Gregg Klein
Summary
Results-driven and accomplished professional with extensive experience in cultivating strategic partnerships to drive revenue growth and market expansion. Skilled in aligning business objectives with partner capabilities to maximize market share and deliver innovative solutions. Proven track record of spearheading business development through the establishment and management of tactical alliances and channel partnerships. Well-versed in analyzing business requirements and surpassing ambitious income targets. Instrumental in adapting to global and remote settings by demonstrating proficiency in crafting mutually beneficial policies for complex, co-competitive partnerships.
Overview
20
20
years of professional experience
Work History
Advisor/Chief Executive Officer
Military Parcel Xpress
01.2012 - Current
- Launch a successful SaaS-based military parcel delivery service through the formulation of an initial solution roadmap and go-to-market strategy with an emphasis on enabling expedited delivery at a reduced cost
- Collaborate with internal teams aimed at creating comprehensive financial plans customized to meet individual client requirements
- Provided insights in team meetings focused on refining organization-wide processes to enhance overall efficiency
- Elevated client portfolio performance by conducting thorough market research and analysis to optimize asset allocation
- Anticipated annual savings exceeding $50,000,000.00 by spearheading the establishment of a novel business vertical in parcel delivery for the Department of Defense.
Senior Manager
WESCO International
01.2022 - 01.2023
- IoT & Platform Sales
- Manage comprehensive training of over 60 sales representatives on state-of-the-art sustainable infrastructure IoT solutions to cultivate engagements and strengthen numerous partnerships within region
- Execute technical training programs for partners with emphasis on conveying in-depth knowledge of emerging technologies and enhancing capability to address customer requirements
- Revitalized performance of underperforming divisions through strategic oversight of operations across sixteen states
- Produced 40% growth in company sales for the region by executing cross-platform campaigns in collaboration with marketing and sales teams of AWS, Azure, and other national & regional partner ecosystems
- Achieved exceptional 100% revenue growth and surpassed quota targets by up to 150% by developing strategic partnerships with GSIs, ISVs, VARs, SIs, and Distributors
- Administered successful onboarding of new channel partners to provide extensive training and support in selling IT/OT SaaS solutions, resulting in a collaborative revenue increase exceeding $15,000,000
- Delivered compelling findings for Edge AI Security Trailer platform to the executive leadership team aimed at influencing the decision to launch a new product initiative projected to generate $10 million in revenue within the first year.
Director
Software AG
01.2019 - 01.2021
- Alliances & Channels
- Initiated transformation of traditional Canadian integrator into self-sustaining paid subscription service through IoT Managed Service Provider (MSP) Sales model
- Developed model with a US-based IoT MSP partner, targeting Anixter
- Built a joint venture model for partner innovation lab by showcasing partner solutions in analytics, IoT, Smart Cities, and connected products
- Contributed an additional 40% net new revenue to the bottom line by onboarding 10 new partners
- Exceeded core regional quota goals by cultivating and nurturing high-performing partner portfolios across all levels
- Generated $4M by attaining a 25% increase in territory pipeline from named reseller partners within 11 months
- Achieved consistent year-over-year surpassing of quota objectives for central North American IoT partnership business, resulting in successful scalability
- Cultivated and strengthened pivotal partnerships with GSIs, ISVs, VARs, SIs, and Distributors, leading to exceptional 60% revenue growth and exceeding quota targets by 150%
- Enhanced IoT go-to-market initiatives to 75% by cultivating strategic collaboration with key hardware partners, such as AWS, Azure, WWT, Anixter, TD Synnex, Laird, Axis Communication, and Delta Controls.
President/Founder
Klein Logistics Consultants, Inc
01.2004 - 01.2019
- Built and implemented business strategies to enhance profitability through negotiations and competitive analysis
- Developed and executed the company's strategic vision to ensure alignment with industry trends and client requirements
- Provided mentorship and guidance to team members with an emphasis on promoting professional growth and development
- Achieved consistent year-over-year 15% reductions in clients’ (e.g
- Ford, Halliburton, Office Max) annual freight spend
- Minimized operating expenses by an average of 20% by driving sales of partnership products and category strategy solutions
- Negotiated and secured a $15,000,000.00 software licensing agreement with a division of US Bank, while reducing operating costs and achieving full ROI in the first year.
Director Partner
CLOUDBYZ
01.2022
- Management
- Led evangelization and market positioning of products, solutions, and brands to develop a portfolio of key partner alliances within the Health and Life Science sector
- Conducted product training, demonstrations, consumer awareness initiatives, and branding efforts to raise awareness and increase incomes
- Expanded growth chances to 100% by building joint go-to-market strategies with the world's largest CRM
- Improved revenue opportunities by a factor of 10 by recruiting three new partners, including top-tier GSI.
Education
Bachelor of Arts & Science - Communications & Human Relations, Transportation/Physical Distribution
Western Illinois University
Skills
- Strategic Partnerships Development
- Cross-Functional Collaboration
- Team Building & Leadership
- IT/OT System Integrations
- Negotiation & Contract Management
- Solution Selling & Consultative Sales
- Revenue Growth & Profitability
- AI/ML Solutions Integration
- Relationship Development
- IoT Solutions Expertise
- Channel Management
- Lead Generation
Timeline
Senior Manager
WESCO International
01.2022 - 01.2023
Director Partner
CLOUDBYZ
01.2022
Director
Software AG
01.2019 - 01.2021
Advisor/Chief Executive Officer
Military Parcel Xpress
01.2012 - Current
President/Founder
Klein Logistics Consultants, Inc
01.2004 - 01.2019
Bachelor of Arts & Science - Communications & Human Relations, Transportation/Physical Distribution
Western Illinois University
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