Dan MacMillan
GTM Leader @ Dotwork | Atlassian, Infor, Salesforce, Oracle, Clarify Alum
ex-AtlassianAn experienced software executive with more than twenty five years of success building strong client relationships, driving growth, and improving operations through organizational, process, and systems change.
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Throughout my career at Atlassian, AgileCraft, Infor, Approva, Salesforce, Oracle and Clarify, I've assisted Fortune 500 companies in their evaluation and implemetation of enterprise software, both directly and through my work building and managing pre and post-sale consulting organizations and partner ecosystems.
GTM Index
- DOTWORKJOB
- Head of Partner Ecosystem1Y 2M
Head of Partner Ecosystem
Dotwork
- ATLASSIANJOB
- Channel GTM Lead, AI & Wor…1Y 2M
Channel GTM Lead, AI & Work Management
Atlassian
- Head of Cloud Channel BD1Y 6M
Head of Cloud Channel Business Development
Atlassian
- Dir, Channel Development11M
Director, Channel Development
Atlassian
- Dir, Jira Align Channel De…2Y 8M
Director, Jira Align Channel Development
Atlassian
- AGILECRAFT (ACQUIRED BY ATLASSIAN)JOB
- VP, Technical Field Operat…3Y 5M
Vice President, Technical Field Operations
AgileCraft (acquired by Atlassian)
Developed AgileCraft's Partner program. Cultivated a portfolio of partners ranging from boutique agile consultancies to global SIs, ISVs and resellers. Matured those relationships via an Engage->Educate & Enable->Collaborate->Nurture & Expand flywheel. Drove aggressive YOY increase in % of revenue influcenced, referred and resold by partners. Introduced Sales Engineering best practices for more effective product demonstration. Built a compelling data set, demo scripts and video assets to ensure consistent SE performance. Assisted in many strategic sales pursuits.
- INFORJOB
- Financial Services Industr…2Y 5M
Financial Services Industry Leader, Infor Consulting Services
Infor
Managed full P&L responsibility for Infor Consulting’s Financial Services business, to ensure operational execution and financial performance to plan. Ensured project excellence at 150+ active engagements through strict adherence to delivery methodology, dashboard-based early warning systems, and hands-on executive sponsorship of key projects. Maintained a consistent focus on driving additional revenue through relationship building in target accounts, including Bank of America, Capital One, Goldman Sachs, Markel and McKinsey. Established numerous new Infor Alliance partnerships. Designed and executed campaigns targeting Infor prospects in partner's customer base via email, outbound calli…
- VP, Infor Consulting Servi…1Y 7M
Vice President, Infor Consulting Services
Infor
[Infor acquired Approva] Managed Infor Consulting’s practice responsible for implementing its Business Intelligence and Performance Management solutions. Scaled and enabled team to account for evolving product portfolio, utilization, revenue, margin, and project excellence goals. Enabled established Infor partner on a new solution set, and supported an extensive roadshow in the US and Brazil, resulting in significant pipeline growth, and a number of license and consulting wins. Rationalized partner ecosystem for efficiency, better collaboration during sales and delivery, and improved margin, resulting in 6.1% YOY gain in FY14.
- APPROVAJOB
- VP, Solutions Eng and Prof…2M
Vice President, Solutions Engineering and Professional Services
Approva
During preparation for Infor’s acquisition of Approva, assumed responsibility for its professional services organization. Integrated pre and post sale consulting teams for more effective selling and delivery. Engaged consultants early in the sales process to add credibility, increase accuracy of product and services scope, and ensure an effective post-sale hand-off.
- Senior Dir, Solutions Eng2Y 6M
Senior Director, Solutions Engineering
Approva
Managed and mentored Approva SE team, with a particular focus on sales process and presentation effectiveness. Implemented a standardized process for proof-of-concept activities, with supporting collateral, and results presentation materials for various audiences. Developed modular, scenario-based demo environment for use by the direct SE team, and partners. Lead SE efforts in most strategic sales pursuits.
