Kelly Donlon
Raleigh,NC
Summary
Results-driven sales leader with over a decade of experience leading top-performing teams across enterprise, channel, and SaaS landscapes. Extensive background in the training and professional development sector, including strategic IT Training sales roles at AWS and Global Knowledge (Skillsoft). Deep understanding of the training landscape, including evolving learning modalities, delivery methods, and industry trends. Proven track record of building and scaling inside sales teams, designing impactful onboarding programs, and mentoring cross-functional teams to surpass performance targets. Adept at aligning sales strategies with business objectives, fostering collaborative team cultures, and nurturing long-term client and partner relationships.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Senior Client Partner
FranklinCovey
12.2023 - Current
- Manage strategic enterprise accounts identifying and creating strategic learning and development plans.
- Generate and implement prospecting campaigns to land new business and expand current client programs.
- Led negotiations to secure profitable contracts and foster mutually beneficial partnerships.
- Collaborate with cross-functional teams to craft tailored solutions, driving client outcomes and exceeding growth targets.
- Effectively forecast and maintain pipeline hygiene.
- Lead deal strategy development and mentor junior sales professionals on high-value initiatives.
Senior PDM, Training & Certification
Amazon Web Services (AWS)
01.2023 - 12.2023
- Part of the initial launch team for the AWS Training Partner Program.
- Oversaw strategic partner relationships, delivering consistent revenue growth and improved partner engagement.
- Designed and implemented sales enablement initiatives, improving partner performance across KPIs.
- Mentored new partner managers and led internal training programs to standardize best practices.
PDM, Training & Certification
Amazon Web Services (AWS)
07.2021 - 01.2023
- Part of initial team launching AWS Training and Certification Program.
- Created new training partner interview and onboarding process.
- Co-led strategy design for partner marketing and sales, significantly boosting adoption and revenue.
- Facilitated sales enablement workshops and trained partner teams to position AWS services effectively.
BDM, AWS Training & Certification
Amazon Web Services (AWS)
03.2020 - 07.2021
- Drove growth by identifying enterprise training needs and aligning AWS offerings with cloud migration goals.
- Worked closely with AWS internal teams to uncover potential opportunities and partner to drive needs to a close.
- Conducted Learning Needs Analyses and coached clients through strategic implementation of AWS training.
- Promoted to partner sales role based on performance (158% to goal in 2020).
National Account Representative
Bandwidth
06.2019 - 03.2020
- Prospected and secured new enterprise accounts, managing the full sales cycle from discovery to contract negotiation.
- Led onboarding process optimization initiatives, enhancing client satisfaction and reducing churn.
- Provided mentorship to three SDRs, contributing to their career progression and pod success.
Sales Manager & Strategic Account Manager
Cognixia IT Training
04.2018 - 06.2019
- Part of the initial go-to-market team for the NAMER organization.
- Helped create and implement the blueprint for NAMER sales organization, including the recruiting and onboarding of 11 field and inside sales reps across the SE.
- Developed territory growth strategies and closed two of the largest deals in the Southeast region.
- Delivered top performance in net new logos in 2019 through strategic account development.
Enterprise Account Executive
RIO Revolution
05.2017 - 04.2018
- Managed enterprise digital marketing accounts, consistently exceeding revenue goals.
- Built pipeline through outbound campaigns and industry events, closing the largest logo in company history within 6 months.
Inside Sales Manager
Global Knowledge (Skillsoft) IT Training
03.2015 - 05.2017
- Led inside sales team targeting Fortune 250 accounts.
- Conducted performance evaluations and led cross-functional initiatives to align with field sales strategies.
- Spearheaded changes to improve sales processes, resulting in increased conversion rates.
- Led through a corporate reorganization.
Inside Sales Account Manager
Global Knowledge (Skillsoft) IT Training
04.2013 - 03.2015
- Sold into the Chicago territory, consistently exceeding metrics and revenue goals.
- Fostered growth in existing accounts and collaborated closely with field counterparts to maximize impact.
- Prospected new leads with high level of outbound calls to both cold and warm contacts.
- Promoted to team lead in 2014, promoted to Inside Sales Manager in 2015.
Catering Sales Manager
Zoes Kitchen
05.2012 - 04.2013
- Built relationships with local businesses and led regional catering growth efforts.
- Created and won “Caterer of the Month” award by delivering top-tier performance.
Education
Bachelor of Arts - Communications (Public Relations)
2011
Skills
- Team Leadership & Talent Development
- Hiring & Onboarding
- Strategic Planning
- Enterprise Sales & Negotiations
- Sales Enablement & Training
- Forecasting & Pipeline Management
- GTM Strategy & Cross-functional Collaboration
Certification
- AWS Cloud Practitioner Essentials
- 7 Habits of Highly Effective People
- Presentation Advantage
- Unconscious Bias
- Working at the Speed of Trust
- Google Digital Sales Certification
- Google AdWords Fundamentals
Timeline
Senior Client Partner - FranklinCovey
12.2023 - Current
Senior PDM, Training & Certification - Amazon Web Services (AWS)
01.2023 - 12.2023
PDM, Training & Certification - Amazon Web Services (AWS)
07.2021 - 01.2023
BDM, AWS Training & Certification - Amazon Web Services (AWS)
03.2020 - 07.2021
National Account Representative - Bandwidth
06.2019 - 03.2020
Sales Manager & Strategic Account Manager - Cognixia IT Training
04.2018 - 06.2019
Enterprise Account Executive - RIO Revolution
05.2017 - 04.2018
Inside Sales Manager - Global Knowledge (Skillsoft) IT Training
03.2015 - 05.2017
Inside Sales Account Manager - Global Knowledge (Skillsoft) IT Training
04.2013 - 03.2015
Catering Sales Manager - Zoes Kitchen
05.2012 - 04.2013
North Carolina State University - Bachelor of Arts, Communications (Public Relations)
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