Summary
Overview
Work History
Education
Skills
Professional Highlights
Timeline
Paul Donoghue

Paul Donoghue

Business Development Executive
Fort Worth,TX

Summary

Skilled communicator who serves as the “face" of technology with executive leadership and stakeholders throughout the enterprise to drive business/technology alignment. Dedicated problem solver who addresses problems head-on and investigates critical issues thoroughly to find cost-effective, actionable, best-fit solutions Skilled Business Development leader offering years of experience in leading operations and enhancing revenue.

Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building, and team leadership abilities. Results-driven and proactive with a demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.

Accomplished Senior Alliance Sales Executive Expertise in Multiple Industries / Strong Revenue Producer / Builds & Manages Sales Territories

Results-driven Sales Executive with broad-based expertise leading effective strategy, account penetration, relationship management, and revenue growth in support of highly successful corporations in the enterprise IT solutions industry. Expertise in building effective strategies that substantially increase revenue while improving market share and sales effectiveness.

Pure Storage – built MSP Partner Program and GTM strategy that recruited, enabled, and managed a portfolio of 500+ Service Delivery Partners delivering $33M in ARR in FY22

Overview

18
18
years of professional experience

Work History

Strategic GTM Lead, MSP Americas

Pure Storage, Inc
01.2017 - Current
  • Developed, strategic direction and creation of the Managed Service Partner Practice for Pure, defining and delivering on a critical role building, delivering, and managing partner relationships and Go to Market strategies for the company’s portfolio of cloud-based data management solutions, meeting a $142M annual revenue @142% WW target.

Practice Director, Cloud

Commvault Systems
01.2016 - 01.2017
  • Promoted to develop and drive partner engagements for advanced solutions supporting Cloud adoption: including data migrations, workload portability, BU/DR, Data Management, and Hyperconverged infrastructure.
  • Recruited, onboarded and built GTM programs for 15 net new partners

National Account Manager, Managed Service Providers

Pure Storage
01.2013 - 01.2016
  • Recruited with a mandate to build a network of relationships with global solution provider partners that included SP, VAR, and GSIs, broadening distribution and market for the company’s portfolio of cloud-based data protection and information management services.
  • Resolved complex problems to positively impact sales and business direction.
  • Improved profit opportunities by cultivating expansion of existing customer base and generating new accounts.
  • Developed creative pricing structures that met clients' expectations while maximizing profit margins.
  • Boosted marketing, reviewed pricing strategies, and expanded distribution channels to increase sales revenue.

Senior Partner Manager, Global Alliances & Service Providers

Pure Storage
01.2006 - 01.2012
  • Advanced through a series of promotions at this leading provider of IT storage hardware solutions, from an initial role as National Channel Manager, culminating in Senior Partner Manager, with accountability for sales and Go to Market strategy with Global Alliance & Solution Provider Partners that included HPES, ACS, and Dell
  • Achieved President’s Club (125+% of goal)status for eight consecutive years.
  • Proven ability to develop and implement creative solutions to complex problems.
  • Gained strong leadership skills by managing projects from start to finish.

Education

Bachelor of Science in General Studies – University of Kansas / American University

Skills

  • Developing and Executing GTM Strategies
  • Driving Subscription and Capex Revenue Growth
  • Defining Global Account Management Strategy
  • Developing Strong Business Relationships
  • Expertise in Consultative Sales Methodologies
  • Surpassing Performance Targets
  • Stakeholder Communication
  • Business Intelligence and Analysis
  • Team Collaboration
  • Analytical problem solver
  • Proposal Development
  • Strategic account development
  • Team Leadership

