Summary
Overview
Work History
Education
Skills
Affiliations
Websites
Certification
Timeline
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Kevin Kelaher

Tampa,FL

Summary

Experienced solution sales leader driving end-to-end modern work thought leadership and delivering significant customer value. Known for scaling high-ROI commercial accounts across sectors with 10+ years of enterprise sales experience. Exhibits excellence in communication, collaboration, and sales-cycle optimization. Expertise in advanced sales methodologies, generating new revenue streams, and exceeding targets as a Hunter & Farmer.

Overview

14
14
years of professional experience
1
1
Certification

Work History

Modern Work Team, Surface Specialist

Microsoft
Mid-Atlantic Region
01.2022 - 01.2024
  • Deliver end-to-end modern work thought leadership
  • Introduce Modern Work strategies with customers, collaborating across diverse groups inside the Customer environment to successfully enable customers to drive transition to Digital transformation in a hybrid work environment
  • Engaged in consultative customer conversations and collaborated on the planning, orchestration and execution of end-to-end Cloud, Surface, AI (CoPilot), Teams Rooms, and Phone, and Next Generation Windows Experiences opportunities with internal stakeholders and partners to cross-sell and up-sell
  • Built relationships with 50+ “Dark” accounts and grew additional lines of business at 20 customers resulting in $8M annual revenue
  • Exceeded annual revenue targets by 105% and 120% in 2022 & 2023, respectively
  • Ranked 1st on the Northeast Surface team for new logos won (avg of 6 customers) leading all teams nationwide
  • Performed account planning at assigned accounts, coordinating with Azure, Modern Work, Security, and other V-Team resources to ensure strategic alignment
  • Led the region in Surface Hub sales (smart office) revenue and customer retention
  • Drove relationships by keeping key decision makers up to date on emerging industry and MSFT product launches via NDA presentations
  • Maintained a 2x pipeline and updated an accurate quarterly forecast typically within 5% of attainment
  • Recognized in company-wide “Win Wire,” for going beyond for my customers & extended account team
  • Develop multinational pricing program to streamline the entire buying process for customers and partners globally (MNA 200)
  • Nominated by direct manager to share get-to-green plan with Specialists from 5 other geos overseas.

Enterprise Account Executive

Lenovo
NY, NJ & PA Region
01.2016 - 01.2020
  • Acquired and developed Lenovo’s largest healthcare and life sciences accounts
  • Driving integration and orchestration across a multi-disciplinary team of talented consultants and channel partners to deliver insights-based, decision-ready recommendations for health systems
  • Successfully navigated large matrix organizations to grow new lines of revenue as a thought leader/SME who executives trust
  • Effectively allocate resources, execute, and manage strategic recommendations to enable customers digital transformation
  • Top performer on sales team with an overall CPS (Cumulative performance score) over 115% YoY
  • Achieved an average attainment of 110% of Revenue quota, 108% Profit, 200% Software and Services
  • Exceeded targets for Peripherals/Visuals, Workstations & Lenovo Advanced Healthcare Solutions (VR/AR, Telehealth & Virtual Care)
  • Increased market share building key acquisitions and developing strategic partnerships with C-Level Executives at Northwell Health, NY Presbyterian and Atlantic Health System among others
  • Won new logos by selling high-value engagements and industry events with healthcare ISV’s and EMR’s such as HIMSS, Customer Advisory Council and Lenovo Health IT Virtual Summit.

Field Enterprise Account Executive

Toshiba
NY / NJ Region
01.2014 - 01.2016
  • Managed new business development for Toshiba's suite of mobile hardware and software solutions as well as computing services
  • Led lifecycle of business development, acquisition, and account management for over 500 large enterprise customers headquartered in New York and New Jersey
  • Designed spreadsheets to track POs, RFPs, and customer evaluations for multi-million-dollar sales portfolio
  • Increased market share, building key acquisitions and establishing strategic partnerships with C-Level Executives and Senior Management
  • Achieved 110% of quota within 1st year, exceeding quarterly quota averaging $2M
  • Expanded pipeline, establishing immediate and critical alliance with key integration partners at Microsoft, Intel, AllScripts, and Absolute Software.

Senior Account Executive

Employment Network
New York, NY
01.2013 - 01.2014
  • Sold wide range of recruitment marketing products and services to Fortune 500 brands directly or via media agencies
  • Conducted >125 daily outbound sales calls to large enterprise accounts
  • Coordinated meetings and demonstrated services to key client stakeholders
  • Engaged in tradeshows, notable events, and conferences within targeted markets, building partnerships and heightening brand visibility
  • Utilized cutting-edge advertising technology, performance marketing, staffing processes, industry expertise, and engaging sales strategies, educating customers on employment solutions and expanding well-established existing book of business.

