James Grigolite Email & Phone Number

San Diego, California, United States

I manage the NA-West SI partner community. Humble to work with so many good people within our partners and Workato!

I help SIs to deliver integration needs simpler and quicker for their customers using our Integration Platform as a Service (iPaaS) solutions.Boomi is a Cloud based integration Platform that enables companies to connect any combination of SaaS, cloud and on-premise applications without the burden of installing and maintaining integration software or appliances.

Promoted to position, managing team of presales architects. I created and managed NA enablement execution strategy for partners to be able to drive their own sales cycles. Team trained and validated 145 sales reps and 20 presales consultants in six months while reaching quota targets. Used Salesforce daily to monitor pipeline, and to ensure 100% technical wins for forecasted opportunities. Active member of the Global Partner Program Advisory Committee which oversees the CA Global Partner Program.

Promoted to manage global partner relationships for CA Education. These partners provided CA Education with training material and products CA could not deliver on their own. I negotiated contracts, defined GTM strategy, pricing, performed sales enablement, and assisted as Subject Matter Expert in sales cycles. Partners included Oracle, Global Knowledge, ITpreneurs, xMatters, and others. Specifically for Oracle I assumed the role of Product Manager for our OEM version of their UPK product called CA Productivity Accelerator (CAPA). I managed the complete product life cycle. Revenue contribution of approx $12M annually

Asked to come in and fix a struggling Virtual Learning business that’s budget was about to be pulled. CA Education had invested significantly in infrastructure but was not getting expected return on their investment. I took over the Virtual Learning business, identified and corrected root causes preventing adoption and sales, increased usage from <5% of ILT revenue to > 55% of our ILT revenue. I also owned business development for global Service Management education business. I increased sales 30% yr/yr with diligence in quoting and adding ITIL training to all deals.

Promoted to position to create a new route to market of selling education through our channel partners. Built skus, enabled internal channel sales team, created sales programs, enabled partners to understand the value of CA courseware. Results led to $2M channel run rate business from zero in one year. Additionally I recognized that some partners were qualified to instruct and wanted that additional revenue. For this type of partner I created the Authorized Training Partner (ATP) Program to enable partners to deliver CA courseware. Incremental revenue of $1M per year achieved. Above and beyond the revenue increase this was also a program to improve our customer satisfaction with the products that were channel focused. Measured success by decreasing tech support calls by 25%.

Promoted to manage CA Service Partner Program. Responsible for establishing clear program requirements to reward our vested partners. Established rate cards with partners to streamline engagements. Primary contact for service partner relationships.Improved partner satisfaction with program yr/yr. Improved CA Services profit margins from subservices yr/yr.

Managed western region technical relationship with Cheyenne reseller partners and distributors. Supported Arcserve and Inoculan deals throughout western region as subject matter expert.