KELLY REYNOLDS
"You're braver than you believe, stronger than you seem, and smarter than you think."
Christopher Robin
Summary
Strategic and passionate partnership builder, focused on developing unique, repeatable partner programs that drive business growth. Elevated operational standards and improved team performance, resulting in 200% growth of partner originated launched opportunities. Relationship driven professional with an extensive network and ability to connect dots to create partnership opportunities. Analytical and customer obsessed, skilled at analyzing data to identify partnership potential and drive partner deals to closure. Seasoned leader known for setting vision, communicating effectively, and guiding teams to execute plans flawlessly.
Work History
Global Account/Global Alliance Manager
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.
Sr. Partner Development Manager
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.
Senior Azure Business Development Manager
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.
Enterprise Solutions Executive
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.
Microsoft Alliance Manager - US, Account Executive
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.
Education
BBA - Marketing
05.2001 -
Skills
Strategic Partnership Builder
Cross-functional Collaboration
Statistical Analysis to drive decisions
C-Level Relationship Management
New Business Opportunities
SI/ISV Co-Sell
Business Operations and Reporting
Strategic Negotiations
Community Service
Women's Symphony League - Member
Austin Pets Alive - Neo-Natal Foster
Timeline
Global Account/Global Alliance Manager - Dell Technologies
06.2022 - 08.2023
Sr. Partner Development Manager - Amazon Web Services
08.2018 - 06.2022
Senior Azure Business Development Manager - Microsoft
03.2014 - 11.2017
Enterprise Solutions Executive - Lenovo
10.2013 - 03.2014
Baylor University - BBA, Marketing
05.2001 -
Microsoft Alliance Manager - US, Account Executive - Dell Technologies
10.1992 - 08.2013
Overview
31
31
years of professional experience