Paul Donnachie

Working as part of SALESDOCk delivery teams, helping startup and scaling technology companies to achieve their growth potential through sales transformation.

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I lead Runecast's GTM for UK&I, responsible for positioning, building our outbound sales motion, local marketing activities (events, ABM/Vertical focus) and channel strategy. Our strategic focus is heavily regulated industries running critical infrastructure on-premises; Public Sector, Healthcare, Higher-Ed, Financial Services and Service providers.

- Building Keboola's first co-located sales team - EMEA Coverage, with a particular focus on opening DACH, Nordics, UK&I and Benelux markets - My team won new logos in all of the above, primarily in the mid-market space with an ACV of $24,000; with outlier deals around $100,000 ARR. - Managed a team of 6 full cycle AEs and 6 SDRs - The start of a love affair with MEDDPICC

Responsible for delivering substantial growth in the UK and Irish markets, working closely with select partners and directly with enterprises across verticals in order to further establish Runecast's position as a market leader in VMware & AWS knowledge-automation in the region. Runecast Analyzer automatically detects all known VMware SDDC & AWS issues to eliminate the break/fix cycle, guesswork and manual effort normally associated with management of vSphere, vSAN, NSX-V and Horizon environments. Our fully on-premises solution continuously monitors 30,000+ sources of industry information to proactively detect any latent issues, best practice deviations or security non-compliance in near real-time so they can be remediated BEFORE problems occur. It takes only 5-minutes to deploy and requires no internet connection. It includes automated VMware HW compatibility (HCL) analysis with upgrade simulations and continuous security compliance auditing with full audit trails (including PCI DSS, HIPAA & DISA STIG) as well as auto-remediation via vRealize Orchestrator.

Retained following the acquisition of CA by Broadcom and moved into the EMEA Enterprise Software division. - Accountable for delivering $8m revenue per annum (new business, renewals and expansion). - EMEA MSP Lead, managing relationships with key clients in the Managed Service space. - Specialised in DevOps and Automation portfolio.

- Softcat are FTSE 250 Company with revenues of £833m (FY17). Business areas include networking, security, data centre, asset management, telephony and cloud technologies. Key partners: DellEMC, HPE, VMware, Microsoft, Sophos, CISCO, Mimecast, Symantec. - My role encompassed managing existing accounts and driving new business; developed business in verticals including legal, financial, digital media and technology services. - Clients ranged from SMEs to large enterprises (20,000 seats plus). - Founding member of first Scottish office, shared responsibility for training, development and mentoring of new colleagues. - Managed our relationship with Sophos plc,. a key partner in the security market. Successfully drove shared growth in the Scottish market, ensured strong collaboration with Sophos' Channel Team.