- Dir, Solutions Eng2Y
Director, Solutions Engineering
Approva
- Principal Solutions Eng2Y
Principal Solutions Engineer
Approva
- Senior Solutions Eng1Y
Senior Solutions Engineer
Approva
- SALESFORCEJOB
- Sales Eng, Enterprise Acco…4M
Sales Engineer, Enterprise Accounts
Salesforce
- ORACLEJOB
- Senior Sales Consultant1Y 8M
Senior Sales Consultant
Oracle
- NORTEL NETWORKSJOB
- Senior Sales Eng II1Y 11M
Senior Sales Engineer II
Nortel Networks
[Nortel Networks acquired Clarify]
- CLARIFYJOB
- Senior Sales Eng I2Y
Senior Sales Engineer I
Clarify
- Job: Dotwork — Head of Partner Ecosystem · 2025-08 – present · 1y
- Job: Atlassian — Channel GTM Lead, AI & Work Management · 2024-04 – 2025-06 · 1y 2mo
- Job: Atlassian — Head of Cloud Channel Business Development · 2022-10 – 2024-04 · 1y 6mo
- Job: Atlassian — Director, Channel Development · 2021-11 – 2022-10 · 11 mo
- Job: Atlassian — Director, Jira Align Channel Development · 2019-03 – 2021-11 · 2y 8mo
- Job: AgileCraft (acquired by Atlassian) — Vice President, Technical Field Operations · 2015-10 – 2019-03 · 3y 5mo — Developed AgileCraft's Partner program. Cultivated a portfolio of partners ranging from boutique agile consultancies to global SIs, ISVs and resellers. Matured those relationships via an Engage->Educate & Enable->Collaborate->Nurture & Expand flywheel. Drove aggressive YOY increase in % of revenue influcenced, referred and resold by partners. Introduced Sales Engineering best practices for more effective product demonstration. Built a compelling data set, demo scripts and video assets to ensure consistent SE performance. Assisted in many strategic sales pursuits.
- Job: Infor — Financial Services Industry Leader, Infor Consulting Services · 2013-05 – 2015-10 · 2y 5mo — Managed full P&L responsibility for Infor Consulting’s Financial Services business, to ensure operational execution and financial performance to plan. Ensured project excellence at 150+ active engagements through strict adherence to delivery methodology, dashboard-based early warning systems, and hands-on executive sponsorship of key projects. Maintained a consistent focus on driving additional revenue through relationship building in target accounts, including Bank of America, Capital One, Goldman Sachs, Markel and McKinsey. Established numerous new Infor Alliance partnerships. Designed and executed campaigns targeting Infor prospects in partner's customer base via email, outbound calli…
- Job: Infor — Vice President, Infor Consulting Services · 2011-09 – 2013-04 · 1y 7mo — [Infor acquired Approva] Managed Infor Consulting’s practice responsible for implementing its Business Intelligence and Performance Management solutions. Scaled and enabled team to account for evolving product portfolio, utilization, revenue, margin, and project excellence goals. Enabled established Infor partner on a new solution set, and supported an extensive roadshow in the US and Brazil, resulting in significant pipeline growth, and a number of license and consulting wins. Rationalized partner ecosystem for efficiency, better collaboration during sales and delivery, and improved margin, resulting in 6.1% YOY gain in FY14.
- Job: Approva — Vice President, Solutions Engineering and Professional Services · 2011-07 – 2011-09 · 2 mo — During preparation for Infor’s acquisition of Approva, assumed responsibility for its professional services organization. Integrated pre and post sale consulting teams for more effective selling and delivery. Engaged consultants early in the sales process to add credibility, increase accuracy of product and services scope, and ensure an effective post-sale hand-off.
- Job: Approva — Senior Director, Solutions Engineering · 2009-01 – 2011-07 · 2y 6mo — Managed and mentored Approva SE team, with a particular focus on sales process and presentation effectiveness. Implemented a standardized process for proof-of-concept activities, with supporting collateral, and results presentation materials for various audiences. Developed modular, scenario-based demo environment for use by the direct SE team, and partners. Lead SE efforts in most strategic sales pursuits.
- Job: Approva — Director, Solutions Engineering · 2007-01 – 2009-01 · 2y
- Job: Approva — Principal Solutions Engineer · 2005-01 – 2007-01 · 2y
- Job: Approva — Senior Solutions Engineer · 2004-01 – 2005-01 · 1y
- Job: Salesforce — Sales Engineer, Enterprise Accounts · 2003-09 – 2004-01 · 4 mo
- Job: Oracle — Senior Sales Consultant · 2002-01 – 2003-09 · 1y 8mo
- Job: Nortel Networks — Senior Sales Engineer II · 2000-01 – 2001-12 · 1y 11mo — [Nortel Networks acquired Clarify]
- Job: Clarify — Senior Sales Engineer I · 1998-01 – 2000-01 · 2y
- School: MIT Sloan Executive Education — Executive Certificate in Management and Leadership, Business
- School: Vermont Technical College — Computer Engineering Technology
Skills
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