Thomas M Weldon
Duxbury,MA
Summary
A passionate, motivated, and energetic Sales Executive that develops high performing sales teams with focus on delivering positive customer outcomes. Throughout my career I have embraced continuous learning, leading the extended team, and thrive in a fast paced results oriented environment.
Overview
32
32
years of professional experience
Work History
Client Director
Okta, Inc.
08.2022 - Current
- Responsible for a group of named accounts; Booking Holdings, Mass General Brigham, State Street, Textron, Thermo Fisher Electron, and Textron
- Formulate account strategy, business plan development, and lead the extended team to execute
- Build and manage relationships with key stakeholders and executives
- Drive adoption of Okta's portfolio with a broad and deep approach
Client Director
Infoblox Corporationtiom
New England Region, Santa Clara, CA
09.2021 - 08.2022
- Lead the client engagement for a combination of named and general territory accounts.
- Responsible for expanding the portfolio with existing clients along with new client acquisition.
- Provider of Enterprise DDI Services; DNS, DHCP, and IPAM.
- Solutions delivered Cloud, On-Premise, SaaS, and Subscription.
Vice President Americas Business Partners
Veritas Technologies LLC
Santa Clara, CA
12.2018 - 03.2021
- Lead a team of 44 with responsibility for national partners, regional partners, global service providers, technology alliances, and distribution
- Implemented a focus partner program by market, created new coverage models, redefined roles & responsibilities by job function, and established KPI measurements
- Responsible for $400M annually spanning new and recurring revenue
Vice President US Business Partners & GSI's
IBM Corporation
Armonk, NY
04.2017 - 09.2018
- Led a team of 18 direct reports responsible for IBM's top Business Partners and Global Systems Integrator's for the US market.
- Annual revenue of $1.2B in direct resell revenue, in addition $900M in partner influence revenue.
- Responsible for working across all IBM product brand teams to develop, implement, and execute the go-to-market plan.
Senior Director of Americas Channel
RSA, The Security Division of EMC Corporation
Bedford, MA
04.2013 - 02.2017
- Responsible for the Americas $300M channel sales business.
- Lead a team of 20 channel sales professional with responsibilities for national VARs, regional partners, DMR's, and Distribution.
- Designed and executed a new partner program in 2016 that delivered a 45% increase in partner generated opportunities Y/Y.
- Implemented KPI metrics for the channel team in 2013 driving partner focus, building technical champions, and measuring quality of partner revenue.
- Consistent growth from $218M to $300M in three years.
Vice President Sales, Central Region
VCE Company
Marlborough, MA
10.2010 - 03.2013
- Launched VCE's business in 14 states across the Central region.
- Hired 8 Account Executives, 4 achieved Presidents Club for 2011.
- Achieved $120M in revenue over 6 quarters.
- Opened 52 new accounts across the Enterprise and Commercial market.
- Developed comprehensive go to market strategy including; brand awareness, client education, partner engagement, and key account plans.
Senior Director
Dell Global Partnership
Hopkinton, MA
03.2006 - 09.2010
- Managed EMC's overall OEM and Reseller partnership with Dell resulting in revenue growth from $150M in 2002 to over $1.9B in 2007.
- Directed EMC's Global Dell Partner Organization of 60 members to execute on our corporate strategy.
- Develop and define EMC's corporate strategy to revitalize, align, and expand our partnership.
- Responsible for managing executive relationships and fostering executive communication and cadence, including quarterly CEO meeting and executive business reviews.
- Led the global cross functional team to ensure consistent execution across all business functions.
- Managed EMC's relationships with other OEM partners including Unisys, FSC, and Teradata, Responsible for prospecting and qualifying opportunities for field sales team.
Director
Dell Partnership US & Canada
Hopkinton, MA
08.2002 - 02.2006
- Analyzed, designed, and built a team of 12 Partner Managers covering the US and Canada for optimum coverage.
- Implemented objectives, metrics, and process in order to drive measurable results.
- Developed field relationships across geography and segment by demonstrating the power of collaboration through sales reviews, call campaigns, customer events, and joint sales calls.