Direct Employer Account Executive

Indeed.com
New York, NY
01.2012 - 01.2013
  • Sold PPC recruitment advertising to C-Level and Vice President decision makers at Fortune 1000 companies over the phone and in person
  • Communicated clear and concise information
  • Achieved 115%+ of quota on quarterly basis, implementing key strategies in relationship building, upselling, analytics, and account management throughout sales lifecycle and driving retention
  • Ranked within top 10 producers’ company-wide, exceeding new business and total revenue quotas each quarter.

Financial Advisor

Morgan Stanley — Smith Barney
New York, NY
01.2010 - 01.2012
  • Collaborated within driven investment team with over $250M AUM
  • Performed in-depth qualitative and quantitative analysis of global markets
  • Provided clients with high-value solutions
  • Created unique financial plans and money management solutions, meeting and exceeding expectations of both Senior Brokers and clients
  • Increased AUM, participating and winning ‘NOW’ campaign, contest among branches.

Advanced Technology Executive

Zones LLC
New York, NY
01.2021
  • Focused on building client relationships within verticals and selling technology solutions (hardware, data center, networking, cloud, software, and services) to major customers
  • Collaborated with a virtual team of technical, partner and consulting resources to advance the sales process and achieve solution sales and consumption targets for related workloads in my assigned territory
  • Assisted customers in evaluating their applications, recommended solutions that met their requirements, and removed roadblocks to deployment and drive customer satisfaction
  • Increased footprint at major health systems like Northwell Health, St
  • Luke’s, CHOP and Catholic Health System by establishing strategic partnerships with C-Level Executives and Senior Management
  • Built market awareness of Zones’ global capabilities and Diversity status through participation in local/regional industry events, organizations, and affiliations
  • Uncovered new opportunities within untapped areas of business, designing targeted business development and sales strategies, and implementing pricing methods in line with RFPs.

Senior Digital Account Executive

Direct Agents
NY, New York
01.2014
  • Negotiated vital business deals and contracts, cultivating strong working relationships with high-level decision makers at blue chip brands and media agencies
  • Served as Lead Executive on email CPA and CPM program for key enterprise accounts, closing largest programmatic campaign ($350k+ monthly) and advising client of optimal media buy opportunities
  • Delivered direct response marketing, partnering with key stakeholders at Premier Care, Pro-Flowers, Shari’s Berries, Whole Body Research, Hudson Jeans, Amazon, Forbes, Samsung, HSBC, Tommy Hilfiger, Scholastic, and New York Times.

Education

Bachelor of Science (BS) - Business Management

Alfred Lerner College of Business and Economics, University of Delaware
Newark, DE

Study Abroad Program -

Hong Kong / Malaysia / Australia

Google Project Management: Professional Certificate (6-Month Course) -

Skills

  • Critical Thinking
  • Strategic Planning
  • Target-Driven
  • C-Level Partnership Building
  • Pipeline Management
  • Financial Reporting
  • Vendor Management
  • Needs assessments
  • Proposal Development
  • Sales methodologies
  • Customer Relationship Management (CRM)
  • Process Improvement
  • Software Implementation
  • Product Demonstration

Affiliations

  • Member, University of Delaware Division 1 Men’s Lacrosse Team
  • NCAA Final Four participant (M&T Bank Stadium)
  • 4 Year Letter Winner and Athletic Scholarship recipient
  • Team 91 Lacrosse, Head Coach

Certification

  • Microsoft 365 Certified: Fundamentals
  • MS Certifications MS-900 and SC-900
  • IBM AI Foundations for Business Specialization (4 Week Course)
  • IBM Generative AI: Introduction and Applications
  • FINRA General Securities Representative Exam (Series 7)

Timeline

Modern Work Team, Surface Specialist

Microsoft
01.2022 - 01.2024

Advanced Technology Executive

Zones LLC
01.2021

Enterprise Account Executive

Lenovo
01.2016 - 01.2020

Field Enterprise Account Executive

Toshiba
01.2014 - 01.2016

Senior Digital Account Executive

Direct Agents
01.2014

Senior Account Executive

Employment Network
01.2013 - 01.2014

Direct Employer Account Executive

Indeed.com
01.2012 - 01.2013

Financial Advisor

Morgan Stanley — Smith Barney
01.2010 - 01.2012

Bachelor of Science (BS) - Business Management

Alfred Lerner College of Business and Economics, University of Delaware

Study Abroad Program -

Hong Kong / Malaysia / Australia

Google Project Management: Professional Certificate (6-Month Course) -

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Kevin Kelaher