Summary
Overview
Work History
Education
Skills
Features And Publications
Timeline
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RACHEL S. BRADSHAW

Kirkland,WA

Summary

Results-oriented strategic leader with 15+ years of experience driving revenue growth, managing cross-functional teams, and developing innovative products for technology companies. Proven ability to create new roles, identify business opportunities, and negotiate complex agreements. Extensive experience working with global enterprise customers and strategic partners across commercial and public sectors. Adept at managing high priority initiatives, fostering cross-functional partnerships, and driving process improvements.

Skilled in strategic planning, operational execution, and team leadership, with a deep understanding of product development and corporate business strategy across software and hardware technologies. Strong communicator with a history of building relationships across all organizational levels to achieve business goals. Known for adaptability, problem solving, and ensuring seamless project execution in fast paced environments. Demonstrated success in implementing innovative solutions to enhance efficiency and productivity while maintaining high quality standards.

Overview

14
14
years of professional experience

Work History

Channel Strategic Initiatives Manager

Google Cloud
Kirkland, WA
10.2023 - Current
  • Spearheaded the transition of Marketplace Channel Private Offers (MCPO) from pilot to general availability, exceeding goals, and expanding revenue opportunities for resellers.
  • Launched the 3P Reseller Initiative, onboarding a significant number of net-new resellers, and surpassing the initial pilot target.
  • Designed and launched the Marketplace Reseller Credit Program (MRCP) to streamline ISV-reseller transactions, accelerating deal closures, and adoption.
  • Enabled 130%+ to goal MCPO transactions in 2024, working closely with SIs, resellers, and MSPs to execute deals, despite platform limitations.
  • Played a key role in multiple channel pilot programs, aligning with leadership across engineering, product, and GTM teams to remove friction in partner adoption, and enabled field teams on new programs.
  • Engaged at the executive level to unblock a stalled reseller agreement, securing strategic alignment, and advancing Google's presence in KSA.
  • Established weekly GTM and enablement calls, fostering alignment across GTM, Deal Desk, and onboarding teams, ensuring resellers and ISVs had the support needed to scale their Marketplace presence.
  • Proposed or approved modifications to project plans.
  • Resolved customer complaints and issues promptly, maintaining a positive brand image.
  • Analyzed customer feedback data to develop action plans for improving services offered.

Director, Business Development

Microsoft
Redmond, WA
08.2021 - 10.2023
  • Hire, lead, mentor, and nurture a diverse team of product business development managers, all net-new to Microsoft.
  • Orchestrate and negotiate complex, high-value agreements with global partners for GTM, IP, technology, and business terms.
  • Foster cross-functional collaboration with various teams to establish deal terms, and align partner interests with business needs.
  • Cultivate a customer-centric culture, and leverage that culture to drive innovation, strategic thinking, and initiatives.
  • Establish frameworks for identifying potential companies to drive revenue, innovation, and growth.
  • Shape the product roadmap, prioritization, and decision-making through data-driven insights and customer feedback on hardware and software needs.
  • First in the role to lead a combined industry team of Manufacturing and Mobility with net-new business strategy, BD team, product roadmap, partnerships, and internal company relationships.
  • Navigated five major product strategy pivots in partner discussions over the course of an 18-month period, without losing any partners, and managed to get ten partners engaged in contracts with a two-month deadline.
  • Assisted in saving a deal with a multinational automotive company, estimated to generate $500M in the next three years.
  • Conducted risk assessments for potential business ventures or strategies.
  • Maintained open and ongoing communication with clients to meet needs and expectations.
  • Optimized operational processes to improve efficiency and effectiveness in business development activities.
  • Analyzed market trends to identify new business opportunities.
  • Provided leadership, guidance, motivation, and training to staff members as needed.
  • Spearheaded market research initiatives to identify new business opportunities and areas for expansion.
  • Managed the sales pipeline and forecasted sales targets to ensure business objectives were met.
  • Established key performance metrics to measure effectiveness of marketing campaigns.
  • Led cross-functional teams to drive project completion and ensure alignment with strategic goals.
  • Developed short-term and long-term vision and strategy to achieve targeted sales objectives.
  • Conducted research on industry trends, competitive landscapes, and customer needs.
  • Supported sales team members to drive growth and development.
  • Established ambitious goals for employees to promote achievement and surpass business targets.

Various Positions

Amazon Web Services
Seattle, WA
01.2017 - 08.2021
  • Principal WW IoT GTM Specialist, Technical Business Development (promoted), November 2018 - August 2021.
  • IoT GTM Industry Lead for Agriculture and Construction.
  • Craft and execute comprehensive GTM strategies for IoT, from physical edge (devices/hardware) to the cloud.
  • Strategize with enterprise customers and global partners to devise solutions for complex IoT business challenges.
  • Deliver data-driven, strategic industry guidance to the AWS sales field and to customers.
  • Collaborate with cross-functional teams to produce industry-specific content, sales plays, and marketing materials.
  • Identify IoT service gaps, and advocate for resolutions within product and engineering teams.
  • First in the role of IoT Technical Business Development Lead for Agriculture and Construction, driving net-new strategies, programs, partnerships, and product feedback.
  • Tripled IoT revenue in the agriculture sector and doubled revenue in construction in 2020.
  • Achieved AWS Speaker Certification.
  • AWS Marketplace Global Lead, Channel Programs, Technical Business Development (promoted), January 2017 - November 2018.
  • Hire, lead, mentor, and nurture a diverse team of Partner Program and Enablement Managers.
  • Develop and execute the Partner Programs GTM strategy.
  • Promote partner features and programs to partners to boost adoption.
  • Collaborate and develop all partner activities with product and engineering teams, including product strategy, partner/user needs, pricing, and business model for features, product development milestones, and launch activities.
  • Manage strategic direction for partner programs and enablement, and the partner roadmap.
  • Reviewed employment applications, candidate backgrounds, skills, compensation needs and other qualifications.
  • Assisted with the onboarding process for new hires.

