KELLY REYNOLDS

Work History

Dell Technologies

Austin, TX

06.2022 - 08.2023

Designed strategy and managed sales engagement growing YoY Dell Software Revenue via AWS MP 105%, launched opportunities (partner originated) by 233%, and (AWS originated) by 500% through proactive opportunity generation, pipeline management and deal closure.
Leveraged data and analytics building effective propensity models to drive joint targeted campaigns between Dell and AWS.
Built Dell's relationship within the WWSO (WW Specialty Organization, Storage) at AWS from the top down, gaining support from key executives to co-sell with Dell proactively.
Served on the Executive Visioning Steering Committee between Dell and AWS as the GTM lead; leading monthly calls, successfully bringing joint solution offerings to market.
Received “Inspire” Award for the planning and execution of Dell's Platinum Sponsorship at re:Invent.
Built and Maintained partner relationships across entire lifecycle from onboarding to ongoing success.

Amazon Web Services

Austin, TX

08.2018 - 06.2022

Collaborated with cross functional teams to create and execute strategic business plans, inclusive of enablement, practice development, and marketing, to achieve aggressive revenue goals and accelerate customer adoption of AWS services.
Grew the Windows partner relationship with a $2B company providing consulting, strategy, go-to-market, and sales support providing cloud technology solutions, resulting in 60%Y/Y revenue growth of EC2 Windows ($67M).
Created and implemented joint GTM offerings with top 5 partners to grow partner originated EC2 Windows opportunities from creation to launch.
Co-developed and updated partner the propensity matrix for Windows and VMWare partners to drive net new Windows business on the AWS platform.
Served as team lead for the NSI Windows team, which included setting H2 quotas, on-boarding new team members, and reporting monthly goal attainment to ELT (FY21).
Achieved 200% YoY growth within my portfolio by engaging the Partners' field sales organization, channels, and end customers to create and drive revenue opportunities (FY19).
Provided outstanding service to all individuals, promoting effective, and lasting business relationships.
Prepared and presented reports on status of projects and initiatives.

Microsoft

Austin, TX

03.2014 - 11.2017

Recruited, on-boarded and managed a diverse set of Azure Partners, growing cloud usage to over $30M in IaaS/PaaS services, achieving 124% of plan and 120% YoY growth.
Led SI/ISV initiatives which led to value driven and repeatable engagements.
Developed and executed first SI/ISV “speed dating” event for Microsoft Inspire; Drove 200 attendees; resulting in ten net new partnerships and generated 50 new customer engagements.
Engaged regularly with Marketing and ISV teams to drive integrated solutions resulting in faster time to market.
Served as the SME on the Channel Incentives committee; reviewing questionable partner requests for payment determining if they would or would not receive payout then communicating decision to the partner.

Lenovo

Austin, TX

10.2013 - 03.2014

Designed, sold, and implemented data center solutions to K-12 and Higher Education customers in the Central United States both directly and with channel partners.
Drove 200%+ of blended quota attainment in Q3 and Q4
Grew territory 400% YoY.
Beat incumbent Dell to win first HPC opportunity at a top University in Austin, TX
Owned the Executive relationships at the Microsoft Technology Centers (MTC) ensuring prominent placement and usage of Lenovo products in data center solutions.

Dell Technologies

Austin, Irvine, New York, Chicago

10.1992 - 08.2013

Owned and grew the relationship between Dell and Microsoft account and leadership teams to increase sales of hardware, software and services to mutual customers.
Consistently achieved and exceeded $20 Million annual revenue quota, while maintaining strong margins and growing services revenue in the New York Metro Region
Managed a $4 million fund for joint Dell / Microsoft marketing, proof of concept engagements and production pilots consistently generating over 15x Return on Investment for both companies
Owned the Executive relationships globally at the Microsoft Technology Centers (MTC) Worldwide leading to more joint customer engagements and mutual account wins over competitors
Developed the “Don't Agonize/Virtualize” joint Dell/ Microsoft/APC customer event in 12 cities across the US. The event was recognized as a best practice within the WW MTC program
Built and strengthened relationships with new and existing accounts to drive revenue growth.
Strengthened customer relationships with proactive and collaborative approach to managing needs.