Mark Manning
Alliance/Partner and GTM Leader
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About
Strategic partnerships and GTM leader with 12+ years of quota-carrying experience across enterprise software, cloud, cybersecurity, data, AI, infrastructure, and professional services. Brings 8+ years across alliances, channel, and partner-led sales, including 5+ years directly managing AWS partnerships. Experienced building strategic alliances from the ground up, generating partner-sourced pipeline, activating field sellers, developing joint business plans and GTM motions, managing Marketplace and commercial programs, enabling partners, and coordinating cross-functional teams through complex opportunities.
Partner experience spans hyperscalers, ISVs, technology providers, SIs, VARs, OEMs, and marketplaces. Results include 335% of pipeline plan, 170% Marketplace quota attainment, 312% annual Marketplace growth, $17M in annual recurring revenue, 21 new logos, and 130% year-over-year co-sell growth.
Experience
Effectual | NAMER Partner Sales Manager, AWS & NetApp
Responsibilities: Owned AWS/NetApp partner GTM, joint business planning, co-sell, account targeting, seller enablement, Marketplace, funding, packaged solutions, and partner-driven pipeline.
Achievements: $6M services quota; 335% of pipeline plan; 129% growth in priority markets; helped Effectual earn two 2025 AWS Partner of the Year awards.
CyberArk | National Alliance Manager, AWS
Responsibilities: Built and operated the national AWS alliance across co-sell, Marketplace, account mapping, enablement, executive alignment, partner programs, and joint GTM.
Achievements: 170% Marketplace quota, 312% YoY Marketplace growth, $17M ARR, 21 new logos; helped negotiate and operationalize AWS Strategic Collaboration Agreement.
Trend Micro | Regional Alliance Director, Sales Acceleration, AWS
Responsibilities: Built the Western AWS alliance, activated AWS sellers, developed joint account plans, enabled sales teams, coordinated Marketplace and co-marketing, and prioritized target accounts.
Achievements: 130% YoY AWS co-sell revenue growth; created Salesforce account-scoring model adopted across four regions.
VMware | Sales Specialist, Professional Services
Responsibilities: Sold professional services for cloud, infrastructure, networking, and security transformation; coordinated technical scoping, pricing, partners, and delivery.
Achievements: 113% H1 and 114% H2 quota attainment; co-sold with Dell and worked joint opportunities with Accenture and Deloitte.
VMware | Account Executive
Responsibilities: Full-cycle enterprise sales across commercial and SLED customers, including discovery, technical validation, negotiation, forecasting, and closing.
Achievements: 143% H2 FY18, 167% FY19, and 115% YoY growth.
VMware | Senior Enterprise Renewals Account Executive
Responsibilities: Managed enterprise renewals, expansion, forecasting, executive relationships, and commercial negotiations.
Achievements: 98% renewal rate and $7M annual upsell.
VMware | Senior Channel Account Executive, Strategic Renewals
Responsibilities: Managed VMware business through CDW and SHI, including account planning, pipeline reviews, enablement, MDF, deal registration, pricing, margins, and partner-sourced opportunities.
Achievements: Managed approximately 300 accounts per quarter, with transactions ranging from $10K to $300K.
Overall: 12+ years of quota-carrying sales experience, 8+ years across partnerships/channel, and 5+ years directly running AWS alliance motions.
Education
EDUCATION
Marian University | Bachelor of Science in Business Management
PROFESSIONAL ACHIEVEMENTS
Contributed to Effectual earning two 2025 AWS Partner of the Year awards: AWS ProServe Rising Star Partner of the Year and AWS Public Sector Consulting Partner of the Year for North America | CyberArk Partner of the Year with AWS | VMware Rookie of the Quarter | VMware 5x STARS Recipient | VMware 2x Top MBO/SPIF Performer
CERTIFICATIONS & CREDENTIALS
Databricks Partner Training - Sales Ready | AWS Certified Cloud Practitioner | AWS Partner: Sales Accreditation | AWS Partner: Cloud Economics | AWS Partner: Generative AI Essentials | VMware Sales Professional | VMware Certified Sales Professional | NetApp Accredited Amazon FSx for NetApp ONTAP Associate
