Paul Donnachie

- Managing 10 Enterprise Accounts in UK Financial Sector, including HSBC, Natwest, Barclays, Deutsche Bank.

- Increased annual spend year-to-date by 200% on average, leveraging multi-year commitments and cross selling DevEx focused AI Solutions (particularly Autonomous Coding agents).

- Effectively developed cross business-unit and function relationships, mapping stakeholders and connecting to counterparts in JetBrains to deepen strategic partnerships.

- H1 top performer across 18 Individual Contributors, forecasting 220% H2.

- 350% growth during tenure.

- Onboarded and ramped AEs in APAC, Northern Europe, Israel/MENA and US.

- Triaged churn, pushing NRR above 100% from 85%

- Pivoted business to Account Based Sales approach from PLG, increasing ACV from $15,000 to $58,000, and landing key enterprise logos in new markets (eg, Tata Group, APAC).

- Onboarded first SDR team, delivering 8-12 qualified meetings per month

- Business closed due to investor exit

• Returned to Runecast with a mandate to rejuvenate the UK&I market after 2 years of flat growth, prior to planned exit to Dynatrace.
• Signed several large clients in ICP within first 6 months (mid-Enterprise Public Sector, 2000-5000 employees), representing 50% YoY growth (versus 5% in the preceding 2 years)
• Established outbound GTM model, with self sourced pipeline along with beginning SDR team
• Implemented MEDDPICC, achieving robust deal and pipeline management

• Managing team of 15, covering SDR function and full-cycle Account Executives.
• Focus on landing new SMB logos in strategic markets (AVC $24,000)
• Delivered $700k closed net-new ARR first year in market, and generated $5m pipeline for FY23.
• Hired, trained and built high-performing team of sales representatives; territories covered: EMEA South, DACH, Nordics, Benelux, UKI, CEE
• Defined go-to-market strategy for EMEA, identifying key verticals and geographies to target for expansion.
• Built repeatable process at top of funnel and implemented MEDDPICC methodology for AEs, reducing sales cycle
• 'Player-Coach', active on deals throughout the cycle (enablement of junior team)

Key words: Data, Analytics, E-Commerce, Retail, Hiring, Partner, Channel, Snowflake

• Delivered 272% growth in FY20.
• Successfully defined channel first strategy, reseller profile and executed against channel go-to-market.
• Signed key customers across verticals, including central government (HMRC, MoD), devolved government (Scottish Government), higher-education (Universities of St Andrews, Oxford, Aberystwyth), healthcare (NHS Lothian, NHS England) and large private enterprises (eg, Renault, Accenture, BAE)
• Defined and implemented business value statement, helping to quantify and demonstrate clear ROI to customers globally.

Keywords: Virtualization, SaaS, AWS, Azure, Cloud, Infrastructure, AI, Automation, Compliance, Security, Vulnerability Management

• Delivered $8m per annum (mixed new business, renewal and expansion), representing 130% of target.
• EMEA Lead for strategy and relationships with Managed Service Providers, encompassing commercial models, marketing strategy, driving adoption and ultimately, delivering growth.
• Worked with broad range of clients in verticals including legal, banking, telco, public sector. Primary Account Director for large portions of the FTSE250.
• Positioning strategic digital transformation messaging across C-Suite and Senior IT Leadership in order to expand footprint in key accounts.

Keywords: Digital Transformation, C-Suite, Agile, Automation, DevOps

• Aligned Softcat's broad product portfolio of infrastructure, workspace and security solutions to customers' business priorities, acting as a technology broker.
• Clients ranged from SMEs to large enterprise (largest customer 20,000 seats FiServ; self-acquired).
• Carried $160,000 Gross Profit target, delivered 105% in last full fiscal year. (c. $1.4m revenue).
• Sophos Vendor Manager (Scotland); coordinating relationship with Tier-1 channel partner to maximise joint revenue and win net-new logos
• Founding member of Glasgow office, jointly responsible for interviewing and training/mentoring new hires.
• Key partners/technologies: Microsoft, Sophos, VMware, HPE, DellEMC, Cisco, Mimecast, Symantec.

Key words: VAR, Infrastructure, Channel, Mentoring