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I am passionate about driving successful business outcomes and company valuation by building and effectively operationalizing partner ecosystems. I develop high-yield partnerships between global consulting firms and enterprise software firms to deliver double and triple-digit increases in revenue while reducing the cost of sales by leveraging the following:• Best practices from over 20 years of experience in strategic sales, offering development, technical pre-sales, and business development leadership roles at several of the world’s most dominant and disruptive enterprise software firms.• Successful track record building partner ecosystems and leading strategic global partnerships to exceed revenue targets at and with the largest, tier 1 enterprise software and consulting firms, establishing technology platforms as preferred solutions for GTM offerings/initiatives. • Hundreds of executive and senior executive relationships at leading technology and global consulting firms including Accenture, Oracle, Deloitte, Wipro, IBM, IBM Consulting, Tech Mahindra, Intel, Confluent, AWS, etc.• Top-tier undergraduate & postgraduate education (graduated at the top of the class, with distinction) and military leadership experience (operational and technology program management) as a commissioned officer in the United States Navy. AREAS OF LEADERSHIP EXPERTISE: • Strategic Partnerships - Alliances & Channels• Solution and Outcome-based Selling• Challenger and MEDDIC Sales Methodologies• Corporate Development• Contract Negotiation • Technology Strategy• Cloud (SaaS/PaaS/IaaS)• AI/Generative AI & ML• Analytics• Enterprise Data & Integration• Technology Solution Architecture"Computers are incredibly fast, accurate and stupid. Human beings are incredibly slow, inaccurate and brilliant. Together, they are powerful beyond imagination" --Albert Einstein
Servicenow
View- Website:
- servicenow.com
- Employees:
- 32886
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Ai Gtm Leader - PartnersServicenowAlpharetta, Ga, Us
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Global Partner Gtm Acceleration Lead For Ai / Generative AiServicenow Jan 2024 - PresentSanta Clara, Ca, Us
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Svp, Business Growth, Alliances & ChannelsCentriqe.Ai Jun 2023 - Jan 2024Santa Clara, Ca, Us -
Vice President, Head Of Worldwide Business Development, Alliances & ChannelsHazelcast Sep 2020 - Jan 2023Palo Alto, California, Us -
Sr. Director, Head Of Worldwide Business Development, Alliances & ChannelsHazelcast Sep 2019 - Sep 2020Palo Alto, California, Us
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Global Director, Digital Ecosystem & ChannelsGe Digital Apr 2017 - Sep 2019San Ramon, California, UsLed a portfolio of global partnerships with key Global System Integrators (GSI). -
Vp, Integration And Cloud Infrastructure PracticeVisual Integrator Consulting Oct 2016 - Apr 2017
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Sr. Director, Americas Systems Integrator Sales, Business Development & SolutionsMulesoft Inc Feb 2015 - Sep 2016San Francisco, California, UsLed the Americas partner ecosystem and sales organization, the fastest growing business unit within the 4th fastest growing Cloud software technology company to cross $1B in value ever:Delivered 176% YoY growth in partner-sourced revenue growth in 2015 (vs. 92% YoY revenue growth company-wide in 2015) which was 105% of plan.Hired and built the Americas Alliances and channels organization.MuleSoft is the #1 integration platform for connecting any application, data service or API, on-premises and in the cloud. MuleSoft is disrupting the largest global IT sector - the enterprise integration platform space. $500B is spent each year on integration, and the challenges enterprises face is growing dramatically due to the shift to SaaS/cloud applications, mobile, API's, & "The Internet of Things". MuleSoft provides the most widely used integration platform for connecting any SaaS or enterprise application, data service or API, on-premises and in the cloud. MuleSoft’s mission is to connect the world’s applications, data and devices. MuleSoft makes connecting anything easy with Anypoint Platform™, the only complete integration platform for SaaS, SOA and APIs. Thousands of organizations in 60 countries, from emerging brands to Global 500 enterprises, use MuleSoft to innovate faster and gain competitive advantage. -
(Acquired Into Oracle In 2008 Via The Bea Systems Acquisition) Global Partner DirectorOracle Oct 2014 - Feb 2015Austin, Texas, Us- Led the team responsible for the Global Oracle Wipro business across Oracle Lines of Business and Corporate Imperatives/Initiatives including the overall relationship and a team of globally distributed direct reports ($92MM in critically-influenced and sell-to revenue)- Responsible for accelerating revenues and customer adoption of new and emerging solution capabilities through the Wipro alliance and channel -
Global Director - Communications, Media & High Technology Industries, Strategic Partner SalesOracle Aug 2012 - Oct 2014Austin, Texas, Us• Achieved 37% YoY Growth; (117% of $93M FY14 revenue target/quota).• Responsible for $109M in partner-influenced sales – led a global virtual team comprised of sales, presales,& solution development to grow Oracle’s business with the Accenture Communications, Media and High Technology industries, across Oracle LOBs.• Develop sales & solution development strategy, execution plans, overall go-to-market sales campaigns leveraging SI services, Oracle pre-sales, product management, product marketing.• Led development of joint global strategic transformative offerings; e.g., Customer Experience & Operations for Communications Service Providers, enterprise architecture accelerators, etc.
