Paul Lally
Austin,TX
Summary
Dynamic and results-driven Account Executive with over 20 years of experience in the computer software industry, currently serving as an Account Executive at Broadcom Software. Specializing in strategic sales within the Healthcare, Retail, Telco, and Financial Services verticals, with a focus on empowering organizations to accelerate their digital transformation and achieve superior outcomes. A trusted advisor and strategic partner, leveraging extensive expertise in negotiation, customer relationship management, and go-to-market strategy to effectively execute the VMware Tanzu roadmap. Proven track record in managing renewals, building strong customer relationships, and identifying upselling opportunities to drive customer satisfaction and revenue growth.
Overview
9
9
years of professional experience
1
1
Certification
Work History
Account Executive
Broadcom Software
11.2023 - Current
- Spearhead strategic sales initiatives, focusing on expanding the customer base and enhancing existing client relationships.
- Engage with key stakeholders to understand business needs and tailor solutions that drive value and satisfaction.
- Utilize CRM tools for effective pipeline management and accurate forecasting of sales targets.
- Collaborate with cross-functional teams to ensure customer needs are met and issues are resolved promptly.
Tanzu Sr. Account Executive
VMware
05.2022 - 11.2023
- Developed and maintained strong relationships with key stakeholders and C-suite decision-makers within assigned accounts, ensuring satisfaction and loyalty.
- Managed the renewal process for a portfolio of customers, ensuring timely and accurate renewals while identifying upselling and cross-selling opportunities.
- Coordinated internal resources to align with customer business objectives, driving value realization from our Salesforce and other non-integrated systems.
- Negotiated contracts to secure favorable terms, enhancing both client satisfaction and company success.
- Communicated effectively with both technical and non-technical stakeholders, articulating the value proposition of the Tanzu portfolio.
- Led negotiations to secure deals that aligned with client expectations and company goals, driving growth within assigned accounts.
Sr. Account Executive
VMware
06.2020 - 05.2022
- Developed and executed account planning strategies, coordinating with Core and Cloud sales resources for strategic alignment.
- Cultivated long-term partnerships and expanded VMware Tanzu solutions portfolio through whitespace prospecting.
- Utilized CRM tools to manage client information, leading to accurate forecasting and effective pipeline management.
- Mentored junior account executives, fostering collaborative team environment that encouraged professional growth.
- Increased account retention by building strong relationships with clients and addressing their needs promptly, ensuring long-term satisfaction.
- Implemented sales strategies that exceeded quarterly revenue targets, consistently driving growth in assigned verticals.
- Established strategic partnerships to add value for clients, enhancing competitive advantage in marketplace.
- Resolved high-profile customer issues to maintain relationships and boost return customer rates.
Pivot3 - Business Development Manager, AE
Pivot3
03.2016 - 03.2020
- Developed and executed account planning strategies, coordinating with sales resources for strategic alignment.
- Cultivated long-term partnerships and expanded the solutions portfolio through whitespace prospecting.
- Utilized CRM tools to manage client information, leading to accurate forecasting and effective pipeline management.
- Enhanced account retention by building strong relationships and addressing client needs promptly.
- Identified new business opportunities and cultivated relationships with key decision-makers to expand the client base.
- Negotiated and closed long-term agreements with clients, ensuring alignment with customer needs and expectations.
Education
Some College (No Degree) - Business Administration And Management
St. Edward's University
Austin, TXSome College (No Degree) - Business Administration And Management
Middlesex Community College
Burlington, MASkills
- Consultative Selling
- Negotiating
- Outbound Sales
- Relationship Building
- Strategic Thinking
- Strong Execution
- Client Relationship Building
- Account Management
- Relationship building and management
- Pipeline Management
- Written and verbal communication
- Customer Service
- Strategic selling
- Sales Strategies
- Lead Generation
Accomplishments
Negotiated, up sold, and booked large Enterprise, Commercial, and Healthcare renewals. Worked with C-Level executives, senior contracting, and line of business owners, as well as end users to secure each:
Zions Bancorporation 9.8m
Vancouver Clinic 2.9m
Olympic Medical 2.3m
Campbell County Health 2m
Equifax 1.9m
Appriss 1.1m
Cox Automation: 500k
Certification
- Tanzu for Kubernetes Ops Competency L100
- Application Platform Accreditation (featuring TAP)
- Tanzu Account Executive Accreditation (L100)
- VSP SD-WAN Extends into SASE (2021)
Results at VMware over 4 plus years
- 2024: 130% to plan on a $7M quota with $17M in pipeline generation, focusing on strategic accounts in Retail, Financial Services, and Telco.
- 2023: 160% to plan on a $5M quota, generating $15M in pipeline, with a focus on Healthcare and Commercial accounts.
- 2022: 120% to plan in new structure commercial accounts, exceeding pipeline build metrics and strong partner relationships.
- 2021: 150% to plan in healthcare accounts, leveraging strong partner relationships and exceeding pipeline build metrics.
Honors and awards
- GEH Sales Representative of the Year FY2022
- FY2019 New Logo Top Producer Award
- FY2018 Whale Award
- FY2017 Sales Achiever Award
Career Path
Title: Account Executive with a strong and versatile background in renewals and strategic account management.
Timeline
Account Executive
Broadcom Software
11.2023 - Current
Tanzu Sr. Account Executive
VMware
05.2022 - 11.2023
Sr. Account Executive
VMware
06.2020 - 05.2022
Pivot3 - Business Development Manager, AE
Pivot3
03.2016 - 03.2020
Some College (No Degree) - Business Administration And Management
St. Edward's University
Some College (No Degree) - Business Administration And Management
Middlesex Community College
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