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Mike K

Sr Business Development 25 yrs of Experience

Occupation:

Team Leader

Location:

Laguna Beach, CA

Education Level:

Bachelor

Will Relocate:

YES

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Dynamic Award-Winning Business Development Executive with more than 20 years of high profile leadership experience. Demonstrated expertise with high-tech industry leaders including Alteryx, Wipro Technologies, LTD, Accenture Interactive, Sogeti, and IBM, Proven Global Consulting Partnerships and Google Cloud experience managing key GSI relationships to drive business development. Skilled at defining metrics, tracking, and program implementation for the sales and delivery cycle management. Strong expertise aligning GSI relationship and strategy with NetApp partner organizations cloud GTM programs

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COMPANY POSITION HELD DATES WORKED

Alteryx VP Strategic GSI Partnerships 10/2017 - 11/2019
Alteryx VP Strategic GSI Partnerships 10/2017 - 11/2019
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SCHOOL MAJOR YEAR DEGREE

San Diego State University Business Development and Administration 1984
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Highlights:

• Expanded Global Strategic System Integrators Program with the technology partners. Established crucial alignment with executives, marketing, sales, and delivery teams for GSI Analytics Practice, AI, and ML research. Developed partnership collaboration agreements with Accenture, Wipro, Slalom, PWC, and KPMG. • Lowered SAP S4/Hana cloud project hours by prepping customer data for migration. Developed processes to move 400,000 customers from legacy software to SAP platform by 2025. Introduced data migration preparation to streamline accurate and validated processing of SAP and Accenture trusted data to cut migration time by 50% while reducing risk and improving workflows. • Developed large migration trial partner project providing customer access to a 30-day trial license to three departments. Demonstrated risk compliance solution to Charter Bank to simplify processes and eliminate fines resulting in the client selecting Alteryx over Paxata and Trifecta platforms. • Corrected alliance agreement utilized by Accenture and Alteryx to market services globally. • Created automatically generated self-service audit dashboards allowing Aetna to perform continuous process review replacing manual six-month process. • Grew revenue pipeline by 50% and revenue fees by 86% from $450 to $840 million by building a top-tier alliance partner program for Adobe, SAP hybris, PEGA, IBM digital-cloud Watson, and Demandware applications. • Managed six mergers and acquisitions from $35 to $900 million to expand services. • Promoted alliance partnership sales by launching go-to-market strategy, corporate vision implementation, and enhanced client delivery. • Expanded sales-orders by 200% from $680,000 to $1.37 billion. Leveraged strong IT service provider and partner influencer brands to validate client solutions. Recruited respected SW industry partners to achieve $100 billion in services sales. • Launched demand-generation go-to-market campaigns with 25 partners to capture $28 million in quarterly order book revenue. • Increased partner ecosystem to 15,000 active members. • Streamlined conversion cycle time by 50% implementing product management solutions to increase operational efficiency. • Established PAC of senior partnership executives with more than $1 billion in IT-services revenue to develop organization strategic direction, consulting-services roadmaps, and partnering policies, procedures, and pricing. • Earned $10 billion in revenue with more than 20% annual growth. Established Accenture as a top-tier international consulting firm providing global digital-transformation solutions. • Completed six client engagements within12 months, generating more than $400 million in annual revenue. Built trained team of certified sales consultants to deliver resources worldwide and improve revenue generation by 50%. Created 3550 new sales opportunities by establishing a revenue pipeline targeting clients based on national go-to-market strategies. • Identified three acquisition targets to allow Accenture to challenge top competitors Ernst & Young, Deloitte Consulting, and Capgemini. Integrated acquisition to establish Accenture Digital. • Launched Fortune 500 digital strategy to provide business transformation consulting organization with more than 20,000 sales representatives. • Developed a strategic alliance program and relationships with IBM Cloud Blue Mix / Block Chain, Adobe Marketing Cloud, SAP-hybris, and Oracle Cloud. Supported clients including Exxon Mobile, Coca-Cola, and Luxottica Group. • Reached $850 million annual revenue goals utilizing high-impact strategic planning and business development. Maintained 100% year to year growth above industry rates. • Revised channel strategy to transform the company from a bottom-ranked service provider to a top industry reseller for vendor / partner sales. Led 50 reseller program Vice President’s resolving sales representative and reseller issues. MIKE KILGORE · Page 3 · mekilgore@live.com • Signed B2C/B2B WebSphere Contracts with Disney Movie Club, Mazda Motor Sports, Toshiba, and VF Corporation / The North-Face brand to grow sales by $2.5 million within six months, • Introduced value-add solutions to increase revenues by 50% with a reseller program for North American sales. • Developed regional marketing to focus on indirect distribution channels, created partner go-to-market strategy, and establish black belt experts to support commerce solutions in 50 North American offices. • Managed global IBM partnership for customer experience cloud offerings, including integration solutions Demandware and Magento for customers including Men’s Warehouse, Collage Books, and Ray-Band. • Enhanced software development reducing time to market and assets deployment for products including Smart Merchandiser cutting six months off product sales cycle. • Increased software and services sales from $20 million in 2005 to more than $100 million in 2009. • Positioned IBM Commerce as a platform of choice and a world-class B2B/B2C eCommerce organization. • Achieved 240% increase in sales in 2009 targeting top-500 internet retail customers across three continents. • Enhanced revenue operations by introducing rewards programs, establishing cadence pipeline calls, and creating a software service mentor program. • Expanded initial $25 million three-year eCommerce SaaS partner alliance partnership deal to $50 million. • Utilized WebSphere Commerce ROI Tool to develop sales scripts to earn $5 million in new revenue.

