Paul S. Gerlach

701 Alton Court, Ambler, PA 19002

(215) 840-8400 pgerlach@comcast.net

SUMMARY

A proven sales manager with success formulating go-to-market strategies for new disruptive software

technologies and building and managing highly successful sales teams. A uniquely skilled sales

executive with extensive experience building predictable revenue streams licensing proprietary, open

source and SaaS software to enterprise, OEM, ISV, Systems Integrator, and embedded device markets.

Strong interpersonal skills, exceptional business and contract negotiation ability, able to thrive in

complex customer relationships, extensive knowledge of current industry and technology trends,

intellectual property licensing experience combined with a software engineering background.

EXPERIENCE

Talend, Sr. Director, Worldwide OEM/ISV Sales

March 2012 – November 2012

Responsible for Talend's Worldwide OEM partner strategy and management of the OEM sales team

licensing data and application integration, Big Data/Hadoop, data quality, MDM, business process

management software to ISVs. Managing several key industry partnerships that are key to Talend's

direct sales success.

- Initiated Talend's OEM sales presence in Europe and doubled the Americas-based sales force.

- Achieved 150% of OEM worldwide quota in the first two quarters of employment.

Pentaho, Director, OEM/ISV Sales

May 2011 – January 2012

OEM/ISV sales of Pentaho's open source Business Intelligence software consisting of reporting,

analysis, dashboards, data integration and data mining. Designed and implemented Pentaho's OEM goto-market

strategy in the eastern US and Canada.

- Exceeded quota ranging between 105% and 120% in each month of employment.

MySQL/Sun Microsystems, OEM Technology Sales Manager

May 2008 – January 2011

Licensed the MySQL database to ISVs in the US East region. Targeted and closed many new ISV

accounts and grew revenue from existing accounts. Developed a strong understanding of open source

software licensing monetization strategies and GPL legal requirements.

- Grew forecastable opportunity pipeline from $100K to $4.5M or 2x annual goal in the first 6 months.

- Identified and closed $1.5M of new business from dormant existing accounts.

- Grew the territory's customer base by 2x resulting in over-quota results.

Adobe Systems, SAP Partner Sales Manager

April 2007 – February 2008

Sold Adobe Forms and Adobe Connect enterprise products embedded in SAP products to major SAP

named accounts in the Northeast US.

- Achieved 105% of a $3M annual revenue quota in first 7 months of employment.

- Targeted, penetrated and closed 15 new Adobe Forms opportunities resulting in quota

overachievement and forecastable cross-sell opportunities for the Adobe Connect offering.

Sun Microsystems

Area Sales Manager, OEM Software & Technology Sales

December 1996 – February 2007

July 1998 – February 2007

Managed 12 Regional Sales Managers licensing Sun's Java technologies and middleware software

products to OEMs in Canada and the eastern half of the US.

- Renegotiated the Java licensing agreement with Sun's largest Java customer increasing revenue from

$7M/year to $17M/year over a 10 year contract term.

- Managed a $60M annual revenue target that grew from $10M in 1999.

- Exceeded revenue goals in every year of employment.

Regional OEM Technology Sales Manager, JavaSoft

December 1996 – July 1998

Built a revenue stream licensing the Java technology source code to computer manufacturers, operating

system vendors, ISVs, device manufacturers, NEPs and wireless carriers in Canada and the US.

- Designed and implemented a licensing sales strategy that lead to my region being the top revenueproducer

worldwide from 1997 to 2000.

- Achieved 230% of goal ($4.6M) in FY1997 and 175% ($5.25M) in FY1998.

- Exceeded goal in every year of employment.

Adobe Systems, Sr. Account Manager

February 1991 – November 1996

Managed Adobe Acrobat's introduction, evangelism and revenue generation in Pennsylvania, New

York, New Jersey, Ohio and Delaware from Fortune 1000 corporations, Systems Integrators, content

publishers and OEMs.

- Salesperson of the Year (top revenue producer) in 1994 ($5M/185%) and 1995 ($6M/225%).

- Responsible for establishing Acrobat as the New Drug Application (NDA) electronic publishing

standard in the US pharmaceutical industry.

- Closed many significant wins in New York financial institutions that helped establish Acrobat as the

electronic document standard in the Financial industry.

- Exceeded goal in every year of employment.

Zenith Data Systems, Higher Education Account Manager

November 1989 – February 1991

Generated personal computer sales in the higher education marketplace in Pennsylvania, New Jersey,

New York and Delaware.

- Increased sales revenue in my territory by 250%.

- Targeted, penetrated and signed twenty new university accounts in my territory.

Abbey Medical, New Systems Software Development Manager

Automatic Data Processing, Software Engineer

August 1987 – November 1989

Designed and managed the development of internal financial software systems supporting the world's

largest home health care company. Managed a team of seven software engineers.

September 1985 – August 1987

Architected and developed custom software modules needed to close large turnkey accounting system

opportunities. Interfaced daily with customer prospects to develop detailed system specifications.

EDUCATION

Bachelor of Science in Computer Science, Shippensburg University of Pennsylvania, May 1985