BRIAN KELEHER
Summary
Results-driven Strategic Account Executive prepared to leverage extensive experience in managing large enterprise accounts and client engagement. Known for strong focus on team collaboration and consistently achieving desired outcomes. Possesses key skills in relationship-building, negotiation, and problem-solving, with flexible approach to dynamic business environments.
Overview
13
13
years of professional experience
Work History
Corporate Commercial Account Executive
Red Hat
01.2013 - Current
- Managing a customer base of 12 Enterprise accounts in the Southeast Region up to $15B-$20B 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.
- Collaborate with Technology Specialists and Solution’s Architects to position Red Hat solutions that remedies customer challenges as well as help customers achieve their own goals.
- 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
- 114% ACV FY’24 (Territory 77% YoY growth in FY’24)
- 107% ACV/SYB FY’23
- 100% SYB FY’22 (New Territory)
Upper Select Sales Account Manager II
Red Hat
02.2019 - 01.2022
- Maintained a customer base of 25 Accounts primarily in New York and New Jersey.
- Leverage supporting resources of Lead Generation, Technology Specialists, Solutions Architects and Channel organizations for full cycle sales process from opportunity identification to close.
- Identify net new opportunities through prospecting efforts via Cold-Calling, Outreach.io, Discoverorg.com and LinkedIn.
- -136% SYB Attainment in FY’20
- -105% SYB Attainment in FY’21
- -$1.6M TB at LogMeIn in 1 year (from a $300k baseline)
- -$664K TB at Pico Quantitative Trading in 1 year (from a $75k baseline)
SMB Named Account Manager – NY/NJ/DE
Red Hat
03.2018 - 02.2019
- Responsible for renewal base and new logos for 48 Accounts in New York, New Jersey, and Delaware.
- Drive and identify new opportunities leverage own prospecting efforts, collaboration with Lead Generation as well as Channel Partners.
- Collaborated 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.
- -109% SYB Attainment in FY’19
Market Development Manager – East
Red Hat
09.2017 - 03.2018
- Led the integration of three existing Lead Generation teams into one and division of responsibilities into new regions.
- 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 teams in the East.
- Team finished 104% Quota Q3’ FY’18
Emerging Technology Lead Generation Manager- North America
Red Hat
09.2015 - 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.
- 105% of Quota FY’15
- 102% of Quota FY’16
- 110% of Quota FY’17
- 106% of Q1 Quota FY’18
- 103% of Q2 Quota FY’18
- $27.3M Pipeline Generation Q2 FY’18
- $29.2M Pipeline Generation Q1 FY’18
Emerging Technology Lead Generation Rep- North America
Red Hat
01.2013 - 09.2015
- Responsible for Middleware Opportunity and Pipeline generation for North America.
- Identified 334 Sales Qualified Opportunities in two years through cold calling and collaboration with Field, Corporate and Regional Marketing campaigns.
- 110% SQQ Quota FY’13
- 107% SQQ Quota FY’14
- 119% SQQ Quota FY’15
Education
Bachelor of Arts -
Assumption University
Worcester, MA06-2010
Skills
- CRM proficiency
- Pipeline management
- Territory management
- Client relationship building
- Relationship management
- Teamwork and collaboration
- Deal closing
Timeline
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
Emerging Technology Lead Generation Manager- North America
Red Hat
09.2015 - 09.2017
Corporate Commercial Account Executive
Red Hat
01.2013 - Current
Emerging Technology Lead Generation Rep- North America
Red Hat
01.2013 - 09.2015
Bachelor of Arts -
Assumption University