Summary
Overview
Work History
Education
Timeline
Andrew Sullivan

Andrew Sullivan

Raleigh,NC

Summary

Results-oriented sales professional with over 16 years of experience producing outstanding results and strong revenue growth for SaaS companies. Successful at closing sales quickly and securing repeat business. Motivated and respected professional with excellent communication and negotiation skills.

Overview

16
16
years of professional experience

Work History

National Partner Account Manager

Citrix, Microsoft
11.2014 - 06.2017
  • I manage develop and grow a set of assigned National partners to drive revenue for,
  • In this role, I maximize partner net new opportunity and revenue generation by managing all activities associated sales strategy, demand management, portfolio planning, sales coaching, sales play execution, and forecasting
  • I strengthen relationships to drive commitment to Citrix products and solutions and ensure proper alignment across sales organizations
  • I work collaboratively with business leaders from my partner and Citrix to identify and execute paths to revenue that benefit both the partner organization and Citrix as well as other relevant Eco System partners such as, Ubuntu is the fastest growing Linux distribution, with over 20 million users globally
  • Openstack is the fastest most robust Open
  • Source Cloud Platform
  • Our goal at Canonical, within the Sales and
  • Business Development division, is to take the Ubuntu OpenStack
  • Cloud platform with our best in class cloud automation toolsets to
  • Telcos, Large Enterprises, and Managed Service providers at large scale
  • Canonical provides commercial support, consulting and training services to customers who are deploying Ubuntu Openstack, but also supports an extensive partner eco system and maintains a world class technical staff to provide support, best practices and guidance around maximizing the benefit of Ubuntu Openstack
  • Ubuntu is the most widely deployed OS in the cloud space, and a leader in both public and private cloud deployments
  • KEY RESPONSIBILITIES & ACCOUNTABILITIES
  • Provide technical assistance to the sales team and partners
  • Carry out business development activities to develop the pipeline for the territory and help bring Ubuntu Openstack to enterprises across the Central and Eastern US
  • Manage customer relationships and interactions through all stages of the sales cycle
  • Responsible for over 1.5m in new revenue
  • Establishes productive, professional relationships with key personnel in all customer accounts from development, architecture, program management, business line owners, and IT leadership
  • I coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers.

National Partner Account Manager

Citrix
01.2020

Partner Account Manager

Citrix
01.2019 - 01.2020
  • In this role I managed four large area resellers (LARS) and focused on building and executing a GTM program specifically designed for the Medium Business sales segment (1000 and under employees)
  • Developed a strategic plan for partner relationships to drive pipeline and exceed net new partner sourced quota in the Digital
  • Sales Segment - Conducted regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs - Organized partnership business planning and execution (including marketing, sales skills development, product, services and customer territory planning) to achieve set objectives - Increased partners Citrix sales & delivery workforce through sales, presales & technical certifications - Orchestrated resources to support partners and help strengthen relationships with Citrix including: ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support; organizing training; ensuring participation in marketing and partner strategy programs - Drove sales execution through partner by enabling and influencing (enable, co-sell, etc.) - Participated in sales and channel leadership meetings representing partner sales - Monitored and provided insight into named partners’ business and technical service capability, financial results, and investment in selling Citrix products and services -Led an initiative to develop partner services offerings to support
  • Citrix Digital Sales & increase adoption of Citrix Solutions right sized for the medium business.

