Paul Pickering

Managed West Coast territory for commercial and enterprise business, including 15 states and Western Canada, consistently exceeding goals for closed revenue and pipeline generation. Established and grew VAR/SI/Alliance Partner relationships with AWS, Microsoft, and Google, while collaborating cross-functionally to shape go-to-market strategies and optimize best practices.

Managed new PacNW territory for on-premise software business, responsible for a $12M revenue quota. Contributed to the redesign of the West territory and development of compensation plans, while identifying and engaging new partners to build business in an underperforming territory.

Executed sales with Oracle direct sales organizations and partners across NoCal/PacNW Territory, serving as a subject matter expert on Oracle's product suite and channel sales processes. Developed and implemented strategic cross-departmental cloud task force programs to initiate, educate, and harness new customers through partner/distributor-led Oracle Cloud Trials.

Managed cloud-only sales and programs for multiple partners across a Western Territory, contributing to and executing on a $9M quota with 120%+ Q1 attainment. Led partner enablement, pipeline building, and demand generation for over 25 top partners, while aiding in developing and executing new channel programs like the 'VELOCITY PROGRAM' to generate new cloud pipeline.

Developed channel and sales programs for Oracle at PCM, a National Service Provider, contributing to a $9 million quota and strengthening Oracle's brand recognition. Built sales pipeline for all Oracle Cloud Products through distributor-led program initiatives and engaged with PCM sales reps and customers to provide creative business solutions.

Managed a hybrid sales and account management role, connecting direct business opportunities to partners and building relationships through events. Developed new sales models with the Channel Account Manager to drive business through the channel and identified key decision makers to drive the entire buying process.

Managed new and existing partner relationships, evaluating partner potential and assisting with product integration into an MSP model business, achieving #1 sales rep status with $800k in total sales. Assisted with marketing efforts for partner needs to drive new sales and upsells, while gathering partner feedback for product development and overall program enhancement.

Managed both direct and indirect sales to end clients and channel partners, overseeing 800 active/inactive channel partners in the South territory and generating approximately $1 million in revenue in 2014. Facilitated end clients through marketing/trial-driven leads, managing sales cycles and proactively marketing quarterly promotions to drive indirect sales through partner client needs.

Acquired new business through researching, prospecting, and performing new client acquisition and onboarding, while managing and reinvigorating existing relationships. Interacted as the main point of contact with C/VP-level executives to accomplish specific procurement tasks and facilitated entire procurement processes, ensuring client satisfaction.

Qualified potential candidates while adhering to client guidelines and delivered creative solutions to client quandaries. Responsible for individual metrics including dials, submittals, and starts, while creating tear sheets for specific candidate preferences and delivering superior customer satisfaction.

Studied core principles of marketing, including market research, consumer behavior, and strategic marketing management. Developed skills in sales, advertising, and brand promotion.