SCOTT G. CULLEY
Tampa,FL
Summary
Professional with strong background in account management and client relations. Known for strategic thinking, effective communication, and adaptability to changing needs. Skilled in driving team collaboration, maximizing revenue, and fostering client satisfaction. Reliable and results-focused, consistently delivering high-quality outcomes.
Overview
16
16
years of professional experience
Work History
Alliances Account Director - GSI, ISV, and Commercial
Oracle Inc
Tampa, FL
06.2020 - Current
- Oversaw strategic relationships with commercial ISVs, MSPs, and global system integrators for Oracle open-source solutions business unit.
- Developed and nurtured strategic relationships with ISVs and commercial partners to drive growth in a newly defined territory.
- Designed comprehensive business impact plans tailored for commercial system integrators and independent software vendors to enhance internal operations and client offerings.
- Developed strategic messaging aimed at optimizing partner program penetration within Oracle ISV ecosystem.
- Oracle Sales Club eligible for FY25 for achievement of 690% net new revenue ($13.34M vs. $2.1M quota).
- Created Impact plans for Oracle System Integrators which is now utilized as a global standard for my BU.
- Drove green field account territory growth from zero to over $13.34 million in revenue within five years.
- Recognized as #1 performer for FY25 for winning large strategic financial services customer.
- Lead and won $2.7M professional services contract for 5 years for a major financial customer.
- Team leader, Mentor and resident knowledge base for Open-Source team Business Unit.
- Developed best practices for partner sellers and business development consultants to enhance collaboration.
- Recognized for Rep of the quarter for Q4 FY22, Q2 FY23, Q3 FY23, Q2 FY24.
Sr. MSP Partner Manager
CloudBolt Software
Greater Boston, MA
10.2019 - 06.2020
- Managed Service Provider MSP specialist for the East Coast region for CloudBolt.
- Designed and executed a comprehensive strategy for launching a net new MSP GTM program to enhance market presence.
- Formulated and implemented a two-tier distribution model and recruitment program to enhance acquisition of new logo MSPs for CloudBolt's MSP offerings.
- Identified and engaged with key regional and national MSPs and ISVs, driving growth in reseller partnerships.
- Executed a comprehensive partner marketing program focused on driving integration and increasing penetration within new MSP/ISV accounts.
- Spearheaded recruitment and onboarding of distribution partner for new two-tier channel program.
- Created and executed net new recruitment plan for on-boarding new MSP/ISV partners.
- On-boarded 17 net new MSP/ISV partners into the newly created MSP/ISV program.
National Strategic Partner Account Manager
Fujitsu America
Greater Boston, MA
08.2018 - 05.2019
- Oversaw account management for national and select regional partners, ensuring alignment with strategic objectives.
- Drove strategic growth and facilitated enablement of Fujitsu enterprise solution lines to enhance market presence.
- Revitalized Fujitsu solution offerings for strategic partner engagement.
- Enhanced channel relevance to align with Fujitsu America's strategic shift towards a channel-centric model.
- Led development and implementation of training and sales tools for Fujitsu programs across partner teams.
- Identified and qualified 12 former partners for re-engagement with Fujitsu within first 60 days.
- Cultivated relationships with top-tier accounts to enhance partner engagement for joint sales initiatives with client executives.
- Collaborated in formulating channel strategy and vision to enhance North American channel program effectiveness.
- Created and established a joint selling program for partner sales teams and Fujitsu Client Executives.
- Drove 40% growth in Q4 FY18 through strategic account penetration and enhanced team alignment.
- Increased assigned DMR by 10% in Q1 FY19 compared to Q4 FY18, contributing to revenue growth of $437,000.
Strategic ISV Cloud Sales Executive
IBM Corp.
Greater Boston, MA
11.2016 - 07.2018
- Developed and executed sales strategies for cloud solutions, focusing on ISV partnerships within Northeast region.
- Tasked with recruiting new ISV cloud partners to embed their solutions within the IBM Cloud portfolio.
- Facilitated increased cloud adoption for established IBM accounts to enhance operational efficiency within the IBM ISV community.
- Identified and engaged potential clients to implement cloud solutions, enhancing market presence.
- Created and executed on recruitment plan to take a stagnant territory and overachieve aggressive sales quota.
- Recruit net new accounts/logos for IBM Cloud to grow the brand and maximize IBM Cloud exposure.
- Cultivated and maintained strategic relationships with large regional and national ISVs to drive solution breadth and business growth.
- Created best practices internal wiki for sales teams regarding contracts/marketing/tools and sales tips.
- Outperformed FY17 Monthly Reoccurring Revenue Quota by 109% ($7.8M vs. $7.2M quota).
- Outperformed FY18 H2 Monthly Reoccurring Revenue Quota by 139% ($5.59M vs. $4M quota).
- Initiated/created and launched marketing/events to assist in evangelizing IBM Cloud.
- Contract lead for embedded solution agreements for IBM Cloud ISV business unit.
- Created lead generation activities in conjunction with established partners and ISV’s.
Sr. Channel Sales Manager
Oracle Inc.
Greater Boston, MA
03.2010 - 11.2016
- Strategically align Oracle national, regional and distribution partners with the core business objectives of Oracle’s Private Cloud Infrastructure Software.
- Execute all aspects of relationship with partners including prospecting, joint sales calls, revenue generating campaigns, marketing, enablement and training.
- Executed comprehensive analysis of business needs and environments for national and regional partners.
- Formulated strategic action plans to drive partner growth for Oracle Private Cloud Infrastructure solutions.
- Spearheaded development of multiple revenue-generating marketing events and strategic plans for regional partners.
- Created and executed territory plan for net new business along with retention of renewal business.
- Team Lead and mentor for field peers and inside sale team for FY11, 12, 13, 14, 15 and FY16.
- Grew Private Cloud Infrastructure territory over 500% from $400k FY10 to $2.6M in FY16.
- Outperformed FY16 Sales quota by 219% revenue ($2.6M vs. $1.2M yearly FY16 quota).
- Outperformed FY15 Sales quota by 111% revenue ($2.0M vs. $1.8M yearly FY15 quota).
- Outperformed FY14 Sales quota by 119% revenue ($1.9M vs. $1.6M yearly FY14 quota).
Education
Master of Business Administration (MBA) -
Regis University
Denver, COBachelor of Science (BS) - undefined
State University of New York College at Buffalo State
Buffalo, NYSkills
- Enterprise Sales
- Sales Management
- Mentorship
- Account Management
- Business Development
- Channels
- MSPs
- Alliances
- ISVs
- Global System Integrators
- Commercial
- Embedded
- Cloud
- AI
- Virtualization
Personal Information
Title: Alliances Account Director - GSI, ISV, and Commercial Open-Source Solutions
Timeline
Alliances Account Director - GSI, ISV, and Commercial
Oracle Inc
06.2020 - Current
Sr. MSP Partner Manager
CloudBolt Software
10.2019 - 06.2020
National Strategic Partner Account Manager
Fujitsu America
08.2018 - 05.2019
Strategic ISV Cloud Sales Executive
IBM Corp.
11.2016 - 07.2018
Sr. Channel Sales Manager
Oracle Inc.
03.2010 - 11.2016
Bachelor of Science (BS) - undefined
State University of New York College at Buffalo State
Master of Business Administration (MBA) -
Regis University