Kd D. Email & Phone Number

Raleigh, North Carolina, Us

insightsoftware is a global provider of reporting, analytics, and performance management solutions, empowering organizations to unlock business data and evolve how finance and data teams operate.

Tualatin, Oregon, Us

Business process management and automation company that helps organizations optimize and transform their processes to improve operational efficiency, compliance, and customer experience. iGrafx serves industries with critical workflows like finance, healthcare, and manufacturing, retail, and supply chain. iGrafx's platform supports process modeling, analysis, and digital transformation initiatives, allowing companies to manage risk, streamline operations, and drive continuous improvement across their business.

• Recruited to galvanize disenfranchised sales team by giving consistent sales methodologies, recruitment and account management processes, and upleveling the team• Implemented MEDPICC across the team resulting in immediate improvement in forecast fidelity• Created a Sales Playbook with a step-by-step process for every stage in the sales cycle resulting in better qualified opportunities with shorter sales cycles• Initiated a Sales rigor around consistent training and coaching to ensure all sales members are optimized, credible, and aligned with new methodology, while also improving employee morale and personal career equity• Secured $2M multiyear deal with Arrow resulting in new clients and improved partner sourced revenue• Re-prioritized partners based on their current go to market strategies and alignment with Oracle generating a $34M rise in partner sourced pipeline in 12 months.Strategic Partners: NTT Security, SecureWorks, SHI, Insight Enterprises, WWT, Accenture, EY, Deloitte, OneTrust, RSA Security, Archer,

• Hired to create market credibility by recruiting GSIs and Large Solutions Partners, and establish revenue stream• Recruited and signed HP, Accenture, and Dell to create market disruption and establish ThoughtSpot as dominant player in Analytics• Aligned with CRO to create partner strategy to support CEO and CRO vision of market and account coverage• Achieved $1.6M in partner sourced revenue and 17 new logos expanding vertical validity and customer attainment in first full fiscal year (FY18)• Produced 145 net new partner sourced leads, $4M+ in partner sourced pipeline, and 36 new logo prospects through Partner driven marketing campaignsStrategic Partners: Catapult Systems, BIS, Thorogood, Agile IT, WPC, Data Meaning, Pyramind Analytics, Accenture, HP, Dell

San Francisco, Ca, Us

• Hired to rebuild a Channel Strategy to increase partner revenue, accountability, and improve customer satisfaction and customer retention• Streamlined Channel Ecosystem from 500 partners to 220 partners by implementing a new Channel initiative around partner sourced leads, revenue, business growth, and customer retention• Implemented a Partner Focused MEDPICC process to improve and create consistency in methodology by eliminating the non-producing and prioritizing committed partners.• Increased Partner Sourced revenue 30% ($18M) in FY15, 34% ($24M) in FY16, and 42% ($34M) in FY17• Created a Channel Culture by creating an annual Global Partner Summit, Business Plans, PRM, Partner Scorecards, Enablement and Training University, Partner QBRs, Customer Retention plans, and Partner Advisory BoardsHighlights are:• Increased Partner Sourced revenue by 30% in FY15 ($18M) and by 34% in FY16 ($24M).• Established inaugural customer retention program for partners, achieving a 94% customer retention rate.• Devised a holistic Partner Margin strategy based on business growth, new revenue, and retention metrics.

Santa Clara, California, Us

I developed Mid-Market strategy as Ground Zero Agent. Conducted interviews and collaborated with customer-facing departments to craft Program and Partner Strategy.Highlights are:• Achieved 108% of set targets, boosting revenue from $0 to $32M within three years.• Expanded team from 0 to 14 members in the same period.Additional ExperienceSenior Channel Sales, North America, Bea Systems (Oracle, Inc. acquired), San Jose, CASenior Channel Sales, North America, Mercury Interactive, (HP, Inc acquired), Sunnyvale, CA

Bs, Psychology

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