Greg O'Sullivan Email & Phone Number

Scottsdale/Phoenix Area

Scottsdale/Phoenix Area

Retained 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 representatives in quickly and accurately answering customer questions, reducing customer escalation and churn.

Scottsdale/Phoenix, Arizona

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 partner-sourced revenue to total company ratio in two quarters.Leading AWS partnership execution, significantly growing new deal pipeline through aligning with AWS's sales motion for cloud contact center solutions and generating new deals with AWS SI partners.Bolstered new partner recruiting, driving engagement with hundreds of new partner sellers and 1,000+ prospective net new Zendesk customers. Generating sustained growth through operational rigor: joint business planning (KPIs), aligning senior executives, orchestrating cross-functional stakeholders, and driving team accountability.

Scottsdale/Phoenix, Arizona

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 secure partners' commitment to step-level growth in revenue and deal win volumes.Key performance metrics: partner-sourced revenue growth, partner co-sell revenue growth, indirect/resell revenue, bookings linearity, sign + activate new scale partners, average deal size, win rate, net-new customer wins, customer renewals/retention/expansion, partner satisfaction, end customer satisfaction, employee engagement.

Seattle & Scottsdale/Phoenix

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 execution. Gained CEO approval of new strategy for re-imagining the AWS Channel, with focus on performance-based financial incentives, targeted first-of-kind strategic partnerships, and up-leveling partner experience (PX).Key business performance metrics: channel revenue growth, partner-originated revenue, net-new customer acquisition, partner-led expansion across large installed base customers, new partner recruitment, partner satisfaction, growth performance in targeted countries, industries, and cloud solution segments.

Scottsdale/Phoenix, Arizona

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 Azure partnership, and launched partner-led sales plays, generating a significant increase in partner-sourced revenue across the U.S., Canada, Europe, Australia, New Zealand, and India. Significantly improved our deal win rate through leading the redesign and upskill of the presales team.Led the build and launch of a new ISV OEM partner program as well as brand new partner marketing function.

Scottsdale, Arizona

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 (“PX”) and profitability. Established GTMs with many top names (Accenture, Deloitte, EY, KPMG, Capgemini, IBM, Cognizant, Tata (TCS), HCL, Microsoft, Google Cloud, Intel), as well as multiple specialized SIs and VARs/resellers in 25 key countries across Asia, Latin America, Europe and Middle East. Drove significant increased YoY growth and consistently exceeded all quarterly business performance metrics. I galvanized the company to leverage the partner ecosystem to drive accelerated software/SaaS revenue growth, expanded market reach, and higher margins. Attached press release - launch of new partner alliance program:

Scottsdale, Arizona & San Francisco Bay Area

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 optimized lead generation teams across the Americas, Europe, Asia-Pacific and Japan.

Scottsdale, Arizona & San Francisco Bay Area

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. Leading initiatives across all channels and routes-to-market, I also successfully expanded 2012 reseller/indirect and inside sales channel revenue in response to COO request to lead initiative to course-correct and fortify our inside sales operations.

San Francisco Bay Area

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 annual Winner's Circle.

San Francisco Bay Area

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 SAP sales worldwide. Recognized for balanced assertive operating style in driving partner ecosystem business, I led the team to YoY record growth between 2006-2010.

San Francisco Bay Area

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 months.

Bachelor'S Degree, Economics And Communications

Master Of Business Administration - Mba, International Business

Master'S Degree, Sales, Distribution, Market Expansion

Via sponsorship of my employer SAP, I made progress towards an additional master's degree in Sales Transformation.

San Francisco, California