Patrick Donovan
Raleigh,NC
Summary
Experienced in managing partner sales and cultivating strategic partnerships. Strong relationship-building skills drive revenue growth and foster collaboration. Proven track record of successfully negotiating deals. Excel at aligning partner objectives with business goals for mutual success and long-term sustainability.
Overview
29
29
years of professional experience
Work History
ZSoftware Partner Sales Manager & Enablement Lead
IBM
01.2019 - Current
- Responsible for managing and growing revenue for IBM ZSoftware for mainframes
- This includes Tier 1 Business Partners and distributors
- Led the management and revenue growth of IBM Z Software for mainframes, including Tier 1 Business Partners and distributors, achieving 24% year-over-year growth (2022-2023)
- Collaborated with channel teams, IBM subject matter experts, brand leaders, and market leaders to drive client engagement and business development
- Managed channel team forecast reporting by leveraging advanced Excel skills to create an effective pipeline data management system and reporting process for IBM leadership
- Organized and executed three successful events, including developing and launching a Business Partner Boot Camp with over 55 key Business Partners
- The event received a 4 out of 5 rating from the IBM Business Partner Community
Senior Business Analyst
IBM
01.2018 - 01.2019
- Executive level business analyst for VP Z Software (Mainframe)
- Developed advanced sales forecasting tools to measure and manage quarterly revenues exceeding hundreds of millions of dollars
- Designed and implemented an end-to-end lead capture management system for the sales team, streamlining lead tracking and conversion
- Built and managed Quarterly Business Review presentations for IBM senior executives, providing insights and strategic recommendations
Partner Sales Manager
IBM
01.2017 - 01.2018
- Responsible for driving IBM Security Software revenue growth in the Mid-Atlantic region through strategic collaboration with Business Partners
- Worked closely with all levels, from sales teams to executive management, to implement programs, sales enablement plans, marketing initiatives, and client events
- These efforts enhanced opportunity identification and expanded the range of IBM Security Software solutions sold across the partner network
Business Analyst
IBM
01.2015 - 01.2017
- Built and maintained reports, models, and visualizations to provide insights into business performance for the North American Software Channel
- Managed and manipulated over 6 million cells of data to create comprehensive Excel sales dashboards, including VAD forecasting, sales promotion tracking, and software performance results for IBM and distribution partners such as Arrow, Tech Data, and Ingram Micro
- Led the development of quarterly and annual business reviews for executive presentations and set quarterly targets for distribution partners
- Demonstrated advanced proficiency in Microsoft Excel and PowerPoint, driving key decision-making and revenue growth
Product Manager
Lenovo
01.2012 - 01.2015
- Managed the computer accessories portfolio, driving revenue growth through Lenovo Direct Sales Teams and Channel Business Partners
- Developed marketing materials and programs to boost product sales, utilizing training, demos, customer visits, trade shows, seminars, and briefings
- Oversaw sales operations and reporting to measure and manage business performance
Alliance Product Sales
Lenovo
01.2006 - 01.2012
- Managed and expanded a strategic Alliance Partner's computer accessories portfolio for Lenovo accounts and channel partners
- Drove growth through targeted initiatives including sales calls, training sessions, product demonstrations, events, client and partner briefings, and comprehensive marketing programs
Partner Sales Manager
IBM
01.2004 - 01.2006
- Led the growth and profitability of a strategic partner's technology accessories portfolio, managing over 500 products across 30+ partners
- Oversaw product portfolio management, special bid pricing, and executed partner events and programs through distribution and reseller channels
- Secured tiered partner marketing agreements, enabling partners to participate in multiple events and initiatives, driving increased brand awareness and product attachment
- Successfully enhanced partner engagement and revenue growth through strategic marketing and sales efforts
Regional Sales Representative
Sport ScanINFO
01.2001 - 01.2004
- Spearheaded solution sales across 17 states in the central U.S., specializing in Point-of-Sale data research software for sporting goods manufacturers
- A proven 'hunter' with expertise in cold calling, territory management, client meetings, product demos, and training
- Consistently closed deals by building strong relationships and effectively managing the entire sales cycle, from prospecting to final contract negotiations
- Demonstrated success in driving revenue growth and expanding market presence
Southeast Sales Manager
PurchasePro.com
01.1999 - 01.2001
- Sales Manager overseeing a team of 6 Account Executives responsible for selling e-Procurement Marketplace ASP software solutions, Reverse Auction solutions, and B2B supplier subscriptions
- Led the preparation of RFPs, delivered compelling presentations, and consistently closed deals with C-level executives and leadership teams
- Demonstrated expertise in managing the full sales cycle, driving revenue growth, and ensuring the team met and exceeded sales targets through strategic planning and execution
- Sold companies 1st million-dollar contract
Business Development Manager
IBM
01.1998 - 01.2001
- Developed and sold tiered partner marketing contracts to technology companies, driving revenue growth and strengthening partner relationships
- Crafted customized marketing agreements that enabled partners to participate in targeted events and programs, increasing brand visibility and product engagement
- Demonstrated a strong ability to identify and capitalize on sales opportunities while fostering long-term business partnerships
Director Business Development
MarketSource Corporation
01.1996 - 01.1998
- Developed and sold outsourcing solutions generating up to $5 million in revenue
- Successfully launched and managed nationwide and international technology sales and marketing programs
- Led the recruitment, training, and coaching of a team of 45 representatives, overseeing program implementation and performance management
- Consistently delivered strong results through strategic planning, team leadership, and a focus on driving business growth
Education
AAS Degree - Business Administration
BCC
Binghamton University
Skills
- Account & Partner Management
- Sales & Business Development
- Strategic Planning & Leadership
- Customer Relationship & CRM Management
- Sales Operations & Enablement
- Analytical & IT Skills
- Event & Project Management
- Industry Expertise
References
Available upon request
Awardscertificationsprofessionalskills
2024 100% Club, Achieved for consistently meeting or exceeding performance targets., 01/01/24, 2023 Super Learning Award, Honored for completing over 180 hours of professional training., 01/01/23, 2019 Rookie of the Year, Recognized for surpassing targets through creativity, perseverance, and tenacity., 01/01/19, Mongo DB on IBM LinuxOne, IBM Technology Excellence, IBM z16 Engaging Your Clients Digitally (Sales Intermediate), Account & Partner Management, Sales & Business Development, Strategic Planning & Leadership, Customer Relationship & CRM Management, Sales Operations & Enablement, Analytical & IT Skills, Event & Project Management, Industry Expertise
Timeline
ZSoftware Partner Sales Manager & Enablement Lead
IBM
01.2019 - Current
Senior Business Analyst
IBM
01.2018 - 01.2019
Partner Sales Manager
IBM
01.2017 - 01.2018
Business Analyst
IBM
01.2015 - 01.2017
Product Manager
Lenovo
01.2012 - 01.2015
Alliance Product Sales
Lenovo
01.2006 - 01.2012
Partner Sales Manager
IBM
01.2004 - 01.2006
Regional Sales Representative
Sport ScanINFO
01.2001 - 01.2004
Southeast Sales Manager
PurchasePro.com
01.1999 - 01.2001
Business Development Manager
IBM
01.1998 - 01.2001
Director Business Development
MarketSource Corporation
01.1996 - 01.1998
Binghamton University
AAS Degree - Business Administration
BCC
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