Kolton Brand
Austin,TX
Overview
13
13
years of professional experience
Work History
Senior Partner Sales Manager - SLED
Amazon Web Services (AWS)
Austin, TX
01.2024 - Current
- My territory grew to encompass the entire East Coast for our Greenfield segment of SLED, which included SMB, Mid-Market, and Enterprise customers spanning 22,000 accounts (80% greenfield).
- All internal resources from my previous role were removed, including inside sales reps, solution architects, and business development reps. In place of those resources, I was tasked with building out the channel for this segment through SI consulting partners, resellers, and ISVs.
- In one year, I built out a business of 27 consulting partners and resellers to manage native opportunities, and 20 ISV partners for customers who would rather buy than build.
- I became a subject matter expert for our contact center solution, Amazon Connect, after my success in selling the solution to 911 emergency PSAPs.
- Onboarded new consulting partners to AWS, and helped drive their services, as well as ISV solutions, through AWS Marketplace.
- 2024 quota: $6.7 million, and an attainment of $9.8 million (146% attainment).
- Awards: Highest Attainment for Local Government and Higher Ed for Q2 and Q3 '24.
Senior Account Manager - SLED
Amazon Web Services (AWS)
Austin, TX
07.2020 - 01.2024
- Served 12,000 local government, K-12, state healthcare, and higher education accounts on the East Coast; both existing and net new customers to AWS (75% Greenfield).
- Responsible for direct reports of inside sales reps, territory partner managers, solution architects, and business development reps.
- Sold the entire AWS portfolio, ISV solutions that ran on AWS, and drove SaaS purchases through the Marketplace.
- Average quota of $4 million and attainment of 130%.
- Awards: Leadership award "Insist on the Highest Standards" Q2 '21 and Q3 '21. SLED Top Attaining Rep for Mid-Market and SMB 2022 and 2023.
Account Manager - Commercial Accounts
VMware Inc.
Austin, TX
01.2018 - 07.2020
- Meet and exceed sales quota: 142% for H1 FY19, 178% for H2 FY19.
- Commercial Inside Account Manager of the Quarter: Q2 FY19 and Q3 FY19.
- Manage 1,500+ customer accounts, solving support issues, and driving net new business via cross-sell and up-sell.
- H2 FY19, I was promoted to an Education, Training, and Certification Specialist/SME on top of my core AM duties. I became responsible for all training courses sold to top enterprise Canadian customers, spanning SLED, FED, healthcare, and global accounts.
- Deliver the VMware vision around modernizing the datacenter, transforming security, and integrating public clouds to all my customers.
- Drive partner synergy by managing relationships between VMware, the channel, and the end user.
- Cadence and account planning with two field client executives to build partnerships and develop strategic road maps for top customers.
Business Development Manager
Snow Software, Inc
Austin, TX
12.2015 - 01.2018
- Maintained a personal quota of 17 qualified meetings per month.
- Managed a team of six Sales Development Reps. Consistently exceeded the monthly team quota with an average of 140%.
- Responsible for coaching and development for each team member.
- Interview, on-boarding, and training for new team members.
- Represented Snow at over 50 events and trade shows across the country.
- Collaborated with marketing and channel teams to create outbound prospecting campaigns.
Inside Sales Representative - Healthcare
CynergisTek, Inc
Austin, TX
03.2015 - 12.2015
- Source new sales opportunities through inbound lead follow-up, outbound cold calls, and emails.
- Facilitate closing sales, and achieve monthly and quarterly quotas.
- Expand the database of prospects through social media channels and networking events.
- Arrange regional workshops on HIPAA, compliance, privacy, and security, with an average of 35 clients per workshop.
- Ensure customers are successful with our various solutions, and up-sell/cross-sell products to the existing customer base.
- 122% overall attainment on a $1 million quota.
Inside Sales Representative - Healthcare
Hospital Housekeeping Systems HHS
Austin, TX
04.2012 - 03.2015
- Generated sales opportunities through email, cold calling, and letter campaigns to healthcare C-suite.
- Developed key relationships and built a sales pipeline from scratch for the regional vice president to help drive opportunities.
- Managed all phases of the sales cycle: Lead Gen, Relationship Development, Qualifying, Site Surveys, and Closing Proposals. Managed all data held within Salesforce to keep contacts and contract statuses up to date.
- Conducted onsite hospital visits to measure blueprints and put together proposals for RFPs based on my findings and our cleaning costs.
- Created and deployed multiple marketing programs for the company's eight service lines.
- Assembled all pertinent materials to create competitive bids for RFPs.
Education
Bachelor of Arts - Business Administration
Louisiana State University
Timeline
Senior Partner Sales Manager - SLED
Amazon Web Services (AWS)
01.2024 - Current
Senior Account Manager - SLED
Amazon Web Services (AWS)
07.2020 - 01.2024
Account Manager - Commercial Accounts
VMware Inc.
01.2018 - 07.2020
Business Development Manager
Snow Software, Inc
12.2015 - 01.2018
Inside Sales Representative - Healthcare
CynergisTek, Inc
03.2015 - 12.2015
Inside Sales Representative - Healthcare
Hospital Housekeeping Systems HHS
04.2012 - 03.2015
Bachelor of Arts - Business Administration
Louisiana State University
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