Professional Highlights

  • 2017, Present, Pure Storage, Inc, Dallas, TX, Strategic GTM Lead, MSP Americas, Developed, strategic direction for the creation of a Managed Service Partner Practice for Pure, defining and deliver on a critical role building, delivering, and managing partner relationships and Go to Market strategies for the company’s portfolio of cloud-based data management solutions, meeting a $142M annual revenue @142% WW target. Conceived, created and managed OEM Subscription model for BMaaS/IHaaS global partners resulting in: 9,000 LEADS CREATED 400+ Sales Engagements $6M in Partner MRRs Serves as a trusted advisor and subject matter expert, providing guidance and direction to channel partners, service providers, and sales teams on all aspects of the cloud portfolio. Coordinates and leads training, enablement, and engagement sessions for both partner sellers and technical influencers, showcasing the value proposition of cloud services and bolstering sales effectiveness.
  • 2016, 2017, Commvault Systems, Dallas, TX, Practice Director, Cloud, Promoted to develop and drive partner engagement/enablement’s for advanced solutions supporting Cloud adoption: including data migrations, workload portability, BU/DR, Data Management and Hyperconverged infrastructure As Practice Director, Cloud, fulfills a critical role building, delivering, and managing partner relationships and Go to Market strategies for the company’s portfolio of cloud-based data management solutions, meeting a $27MM annual revenue target. Serves as a trusted advisor and subject matter expert, providing guidance and direction to channel partners, service providers, and sales teams on all aspects of the cloud portfolio. Coordinates and leads training, enablement, and engagement sessions for both partner sellers and technical influencers, showcasing the value proposition of cloud services and bolstering sales effectiveness.
  • 2013, 2016, National Account Manager, Managed Service Providers, Recruited with a mandate to build a network of relationships with global solution provider partners that included Accenture, Avanade, Dimension Data, Cognizant, and HCL, broadening the distribution and market for the company’s portfolio of cloud-based data protection and information management services. Key wins included a Global Cloud Service agreement with largest IT Consulting firm to validate and deliver VM based subscription revenue model utilizing AWS & Azure Cloud infrastructure Built and led a “sell-through” sales campaign that identified and closed $15M in SP revenue in 18 months.
  • 2006, 2012, Senior Partner Manager, Global Alliances & Service Providers, Advanced through a series of promotions at this leading provider of IT storage hardware solutions, from an initial role as National Channel Manager, culminating in Senior Partner Manager, with accountability for sales and Go to Market strategy with Global Alliance & Solution Provider Partners that included HPES, ACS, and Dell. Achieved President’s Club status for eight consecutive years. As Senior Partner Manager for Global Alliances & Service Providers, collaborated with an array of strategic partners, value added resellers, and system integrators to market and sell a portfolio of 18 data management products. Outstanding and exceptional results, delivering 125% of revenue target of $25M in sales; over the course of three years, engaged and empower joint sellers and applied a winning solutions approach to build the line of business to generate over $60MM annually. Navigated the business line through sustained growth, with the addition of new products to the portfolio as a result of subsequent corporate acquisitions. Collaborated with HPES to deliver a $100M project with global bank to consolidate and modernize data centers, achieving greater productivity with fewer resources and at lower cost.
  • 2004, 2006, Global Partner Manager Archiving - Dell, Worked with Dell, the company’s largest strategic partner, to meet the explosive demand for the long-term retention of compliance data in accordance with Sarbanes Oxley regulatory requirements. Positioned the company as a trusted advisor and strategic partner to clients seeking to maintain retention compliance and avoid millions of dollars in fines and penalties. Piloted worldwide product sales from $4M to $25MM in less than three years. Envisioned, developed, and deployed the first partner-led assessment service, sparking over 500 customer sales calls within 18 months and generating over $40MM in revenue from software, hardware, and services sales. Served as the architect of a global partner training and education program to build product knowledge and sales skills in partner associates regarding advanced storage products and services.
  • 2003, 2004, National Channel Manager, Partnered with BMC Inc., a leading provider of software and services, to build and administer Go to Market strategies. Additionally, led the development of a program that leveraged the reach of two Tier 2 distribution partners to secure incremental gains in software revenue.

Timeline

Strategic GTM Lead, MSP Americas - Pure Storage, Inc
01.2017 - Current
Practice Director, Cloud - Commvault Systems
01.2016 - 01.2017
National Account Manager, Managed Service Providers - Pure Storage
01.2013 - 01.2016
Senior Partner Manager, Global Alliances & Service Providers - Pure Storage
01.2006 - 01.2012
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Paul DonoghueBusiness Development Executive