Paul Distefano Email and Phone Number
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A Senior Partnership, Sales and Marketing leader with over 20 years of proven experience. Results driven overachiever that is consistently selected by leadership to increase existing levels of success or to create net new areas of partnership alignment that expands revenue opportunity and market presence. Effective risk taker that embraces change to gain competitive advantage, streamline operations and drive growth. Proficient at establishing executive relationships to cultivate joint business value within deeply matrixed, complex organizations. Core competencies:Strategic Alliance, Channel & Partner Management Joint Field Sales & Marketing ExecutionNew Business and Program Development Team Management & RecruitmentEstablishing Best Practices Executive Level CommunicationsCross Functional Teaming Conflict Resolution
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Director, Cloud Partner Business Development - Isv EcosystemOracle Feb 2019 - PresentAustin, Texas, Us
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Us Isv Gtm Lead - Enterprise Commerical Business - Azure CloudMicrosoft Jul 2015 - Feb 2019Redmond, Washington, UsSought out as founding member of US ISV GTM Team to define strategy, priorities, roles and responsibilities, readiness and operationalize charter ensuring top partners are successful through the definition and execution of both Co-Sell and Co-Marketing motions. Strong collaborative cross functional teaming environment with Field Segments and US/WW Business Units. Manage Top Tier Apps and Infra ISV portfolio of partners such as Chef, Cloudera, Nasuni, Datastax, Pivotal, Citrix, Docker, Rubrik, Commvault, Palo Alto, F5 and Trend Micro.• Led US attainment for revenue, cloud consumption and scorecard attainment – FY16, 17 and 18.• Partner portfolio impact: Over last 3 years realized an average of 25% of all US Co-Sell wins and associated cloud consumed revenue annually.• Nasuni, Datastax, Cloudera, Citrix, Rubrik and Pivotal – US/WW Partner of Year Award Winners• Recognized as Team leader and for established best practices surrounding Co-Sell, Azure Marketplace, and P2P initiatives. -
Enterprise Partner Sales Director, FieldMicrosoft Jan 2010 - Jun 2015Redmond, Washington, UsContacted by Microsoft LT to help elevate the value and level of sales impact associated with the Partner Sales Executive role. Drove joint sales engagement with Systems Integrator ecosystem on a District level and HP and Wipro regionally. Areas of responsibility included portfolio definition, sales play development and execution, enablement, demand generation, pipeline management, account planning, MDF leverage and field level exec relationship alignment.• Exceeded quota each year in role and noted as top performer for revenue impact in US partner organization.• Spearheaded US NSI/LSI/ISV integration effort with PTU under new deal-based coverage model delivering $75M in net new incremental revenue with an average of $2M per PSE.• Actively involved in peer mentoring, team leadership and sharing of best practices.• Consistent award winner – Top US Impact PSE, HP PSE of Year US and WW, Wipro PSE of Year
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Global Alliance Director, Dell And MicrosoftDell Perot Services Feb 2009 - Dec 2009Round Rock, Texas, UsRecruited to bring a higher level of maturity to the Global Alliances organization. Accountable for the two largest corporate partnerships, Dell and Microsoft. Oversaw all components of the partnerships - Sell To, With and Through. Responsible for solution strategy, governance, contract management, organizational alignment, pipeline management, readiness, marcomm, executive relationships and MDF. Helped in company integration after Dell’s purchase of Perot. • Developed a more proactive and programmatic solution-based approach to partnering versus an opportunistic only sales-based engagement model. Highest performance rating/exceeded expectations noted by CEO.• Increased partner influenced and direct spend levels 50% over a 10-month period. -
Director, North American Microsoft Alliance And Field Sales EngagementUnisys Corporation Oct 2006 - Feb 2009Blue Bell, Pennsylvania, UsResponsible for Americas joint Field Sales engagement and US Corporate Alliance functions. Directed team of 10 Field Partner Execs, Corporate BDM and Marketing Managers who were responsible for developing Partner Business Plans, portfolio evangelism, solution development, joint account planning and demand generation activities. Delegated $1.2M in MDF and managed both US Executive and Field Management relationships. • Continually exceeded metrics/quotas by expanding joint solution portfolio and sharing of best practices. Grew 65% YoY in 2008 to $573M accounting for 47% WW revenue. Top 3 Partner of Year finalist in 2007 and 2008.• Increased employee satisfaction by recruiting, mentoring and promoting key employees. -
Global Partner Relationship Director, Dell Es7000 Reseller ProgramUnisys Corporation Jan 2004 - Aug 2006Blue Bell, Pennsylvania, UsRecruited by Executive Team to create a ground up Global Channel Sales model with Dell to increase Enterprise Scale-up Server sales volumes. Managed 11 Sales Support Center and field-based Partner Sales Team resources accountable for readiness, technical support, customer sales calls, resource management and bidding process. Oversaw all functional areas including finance, legal, sales, services, marketing and procurement. Strong Interface with Senior Executives and Regional Management.• Consistently surpassed revenue, unit count and end-user customer satisfaction goals. Within the first year the Program accounted for over 24% of all US enterprise server sales volumes.• Established a channel sales model and processes that were replicated by other BU’s within Unisys to drive scale.
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Sr. Manager, Southern Microsoft AllianceUnisys Corporation Jul 2001 - Dec 2003Blue Bell, Pennsylvania, UsManaged all aspects of local Alliance including solution development, demand generation, account planning, pipeline management and readiness. Designed joint field engagement strategy which leveraged Senior Sales Management and cross-functional teams residing in multiple Unisys and Microsoft Business Units. • Local joint field sales engagement model was recognized as a best practice and implemented on globally.• Led US in sales pipeline, win rates and influenced revenue. Attained of 127% and 140% over two-year period with annual quotas ranging from $13M to $21M. Regional Enterprise Partner of the Year in 2002.
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Direct Sales And Channel Team LeaderIbm Corporation Jun 1995 - Sep 2000Armonk, New York, Ny, UsSelected to help lead IBM’s Channel Sales reinvigoration efforts managing Dallas/Fort Worth’s largest and most strategic Value Added Resellers/Distributors – CompuCom, Ingram, Micro, Tech Data and Avnet. Developed sales strategies, marketing programs and readiness plans to increase area market share of Personal System Group solutions. • Successfully reestablished IBM as a committed top tier partner within the reseller community and recognized as the top Channel sales team in the US.• Consistently exceeded quotas in all roles ranging from 107 to 123%. Quota range, $23M to $389M.
Paul Distefano Skills
Paul Distefano Education Details
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Northeastern UniversityMarketing -
Andover High SchoolMarketing
Frequently Asked Questions about Paul Distefano
What company does Paul Distefano work for?
Paul Distefano works for Oracle
What is Paul Distefano's role at the current company?
Paul Distefano's current role is Director, Cloud Partner Business Development - ISV Ecosystem at Oracle.
What is Paul Distefano's email address?
Paul Distefano's email address is fi****@****bal.net
What is Paul Distefano's direct phone number?
Paul Distefano's direct phone number is +151225*****
What schools did Paul Distefano attend?
Paul Distefano attended Northeastern University, Andover High School.
What skills is Paul Distefano known for?
Paul Distefano has skills like Business Alliances, Partner Management, Enterprise Software, Cloud Computing, Business Development, Solution Selling, Demand Generation, Strategic Alliances, Saas, Sales Enablement, Strategic Partnerships, Management.
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