Tom O'Donnell

Questioner
DISC Type : c

Sr. Partner Development Manager at Microsoft

Greater Philadelphia, United States

Overview

Tom is a seasoned partner development and channel sales leader, recently concluding an 8. 5-year tenure as a Senior Partner Development Manager at Microsoft. He specializes in building partner solutions with ISVs on Azure, focusing on Data & AI and cloud infrastructure. He holds a Bachelor of Science from Penn State University and is currently seeking new opportunities.

He holds certifications in "Accessibility in Action" and "Diversity & Inclusion, " demonstrating a commitment to these areas. Tom also shows a keen interest in how technology can be applied to solve societal challenges, such as leveraging solutions to enhance student and child safety during tragic events.

Colleagues describe him as a focused, knowledgeable, and selfless partner who is customer-focused and driven to achieve results.

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Cloud Partner Ecosystems
His career at Microsoft focused on developing partner practices with ISVs on Azure and creating new opportunities for partners using cloud technologies.
Channel Sales Strategy
He has an extensive background in channel sales and development from his time at Unify, Mitel, Avaya, and ShoreTel, managing national partner sales.
AI-Powered Tech
He has recently shared content about Microsoft's AI-powered Bing search engine and Edge browser, indicating an interest in emerging artificial intelligence applications.

Media Appearances

Tom has no verified media appearances

Work History

11-2016 - 3-2025
Sr. Partner Development Manager at Microsoft
9-2015 - 11-2016
Channel Sales at Unify
8-2013 - 9-2015
Channel Development Manager at Mitel
1-2011 - 8-2013
Channel Account Manager at Avaya
6-2009 - 1-2011
National Partner Manager at ShoreTel

Education

1990 - 1997
Bachelor of Science (BS) from Penn State University
Education details unavailable from Dallas High

More Information

Social Presence :

Prographics :

Exp : 27 Location : Greater Philadelphia, United States Job Level : N/A Designation : Sr. Partner Development Manager at Microsoft
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tom

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tom take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Tom

Personality Compatibility


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