Kory M. Futa
Fishers,IN
Summary
A high-energy, competitive sales professional and leader with a winning attitude, a leadership mentality, a strong work ethic, and a track record of success. A dynamic Go-to-market strategist, relationship-building sales professional, and result-driven leader, with over 20 years of success, leading, and helping accelerate workforce transformation and mission-critical business priorities .
Will bring a strong desire to solve problems, accelerate business outcomes, and create a competitive advantage for clients. Thriving in strategic thinking and leadership roles, that help the customer, the team and the organization succeed, is a passion. Eager to be part of a growing, energetic company with strong leadership, a winning culture, and the ability for career advancement.
Traveled a professional career, from the grassroots of business development, calling from a phone book, to supporting and growing firm's largest accounts, acquiring new clients, consulting and closing million-dollar deals, and leading a sales team, mentoring top performers of the future.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Director of Strategic Accounts
Fast Lane Education and Professional Services
04.2024 - Current
- Responsible for the federal and strategic teams, driving talent transformation at scale while exceeding the previous year's revenue, sitting at 107%, YOY, and selling months remaining
- Responsible for $8.5M in sales, annually
- Drove team pipeline to over $7M, with a 40% increase in just 6 months
- Executive Leadership Team
- Involved in financial decisions, operations, business planning, and collaborating with product and technology teams
- Utilize technology and creating strategies to propel business growth, customer acquisition, and efficiency – ex
- CRM, Apollo, Dripify, Navigator, CoPilot and more
- Creating and extending Channel relationships, increasing revenue by over 100% in 6 months
- Conducted regular reviews of competitor activity to stay informed of emerging trends and adjust strategies accordingly.
Sr Principal Client Director - Intelligence Cloud
Korn Ferry
11.2022 - 11.2023
- Company Overview: This SaaS solution leverages Microsoft teams, delivering organizational clarity, on-demand talent development, and a high-performing culture to global organizations
- Responsible for two verticals for enterprise/global accounts - Industrial and Life Sciences - two of Korn Ferry’s largest markets
- Drove pipeline to over $4M, from the ground, within first 9 months, with a new solution in market for Korn Ferry Digital with effective account planning
- Thought Leader and part of Tiger Team in business planning for product iteration, collaborating with product and technology teams on innovation, value, and impact to new Korn Ferry solution
- Generated multiple outreach cadence, accelerating discovery calls and business development for the team - achieving over 60% open rate
- Work with global account leaders, advisory account leads and our search partners to leverage all C-level relationships – driving new pipelines in many marquee accounts
- Being a visionary and strategist with market Presidents, driving digital business within existing and net new logos, while account planning from the top, down
- Utilize technology to propel business growth, customer acquisition, and efficiency – ex
- Salesforce, ZoomInfo, Outreach, Navigator, ChatGPT and more
- This SaaS solution leverages Microsoft teams, delivering organizational clarity, on-demand talent development, and a high-performing culture to global organizations
Global Client Sales Director
Skillsoft
07.2021 - 11.2022
- Responsible for annual sales of over $7M within enterprise/global accounts
- Chartered to uncover, solve, and manage all 3 business pillars - Tech and Dev, Compliance, and Business Skills
- Creating Solutions with intersections between Power Skills and Technology skills to accelerate workforce transformation and talent mobility
- Generated and scaled over 1300 learners and 500 certifications inside of the Security Practice of Accenture within 12 months – #Becertified Program - focusing on leading Certifications from ISC2, ISACA, CompTIA and EC-council
- Jointly mapped solutions around certifications with Microsoft Learning for an Avanade-specific academy, generating $250K in additional revenue per academy, and a $1M Program in Security, IoT, Biz Apps, and more
- Utilize technology to propel business growth, customer acquisition, and efficiency – ex
- Data Analytics, Navigator, Salesforce, Power BI, and more
- Delivering a holistic SaaS-based solution, and growing adoption rates of over 110% inside of key accounts
- Created Customer Success Plans and grew the renewable business with Arthur J Gallagher, Ascension Health, and Walgreens Boot Alliance by over 20% YOY
- Lead a virtual account team to renew, grow, acquire, and collaborate to create positive business outcomes, align closer to technology partner's services, and create certifications for technology adoption and customer revenue growth
Global Account Manager
Global Knowledge
01.2014 - 07.2021
- Company Overview: I supported, grew, and acquired Global Accounts to drive a broad array of hands-on IT, project management, and professional skills training featuring proprietary, core, and custom, curricula as well as content from leading partners, including Amazon Web Services, Google, Salesforce, IBM, Cisco, Microsoft, and Red Hat
- Consistently over $3M in training solution sales annually
- Generated over $6M in global sales in the largest year (FY17), with YOY growth inside Accenture of over 100%
- While working with IBM, developed a global program to drive over $1M in learning as Global Knowledge became an IBM Learning Partner
- Partnered with APAC authorized partners in all technologies, to fill gaps and drive overall certification targets inside Accenture, Lumen Technologies, and other targeted accounts
