Brian Keleher
Summary
Motivated individual with 12 years of experience in customer service and sales. Skilled in building customer relationships and understanding customer needs. Strong communication and interpersonal skills for providing superior customer experience.
Overview
15
15
years of professional experience
Work History
Corporate Commercial Account Executive
Red Hat
01.2022 - Current
- Manage a customer base of 12 accounts in the Southeast Region up to $13B in revenue.
- Responsible for complex software sales cycle/process from prospecting to closing, maintaining sustainable revenue growth across technologies/BUs and ensuring delivery against KPIs.
- Promote Red Hat's value proposition to prospective customers to; develop new business and expand existing ones.
- Accurately manage pipeline, forecast, MEDDPICC, Value Based selling (developing business cases, ROI, etc), account reviews, deal reviews, close plans and deal execution in accordance with company goals, processes and systems.
- Achievements and Notable Wins
- 106% ACV FY'24
- 103% ACV/SYB FY'23
- 97% SYB FY'22
- Grew Bandwidth.com account to a $1.5M ARR/year account
- Grew Account Territory 77% YoY growth in FY'24
Upper Select Sales Account Manager II
Red Hat
02.2019 - 01.2022
- Maintaining a customer base of 25 Accounts primarily in New York and New Jersey.
- Leverage supporting cast of Lead Generation, Sales Specialist, Solutions Architect and Channel organizations for full cycle sales process from opportunity identification to close.
- Identify net new opportunities through prospecting efforts via Outreach, Discoverorg.com and LinkedIn.
- Team up with APEX and High-Volume partners to land and expand into target accounts.
- Assisted in on-boarding of 3 new hires to RedHat and 3 internal transfers from other teams within RedHat sales.
- Achievements and Notable Wins
- Promoted to Corporate Commercial Account Executive
- 136% SYB Attainment in FY'20
- 105% SYB Attainment in FY'21
- Grew account LogMeIn to$1.6M TB in 1.5 years of Account Ownership
- Grew account Pico Quantitative Trading $664K TB in 1.5 years of Account Ownership
SMB Named Account Manager – NY/NJ/DE
Red Hat
03.2018 - 02.2019
- Responsible for renewal base and growth for 48 Accounts in New York, New Jersey, and Delaware.
- Collaborate with end users in my customer base to learn about challenges and/or growth in their environment and which solution is best to maximize their investment with Red Hat.
- Coordinate with SSP, SA and CAM representatives for complete account coverage.
- Assist in on-boarding process for New Hires.
- Achievements
- Promoted to Upper Select Sales Account Manager II
- 106% SYB FY'19
Market Development Manager - East
Red Hat
09.2017 - 03.2018
- Oversaw a team of 10 Market Development Representatives that were tasked with uncovering Sales Qualified Opportunities and grow pipeline within the Strategic, Enterprise, and Mid-Market pods in the East.
- Collaborated with Sales and Marketing leaders to create and execute on targeted calling campaigns with the goal of creating Sales Qualified Opportunities and Pipeline growth.
- Assisted team in transition from Sales organization into Marketing with new management, process, metrics and tools.
- Partnered with Content Generation team for inbound and outbound lead/contact approach for Market Development Representatives.
- Achievements
- Promoted to SMB Named Account Manager - NY/NJ/DE
- Team finished 104% of quota Q3 FY' 18.
- Promoted four reps to various Sales positions throughout Red Hat.
- Successfully hired and on boarded six backfills for the Incubation/East Market Development Teams.
Lead Gen Manager - North America
Red Hat
01.2015 - 09.2017
- Managed a team of 11 responsible for prospecting on all Emerging Technologies across Mid-Market, Strategic and Enterprise Pods.
- Interfaced with Sales Management on Opportunities and Pipeline within respective regions.
- Adopted Player/Coach role in support of new hires, regions, and solution sets requiring more assistance.
- Shared cold-calling/prospecting best practices obtained from role as Incubation Representative.
- Achievements
- Team finished 103% of Quota Q2 FY'18 and created a Pipeline of $27.3 Million
- Team finished 106% of Quota Q1 FY'18 and created a Pipeline of $29.2 Million
Lead Gen Representative –West/Central/East
Red Hat
01.2013 - 01.2015
- Responsible for Middleware Opportunity and Pipeline generation for North America.
- Followed through on Field, Corporate, and Regional Demand Center Marketing campaigns.
- Identified 334 Opportunities in two years.
- Achievements & Notable Opportunities Identified to close
- Promoted to Lead Generation Manager/Market Development Manager East
- InComm - JBoss EAP $346,500
- Frost Bank - JBoss Fuse $264,900
- HBO/Time Warner - JBoss BPM $229,500
- VideoTron - JBoss EAP $219,450
- Boeing - JBoss Fuse $186,544
Senior Recruiter
Stephen James Associates/Aerotek
10.2010 - 11.2012
- Prospected into Big 4 Public Accounting Firms to share available Accounting and Finance positions throughout the greater Boston Area.
- Qualified candidates requirements to make transition out of current roles and match requirements with needs of customers.
Education
Bachelor of Arts -
Assumption University
Worcester, MA06-2010
Skills
- Sales pipeline management
- Account growth
- Client relationship building
- Relationship management
- Revenue generation
- CRM proficiency
Timeline
Corporate Commercial Account Executive
Red Hat
01.2022 - Current
Upper Select Sales Account Manager II
Red Hat
02.2019 - 01.2022
SMB Named Account Manager – NY/NJ/DE
Red Hat
03.2018 - 02.2019
Market Development Manager - East
Red Hat
09.2017 - 03.2018
Lead Gen Manager - North America
Red Hat
01.2015 - 09.2017
Lead Gen Representative –West/Central/East
Red Hat
01.2013 - 01.2015
Senior Recruiter
Stephen James Associates/Aerotek
10.2010 - 11.2012
Bachelor of Arts -
Assumption University
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