Hi, I’m
Dave McElaney
Sales And Alliances Leader
Palo Alto,CA
Business opportunities are like buses, there’s always another one coming.
Richard Branson
Summary
Results-driven Sales Leader with forward-thinking approach centered on company success and competitive growth. Demonstrated record of success in building successful teams and managing profitable operations.
Overview
34
years of professional experience
Work History
Ashling Partners
Vice President, Growth and Alliances for Intelligent Automation Systems Integrator
01.2020 - 05.2023
Job overview
- Established, grew, and managed territory as individual contributor
- Initiated go to market strategies resulting in 30% growth in partner engagement and client revenue
- Increased territory revenue by each year
- Personally recognized by President of UiPath for contributing to their overall success
- Accelerated Strategic Alliance Partner Program with UiPath, resulting in firm becoming top 2% partner in less than 12 months
- Identified and signed three new technology alliance partners (representing increase of company revenue more than 25% per year)
- Pioneered introduction of three innovative solutions that was recognized and awarded honors by executive management (contributing more than 15% to company revenue per year).
- Collaborated with senior management to develop strategic initiatives and long term goals
- Used market insights to capitalize on key business opportunities for new advantageous partnerships
Hitachi Consulting
Director of Business Development and Alliances for Global Systems Integrator
01.2017 - 12.2019
Job overview
- Established, grew and managed territory as individual contributor
- Increased product engineering services at each phase of client's product lifecycle
- Initiated US Alliance program with UiPath at request of Hitachi KK leadership
- Accelerated awareness, training, and certification for cross-functional teams within marketing, sales, engineering, and customer success to launch and scale UiPath Partnership resulting in more than 200 UiPath certifications in less than 6 months
- Launched go-to-market program with UiPath including training, certification, and deployment of implementation teams in Americas.
Technology Sales Partners
Senior Advisor / Consultant for Go-To-Market Consulting and Advisory Firm
01.2012 - 12.2017
Job overview
- Launched cross-functional team of 9 including sales, alliances, marketing, delivery, and customer success
- Spearheaded firm growth by adding 6 new clients each year (each generating $500,000+/yr
- In ARR)
- Drove creation of go-to-market programs including sales, enablement, deployment, and marketing
- Increased client revenue by more than 75% year over year.
- Facilitated presentation and recommendation of services by optimizing client relationships
Previous Companies
Vice President of Sales and Alliances
01.1989 - 12.2016
Job overview
- Held multiple Vice President of Sales and Alliances roles with early stage and public SaaS SW companies, many of which were acquired after accelerated revenue growth.
AccountsIQ
Sr. Vice President US
01.2012 - 01.2015
Job overview
- Opened and grew US subsidiary for this EU based SaaS ERP provider
- Responsible for hiring and managing all Sales, Engineering, Customer Success, and Marketing teams in US
- Grew client base to over 300 in 3 years.
Tenison Design Automation (now Synopsys)
Vice President Worldwide Sales and Customer Success
01.2005 - 01.2007
Job overview
- Built and managed worldwide sales and customer success teams to point that Synopsys ultimately acquired company.
Virtio Corporation (now Synopsys)
Vice President of GSI Partner Alliances
01.2003 - 01.2005
Job overview
- Built and managed worldwide GSI Partner Alliance program ultimately leading to acquisition by Synopsys.
Intacct Corporation (now Sage)
Head of Strategic GSI Partnerships and Alliances
01.2001 - 01.2003
Job overview
- Built and managed GSI partner and alliance program for this SaaS ERP provider
- Created client acquisition campaign that resulted in adding 2000 accounts in 90 days.
Phoenix Technologies
Director of NA Sales and Customer Success
01.1989 - 01.1997
Job overview
- Over career at Phoenix, promoted 6 times; holding various field, corporate and staff leadership positions each with increasing levels of responsibility.
Education
Bentley UniversityWaltham, MA
Bachelor of Sciences Degree with Honors, Marketing Management
Bentley UniversityWaltham, MA
Associate of Sciences Degree, Computer Science
Skills
Contract Negotiation
Business Development
Sales Leadership
Client Relationship Building
Critical Thinking
Strategic Planning
Account Management
Relationship Building
SaaS
Intelligent Automation
Enterprise Resource Planning
Process Improvement
Go To Market
Quota Attainment
Decision-Making
Results-Driven
Introduction
- I have a proven track record of success as both an individual contributor and team leader in driving the growth of enterprise software companies and consulting firms. Throughout my career, I have excelled in identifying, pursuing, closing, and expanding strategic relationships with customers, partners, and alliances. My expertise spans both early and late-stage companies, where I have played a pivotal role in developing and advising on go-to-market strategies to ensure success and leadership positions in competitive marketplaces.I have a demonstrated ability to lead and manage teams responsible for overseeing client projects, driving solution development, ensuring rigorous quality assurance, and fostering exceptional customer success. My strategic mindset and hands-on approach have consistently delivered results, contributing to the overall success of the organizations I have been fortunate to have worked at during my career.A summary of my success to date includes:
- Negotiating an Intellectual Property License with a Fortune 100 on behalf of a startup company resulting in a product that is now generating $1B+ in Annual Recurring Revenue
- Corporate Development work that included handling the research, identification and qualification of potential acquisition targets and ultimately led to the acquisition of three software companies
- Participating in the funding, go-to-market, and growth of six (6) software companies all having successful exits
- Creating first of kind alliance/partnership programs with Tier 1 SaaS providers including IBM, Salesforce.com and Intuit
- Established and built successful alliance programs with GSI's including PwC, Deloitte, Accenture and EY
- Leading Digital transformation efforts on behalf of Independent Software Vendors including MuleSoft and Callidus Cloud that resulted in both companies quadrupling revenues
- Built and lead 5 quota busting sales organizations
- Led turnaround efforts for a publicly traded company at a key inflection point
- Raised seed, series A and private funding at 5 companies
- Been an active Board Member at 4 private companies
Other
- UiPath Business Analyst
- Celonis Sales Professional Training
Availability
See my work availability
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Available
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Vice President, Growth and Alliances for Intelligent Automation Systems Integrator
Ashling Partners
01.2020 - 05.2023
Director of Business Development and Alliances for Global Systems Integrator
Hitachi Consulting
01.2017 - 12.2019
Senior Advisor / Consultant for Go-To-Market Consulting and Advisory Firm
Technology Sales Partners
01.2012 - 12.2017
Sr. Vice President US
AccountsIQ
01.2012 - 01.2015
Vice President Worldwide Sales and Customer Success
Tenison Design Automation (now Synopsys)
01.2005 - 01.2007
Vice President of GSI Partner Alliances
Virtio Corporation (now Synopsys)
01.2003 - 01.2005
Head of Strategic GSI Partnerships and Alliances
Intacct Corporation (now Sage)
01.2001 - 01.2003
Vice President of Sales and Alliances
Previous Companies
01.1989 - 12.2016
Director of NA Sales and Customer Success
Phoenix Technologies
01.1989 - 01.1997
Bentley University
Bachelor of Sciences Degree with Honors, Marketing Management
Bentley University
Associate of Sciences Degree, Computer Science