue lift.
$28B TPV  ·  138% Revenue Growth
Citigroup × Google
Co-led the enterprise digital banking partnership for 131M Gmail users, managing negotiations across Google, Citigroup, and regulatory bodies.
131M Users  ·  Built from Scratch
American Express × Marriott
Directed the 7-year Marriott cobrand renewal, structuring Amex payment and loyalty integration into Marriott's global ecosystem alongside JPMorgan.
Multi-Billion Dollar Renewal
American Express × Instacart
Launched the Instacart partnership from scratch — one of the fastest ramps in the merchant portfolio.
+61% Revenue  ·  +4% Market Share in 3 months