Tom Mihich

About Tom Mihich

Global Sales Strategy and Operations leader with 20+ years of experience driving GTM Field and Partner Operations Initiatives at technology companies from start to finish. Collaborates with sales leaders and partners to exceed targets for sales and revenue, including annual run rate (ARR) and net new annual contract value (NNACV). Defines and drives the successful development of Field and Partner GTM Planning, Routes to Market, Partner Programs, and Cross-functional initiatives. Results-oriented leader with strategic, analytical, and project management expertise who serves as a trusted advisor to leadership while working with cross-functional teams to drive customer penetration.Key Accomplishments•At Google Cloud Public Sector, leverage business acumen to develop comprehensive annual strategic plans that define goals and roadmaps for cross-functional teams and functions. Supported build-out of Public Sector Cloud business internationally/domestically, recruiting 27 new hires, supporting the capture of $1B Public Sector contract award, and achieving ARR growth.•At Veritas Technologies, set sales targets and collaborated cross-functionally to expand pipeline by 35% and drive pipeline reviews to successfully support regional achievement above 100%. This led to being regarded as “chief pipeline officer.”•At NetApp, developed annual operating plan ($3B Sales) and managed 45+ sales strategy and operations professionals. This included service renewal team of 25 staff and 60 contractors that maintained 95% retention rate, bringing in $450M in renewals while reducing costs by 15%

Experience

1. Senior Director, Gtm Strategy - Public Sector

   Palo Alto Networks

   Mar 2024 — Present · Reston, VA, US

   Own many of the critical functions that underpin sales success, including strategy and prioritization, vertical expertise, sales planning, resourcing and budgeting, pricing, and management of our largest programs, campaigns, contract vehicles, and transformation initiatives. •Significant driver of company revenue and growth, and coordinate the activity of cross-functional teams, especially close alignment to the business development & capture team, and our ecosystem of technology and channel partners. •Supports business across the US Public Sector, including Federal Government, State & Local Government, and Education customers. Reports to the Senior Vice President of Public Sector.

Education

• Fordham University

  Bachelor of Arts -, History; Concentration in Business

• Manhattan University

  Master of Business Administration - MBA, Business Management

Skills

• Operstions
• Product Refresh Sales Acceleration
• Annual Operating Plan (Aop) Execution
• Federal Security Clearance Program Administration
• Sales Training Programs
• Budget Process
• Sales Compensation Administration
• Storage Solutions
• Driving Product Acceleration Sales Programs
• Strategic Go-to-Market (Gtm) and Coverage Planning
• Deal, Proposal, Contract Management
• Us Federal and State and Local Government Vertical Expertise
• Service Renewal Sales
• Maximizing Sales Revenue Wiht Manufacturing Alignment
• Enterprise License Management