- Created Global Program with Accenture and AWS team, to deliver and certify over 1500 learners for 4 consecutive years, generating $2M annually
- Collaborating with VMware to influence and create urgency for VMware certification within the GSI community, generating cohesion with certification adoptions
- Worked with and through the Red Hat Alliance team in support of the Lumen Technology Openstack initiative to drive a $300K annual investment in Red Hat Technology
- Achieved revenue growth within Accenture by over 30% YOY for 6 consecutive years
- Managed the CPE (Customer Premise Equipment) program inside of CenturyLink and delivered $1M in Cisco, Juniper, Avaya, and VMware training – with the end goal of certification
- Driving adoption and revenue for CenturyLink
- Identified, engaged, and formulated new Alliance partner discussions and solutions in emerging technology spaces – UiPath, BluePrism, and Containerization Technologies
- Established a SaaS partnership with Skillsoft to tackle Data Science deficiencies in the market and for the organization
- I supported, grew, and acquired Global Accounts to drive a broad array of hands-on IT, project management, and professional skills training featuring proprietary, core, and custom, curricula as well as content from leading partners, including Amazon Web Services, Google, Salesforce, IBM, Cisco, Microsoft, and Red Hat
National Account Manager
Global Knowledge
05.2006 - 01.2014
- Worked together with Cisco and Microsoft account teams to map technologies and certification targets for AT&T
- Grew Accenture as a $65K account, within 24 months, was over $1M with close alignment with the AWS and Microsoft teams
- Managed Blue Cross and Blue Shield of NC and grew by over 50% within 12 months
- Created efficiencies within the ITIL certification process to ensure completion, engagement, and certification for the success of the initiative
- Quarterly meetings with Technology Partner Account Teams – Cisco, Microsoft, and AWS – to ensure our solutions are aligned with the growing technology stack and services
- Work within teams to make sure the right people and solutions are being delivered with quality, on time, and above and beyond expectations
Senior Account Executive
New Horizons CLC of Chicago
08.2002 - 05.2006
- I supported multiple accounts, regionally and nationally
- Focused on customer acquisition, new logos, working with enterprise organizations and technology partner teams to provide comprehensive, blended enterprise learning solutions
- Developed a balanced portfolio of business and contact relationships from the ground up, including regional relationships with Microsoft
- Ranked in top 10% of all Sales Executives and #2 ranking in the second year as AE
- Increased sales revenues in account territory with over 200% growth in sales after the first year in the industry
- Promoted—to Senior Account Executive in my second year with the company
Education
Bachelor of Arts - Communication
Purdue University
West Lafayette, IN05.2002
Some College (No Degree) - General Studies
Holy Cross College
South Bend, INSkills
- Growth & Acquisition Sales
- Sales Leadership
- Pipeline Management & Growth
- Lead Generation & GTM Strategy
- SaaS Solution Selling
- Enterprise/Global Accounts
- Workforce Transformation
- Technology Partner Relationship
- Consultative Sales Approach
- Negotiating Complex Deals
- Channel Partner Engagement
- Customer Renewals
- Sales Strategy Development
- Data-Driven Decision-Making
- Rapport and Relationship Building
- Business Development and Planning
- Solution Selling
- Sales Strategy
- Revenue Growth
- Strategic Account Development
Volunteer Experience
- Kids’ Voice of Indiana, Indianapolis, IN, 01/01/17, Present, Board Member, Board Development Chair, Guardian Ad Litem (GAL), Attend monthly board meetings with other Executives., Raise Awareness and Funds through partnering with the Indianapolis Colts., Participate in training, research, and donations to help endangered children.
- Our Lady of Grace School, Noblesville, IN, 01/01/22, Present, School Advisory Council Member, The School Advisory Committee meets to help advance our School in 4 focal areas: Mission and Catholic Identity, Academic Excellence, Operational Vitality, Governance and Leadership.
Areas Of Interest
- Guardian ad Litem (GAL) for Kids (Kids Voice)
- Completed Huthwaite’s SPIN Selling course
- Microsoft Official Sales Professional
- Cisco Sales Essential (CSE Certification)
- AWS Cloud Practitioner Certification (09/01/21)
- MEDDPICC Sales Training (2021-2022)
- SPIN Selling (09/01/23)
- Strategic Selling with Perspective (Miller-Heiman – completed 2023)
Certification
- Spin Selling Skills Certification – Huthwaite International.
- Strategic Selling® and Conceptual Selling® – Miller Heiman Group.
- AWS Cloud Practitioner - AWS (Sept 2021)
- Cisco Sales Essentials (Cisco CSE Cert)
- MEDDPICC Sales Training (Jan 2022)
- Microsoft Official Sales Professional
- Guardian ad Litem (GAL)
Timeline
Director of Strategic Accounts
Fast Lane Education and Professional Services
04.2024 - Current
Sr Principal Client Director - Intelligence Cloud
Korn Ferry
11.2022 - 11.2023
Global Client Sales Director
Skillsoft
07.2021 - 11.2022
Global Account Manager
Global Knowledge
01.2014 - 07.2021
National Account Manager
Global Knowledge
05.2006 - 01.2014
Senior Account Executive
New Horizons CLC of Chicago
08.2002 - 05.2006
- Spin Selling Skills Certification – Huthwaite International.
- Strategic Selling® and Conceptual Selling® – Miller Heiman Group.
- AWS Cloud Practitioner - AWS (Sept 2021)
- Cisco Sales Essentials (Cisco CSE Cert)
- MEDDPICC Sales Training (Jan 2022)
- Microsoft Official Sales Professional
- Guardian ad Litem (GAL)
Bachelor of Arts - Communication
Purdue University
Some College (No Degree) - General Studies
Holy Cross College
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