Marty O'Brien Email & Phone Number

Mountain View, California, Us

As Confluent's Microsoft GTM Lead on its Cloud Partnerships Team, I'm responsible for growing pipeline, sales and consumption of Confluent's market-leading "Data in Motion" portfolio in Azure by running repeatable joint sales alignment and field empowerment activities.

Redmond, Washington, Us

#1 FY23 Channel Sales Rep in Role (139% of Target) and 106% of target over 6 Fiscal Years. Drove +$100M annual Partner Service Sales for +30% YoY Microsoft cloud solution growth. Delivered $MMs annual ISV Partner sales & hundreds of wins for 125% of ISV Incentive Program Targets. Built repeatable co-selling engagement model managing hundreds of Partner & MS Account Teams wins. Spearheaded dozens of profitable Scopes of Work with Services Partners. Cultivated a large, trusted Microsoft network & resources. Executed Monthly Business Reviews to drive MS & Partner action, accountability & results. Generated win-wires for repeatable use cases.

Redmond, Washington, Us

Responsible for Territory Sales Growth & Customer Satisfaction in Enterprise Accounts. Earned +100% over 3 Years. Grew underperforming territories +25% YoY to +$150M. Transformed territory from 100% on-prem to hybrid cloud. Established 1st Microsoft Cloud footprints. Created $MMMs in new customer revenue streams. Solved industry use-cases with solutions across Azure, M365+Security & Dynamics 365 Cloud platforms. Drove industry use-case demand. Used customer Annual Reports & 10-Qs to generate unsolicited proposals. Leveraged MS’ Redmond EBC + Sr. Business & Product Executives to solidify & expand C-Suite trust. Leveraged Design Thinking & Cloud Adoption Workshops with LoB + IT C-Suite to earn Strategic Cloud Wins.

Dallas, Tx, Us

Responsible for Direct Sales to AT&T’s Largest Accounts. Earned 100%+ Achievement and Merit Rewards. Exceeded 25% YoY growth in global Enterprise Accounts. Negotiated, sold & integrated 5G WAN & Wi-Fi Solutions like Mobile Device Management, App Dev Platforms, IoT & Machine-to-Machine (M2M), Asset Tracking, Business Intelligence, Expense Management, Ruggedized Field Services, Employee Safety, and Custom Mobile Strategy Consulting. Solved for safety, security, productivity, sales, service, and operational use-cases. Expertise leading demand generation campaigns, co-selling and negotiating contracts. Played key role helping Global Conglomerate create new $MMM revenue stream. They chose AT&T over competitors as Alliance Partner to fuel their “Industrial Internet” - the Alliance’s M2M communications system empowering workers to track, monitor, record and operate their machinery over secure 5G WAN/RAN globally. I spearheaded Global Transportation Leader's investment in AT&T + Partners’ IoT & M2M-embedded fleet tracking, management & driver safety solutions that optimized routes, minimized regulatory violations & reduced fuel + maintenance costs, saving $MMs in OPEX.

New York, Ny, Us

Hired by NYC-Based IT VAR/Integrator to build a NJ Territory. Prospected, qualified, proposed & sold VoIP, WLAN, Security, Routing/Switching, Virtualization, Storage & Cloud Computing solutions from Cisco, Microsoft, EMC, VMWare, AeroScout and others to 500+ employee businesses. Earned solution sales expertise in mobile asset tracking & related computing solutions for healthcare. Opened 8 net new accounts, doubled NJ revenue YoY and yielded average profit margin of 27% on closed business.

Espoo, Southern Finland, Fi

Mobility Channel Specialist – April 2007 to February 2009• Created new $MM Partner revenue streams in regulated industries for Cisco, Avaya, & Alcatel Partners. Resold & supported Nokia’s Dual Mode (GSM + VoWLAN), Firewall & VPN-Embedded Devices + Intellisync mobile desktop productivity platform & other 3rd Party software. Exceeded targets.Channel Manager – January 2006 to April 2007• Grew assigned Value-Added Reseller partners’ revenue 20% vs 2005. Built winning GTM plans to train, sell, & support all Nokia’s Security, Mobile Software and Device Product Lines. Achieved 135% of target.Mobility Solution Business Development – September 2004 to December 2005• Drove Fortune 500 Finance & Healthcare Company demand for an emerging secure mobility portfolio. Established Sr. Exec. Sponsorships. Led assessments, pilots, and Market Reports. Delivered market-ready case studies for revenue-generating customer & partner solutions. Achieved 237% of targets.Global Account Director, Service Providers & Systems Integrators – September 2000 to September 2004• Grew AT&T’s Managed Security Services Portfolio from $0 in 2000 to >$15M MRR in 2004. #1 versus comparable Nokia Service Provider Partners. Achieved 118% of revenue target. Assigned 5 new GSI Partners in 2003. Grew them from $0 to $Ms MRR to exceed 138% of target.

Retained & grew 15 NY-based Multi-National Companies +20% YoY from $3.5 million initial annual run rate. Sold various Global Data Services (Fixed & IP WAN, VoIP, Remote Access, Messaging & Digital Media) supporting multiple business applications & protocols. Determined business drivers and applications impacting network performance; proposed and implemented specialized solutions.

Responsible for sales and business development. Introduced emerging, venture-funded company and its “Overnet” solutions to companies who distribute dynamic, electronic media and content to global markets. Position required expertise in IP Networking, Application Performance over WAN, E-Commerce, Digital Media Distribution and ancillary products and services. Sold to Cable & Wireless in 2002 for $340M.

Responsible for selling C-LEC (Competitive Local Exchange Carrier's) Metropolitan Area Network (MAN) fiber optic voice & data circuits to corporate customers, carriers and ISP’s with high bandwidth Point to Point, WAN and IP Services requirements.

Built $2.5M Business with <2% churn. Responsible for prospecting, closing and retaining mid-size corporate customers of Long Distance Voice + Call Accounting Services. Also held role of DISTRICT SALES MANAGER. Responsible for meeting the sales, retention and budgetary goals of a business unit comprised of sales, retention and administrative personnel. Recruited, interviewed, hired and trained personnel.

Education record

B.A., English