Vice President, Global Partner Alliances & Channel Sales
Current
Feb 2024 - Present
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Greg O'Sullivan Email & Phone Number
VP Global Partner Alliances & Channel Sales | Revenue Growth Leader | Builder & Operator | ex AWS, Zendesk, SAP, Blue Yonder
at
Certinia
LinkedIn matched
✓ Verified May 2026
3 data sources
Profile completeness 86%
Current company
Role
VP Global Partner Alliances & Channel Sales | Revenue Growth Leader | Builder & Operator | ex AWS, Zendesk, SAP, Blue Yonder
Location
Greater Phoenix Area, United States, United States
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Greg O'Sullivan is listed as VP Global Partner Alliances & Channel Sales | Revenue Growth Leader | Builder & Operator | ex AWS, Zendesk, SAP, Blue Yonder at Certinia, based in Greater Phoenix Area, United States, United States. AeroLeads shows a matched LinkedIn profile for Greg O'Sullivan.
Greg O'Sullivan previously worked as Vice President, Global Partner Alliances & Channel Sales at Certinia and Business Advisor at Aptedge. Greg O'Sullivan holds Bachelor'S Degree, Economics And Communications from University Of California, Davis.
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Certinia
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Profile bio
About Greg O'Sullivan
I'm a sales leader who builds and scales up partner alliances and channel sales businesses that generate incremental revenues, accelerate growth, and expand market share. I achieve this by combining go-to-market acumen with hands-on engagement, cross-company collaboration, explicit partner alignment, and execution tenacity. Spanning 20+ years, I've built a track record of generating incremental growth, increasing win rates, landing net-new customer logos, and driving successful partner co-innovation - at scale. I am known for being consistently effective at establishing relationships, trust, and positive culture. Areas of Expertise• Transforming/executing partner and sales strategies in line with company strategy to generate outsized contribution to corporate goals • Building direct, indirect, and co-sell sales channels that scale via cross-functional interlock across the business and with partners• Programmatically driving scale, velocity, repeatability to accelerate revenue growth• Driving alliance partnerships - consulting firms/system integrators (GSIs and SIs), VARs, resellers, solution providers, distributors, ISVs, cloud hyper scalers, MSPs, BPOs, digital marketplaces• Forging go-to-market strategy, cross-org alignment, resource allocation• Leading operational execution (integrated playbooks) for partnerships, sales teams, and strategic initiatives• Executing metrics-based business plans and sustaining alignment with partners/stakeholders• Leading sales teams, owning forecasting, complex deal negotiation, and sales operations• Building high performance diverse teams and collaborating across extended organizations• On the ground international experience in 33 countries. Lived in Asia-Pacific Region for 8 years• Constantly focused on end customer success as well as success with/for partners and sales organizationsKey Markets and Lines of Business • Data Analytics | Data Management• AI• Cloud Migrations | IaaS | SaaS• Security• Customer Experience (CX)• Customer Relationship Management (CRM)• HR | HCM• Supply Chain Management (SCM)• Procurement• Financials | ERP | Office of the CFO (oCFO)• Manufacturing• Marketing• Sales and DistributionPersonalFamily, Friends, Learning, Mentoring, Volunteering, Fitness, Desert Mountain Biking, Golf, Nature, Travel.
Current workplace
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12 roles
Greg O'Sullivan work experience
A career timeline built from the work history available for this profile.
Business Advisor
CurrentRetained to advise CEO and leadership team on go-to-market planning points, including Partner Alliances, Channel Sales, Business Development and Sale Process. At AptEdge, we're on a mission to revolutionize customer service through the power of natural language processing and AI. Our ChatGPT-enabled "Answer Engine" is designed to assist customer care.
Oct 2023 - Present
Regional Vice President, Partner Alliances And Channel Sales, North America
Hired to lead the partner team in accelerating growth in partner-sourced revenue, co-sell revenue, and new partner recruiting.Focus includes: SI/Consulting firm, GSI, Reseller, Solution Provider, VAR, Distribution, BPO, ISV partners, plus strategic partnership with AWS.Driving team transformation from 'deal support' to 'deal generation' focus: doubled.
Aug 2022 - Jan 2024
Director, Americas Solution Provider Partners (Channel Sales And Partner Consulting Services Gtm)
Recruited to lead the partner sales team responsible for revenue growth across the Americas region (8 countries).Exceeded sales quota for YoY growth in both partner-sourced revenue and co-sell revenue through focus on business goal interlock, partner pipeline generation, and rigorous sales execution.Introduced revamped partner program to successfully.
