Angel Penny
Angier,NC
Summary
Experienced technology executive with 18 years of experience in business development, product management, and managing strategic alliances. Led Gen AI, Distribution, and Public Sector partnerships driving over 40% territory revenue growth through direct and reseller channels. Proven track record of delivering results and fostering growth in dynamic, competitive environments.
Overview
21
21
years of professional experience
Work History
Senior Partner Manager
Amazon Web Services
Raleigh, NC
08.2022 - Current
- Responsible for the success of AWS' largest Premier and Advanced partners, which include: Distributors, GSI's, ISVs covering both Public sector and Commercial Industry.
- By implementing tailored partner programs, targeted enablement plans, and collaborative go-to-market strategies, my partners have seen increased market presence, revenue growth, and enhanced customer satisfaction in both public and commercial sectors.
- Drive cross-functional collaboration to expand market presence and increase revenue growth.
- Led strategic initiatives to enhance cloud solutions and drive customer adoption across diverse sectors.
- Developed comprehensive business plans that aligned with organizational goals to maximize revenue growth.
- Directly Led the relationship with our top distribution partners in both Pub Sec, Commercial and Enterprise.
- Streamlined operational processes, resulting in increased efficiency and reduced project delivery timelines.
- Achieved 200% net new partner acquisition
- Expanded Public Sector partner portfolio by 100%
- Attained 130% target for Instructor-led Training.
- Guided several partners to achieve double digit year-over-year growth.
- Received multiple awards for partner performance
- Celebrated success of partners with the following awards : Distributor of the year, Rising star Distributor of the year, Gen AI Industry Solution Partner of the year, Industry Partner of the year, Certification Award for most Gen AI certified employees.
Global, Learning Sales Executive
VMware
Raleigh, NC
11.2020 - Current
- Serving as the Global Learning Financial Sales Executive supporting our largest, most strategic customers.
- Increased revenue in FY22 by more than 50% through implementing effective sales strategies and growing overall attach.
- Promoted to the AMER Leadership team as a thought leader to drive change and growth.
- Achieved President's Club Award for FY22. Obtained over 200% to goal for the year.
- Lead a Customer Experience and Insights Workstream in Project Tenet where I was chartered to create a customer feedback loop, measure and track customer experience, and implement a global subscription tracking process.
- Developed a business partnership with the Global Financial Leadership, core sales, and specialists teams to enhance strategic relevance of education and learning.
- Evolved partnership with Dell to align more strategically to our largest Global Financial customers while acting as a unified team.
- Actively consult with various specialists to establish new business partnerships through exploratory and informative meetings focused on value and benefits of education solutions.
- Increased learning subscription consumption by driving critical business value, improving operational agility through reporting and data reconciliation which led to increased product adoption and decreased SRE tickets.
- Manage an extremely complex matrix of internal and external stakeholders.
- Collaborate cross-functionally with local, regional and global teams nationally to maintain consistent messaging and experience for our customers. Working collaboratively and cross-regionally has increased deal size by 50-60%.
- Developed and led sales training as part of Sales Kickoff for employees and teams across the organization.
Global Learning Services- Enterprise Sales Manager
Red Hat
Raleigh, NC
08.2018 - 11.2020
- Lead an Enterprise Sales team that is responsible for all Red Hat training opportunities in NE, SE, West, FSI, Canada, and Mid-Market regions
- Responsible for over $30 million bookings each FY. Currently have 8 direct reports that are located across US and Canada
- Recognized for top sales performance and quota over achievement through awards in FY19 and FY20. Over Achievement of all KPIs and Sales Goals
- Finished Fiscal Year 2019 over 120% of quota for Bookings,Revenue, and awarded the prestigious 110%+ club at SKO
- Created and implemented instrumental processes that have resulted in increased bookings attainment (Outreach Project, Enterprise RHLS(Learning Subscription) PM to monitor all large deals, and RHLS 4.0 project)
- Spear-headed the Digital transformation of our Education Portfolio to a online delivery which is now more than 60% of our Global Revenue share.