Partner Manager, Region Sales Director

Canonical Ltd, behind
08.2017 - 12.2018
  • In this role I served as the lead ShareFile, responsible for partner recruitment, partner management, and partner business planning
  • I was responsible for partner sales and technical enablement, and was highly involved in identifying and defining a GTM strategy for partner led post sales services, and overall GTM strategy execution
  • While in this role, I successfully grew the ShareFile channel business by more than 60% and helped the NA Sales teams consistently deliver high double digital YoY sales growth
  • East

Regional Sales Director

Digital Celerity LLC
04.2013 - 11.2014
  • I am responsible for generating license and services revenue for
  • Digital Celerity's Clarity PPM/ Agile and Service Management business units
  • I work closely with CA Technologies Direct Account teams across the US to help drive sales of CA's Project and
  • Portfolio Management and Service Management solutions
  • I lead efforts in establishing eco-system partner relationships that benefit clients and allow Digital Celerity to optimize our services offerings to meet specific client needs
  • My primary focus is on establishing strategic partnerships with enterprise and large enterprise clients in the Western and Central US and helping CA Technologies drive both the technical and business sales process in order to close new
  • PPM and Service Management business
  • I work strategically with clients to access their level of maturity with PPM and SM, make recommendations on how to optimize internal processes to best align with industry standard methodology around PPM and SM, and via collaboration with my engineering and services teams, design and build tailored solutions specific to individual client needs.

Field Territory Account Manager

Los Angeles
  • And Hawaii mid market accounts ($300M to $2B revenue)
  • Responsible for directing sales campaigns, directing and executing the full sales cycle from via collaboration with both internal and external teams, and ultimately for driving new logo sales of CA's full solutions portfolio which includes:
  • IT Service Management (SaaS and on Premise Solutions)
  • Infrastructure Management Suite
  • Service Assurance Suite
  • Service Virtualization ITKO LISA
  • Virtualization and Automation
  • Project and Portfolio Management
  • Identity Access Management and Governance Security solutions
  • Work extensively with local and national partners, SI's, VAR's, and
  • MSP's to establish CA's channel strategy, define partner go to market strategies, and drive mutual profitable growth via CA's new channel sales model into this strategic growth market segment.

Territory Account Executive

Southern California at Red Hat
06.2008 - 04.2012
  • Managed 50 Large Enterprise Accounts in Southern California
  • Responsible for establishing new client relationships, driving sales of Red Hat and JBoss solutions, services, and learning
  • Key business relationships with Edison Internationa, Southern California
  • Edison, Toyota, HISNA, Suzuki, Honda, Mercury Insurance, and
  • Mattel.

Sr. Inside Territory Sales Representative

Red Hat
11.2005 - 06.2008
  • Worked as an standalone Inside Sales Associate focused on a named set of large enterprise customers in the Western US I utilized a consultative sales approach to sell Red Hat's portfolio of enterprise Linux and open source solutions and services.

Territory manager

  • For Northeast Region
  • Primary responsibilities included new business generation for GoodLink and GoodAccess enterprise wireless messaging solutions
  • As of December 2006,
  • Good Technology was acquired by Motorola.

Territory Account Manager

06.2012 - 04.2013

Account Executive

Good Technology
01.2005 - 10.2005

Account Manager

Verizon Wireless
12.2001 - 07.2003
  • Sold Wireless service to both consumer and business accounts
  • In 2002, was the #3 rep in the Southeast region with over 150% quota achievement for the year.

Education

BS - Business Management, Marketing

Radford High School
2002

High School Diploma - undefined

National
1997

Timeline

National Partner Account Manager - Citrix
01.2020
Partner Account Manager - Citrix
01.2019 - 01.2020
Partner Manager, Region Sales Director - Canonical Ltd, behind
08.2017 - 12.2018
National Partner Account Manager - Citrix, Microsoft
11.2014 - 06.2017
Regional Sales Director - Digital Celerity LLC
04.2013 - 11.2014
Territory Account Manager -
06.2012 - 04.2013
Territory Account Executive - Southern California at Red Hat
06.2008 - 04.2012
Sr. Inside Territory Sales Representative - Red Hat
11.2005 - 06.2008
Account Executive - Good Technology
01.2005 - 10.2005
Account Manager - Verizon Wireless
12.2001 - 07.2003
Field Territory Account Manager - Los Angeles
Territory manager -
Radford High School - BS, Business Management, Marketing
National - High School Diploma,

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