Jun 2021 - Aug 2022
Global Leader, Channel Partner Business (Reseller Partner Gtm)
Hired to lead growth acceleration for AWS's partner resell business (1-tier and 2-tier channel resell). Within the AWS Partner organization, I led the team responsible for the AWS Solution Provider and Distribution businesses globally. Accountable for new business development, strategic collaboration agreements, new partner recruiting, and operational.
Sep 2019 - Jun 2021
Senior Vice President, Partner Alliances & Channels, International Sales
Recruited by the CEO to build and lead company's partner alliances and international sales functions. Built a team from the ground up to establish SI/consulting and reseller channel partnerships as a force multiplier for revenue growth, innovation, and customer success. We successfully recruited and onboarded many new partners, fortified our Microsoft.
Oct 2017 - Sep 2019
Global Vice President, Global Partner Alliances & Channels
Hired by the CRO to transform the global SI, reseller, and ISV technology partner business and revamp the partner and alliances strategy to drive topline partner revenue growth and expand market share.Built and launched the new "Partner Advantage" partner program to deliver on the promise of top-down partner engagement and investment in partner experience.
Mar 2016 - Oct 2017
Global Vice President, Business Development
I led the global team driving Customer Engagement & Commerce ("CX") sales pipeline generation, revenue initiatives, and partner channel development, providing "volume and velocity growth" to CRM, eCommerce (hybris) and all Customer LoB solutions to well exceed 2015’s revenue plan. I built and led a business development (BDR) org and also established and.
Jan 2014 - Mar 2016
Vice President, Sales Plays & Go-To-Market Execution
I established and led the team driving all North America sales and demand gen initiatives for the company, focusing on CRM, HCM, Supply Chain, and HANA solutions to deliver 2013 software revenue well beyond goal. I operationalized new product launches and scaled sales execution of recently-acquired companies, e.g. SuccessFactors, Ariba, Sybase, and hybris..
Jan 2012 - Dec 2013
Vice President, Line Of Business Solutions Gtm
I built a brand new team focused on leading company-wide demand generation initiatives, sales plays, and best practices to achieve accelerated revenue growth, execution scale, and operational excellence across all LoB solutions. Charged with leading the Center of Excellence (CoE) sales support organization.Overachieved ALL financial metrics and selected to.
Jan 2011 - Jan 2012
Senior Director / Vice President, Partner Alliances
Promoted in three years from Senior Director to Regional VP for North America region, I forged joint SAP/partner initiatives with SIs, VARs, and ISVs. I established a national team driving partner-led pipeline development and sales campaign initiatives, and we consistently reached or exceeded resell and co-sell quotas to become the best practice model for.
Jul 2005 - Dec 2010
Director, Channel Sales/Alliances
Callidus Software, Inc.
Joined company pre IPO to help define the partner alliance program and secure strategic partnerships with IBM, Accenture, and Deloitte. Launched Callidus Alliance Program to enable ramp and scale of partner business, successfully securing strategic partnerships with key leaders. Drove partner-sourced revenue from 10% to 30% of total revenue in eighteen.
Jul 2003 - Jun 2005
4 education records
Greg O'Sullivan education
Bachelor'S Degree, Economics And Communications
Master Of Business Administration - Mba, International Business
Master'S Degree, Sales, Distribution, Market Expansion
San Francisco, California
FAQ
Frequently asked questions about Greg O'Sullivan
Quick answers generated from the profile data available on this page.
What company does Greg O'Sullivan work for?
Greg O'Sullivan works for Certinia.
What is Greg O'Sullivan's role at Certinia?
Greg O'Sullivan is listed as VP Global Partner Alliances & Channel Sales | Revenue Growth Leader | Builder & Operator | ex AWS, Zendesk, SAP, Blue Yonder at Certinia.
Where is Greg O'Sullivan based?
Greg O'Sullivan is based in Greater Phoenix Area, United States, United States while working with Certinia.
What companies has Greg O'Sullivan worked for?
Greg O'Sullivan has worked for Certinia, Aptedge, Zendesk, Alteryx, and Amazon Web Services (Aws).
How can I contact Greg O'Sullivan?
You can use AeroLeads to view verified contact signals for Greg O'Sullivan at Certinia, including work email, phone, and LinkedIn data when available.
What schools did Greg O'Sullivan attend?
Greg O'Sullivan holds Bachelor'S Degree, Economics And Communications from University Of California, Davis.
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