Paul Oates

Global Account Director at Amazon

Austin, TX

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About

Highly disciplined, internationally experienced energy technology executive with +17 years of progressive managerial advancement in business development, operations leadership, corporate strategy, and technology sales. Record of increasing P&L responsibility. Successfully executed +$1B of complex infrastructure commercial contracts with multiple fortune 500's. U.S. M&A team lead for a $3B Integrated Energy Company. Demonstrated competency in driving alignment (people, procedural and organizational) around a highly developed GTM strategy, and leading its successful execution through individual accountability and effective sales enablement. Proven senior leadership in strategy and in the technological implementation for the energy sector. Key Areas of Expertise - Business Development - Complex Contract Preparation & Negotiations- Commercial Strategy- Project Management - Strategic Partnerships – Pricing Strategy - Sales Leadership- Stakeholder Engagement- SaaS - IaaS- GTM Strategy

Ask me about
AWS
Oil and Gas Software
Economics
Energy Finance
GTM
Business Development Consulting
Strategy
SaaS
Energy Startups
Commodity Trading, Transaction, and Risk Management (CTRM) Software
Work experience

2020 - Present

Amazon Web Services (AWS)

Global Account Director

• Provide North American business leadership and management of global energy (Oil and Gas, Renewable, Power) accounts for AWS. Execute the CXO relationship strategy, coordinating executive business reviews and manage GTM account strategy in Amazons energy business unit for the world largest energy companies.

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2019 - 2020

Validere

Director, Sales And Business Development

Formed part of the senior leadership and executive team for a multi-national, award-winning SaaS energy company backed by a unique combination of the world's more preeminent VC funds in Silicon Valley and the energy sector. Successfully pitched and closed an oversubscribed $15MM Series "A" funding round led by Wing VC, Greylock Partners, and Sallyport Investments. Validere provides oil & gas organizations with a enterprise level SaaS platform that leverages real-time product quality data and predictive insights optimizing Midstream operational, logistics, and trading decisions. Validere was founded in 2015 at Harvard by entrepreneurs who recognized the enormous opportunity to bring data transparency and innovation to oil & gas. The company is backed by some of the world’s most notable tech and energy investors including Wing Venture Capital, Greylock Partners, and Sallyport Investments.

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2014 - 2018

Gibson Energy

General Manager and U.S. Commercial Head

Gibson Energy LLC - a $2.5 billion midstream energy infrastructure company • Reporting directly to Gibson Energy’s U.S. President, led the commercial and sales efforts of our wholesale crude supply and trading, supply chain, onshore and offshore infrastructure acquisitions and divestitures, project management and construction, and R&D. • Through successfully deploying both collaborative and competing negotiation methods, led our business development and strategy team in the execution of over $1B in complex infrastructure sales agreements ranging from crude oil storage, NGL supply contracts, organic shale and off-shore pipelines, rail loading and facilities use, truck transportation, engineering services contracts, and technology proof of concept pilots. • Worked directly with the Executive and Senior Vice Presidents, implemented one, three, and five-year strategic plans to originate deal flow, de-risk existing and potential investments, and execute on organic development and acquisition opportunities. • Managed and prepared board materials for the presentation of our investment theses with a technical assessment of our strategy (marketing, commercial, and operationally) throughout the energy, operational and life cycle. • Redesigned our terminal operating processes via the right-sizing of personnel and automation implementation, resulting in a 21% YoY increase in gross operating margin. • Over a two year period, rebuilt our commercial team consisting of business development managers, engineers, and operations personnel.

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2008 - 2014

Gibson Energy

Senior Manager, Sales and Business Development

• Executed a number of multi-million dollar, long-term crude oil sales agreements which garnered the company significant contracted growth. Deal flow represented 80% of Gibson’s major terminal agreements and was instrumental in tripling the size of our crude oil terminals and pipelines business unit within a five year period from $60 million to ~$200 million EBITDA. • Drafted and negotiated numerous commercial term-sheets and sales agreements including but not limited to NDAs, energy storage contracts, rail loading and offloading services, partnership and profit sharing arrangements, saltwater disposal wells/water pipelines, land acquisitions, requests for proposals, expressions of interests, and confidential memorandum documentation. • Fiercely dedicated to building customer trust by means of accountability, and through a technical understanding of operational complexities. This was ultimately rewarded with the opportunity to form a joint-operations committee with one of our largest clients. • Launched a team mandate for consistent site visits with field personnel to ascertain on-site concerns, and review potential local area opportunities. This procedure unearthed an opportunity to spec build a new pipeline lateral in the Permian to connect an underutilized injection station, resulting in new annualized revenue of $250K for our supply team. • Established a new centralized Design Basis Memorandum communication process for internal/external engineers and other stakeholder’s, simplifying the discovery of facility project particulars (schedule, seasonal construction impediments, etc.). • Formed a “milestone team” that tracked and reported all commercial sensitive timelines (i.e. ROFR’s, evergreens, renewal terms) for existing agreements to ensure the organization was proactive in renewing quality operating cash flows. • Established a new centralized Design Basis Memorandum communication process for internal/external engineers and other stakeholder’s.

2007 - 2008

Calforex Canada

Financial Trader, Foreign Exchange Markets

• Effectively managed numerous multi-million dollar accounts, and advised senior management on market conditions and short-term trends. • Grew and developed territory sales over 280% within a year. • Delivered daily market analysis to customers, and sold financial instruments on their behalf (foreign exchange swaps, forwards, futures, collars, etc.) • Employed consultative selling approach and relationship marketing to close sales and exceed monthly sales objectives. • Developed customer needs-assessments and enhanced customer retention by visiting and consulting with existing clients at their sites; delivered high-impact sales presentations. • Generated new business; conducted on-site presentations for multi-level executives within large and small corporations

2003 - 2007

Canadian Armed Forces | Forces armées canadiennes

Intelligence Officer (Lieutenant) - Royal Canadian Air Force

• Liaison between EnCana and the Department of National Defense regarding the Suffield Natural Gas Infill Development Project and • Aided in the development of the environmental assessment of EnCana’s shallow gas well proposal. • Reviewed operations on Department of National Defense land of construction/decommissioning/abandonment of gas wells. • Compiled exploratory reports on consumption reduction of: raw materials, toxic substances, energy & water. • Monitored all contractor’s and subcontractors performance to ensure technical contractual conditions were fulfilled. • Ordered and tracked all support services for Canadian Forces field engineers operating in Suffield National Wildlife Area. • Coordinated and assisted in the production of financial reports and analyses concerning contingency project activities. • Undertook all classified and unclassified projects that senior officers deemed a priority.

Education

2017 - 2019

London Business School

Master of Business Administration - MBA

2017 - 2017

Harvard Business School

Management Sciences and Quantitative Methods

1998 - 2003

The University of Calgary

Bachelor's degree, Economics

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