DAVE HOCHBERG

• Lead a North American (U.S. and Canada) business development team of trusted advisors, driving customer cloud adoption and acceleration with commercial enterprise customers impacting over 20,000 individuals annually.
• Strategically implemented operational efficiencies through the AWS Well-Architected and Cloud Adoption Framework, ensuring robust and scalable cloud solutions.
• Delivered significant Total Cost of Ownership (TCO) reductions for clients by seamlessly integrating people-delivered services and SaaS solutions.
• Negotiated customer contracts for optimal terms, resulting in a 20% increase in new accounts.
• Leveraging emotional intelligence successfully coached, developed, and motivated the team to achieve revenue goals, leading to a 15% increase in sales performance.
• Managed the process of identifying potential customers and developing new accounts, enhancing business growth.
• Cultivated relationships with key stakeholders to promote collaboration and innovation, driving strategic initiatives.

• Oversaw AWS-defined US-SE territory, supporting thirty-five account managers across five subregions, targeting commercial enterprise clients.
• Conducted comprehensive learning needs assessments and developed hybrid learning strategies, integrating digital and instructor-led delivery to enhance training effectiveness.
• Authored and maintained critical documentation for the team's 2x2 cadence, cross-function MMRs, and monthly roll-ups, ensuring alignment and transparency.
• Recognized with four peer accolades for demonstrating customer obsession, earning trust, and taking ownership.
• Orchestrated Virtual Dedicated Trainer engagement with a large global airline, securing a $1.8M commitment over 24 months, and enhancing client training programs.
• Launched a National Energy Utility Provider's Skills Guild, with a robust 12-month training initiative for over 500 seats, valued at $600,000.
• Mentored a new hire through the Amazon CAMP program, focusing on professional growth and goal setting, fostering talent development, and career progression.

• Coached and led team of eight specialized solutions sellers in channel partner enablement.
• Exceeded profit dollar goals, achieving over 100% for nine consecutive quarters.
• Developed and executed go-to-market strategies, driving multi-million-dollar partner investments.
• Managed pipeline effectively, supporting annual sales exceeding $250 million across U.S. market.
• Delivered quarterly business reviews to leadership stakeholders, ensuring strategic alignment.

• Achieved recognition as top vendor-focused field representative in hunt zone territory.
• Delivered five to six partner proposals quarterly while conducting eight to ten account visits weekly.
• Collaborated with reseller and vendor partners, driving over $30 million in annual sales.
• Focused on account management and business development for VARs and data center partners.
• Conducted partner enablement sessions to enhance vendor status incentives.

• Led a $90M+ annual VAR sales team to source hardware, software, and services from over 300 vendor partners.
• Engaged with major vendors such as HP, IBM, Microsoft, Cisco, Apple, and McAfee weekly.
• Managed account development tasks and sales pipeline to achieve profitable results.
• Coached and trained team members on system tools, negotiation strategies, and sales techniques.
• Achieved recognition as Sales Edge Ambassador and recipient of multiple excellence awards.

• Achieved recognition as Sales Edge Ambassador and recipient of multiple excellence awards.