Douglas Kennedy
Dallas,TX
Summary
Highly accomplished solution SaaS, Cloud, Software, and Services sales executive and multi-time President’s Club Award Winner with proven experience driving revenue through the sale of complex solutions including Analytics, Artificial Intelligence, Database, Middleware, BI, Security, Information Governance and SDK/API platforms and technologies. Expert in building relationships & trust with C, VP, and Director level decision-makers at enterprise companies, including multiple Fortune 500 corporations. Highly developed expertise in business development, pricing, ROI modeling, and strategic client business cost/value modeling.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Strategic Account Director
DTK Consulting
07.2023 - Current
- Drove development of cognitive Artificial Intelligence (AI) data pipeline startup’s: revamped product pitch deck, first white paper, and go-to-market expansion
- Gained initial Fortune 50 account penetration for MVP testing and made a switch to value-based pricing
- Developed AI startup’s seed-round pro-forma financials, investor pitch deck, Fortune 500 C-Level Advisory Board member, and Fortune 50 Capital Investment group exposure
- Developed business case and pro-forma financials for drone services start-up.
Strategic Account Manager
ZL Tech
12.2021 - 06.2023
- Unstructured data platform for Information Governance, eDiscovery, Records Management, Privacy and Compliance platform
- 5x quota Pipeline generation from $0 initial pipeline
- 1.7M late-stage pipeline
- Developed their first holistic eDiscovery / Records Management value financial model for use with clients.
- Suggested solutions and innovative ideas to meet client needs
Strategic Account Executive| Enterprise Accounts
Micro Focus Corp, Vertica Corporation
01.2018 - 12.2021
- FY’22 Closed $2M multi-year strategic platform deal with Reinsurance Group of America against Snowflake, and increase from $100K annual spend.
- Closed only new logo, Medical Machine Learning OEM, Iodine Software, on Enterprise Accounts team
- Highest client participation in Vertica Customer Advisory Board
- FY’19 72% of goal
- Closed largest North American new strategic account / logo – Toyota Motors
- Closed $1.2M data warehouse deal with Lumen
- 2 ranking among Central & South East 9-member team.
Senior Account Executive| ISV/OEM Accounts
Micro Focus Corp, Vertica Corporation
01.2018 - 12.2021
- FY’18 130% of goal
- Closed largest North American net new strategic account / logo – Samsung Electronics
- Closed $1.1M deal with telecom OEM system provider Sandvine
- Closed $200K deal with OEM Virtual Instruments #2 ranking among 9-member West & Central sales team
- Joined with little pipeline.
Solution Sales Executive | Decision Management Platform
FICO Corporation
01.2016 - 01.2017
- FY’17 162% of quota
- Achieved 2nd ranking among West & Central 10-member sales team
- Immediately exceeded goals in greenfield territory, establishing largest pipeline among 10-member sales team.
Strategic Account Executive | ISV / OEM Cloud Telecom Accounts
Oracle Corporation
01.2011 - 01.2016
- Promoted to ISV/OEM Cloud Telecom team with strongest reps when Strategic Accounts group was disbanded end of FY’15
- FY’16 106% of goal (partial year) prior to joining FICO
- Closed $1M OEM Middleware and one of first ISV Java Cloud (PaaS) opportunity at CSG Systems.
Strategic Account Executive | ISV / OEM Accounts Strategic Accounts
Oracle Corporation
01.2011 - 01.2016
- Promoted from Emerging Markets Accounts to Strategic Accounts
- FY’15 169% of $9.5M goal
- Achieved a #1 ranking
- One of two Strat Account Reps with a > $10M “Mega Deal” license (Sabre)
- FY’14 23% of $8.9M goal
- 3 of 4 Strategic Accounts newly provided had broad multi-year renewals in FY’12 before I picked up coverage
- FY’13 107% of goal
- One of two ISV/OEM reps with > $10M “Mega Deal” for new OEM, Microsoft, for Java on Azure & SQL Server.
Account Director | ISV / OEM Emerging Markets Accounts
Oracle Corporation
01.2011 - 01.2016
- Hired to turn around struggling ISV/OEM market in the Central US (IL, KY & TN)
- FY’12 127% of $5.0M goal
- Delivered 290% YOY territory growth and was the #1 salesperson
- Sold largest SDK offering to Emerging eDiscovery Account (Revegy)
- FY’11 137% of $1.7 Q4 goal (partial year).
Regional Manager | South Central Region
PerformanceG2, Inc.
01.2010 - 01.2011
- Achieved a #1 ranking for the highest revenue region within seven months of joining the BI services company; overcame obstacles which included a greenfield territory with no installed base.
Strategic Account Manager | BPO, Global System Integrators
IBM Software Group, Cognos
01.2006 - 01.2009
- FY’08 136% of $2.5M goal and #1 ranking on sales team
- FY’07 92% of quota, as well as #1 ranking on sales team despite anticipated new revenue driving analytic application being delayed into FY’08.
Education
MBA - Finance
University of Stirling
Stirling, ScotlandBachelor of Arts - Economics
Claremont McKenna Collge
Claremont, CASkills
- Strategic Account Expansion
- Cross-Functional Team Engagement
- Net-New Account Acquisition
- Software Development Sales
- Excellent Biz Case/ROI Development
- Solutions & Consultative Sales
- C-Level Relationship Development
- CRM & SFA incl Salesforce & Revegy
- AI & Advanced Analytics
- Strong Technology Licensing Skills
- Upselling strategies
- Sales Pipeline Management
- Financial Acumen
- Key account targeting
Websites
Sampleclients
- Dell
- IBM
- Samsung Electronics
- Toyota
- GM
- Microsoft
- Sabre
- Palantir
- Lumen (fka CenturyLink)
- AT&T
- C Spire
- Reinsurance Group of America (RGA)
- Navy Federal Credit Union
- Morgan Stanley / E
- TRADE
- Safra National Bank
- Dell Financial
- FISERV
- Vizient
- Sevita Health
- Iodine Software
- CSG Systems
- BMC Software
- GE Digital
- GE Appliance (Haier)
- Relativity
- Big Machines (now Oracle)
- Trend Micro
- HPE
- Advantage / Atlas Technology
- Brierley+Partners
Certification
Thomson Reuters - California Consumer Privacy Act (CCPA) - Thomson Reuters - General Data Protection Regulation (GDPR)
Work Preference
Work Type
Full TimeWork Location
On-SiteRemoteHybridImportant To Me
Company CultureWork Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Strategic Account Director
DTK Consulting
07.2023 - Current
Strategic Account Manager
ZL Tech
12.2021 - 06.2023
Strategic Account Executive| Enterprise Accounts
Micro Focus Corp, Vertica Corporation
01.2018 - 12.2021
Senior Account Executive| ISV/OEM Accounts
Micro Focus Corp, Vertica Corporation
01.2018 - 12.2021
Solution Sales Executive | Decision Management Platform
FICO Corporation
01.2016 - 01.2017
Strategic Account Executive | ISV / OEM Cloud Telecom Accounts
Oracle Corporation
01.2011 - 01.2016
Strategic Account Executive | ISV / OEM Accounts Strategic Accounts
Oracle Corporation
01.2011 - 01.2016
Account Director | ISV / OEM Emerging Markets Accounts
Oracle Corporation
01.2011 - 01.2016
Regional Manager | South Central Region
PerformanceG2, Inc.
01.2010 - 01.2011
Strategic Account Manager | BPO, Global System Integrators
IBM Software Group, Cognos
01.2006 - 01.2009
MBA - Finance
University of Stirling
Bachelor of Arts - Economics
Claremont McKenna Collge
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