Various Positions

Automic Software, Inc. (now Broadcom, Inc.)
Bellevue, WA
11.2013 - 01.2017
  • Account Manager, May 2016 - December 2016.
  • Deliver DevOps and Business Process Automation solutions as an Automation Strategist.
  • Manage sales opportunities from creation to close, and develop greenfield accounts.
  • Navigate complex negotiations with executive-level stakeholders.
  • Sr
  • Manager, WW Sales Enablement and Strategy, September 2015 - May 2016.
  • Hire, lead, mentor, and nurture a diverse team of Sales Enablement Managers.
  • Establish a global sales GTM strategy for products and services.
  • Onboard, train, and empower 200+ Sales Account Managers and Solution Architects.
  • Develop software value propositions, sales plays, battle cards, and playbooks.
  • Implement best practices to foster and manage opportunities, including mapping the customer buying process to the sales process.
  • Assist Sales Account Managers in closing deals with enterprise, midsize, and small customers.
  • Engage with global stakeholders, including the C-suite and Sales Leadership, to develop sales initiatives.
  • First in role, developing and successfully implementing net-new team strategies, curriculum, training modules, assessments, and sales enablement programs and materials.
  • Hired, led, coached, and developed a net-new, high-caliber team.
  • Director, Contract Management (and Strategic Alliances Special Projects), November 2013 – September 2015.
  • Hire, lead, mentor, and nurture a diverse team of contract administrators.
  • Responsible for all contracts in North America, South America, Australia, and the United Kingdom.
  • Negotiate all contracts, including license and services agreements, strategic partner agreements, and vendor agreements.
  • Partner with Sales Leadership and teams to navigate and close deals with customers of all sizes.
  • Track sales deals from inception to completion, ensuring seamless fulfillment to customers.
  • Assist in leading cultural change and the integration of an acquired business.
  • Support the due diligence process during mergers and acquisitions.

Paralegal

Microsoft
Redmond, WA
12.2012 - 11.2013
  • Deliver front-line legal counsel and support for various issues relating to the development of client applications and services.
  • Analyze legal and business matters, providing proactive and practical advice to develop creative solutions.
  • Review and draft end-user license agreements for client applications and services.
  • Engage with clients on initiatives to enhance the customer and partner experiences.

Sr. Contracts Manager

Automic Software, Inc. (now Broadcom, Inc.)
Bellevue, WA
09.2010 - 11.2012
  • Hire, lead, mentored, and nurtured a diverse team of contract administrators.
  • Manage all contracting arrangements for the U.S.
  • Entity (including global customers) and the Latin American entity.
  • Lead complex contract negotiations with customers and partners in an array of industries, within the commercial and public sectors.
  • First in role, establishing and successfully implementing net new processes, procedures, and best practices.
  • Primary negotiator for all business and legal terms, with no inside legal counsel on staff (outsourced as needed); responsible for hundreds of contracts, addendums, and sales orders per year.
  • Hired, led, coached, and developed a net-new, high-caliber team.
  • Monitored contractual obligations to ensure timely completion of tasks.
  • Negotiated, renegotiated and administered contracts with suppliers and vendors.

Education

Bachelor of Science - Law and Justice

University of Central Washington
WA

Skills

  • Negotiation
  • Documentation and reporting
  • Coaching and mentoring
  • Business development
  • Complex Problem-solving
  • Verbal and written communication
  • Partnership development
  • Innovation management
  • Change management
  • Relationship building
  • Policy and procedure development
  • Cross-functional team management
  • Competitor research
  • Decision-making
  • Business planning
  • Vendor management
  • Strategic planning
  • Contract management
  • Customer relationship management (CRM)
  • Data analysis
  • Recruiting and interviewing
  • Clear communication

Features And Publications

  • Dairy Farmers of New Zealand (pg41)
  • Understanding the cost of production in agriculture: How Perennia leverages AWS IoT
  • Creating the Connected Farm using sensor and vision data
  • Busting Myths and Overcoming Fears of Moving AEC Files to the Cloud
  • Agritech New Zealand, Webinar: Connecting Agriculture Devices and Equipment, Rural & Remote Connectivity, Edge
  • Cloud Concepts in Agriculture
  • AWS, Twitch Series, All In the Field Episodes: Episode 1, Episode 2, Episode 3, Episode 4, Episode 5, Episode 6

Timeline

Channel Strategic Initiatives Manager

Google Cloud
10.2023 - Current

Director, Business Development

Microsoft
08.2021 - 10.2023

Various Positions

Amazon Web Services
01.2017 - 08.2021

Various Positions

Automic Software, Inc. (now Broadcom, Inc.)
11.2013 - 01.2017

Paralegal

Microsoft
12.2012 - 11.2013

Sr. Contracts Manager

Automic Software, Inc. (now Broadcom, Inc.)
09.2010 - 11.2012

Bachelor of Science - Law and Justice

University of Central Washington

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RACHEL S. BRADSHAW