GARY O'SULLIVAN
Manly,Australia
Summary
Senior Channel Leader with over 20 years experience in the IT industry. Over achiever in the Field and Channel across the APAC region selling Technical Business Strategies for Start ups & Established organisations, driving SaaS, Cloud, Cyber & DevOps solutions.
Overview
10
10
years of professional experience
Work History
Head Of Channel - ANZ
Datadog
01.2024 - Current
- Re-built the Channel Go-to-Market (GTM) strategy to drive partner engagement and revenue growth.
- Designed and cultivated executive leadership relationships across top Global System Integrators (GSIs) in the region.
- Built and executed multiple incumbent playbooks with partners, leveraging marketplace strategies in collaboration with Cloud Partners
- Developed a comprehensive Risk & Government Compliance program, addressing both local and global requirements, aligned with CPS-230 regulatory standards in Australia.
- Commenced Management of 4 top GSI's across the APAC Region
ANZ Sales Channel Manager
Qualtrics
04.2023 - 10.2023
- Built Executive Sponsorship & Cadence with Consultants & GSI Eco Verticals
- Maximized coverage within defined regions to penetrate organizations to utilize products.
- Built Sales Play for Managed Service Partners across the ANZ Region
- Coordinated sales activities with EcoSystem and Sales Directors on Customer engagement
- Introduced Public Cloud Marketplace in Sales Program
ANZ Sales Channel Manager
AppDynamics (Part Of Cisco)
02.2019 - 02.2023
- Successfully built and Managed the ANZ Channel Team, created and managed a Channel Program delivering to Key Partners across the Top 5 Consultants, HyperScalers and Key SI's in the region.
- Channel Revenue grew from $500k to $11M in 4 years
- Overachieved YoY - Cisco Achievers Club 2019, 2020 (180%), 2021 & 2022
- Over 100 Channel SE's & SA's certified
- Over 50 Sales Professionals Personally Trained & Certified
GSI Practice Lead
F5
06.2015 - 02.2019
- Built & Delivered GSI & Alliances Channel Programs across the APAC region, integrated programs to align with HyperScalers & new SaaS portfolio.
- Delivered C-Level relationships to F5 Management Team
- Overachieved YoY, 2016, 2017, 2018 & 2019
- 2016 - 200%+ - Top 10 achiever Globally
- Created F5 Channel SE's & SA's Elite Club
Education
High School Diploma -
Marist Brothers
11.1993
Skills
- Team Management
- Change Management
- Coaching & Development
- Services & Consulting Specialist
- SaaS Sales
- Cloud Sales
- GTM Execution & Planning
- Executive Leadership
- Negotiation
- Solution Selling
- Distribution Management
- Sales Presentations
- Time management
Timeline
Head Of Channel - ANZ
Datadog
01.2024 - Current
ANZ Sales Channel Manager
Qualtrics
04.2023 - 10.2023
ANZ Sales Channel Manager
AppDynamics (Part Of Cisco)
02.2019 - 02.2023
GSI Practice Lead
F5
06.2015 - 02.2019
High School Diploma -
Marist Brothers
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