Michael Foy

Pure Storage continues to be an innovator in the simplicity and reduction of overall cost for Enterprise Storage platforms. My role was to manage relationships with existing customers in the Education, Public Utilities, Native American Tribes and Gaming and penetrate new accounts. 125 named accounts (10 existing customers).

Key Achievements

• Took over a split territory and grew revenue 50% YoY. $3.5M annual quota
• Closed 14 Net-New logos in 20 months.
• Closed first Pure transactions with 3 new partners.

• Veeam Software has undergone a maturation of solution extending data protection to hybrid/cloud and traditional Datacenters. In order to lead a cohesive effort in the PNW, I was tasked with coordinating sales, channel, marketing and engineering/PS. I led a channel focused sales team that grew revenue from boutique local VARs, Major National Partners and Corporate Resellers/LARs.
• Key Achievements
• Attained 122% of quota for FY18-FY20. President’s Club 2019, 2020.
• Grew partner revenue YoY 147% for all segments – Corporate Resellers, National VARs, Premium Local VARs.
• Increased focused partner revenue in each partner type (boutique, national, corporate).

Silver Peak Systems sought to re-invent itself in the emerging SD-WAN space after competing for ten years in the WAN Optimization market. I was recruited to jump-start partner relationships in the Pacific Northwest as the company sought to deepen its footprint and relationships after covering the PNW from other states. We have transitioned from a tactical partner approach to a deeper, more profitable focus on select VARs who have built practices around our SD-WAN solutions.

Key Achievements

• Grew partner-initiated opportunity revenue from $1.2M in FY15 to $2.6M in FY16.
• Lead North American channels in partner initiated new business pipeline for FY16-17.
• Brought in partner NFR program that directly resulted in 2x partner initiated pipeline growth for FY17.

As the first Channel Manager at PernixData I was responsible for initial partner recruitment, education, enablement and designing individual partner plans to execute with local sales and engineering teams. In addition, I was responsible for the creation of partner deliverables such as cheat sheets, selling documentation, partner use cases and other foundational channel tools.

Key Achievements

• Grew west channel partner revenue from $1M in FY13 to $3M in FY14.
• On-boarded and enabled 7 of the top 10 partners in the company in terms of revenue.
• Redesigned partner program elements including base discount model, deal registration program SPIF incentive plan, rewards rebate program and partner sales certifications.

As the Channel Manager in the West at Veeam Software, I was responsible for identifying, engaging, enabling and growth to management of our partners. Over the years, I took on added responsibility for mentoring our new channel reps and leading changes to our company channel policies and practices. As a result of that success we now have 8 territories in the West and have grown via our channel relationships accordingly

Key Achievements

• Grew annual channel partner revenue from $950K in FY10 to $10.5M in FY14.
• Average quota attainment of 196% FY11-14.
• Managed 5 of the top 10 West Region VARs by revenue FY 11-14.
• Designed partner planning documents, success criteria and methodology currently in use at Veeam.

At netForensics I wore many hats, spanning from Distribution sales manager, to Channel Manager, to Enterprise Sales Rep. I was called upon to design and implement netForensics’ channel strategy for selling appliances that were the result of a technology acquisition.

Key Achievements

• Designed and implemented go-to-market sales strategy for Cinxi appliances in the western US and Canada, including Tier 2 distribution model, partner portal design and assisted with the creation of the partner program.
• 109% quota attainment for 2009-2011.
• Worked with Cisco alliance to joint sell Cisco ROS services via the Cisco sales team nationwide.

• As the RSM for the Northwest at Fortinet, I was responsible for all channels and sales duties. Our team grew revenue from zero to over $1.5M our first year and built a solid channel and MSP business.
• Key Achievements
• Closed significant deals at University of Washington, T-Mobile, Speakeasy, Nintendo of America and Amazon.com
• Attained 113% of quota on average based upon annual quotas totaling $2.2 million per year.

• At NetScaler I worked as an Account Executive specializing in their SSL VPN appliance based in the Boston/NY market. I was responsible for sales to enterprise accounts in the territory and was able to take a net new product from zero to $2M in sales by 2004.
• Key Achievements
• Closed significant deals at Major League Baseball, 7-11, Real Networks and Amazon.com
• Attained an average of 130% of quota against annual quotas averaging $2.1 million.
• Top sales rep for FY04.

Opened the East Caost sales office for Array Networks, a startup in the internet traffic management space. Moved cross country to utilize my skills and experience to jump start sales and Channel efforts.

Key Achievements

• Closed significant deals at Rogers Cable, Merrill Lynch and NYMEX.
• Attained an average of 110% of quota against average annual quotas of $1.6 million.
• Built sales territory from a green patch to the top territory in the company.
• Top sales rep in company for 2002 and 2003.

At F5 Networks I began my career as an Inside Sales Rep but was promoted to an Account Executive role in one year. F5 gave me incredible experience in a fast paced startup culture that continues to serve me well to this day.

Key Achievements

• Closed significant deals at Microsoft, Freightliner and Albertsons.
• Was promoted rapidly from inside sales to account executive.
• Attained an average of 181% of quota against average annual quotas of $1.5 million.

Allied Telesyn was my first job out of college and gave me background in the technology industry and an excellent understanding of Ethernet networking.

Key Achievements

• Promoted from Associate Account Manager, to Account Manger to Senior Account Manager.
• Made an average of 100 outbound cold calls per day with an average talk time of 6 hours.
• Annual quota attainment of $800 thousand in telesales only.