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Director, Strategic Partner Sales, North AmericaOracle Jun 2011 - Aug 2012Austin, Texas, Us• Achieved > 150% FY12 revenue target representing >60% YoY growth (>$100M in sell-to and sell-with sales).• Responsible for Oracle’s North America Fusion Middleware Technology portfolio business with strategic system integrator partners; technology portfolio included Web-centric (Portal, Content Management, Web Experience Management, Social Networking), cloud computing platform, SOA Integration & business process management technologies.• Designed and operationalized sales strategy to scale the Oracle technology portfolio business through the partner ecosystem.• Identified, defined, prioritized and executed investment in industry and horizontal domain-transforming go-to-market offerings to help customers increase top-line revenue, decrease costs, optimize business processes and improve operational efficiencies.
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Director, Business Development, North America Technology SalesOracle Nov 2006 - May 2011Austin, Texas, Us• (joined Oracle via BEA acquisition)• Responsible for Oracle’s North America Technology business with Oracle's largest Systems Integrator Partner including business solutions sales, business development, cosell and resell pipeline development, solution development, relationship management & go-to-market strategy for Oracle’s Technology business portfolio with Accenture (Fusion Middleware, Security, Web & Database technologies), across all commercial industries except Public Sector. • Led joint sales strategies and joint sales execution in opportunity pursuits with top executives leveraging strategic joint industry and technology offerings; e.g., Smart Grid for Utilities and Digital Supply Chain for the Media and Entertainment industry.• Grew the business by 133% from 2009 to 2011.
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Senior Solutions Consultant Architect, North America SalesTibco Software Dec 2004 - Nov 2006Santa Clara, California, UsLead Solution Architect to sell and drive successful adoption of enterprise business integration solutions to strategic customer accounts, especially TIBCO's largest account. -
Senior ConsultantTibco Software Dec 2003 - Dec 2004Santa Clara, California, Us
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ArchitectEnttek Jun 2003 - Dec 2003
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Software Development ManagerAscom 2003 - 2003
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Senior ConsultantRedpoint Technologies Jun 2001 - Dec 2002Chicago, Il, Us -
Information & Communications Technology OfficerUs Navy May 1997 - Jul 2001Washington, Dc, UsLed all aspects of naval ship communications operations, technology, personnel and auxiliaries systems operations and personnel. 30 direct reports.Led fleet deployment of 7 baselines of Aegis Combat System software for all US Aegis Combat ships.
Mark Santos Skills
Mark Santos Education Details
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Columbia Business SchoolMergers & Acquisitions -
Carnegie Mellon UniversityMaster Of Information Systems For Public Policy And Management
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Carnegie Mellon UniversityInformation And Decision Systems (Concentration In Electrical & Computer Engineering)
Frequently Asked Questions about Mark Santos
What company does Mark Santos work for?
Mark Santos works for Servicenow
What is Mark Santos's role at the current company?
Mark Santos's current role is AI GTM Leader - Partners.
What is Mark Santos's email address?
Mark Santos's email address is ma****@****ail.com
What is Mark Santos's direct phone number?
Mark Santos's direct phone number is +141522*****
What schools did Mark Santos attend?
Mark Santos attended Columbia Business School, Carnegie Mellon University, Carnegie Mellon University.
What skills is Mark Santos known for?
Mark Santos has skills like Cloud Computing, Soa, Saas, Integration, Software Development, Enterprise Architecture, Software As A Service, Business Intelligence, Service Oriented Architecture, Solution Architecture, Strategic Partnerships, Enterprise Software.
Who are Mark Santos's colleagues?
Mark Santos's colleagues are Alysse Hogan, Sasha Lal, Bhupinder Kaur, Vicky Nyffeler, Bill Donnelly, Madhava Varma Bylaraju, Bruno De Graeve.
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