Toronto, ON

Tom Czarnota.

Enterprise Sales Director | Data, AI & Cloud

Building long-term, win-win relationships, and exceeding quota for 15+ years.

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Tom Czarnota
Long-term. Win-win.

Value at a glance

Relationships that deliver results.

15+

Years consistently
exceeding quota

286%

Quota attainment
Adobe · 2019

$40M+

Revenue at Rogers
SAS Institute

#1

Enterprise Rep in Canada
Adobe · 2019

Multiple wins

President’s / Platinum Club
Adobe · SAS · Xerox

What I bring

A partner. Not just a salesperson.

The long-term view.

A proven sales professional who has consistently exceeded quota for over fifteen years. I build strong C-level relationships and work across the entire enterprise to understand each client's business and challenges. With every sale, my goal is to be able to walk back in, look the client in the eye and shake their hand. I'm looking for the long term. I'm looking for a win-win.

The journey

A career built on relationships.

Finance → Sales → Enterprise Software → Data, AI & Cloud

Data & AI Platforms (2021–now)Enterprise Software (2010–2021)Mobile & Infrastructure (2004–2010)Foundations (2000–2004)

Cloudera

Sales Director

Jan 2024 – Present
TelcoRetail & GroceryPartners & Alliances
  • Driving end-to-end sales strategy for Telco, Retail and Grocery in Canada, building pipeline from zero by displacing legacy architectures with modern data solutions.
  • Advising C-suite stakeholders on turning siloed data into high-quality pipelines for analytics and AI/ML.
  • Scaling the Canadian footprint with SI partners and hyperscalers to accelerate cloud migration.

Proven performance

The numbers speak.

Quota Attainment Highlights

Adobe2019
286%286% of quota · #1 Enterprise Rep in Canada
Xerox2003
147%President’s Club · 147% of plan
RIM2005–2009
125%125% attainment · activations and support targets
Xerox2004
107%107% of plan · 50%+ growth in SMB relationships

Dashed line: 100% quota target

Recognition earned.

Adobe 2019 Platinum Club
Adobe 2019 #1 Enterprise Rep Canada
SAS 2015 President’s Club
SAS 2013 President’s Club
SAS 2013 AE of the Year
Xerox 2003 President’s Club
Xerox 14x Rep of the Month

Trusted relationships

Clients I’ve partnered with.

RogersTelco
BellTelco
Sun LifeFinancial Services
ManulifeFinancial Services
LoblawRetail & Grocery
Canadian TireRetail & Grocery
BlackBerryMobile technology
I worked with Tom when he was our alliance manager from RIM. Tom is a guy who gets things done. Tom delivered. The best part: Tom's professionalism is matched by his intellect.

Jeff Gaus — Founder/CEO

A foundation for growth

Education & continuous learning.

London School of Economics

MSc, Economic History
London, England

1996–1998

Dalhousie University

BA, Economics & History
Halifax, NS

1992–1996

Training & professional development

Bart Queen Public Speaking 1 & 2Commercial Lending I & IIBusiness Cash FlowFinancial AnalysisXerox Advanced Training SchoolSelling to WinSolution SellingCold Call ProspectingSPIN SellingTarget Account SellingNegotiating to WinCustomer-Focused Sales TrainingEffective Communications

Beyond work

The person behind the partnerships.

Coach

Volunteer coach for kids’ hockey, lacrosse and soccer.

Community

St. Simon’s Homeless Shelter, Habitat for Humanity, and Children’s Book Bank drives.

Active life

Kiteboarding, tennis, hockey, snowboarding, biking, running, music, travel, and art. Camp Pine Crest alumnus.

Let’s connect

Let’s build something
that lasts.

czarnota.tom@gmail.comConnect on LinkedIn

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Tom Czarnota

Enterprise Sales Director | Data, AI & Cloud · Toronto, ON

czarnota.tom@gmail.com · https://www.linkedin.com/in/tom-czarnota-msc-1ba35913

Professional profile

A proven sales professional who has consistently exceeded quota for over fifteen years. I build strong C-level relationships and work across the entire enterprise to understand each client's business and challenges. With every sale, my goal is to be able to walk back in, look the client in the eye and shake their hand. I'm looking for the long term. I'm looking for a win-win.

Career path

Cloudera — Sales Director

Jan 2024 – Present

  • Driving end-to-end sales strategy for Telco, Retail and Grocery in Canada, building pipeline from zero by displacing legacy architectures with modern data solutions.
  • Advising C-suite stakeholders on turning siloed data into high-quality pipelines for analytics and AI/ML.
  • Scaling the Canadian footprint with SI partners and hyperscalers to accelerate cloud migration.

Elastic — Strategic Accounts Executive

Nov 2022 – Oct 2023

  • Earned C-level trust at Sun Life, Loblaw and Canadian Tire.
  • Scaled beachhead deployments into multi-phase, long-term strategic initiatives.
  • Led cross-functional teams and partner ecosystems to maximize outcomes.

Celonis — Strategic Accounts Executive

Jun 2021 – Oct 2022

  • Built pipeline and sales in greenfield Telco, Retail and Grocery accounts.
  • Seeded strategic partner relationships across key Canadian industries.

Adobe Canada — Client Director, Strategic Accounts

Feb 2019 – Jun 2021

2019 Platinum Club · 2019 #1 Enterprise Rep in Canada · 286% of quota

  • Managed Telco, Media and Insurance including Rogers, Bell, Manulife, Sun Life and BlackBerry.
  • Set up executive briefings between Adobe and client leadership.

SAS Institute — Strategic Account Manager

2010 – Dec 2018

2015 President's Club (3 of the largest Telco deals globally) · 2013 President's Club · 2013 Canadian Rep of the Year

  • Drove $40M+ in software, services and education revenue at Rogers Communications, with relationships up to the C-suite.
  • Took the account from mediocre results to a global benchmark in Telco solutions.

Q9 Networks — Account Executive

2009 – 2010

  • Contributed to $7M in revenue across 40 accounts plus net-new wins in Telco and software.

Research in Motion (BlackBerry) — Global Strategic Account Manager

2008 – 2009

  • Exceeded $6M (20,000 net-new activations) and $1M support targets by 125%.
  • Managed Fortune 1000 accounts in high tech and manufacturing across North America.

Research in Motion — Strategic Account Manager / Business Development

2004 – 2008

  • Exceeded targets by 125%: $250K (2005), $1M (2006), $2.5M (2007).
  • Four accounts recognized as "best in class" at WES by RIM's CEO.
  • Managed worldwide ISV alliances with hundreds of partners.

Xerox Canada — National Account Manager

2001 – 2004

2003 President's Club (147% of plan) · 14x Rep of the Month/Quarter

  • 107% of plan in 2004; grew 200 SMB relationships by 50%+.

TD Bank Financial Group — Credit Analyst

2000 – 2001

  • Analyzed borrowers and industry trends; structured credit, covenant and compliance documents.

Education & training

London School of Economics — MSc, Economic History (1996–1998)

Dalhousie University — BA, Economics & History (1992–1996)

Bart Queen Public Speaking 1 & 2 · Commercial Lending I & II · Business Cash Flow · Financial Analysis · Xerox Advanced Training School · Selling to Win · Solution Selling · Cold Call Prospecting · SPIN Selling · Target Account Selling · Negotiating to Win · Customer-Focused Sales Training · Effective Communications