Peter Ells
Brookfield
Summary
Dynamic professional with award-winning experience in alliances, channel, marketing, and sales. Proven record of accomplishments in sales, business development and building executive-level relationships. Adept at cultivating partnerships and building lasting relationships across a variety of business sectors and levels. Excels at delivering against revenue and key performance indicators, meeting deadlines, and effectively solving issues. Specialized knowledge in partner engagement for partner sourced, co-sell and influenced revenue. Strong collaboration skills to consistently surpass business goals and drive profitability.
Overview
21
21
years of professional experience
Work History
President
Eyeopener Inc
02.2018 - Current
- Acquired a company and recipe that had been mothballed for 10 years
- Re-launched the brand with a new label and marketing to the southeast WI market
- Created business plans to bring the product back in market to sell to consumers and through distribution
- Responsible for operating the business, including business planning, product development, marketing, sales, and events
- Personally designed and created an ecommerce website to support B2C.
Global Partner Manager– Communications and Consumer Services
PEGASYSTEMS
11.2018 - 03.2023
- Managed all partner motions for Pega’s North American Communications and Consumer Services sales vertical (50 team members), including new business development, ACV strategy, readiness, joint sales engagements, marketing, and global partnership support
- Achieved 132% of quota in FY19, 140% in FY20, and 131% in FY21
- Medallion Club winner for three straight years
- Owned key GSI relationships for Accenture, Capgemini, Cognizant, E&Y, HCL, Infosys, Tech Mahindra, Virtusa and others
- Doubled both partner sourced pipeline and partner attached opportunities in the first year
- Created an annual $150M partner services opportunity with strategic GSI partner at Google, largest at its time
- Steered the vertical through significant partner changes by re-building four key broken GSI relationships
- Managed the partner development sales engine from readiness and co-sell motions to deal closure
- Developed new and maintained key GSI executive partner relationships to uncover new business opportunities with premier accounts at AT&T, Charter, Google, T-Mobile, Verizon, and others
- Consistently achieved the verticals annual new business revenue target of $25M and $50M ACV objective
- Led partner collaboration strategies within vertical for Pega’s sales leadership, professional services, and operations teams.
Partner Development Manager
MICROSOFT CORPORATION
11.2014 - 11.2017
- Accountable for growing all Microsoft SMB partners in seven states by managing executive relationships, training partners to sell Microsoft Cloud solutions, specifically Office 365, Azure, and Dynamics 365, using a scaled model approach
- Attained 91% of a $195 million target in FY17 and recognized as the team’s top performer
- Designed and built a partnering network connecting 550 Chambers of Commerce in seven states with key Microsoft SMB Partners
- The program reached over 230,000 small businesses and over 3.7M employees
- Increased Microsoft’s Central Region’s SMB selling partners by 500 (10%) through an active recruiting process
- Built and ran monthly national webinar series for the Microsoft SMB team that reached 650 unique partners
- Averaged 150 attendees per webinar and earned Microsoft’s Partner Experience Award in 2016
- Created a new Microsoft Partner learning tool, Project LeadGen, to provide self-service training modules, teaching partners how to successfully integrate with business associations and leverage the Microsoft brand
- 800+ partners downloaded all five training modules in the first six months, drove over $750K in new Cloud Sales, including 2,000 new Office 365 licenses
- Project LeadGen received the Microsoft US Champion Customer & Partner Experience Award in 2016.