- Created new innovative ways to manage and monitor consumption of our Red Hat learning subscription to make sure our customers were getting the value they expect and implemented many new global processes across APAC, EMEA, and LATAM.
- Worked with our top customers to understand how to improve our solutions and incorporated their feedback into our roadmap for development.
- Thought leader for our Global Executive Team. Responsible for many ideas that have transformed our delivery offerings, including the development and enhancements of Red Hat Learning Subscription, Learning Management System, Red Hat Learning Community, and Red Hat Academy
Sales Manager, Global Learning Services
Red Hat
Raleigh, NC
09.2016 - 08.2018
- Led an Inside sales team of 12 that were responsible for both Enterprise and Public Sector accounts
- Managed the Red Hat Academy and Customer Service teams
- In both FY18 and FY19 achieved an average of 120% over goal of the nearly $40 million dollar bookings target
- Responsible for driving the team to execute over 1400 inbound/outbound phone calls
- Redesigned the Inside sales job function to make it more productive and reestablished quarterly KPIs so that we could easily measure success
- Helped to increase the Red Hat Academy Program from 5 participating schools to well over 100 active high schools, Colleges, and Universities
Business Development Manager
Red Hat
Raleigh, NC
03.2015 - 09.2016
- Responsible for driving new training and services sales into the SLED and Canadian markets
- Managed account relationships, contract negotiations, sales, pricing, billing, and logistics for delivery
- Led planning, strategy, proposal process, and bid preparation
- Trained and mentored new account executives
- Responsible for account development, cold calling, assessing client needs, and identifying solutions
- Over achieved all bookings and revenue targets for both regions, achieving accolades such as, Rookie award, Top Business Development Rep, most Red Hat Learning subscription sales, BDM of the Qt
SouthEast Enterprise Account Manager
BenchMark Learning
Raleigh, NC
06.2014 - 03.2015
- Responsible for adding new logos and growing existing accounts
- Leveraged sales skills to coordinate internal technical resources in order to close new business
- Grew the region to over 115% of goal and captured over 40 brand new logos
Enterprise Sales Engineer, VMware and Red Hat
Global Knowledge
Cary, NC
02.2007 - 06.2014
- Responsible for our entire e-learning portfolio, as well as all Red Hat and VMware business
- Subject Matter Expert for Red Hat and Vmware deals. Proactively identified and managed all enterprise opportunities. Was able to bring in over $2 million in growth revenue from increasing the deal size
- Worked with large Enterprise customers to help implement company wide e-learning solutions
- Managed partnerships with external vendors (Skillsoft, ITPreneurs) to grow our e-learning portfolio
Sr IT Training Specialist
Global Knowledge
Cary, NC
04.2005 - 02.2007
- Managed the Central Region where I was responsible for some of the Largest Enterprise customers in the entire organization
- Recognized as top seller, Sales Rep of the year, Region percent growth, and received 3 promotions in the sales organization (Sales Training Specialist to Sr. IT Training Specialist)
- Increased sales by 120% with execution of full sales cycle processing from initial lead processing through conversion and closing
Education
Bachelor of Science - Business And Marketing
Meredith College
Raleigh, NCTimeline
Senior Partner Manager
Amazon Web Services
08.2022 - Current
Global, Learning Sales Executive
VMware
11.2020 - Current
Global Learning Services- Enterprise Sales Manager
Red Hat
08.2018 - 11.2020
Sales Manager, Global Learning Services
Red Hat
09.2016 - 08.2018
Business Development Manager
Red Hat
03.2015 - 09.2016
SouthEast Enterprise Account Manager
BenchMark Learning
06.2014 - 03.2015
Enterprise Sales Engineer, VMware and Red Hat
Global Knowledge
02.2007 - 06.2014
Sr IT Training Specialist
Global Knowledge
04.2005 - 02.2007
Bachelor of Science - Business And Marketing
Meredith College