Dilip Kikla Email & Phone Number

Chicago, Il, Us

Chicago, Illinois, United States

Developed global go-to-market strategies and campaigns, expanding through regional teams. Led industry-specific, use-case based, field enablement efforts to position Redshift in both new and migration opportunities. Kept up with market trends and competition, while driving the development of new product features to streamline database migrations and ensure smooth integration between AWS services. Built trust with account teams and customers by addressing their business and technical challenges through sales accelerator programs and integrated AWS solutions. • Achieved 60% year-over-year growth in AWS data warehouse modernization revenue by migrating on-premises and multi-cloud data warehouses and analytics workloads. Utilized Apache Iceberg open table format, AI/ML, and modern data lakehouse architecture. The sales strategy focused on migrating from major databases such as GCP BigQuery, Teradata, Oracle, Exadata, Snowflake, and Databricks to AWS services like Redshift and other AWS database and analytics offerings. • Created a $100M+ pipeline by driving customer use-case based AWS database and predictive analytics sales motion, near real-time transactional analytics. This sales motion leveraged Redshift features such as zero-ETL, federated query, streaming ingestion, auto-copy, and data lake querying, along with services like Amazon DynamoDB, Amazon RDS, Amazon Aurora, S3, Amazon Kinesis, AWS Data Exchange, and Database Migration Service. • Developed customer facing assets and targeted $1M+ opportunities by collaborating across AWS teams, including product/service, sales, marketing, partner, and ProServe. • Influenced Redshift service team to develop an on-demand autonomic feature, increasing the success rate of proof-of-concept projects. • Presented at AWS and partner events, showcasing customer use cases built with integrated AWS services and partner solutions.

Greater Chicago Area

Led initiatives to drive industry vertical strategies for global market expansion, identifying new market opportunities by capitalizing on emerging trends, high-demand opportunities, and differentiating AWS database and analytics services from the competition. • Created field enablement assets for competitive positioning against Google Cloud Platform (GCP) BigQuery, Microsoft Azure Synapse and Fabric, Snowflake, and Databricks. • Influenced the Redshift and Schema Conversion Tool teams to implement enhancements that streamlined Oracle and Teradata migrations, leading to the completion of multi-year application and database migration projects in less than a year.

Naperville, Il

Delivered sales and technical enablement to sales teams, reseller partners, and customers through structured learning paths, with a focus on building pipeline and advancing opportunities to launch. Collaborated with global channel and direct sales leaders to identify and address skill gaps in their regions, using real-world scenarios and customer challenges to provide targeted guidance on positioning the products' unique features. • Developed innovative strategies for engaging and recruiting the next generation of partners by leveraging social channels, while leading a cross-functional team to drive the effort. • Enhanced competitive advantage and grew the pipeline by creating targeted learning roadmaps focused on EU General Data Protection Regulation (GDPR), Unified Governance, and Enterprise Data Warehouse Offloading use cases. • Ensured the effectiveness of partners and sales teams in requesting and receiving technical sales support by developing and implementing processes, negotiating, and securing consensus from varied and demanding stakeholders.

San Francisco Bay Area

Increased market share and revenue by leading a global team of 30, mentoring cross-industry Global System Integrators (GSI), System Integrators (SI), and Independent Software Vendors (ISV) on Information Management technologies. Collaborated with channel sales, business development, and marketing teams to create a partner pipeline development process through Deal Clinics and industry-driven marketing campaigns. Actively engaged with sales teams on competitive opportunities. • Influenced over $100M in direct wins by engaging in over 1500 cross-industry partner opportunities globally. • Boosted IBM's market mindshare, enhanced partner quality, and met budget targets by training more than 13,000 Business Partner attendees, with over 7,700 earning certifications across 850 sessions. • Generated $100K in revenue by launching the Software Practice Accelerator program across North America, Europe, and the Asia-Pacific region, ensuring global coverage.

San Jose, Ca

Developed a technical plan with partners to deliver best-in-class solutions and drive successful outcomes. Advised teams on industry trends, product positioning, sales strategies, migrations, and additional partnership opportunities across all brands. Led the implementation of integrated enterprise solutions, including POCs, application and database migrations, health checks, SQL tuning, enterprise database and data warehouse design and builds, and provided technical training. • Achieved triple-digit revenue growth compared to the previous year and influenced over $14M in competitive wins by engaging in more than 240 partner and customer opportunities. • Received the IBM Software Group Team Award (STAR) for successfully executing IBM's e-business on-demand strategy through the delivery of the Siebel CRM On-Demand solution for customer relationship management (CRM). • Expanded IBM's market share in the small and medium-sized business (SMB) sector by establishing a strategic partnership with Siebel Systems (Oracle), reclaiming $500M in projected revenue over the first five years. • Set the highest performance benchmark for i2 Transportation Manager Solutions on Db2 UDB, processing over 500K shipments in a single day and supporting 1,000 concurrent users, positioning the solution as a leader in the market. • Secured a $1M Sky Solutions Deep Embed win by seamlessly integrating Db2 into a VMware appliance, overcoming product defects, and demonstrating a strong commitment to a deep, collaborative partnership.