Francis Gomes

• Company overview: acquired by Perforce 3-22-2024
• Created our national and public sector channel strategy
Recruited a strong pipeline of new partners and grew to where 71% of all
revenues in CY 2024 were partner led or teaming opportunities
• Built a successful channel partner program including recruiting, entering
into a partner agreement at various levels, enabling and training, certifying,
and optimizing demand generation activities
• Conducted regular partner cadence calls and quarterly business reviews
for the purposes of managing deal registrations, partner pipeline and
revenue forecasting
• Manage key performance indicators and determine what's working / what's
not to drive future mutual success
• Led account mapping and opportunity alignment between partner and Delphix account executives, ensuring seamless communication and efficient qualification of opportunities
• Work with field marketing and sales teams throughout the Americas to drive co-branded partner outreach, events, and drive multi-tiered sell-to, sell-through and sell with activities and opportunities
• Closely align with the Delphix contracts and legal teams to create and
furthermore, negotiate various reseller, referral, distribution and alliance
partner agreements and contracts
• Worked with AWS, Microsoft and GCP to create various private offers for Fortune, large enterprise, commercial and public sector customers to be able to transact from each one's marketplace, respectively

Executive leadership for all public sector business for a premier vendor of dynamic authorization solutions delivered through Attribute Based Access Control (ABAC).

• Built a federal practice, from the ground up.
• Recruited distribution partners and inked a sole GSA aggregation agreement in the interest of driving 100% revenues through distribution and partner relationships.
• On-board, manage, and grow existing partnerships.
• Strategize and implement programs/events/campaigns to create interest and awareness among partner customers
• Design and promote effective SPIFs and other incentive programs to generate interest and growth.
• Develop a technical enablement strategy that supports the channel sales strategy for all public sector business, globally, for both DoD/Intel and Civilian customers.
• Cultivate relationships by having an in-depth knowledge of each partner’s business and what drives their success, respectively.
• Create innovative ways of generating top line revenues through non-standard types of partnerships with professional services partners, MSP’s, consultants, and global system integrators.

Executive leadership for leading cyber-security software company that enables organizations to discover, classify, protect, and confidently share information, as well as meet regulatory compliance requirements by identifying and securing unstructured data.

• Successfully recruited and inked commercial and federal reseller partner relationships, such as: General Dynamics, Lockheed Martin, Raytheon, CACI, L3-Harris, Deloitte, Dell, Ironbow, WWT, DLT, Thundercat, Red River, Four Points, Insight Public Sector, CDW, SHI, Optiv, Guidepoint, ePlus, Sirius and many others.
• Led company to generate exponential revenue growth within first quarter of employment after seven consecutive quarters of stagnation and missed metrics.
• Attained 1.8x ($45M on $25M) fiscal year quota, raising worldwide revenue up to an unprecedented amount.
• One key to success was having products and services added to various commercial and federal contracts and purchasing vehicles – thus, driving new routes to market on a global basis.
• Contract vehicles through distribution partners like: Westcon- Synnex, Arrow, Carahsoft, Ingram/Promark, DLT, Four Points, and many others.
• Developed partner enablement, channel go-to-market, demand generation, and sell to, sell through,and sell with sales programs.
• Created and successfully executed an alliances program with "better together" messaging as an additional route to market for increased revenue generation.
• After years of stymied sales, 78% of my direct reports met and/or exceeded their fiscal year quotas.

Executive leadership for Copy Data Management software company that virtualizes copy data, allowing full life-cycle management of virtual copies of data, in its native format.

• Led a team of 6 including 2 Channel Account Managers, 2 Channel Sales Engineers, and 2 Channel Marketing Managers across the southeast region of North America.
• Created go-to-market strategies for channel partners, technology ecosystem partners, consulting partners, and solution integration partners.
• Conducted partner performance management reviews and developed functional sales processes and success criteria based upon key performance indicators and metrics.
• Created market development strategies and utilized a pay for performance initiative to fund events and demand generation activities based upon partner success and overall revenue generation.
• Attained over 1.4x ($11.2M on $8M) fiscal year quota.
• Collaborated with integration partner to close largest customer sale in company history.

Nutanix solutions are a hyper-converged, 100% software-defined stack that integrates compute, virtualization, storage, networking, and security to power any application, at any scale.

• Led a team of 8 sales account executives, globally - focusing on driving demand for Nutanix' through the service providers / managed service providers theater.
• Sold in all 3 channel sales models: sell-to; sell-through; sell-with.
• Selected Sales Contributions:

Attained 1.38x ($19.32M on $14M) fiscal year quota - 2016.

Attained 1.13x ($15.6M on $12M) fiscal year quota - 2015.

• Established new partnerships with world’s largest service providers.

Isilon is a scale out network-attached storage platform offered by Dell EMC for high-volume storage, backup and archiving of unstructured data.

• Generated sales within Isilon Network-Attached Storage (NAS) portfolio with focus on various use cases such as big data and Hadoop solution.
• Offered premise-based, storage-as-a-service, and platform-as-a-service solutions to businesses within the mid-Atlantic territory and acquired 33 new, large enterprise accounts.
• Selected Sales Contributions:

Selected for President's Club in 2013.

Consistently exceeded projected goals each fiscal year.

(2.49x revenue target for FY'13 - $12.45M on $5M).

The Dell Compellent™ Storage Center SAN is an all-in-one storage array, and with its Fluid Data architecture, Storage Center always puts data in the right place at the right time for the right cost.

• Profiled and managed all business partner investments throughout mid-Atlantic region for provider of storage area network equipment.
• Recruited, onboarded, and trained channel partners and held responsibility for performance management and product introduction.
• Upheld optimal performance standards for all partners and immediately addressed any needs for improvement.
• Quota Attainment Schedule

2008 @ 1.23x ($6.15M on $5M)

2009 @ 2.18x ($12.64M on $5.8M) - President's Club

2010 @ 1.83x ($13.2M on $7.2M) - President's Club

2011 @ 1.56x ($13.3M on $8.5M) - (Final club due to Dell acquisition)

• Awarded Top Gun- Worldwide Salesperson of the Year in 2009.
• Awarded Mid-Atlantic Region Salesperson of the Year in 2010.