Companies I like:

director-senior management-vp, relocation pending opportunity

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Managed large partnerships and established field alliances utilizing the Global System Integrator partner base to increase revenue and drive incremental business opportunities. Launched joint go-to-market initiatives to generate leads and drive new business. Communicated value propositions throughout professional services organizations, webinars, training, and partner events. Defined and promoted Field Alliance and GSI GTM partner strategy and developed marketing and sales collateral in support partnerships. Strengthened broker account mapping and field-level relationships with GSI Partner Sales, Marketing, and Overlay teams. Generated sales pipeline with direct sales and go-to-market partner organizations. Provided cross-functional support to Business Operations, Enablement, Legal, Marketing, Product Marketing, Program Management, Services, Sales, and Marketing. Analyzed go-to-market partnerships and programs performance to evaluate results. Established "Connected Digital Experience," Partner Ecosystem Alliances program to realign and transform alliances to accelerate growth. Lead 16 global alliance managers and 30 indirect reports to direct recruitment, sales, channel model, and software products to develop new business opportunities. Implemented training program to develop 400 sales representatives. Increased alliance visibility generating new partner contacts and sales leads through sponsored partner events. Spearheaded global growth by developing a digital strategic partner program. Identified new-age commerce-platform requirements of Fortune 500 companies and created transformational strategy and roadmap. Controlled more than $80 million partner enablement and global G-T-M strategies budget. Directed 18 managers leading pre-sales, sales, delivery, strategy consultants, and global alliance operations. Established North American sales reseller partner channel as a new revenue stream. Provided P&L management for $35 million in alliance marketing. Managed partner relations for five practice areas. Marketed products through channel and vendor sales. Built powerful sales team of 30 consultants, alliance channel sellers, and “black belt” product experts. Relaunched worldwide channel program developing roadmap to build WebSphere eCommerce Channel sales. Established new sales distribution channels for the Americas, Latin America, NE, and SW Europe, and Asia Pacific business units. Highlighted product differentiation to gain competitive advantage. Promoted product to channel partnerships and alliances and enhanced partner awareness with conferences, webinars, and product demonstrations. Planned partner onboarding for global ISVs, SI, GSI, and OEM vendors, created product catalog, and developed management model to evaluate partner performance. Developed training for more than 2000 partners providing certification for product offerings. Managed budgets up to $200 million.
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