Director of Strategic Alliances and Marketing
SOFTWAREONE
10.2010 - 01.2014
- Primary manager of SWO’s US Microsoft relationship and consistently grew revenue 40% YoY
- Worked with Microsoft’s US Reseller, Channel Incentives, Marketing, and Operations teams to execute new business development and marketing plans
- Served as a key member of the US leadership team that helped SWO grow from a $14M organization in 2003 to a $3.1B organization in 2014 as well as one of the top performing Microsoft Large Account Resellers worldwide
- Managed an Alliances and Marketing P&L of $2M
- Over 90% of the funding was secured from software partners marketing development funds by successfully positioning SoftwareONE’s ability to provide positive ROIs on those investments
- Responsible for the execution of business plans, vendor investments, and sales forecasts to ensure achievement of quarterly revenue targets
- Developed and maintained strong relationships with vendor channel executives to ensure brand exposure
- Owned complete responsibility for SoftwareONE’s VARassist partner program, which supported over 1,400 partners and contributed over $700M of revenue, which was 70% of the overall US revenue number
- Managed a marketing team of five that were responsible for all software publisher relationships and marketing activities.
Director of Strategic Alliances
SOFTWAREONE
04.2006 - 10.2010
- Managed over 50 software publisher relationships, specifically Adobe, Citrix, IBM, Sophos, Symantec, & VMware
- Grew SWO’s Microsoft ranking to 10th from 27th
- Won Microsoft’s WW Licensing Partner of the Year Award in 2006
- Designed and executed a partner training program that assisted partners in selling complex Microsoft licensing agreements and driving consumption of the Microsoft stack of technology, which led to a 40% growth in sales, $350M overall
- Directed the industry’s leading Large Account Reseller partnering program – VARassist
- Recruited, onboarded, and managed over 1,000 partners in the US
- VARassist was recognized by CMP Technology’s VARBusiness Magazine as a winner of the VARBusiness 500 Best Partnership Award
- Planned SWO’s participation in Microsoft’s WW Partner Conferences
- Hosted an appreciation event for 1,200 attendees.
Microsoft Business Development Manager
SOFTWAREONE
11.2003 - 04.2006
- Hired under a pilot program to build SoftwareONE’s National Microsoft business relationship from the ground floor
- Successfully grew Microsoft sales from $14M to $107M in three years
- Earned Microsoft Large Account Reseller status
- Designed, launched, and managed SoftwareOne’s partnering program, VARassist
- Recruited 300 partners to the program
- Led the transformation of the inside sales team from a small business focus to focusing on selling in the medium account space
- Hired an outside team to lead co-selling efforts within the Microsoft partner community.
Education
Bachelor of Business Administration - Marketing
University of Wisconsin-Whitewater
Whitewater, WisconsinSkills
- Leadership Team Building
- Organizational Leadership
- Strategic Planning
- Operational Excellence
- Partnership Development
- Revenue Growth
- Program Management
- Account Management
- Cross-Functional Collaboration
Websites
Accomplishments
- Part of a leadership team that grew SoftwareOne from $18M to $1.3B in ten years. Personally designed, launched, and managed SoftwareOne’s award winning Microsoft partnering program, VARassist, which grew to 1,400 partners and was responsible for 70% of the revenue. Received Microsoft’s WW Licensing Partner of the Year Award for the program in 2006.
- Rebuilt Pegasystems NA Comms & Consumer Services GSI relationships within nine months to become the top performing partner vertical. Achieved 130% plus of quota for Partner Sourced/Partner Influenced revenue for the first three years. Earned Medallion Club three times as a top performer.
- Designed and led two innovative Partner selling education programs at Microsoft assisting partners in their transition to selling Azure and Office 365 Cloud solutions. Received Microsoft US Champion Award & Partner Experience Award.
Timeline
Global Partner Manager– Communications and Consumer Services
PEGASYSTEMS
11.2018 - 03.2023
President
Eyeopener Inc
02.2018 - Current
Partner Development Manager
MICROSOFT CORPORATION
11.2014 - 11.2017
Director of Strategic Alliances and Marketing
SOFTWAREONE
10.2010 - 01.2014
Director of Strategic Alliances
SOFTWAREONE
04.2006 - 10.2010
Microsoft Business Development Manager
SOFTWAREONE
11.2003 - 04.2006
Bachelor of Business Administration - Marketing
University of Wisconsin-Whitewater
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