- Successfully aligned EMC Commercial and respective Dell segments resulting in Dell's 35% contribution to the $1B Commercial business in 2007.
- Drove Dell sales enablement through customized training curriculum, sales programs, and financial incentives.
Director Sales Operations
EMC Corporation
Munich, Germany
10.2001 - 07.2002
- Recruited by EMEA VP to build the business, develop the team, and implement best practices across Southern Germany.
- Assessed the general health of the business, organization talent, culture, structure, and knowledge of EMC offerings.
- Implemented operational structure and process for managing the business centered on value added account inspection, development, recruitment, and driving results.
Area Sales Manager
EMC Corporation
Cleveland, OH
01.2000 - 09.2001
- Led a team of 5 District Managers and 32 Sales Reps covering Northeast OH, Central OH, and Western PA.
- Achieved 112% of goal generating $164M in revenue for 2000.
- Developed District Manager skills through coaching, personnel assessments, account strategy sessions, and active engagement.
- Responsible for managing a cross functional team consisting of System Engineers, Product Specialists, and Professional Services.
- Recruited and hired 2 District Managers and 11 Account Executives.
District Sales Manager
EMC Corporation
Cleveland, OH
01.1999 - 12.1999
- Managed a team of 6 Sales Reps covering Northeast Ohio, hired 3 of the Sales Reps into the business.
- Generated $44M in revenue achieving 108% of goal and 3 Reps qualified for Club 101.
- Management philosophy centered on visibility, approachability, accountability in both directions, and empowering the team.
- Focused on team skill development by stressing importance of industry knowledge, EMC value proposition, multi-level selling, competitive differentiation, and the value of building partnerships.
Account Executive
EMC Corporation
Cleveland, OH
01.1994 - 12.1998
- Consistent top performer nationally, achieved Sales Club 4 consecutive years and 3 years Platinum Club.
- Progressed from Jr. Account Executive assigned to multiple area codes to a Senior Account Executive with 9 accounts.
- Key accomplishments ranged from opening over 30 new accounts in 1995 to strategic wins at Goodyear Tire & Rubber, First Energy, Lincoln Electric, TRW, and Moen.
Telemarketing
EMC Corporation
Hopkinton, MA
02.1993 - 01.1994
- Responsible for prospecting and qualifying opportunities for field sales teams.
- Consistently top performer in uncovering opportunities, setting appointments, and number of calls made.
- Developed exceptional cold calling skills.
Education
Bachelor of Arts - Business Administration
North Adams State College
1992
Skills
- Ability to build meaningful client relationships from the C Suite to the IC
- Build strategic business plans, establish KPI's, align the team and drive execution
- Experienced in developing strategic partnerships and creating leverage
- Proven track record in delivering results as a leader of direct and indirect sales teams
- Elevates the performance in a cross-functional team environment
- Experience in delivering clients solutions ranging from $25,000 to $20M
Interests
- Family, Running, General Fitness, Skiing, & Golf
- Boys & Girls Club of Dorchester
- Best Buddies
- Appalachia Service Project
Timeline
Client Director
Okta, Inc.
08.2022 - Current
Client Director
Infoblox Corporationtiom
09.2021 - 08.2022
Vice President Americas Business Partners
Veritas Technologies LLC
12.2018 - 03.2021
Vice President US Business Partners & GSI's
IBM Corporation
04.2017 - 09.2018
Senior Director of Americas Channel
RSA, The Security Division of EMC Corporation
04.2013 - 02.2017
Vice President Sales, Central Region
VCE Company
10.2010 - 03.2013
Senior Director
Dell Global Partnership
03.2006 - 09.2010
Director
Dell Partnership US & Canada
08.2002 - 02.2006
Director Sales Operations
EMC Corporation
10.2001 - 07.2002
Area Sales Manager
EMC Corporation
01.2000 - 09.2001
District Sales Manager
EMC Corporation
01.1999 - 12.1999
Account Executive
EMC Corporation
01.1994 - 12.1998
Telemarketing
EMC Corporation
02.1993 - 01.1994
Bachelor of Arts - Business Administration
North Adams State College
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