Jun 2015 – Jun 2025 · 10 yrs · Remote

• Cultivate and expand alliances across the U.S., targeting high-potential partners, including SIs, VARs, distributors, service providers, and OEM/ISVs. Accelerate MySQL revenue by designing and executing targeted channel development plans tailored to partner strengths and market opportunities. Onboard and empower partners to effectively market, sell, and integrate MySQL solutions into their SaaS platforms and service offerings.
• ➤ Exceeded $2.3M quota by generating $2.5M in revenue through alignment of partner and customer goals while successfully navigating Oracle’s legal, compliance, and policy frameworks; honored as FY23 MVP.
• ➤ New Logo: Grew SaaS revenue with a specific ISV from $5K to $320K annually by creating custom licensing structure aligned with ISV’s billing model; worked with legal, contracts, and business units to formalize the deal. Recognized as FY22 MVP for exceptional performance.
• ➤ Recruited and scaled a new VAR/MSP partner from $0 to $500K in annual revenue by onboarding high-potential technology partner, offering Oracle-specific training, and tactically pairing them with internal sales reps to propel deal closure and license growth.

Jul 2010 – Jun 2015 · 4 yrs 11 mos · Remote

• Promoted to steer Oracle’s OEM business during critical organizational pivot toward enterprise and OEM sales; later expanded to global leadership, overseeing three sales teams across North America, Latin America, Romania, and India. Built and scaled high-performing international sales organization of three Sales Managers and 21 Sales Reps across diverse time zones and cultures, uplifting MySQL adoption across OEM, enterprise, B2B, and SaaS markets.
• ➤ Drove substantial revenue growth by securing multiple high-value license, support and Services deals ($100K+ each) through proactive renewal strategies and restructured incentive models that motivated customers to commit ahead of term expiration.
• ➤ Managed training on Deal Approval System (DAS), reducing non-standard contract rejections by 75% and approval time by 50%, modernizing complex deal delivery and boosting sales efficiency.
• ➤ Led international sales teams across multiple geographies, consistently exceeding annual quotas in excess of $13M while strengthening Oracle’s global MySQL market penetration.

May 2005 – Jul 2010 · 5 yrs 2 mos · Remote

• Led strategic efforts to expand MySQL's footprint in enterprise market, driving its evolution into commercially dominant open-source database and contributing to its acquisition by Sun Microsystems and later Oracle. Secured and expanded enterprise accounts across the U.S. by coordinating MySQL solutions with customer infrastructure and long-term business objectives. Cultivated high-value alliances with ISVs, enabling scalable integration of MySQL into commercial SaaS offerings and embedded software products.
• ➤ Ranked as a consistent top performer, exceeding sales goals by more than 25% annually and earning multiple promotions.
• ➤ Expanded enterprise footprint by cultivating new SaaS and OEM partnerships that embedded MySQL into commercial platforms.
• ➤ Structured complex licensing agreements balancing partner flexibility with Oracle’s revenue objectives and compliance safeguards.
• ➤ Increased license revenue by 20%+ through bundling support and proactive services with software sales; optimized customer environments led to higher renewal rates and repeat license purchases.