Kathleen Short Email & Phone Number

San Jose, Ca

Komodo Cloud is a provider of IT transition and transformation services. Born in the cloud, Komodo enables its enterprise clients to set up cloud assets, provides subscription-based compute and storage services, and provides IT business processing and subscription-based software solutions. As the Partner Development Manager my responsibilities include developing:• The overall Partner Strategy to provide an indirect revenue stream• Relationships with strategic partners; VARs, MSPs and System Integrators, to help grow the company’s revenue through resell, co-sell/co-marketing and subcontractor relationships.• Contracts and compensation models for each partner type • Enablement tools to help train partners to sell Komodo’s cloud-based solutions including IaaS, Backup-as-a-Service, Analytics-as-Service to name a few.• Sales and Marketing plans with strategic partner

Develop business and sales models around open source software offerings, strategic alliances and channel partnerships. Develop and manage customer proposals, SOWs, pricing, etc. and close sales. Manage existing alliances and channel relationships (includes Oracle, Dell, others). Ongoing research for complimentary solutions to add to the Truman Technology offerings in the area of digital storage, preservation archives and repository technologies.

Sf Bay Area/National

Developed, with the client, channel strategies/plans, channel presentations, collateral, partner training, pricing models, etc. for introduction of new products into the channel. Recruited channel partners and assisted with marketing and sales plans. Customers include Arrow Electronics and Mitel Networks.

San Jose

Developed new revenue streams for MOCA (The Sun Microsystems distribution division of Arrow). This included helping Sun Microsystems develop their channel ISV program, and bringing it to market through Arrow partners. Team lead for launching new product lines across multiple Arrow divisions (HP, IBM & Sun divisions) including BEA, CA and other software products. Developed training, recruitment, marketing & sales plans for each new product line. Researched, developed, and launched MOCA's professional services program for our reseller partners to utilize resulting in increased sales for both our partners and Arrow.

Overall account management for Silicon Valley territory. Grew territory from $50M to over $300M. In charge of recruiting new partners, including resellers, OEMs and ISVs, as well as growing revenue with existing partners. Recruited the largest Sun VAR to MOCA from our competition. Worked with vendors, including Sun, LSI, Symantec, CA, and others to help promote their products to our partners and grow vendor's product sales through them.

Held various positions while at IBM including Software Engineer, Systems Engineer, Channel Sales Rep and Strategic Alliance Manager.

B.S, Computer Science

Activities and Societies: Minor - Business

Mba Level Courses, Computer And Information Sciences And Support Services

(Emphasis in Artificial Intelligence and Database Technology).