Kelly H. Email & Phone Number

United States

Greater Seattle Area

Next Generation “Build” Ecosystem, ISV, Software and Hybrid Cloud Sales and Business Development Created technology ecosystem for Red Hat Marketplace, first IBM/Red Hat joint initiative after acquisition close. As RHM CRO, grew sales revenue and transactions by over 7x YoY with over $100M TCV (GMS) booked in 2 quarters and brought top customer logos to IBM via introduction of ISV Co-Sell Program.Created organization with top cloud talent to develop programs, processes, and tooling for IBM’s Next Gen Ecosystem with focus on top ISVs.Responsible for IBM’s startup ecosystem.

Greater Seattle Area

Developed and grew the AWS Partner Network (APN) Ecosystem to over 100k Consulting Partners (SIs, MSPs, Solution Providers) and Technology Partners (ISVs, SPs, IoT Device Manufacturers, AI/Machine Learning Partners, Silicon Chip Makers, etc.)Grew partner/ecosystem business to a significant portion of AWS’s overall revenue by doubling the growth rate of partner revenue vs. AWS revenue each consecutive quarter during tenure.Built global teams and led large organization with accountability for delivering strategic channel partner initiatives and APN Programs including: Co-Sell, Competency, MSP, SaaS, and Service Delivery; APN marketing, communications, social media, APN blog and customer reference development; AWS opportunity management and sales engagement strategy; enablement for AWS partners, AWS sellers, and internal APN team members. Media and Analyst Relations spokesperson for AWS’s partner business and responsible for APN evangelism at re:Invent, AWS Summits, and public events.

Seattle, Washington

Established and owned the MSP business development, strategy, methodology, program framework and delivery from non-existent to multi-billion dollar channel for AWS.Developed AWS MSP Program. Innovative approach and ongoing analyst education resulted in Gartner establishing a new Magic Quadrant “Public Cloud Infrastructure Managed Service Providers Worldwide,” recognizing the unique nature of Cloud MSP Next-gen business model. Recruited and developed a key number of MSPs around the world, more than tripling MSP Partner revenue in less than two years. Created positioning, messaging, and go-to-market strategies, web content, whitepapers, case studies and technical documentation in conjunction with AWS partner marketing and solution architects.

Tampa/St. Petersburg, Florida Area

Tampa, Fl

Led teams responsible for the development and lifecycle management of Cisco Specializations, Authorized Technology Provider Programs, and Authorized Partner Programs across all Cisco technologies: TelePresence Video, Collaboration, Data Center, Cloud, Borderless Networks, Security, Mobility, and Route/Switch. Programs were required for Cisco’s reseller channel with over 90% of sales flowing through these critical programs.

Managed Services channel program architect, project lead, policy expert, and technology specialist. Designed and implemented global Channel Program to support and accelerate Cisco partners managed service offers. Created program strategy to accelerate Cisco advanced technology and IP transport managed services.

Member of SBC channel operations and alliance team thru to acquisition of ATT Channels. Served as Alliance Business Manager/ Team Lead for SP Alliance activities focused on the joint development /selling of managed services by both SBC and Cisco sales teams.Provided analytical and business support to senior members of the Service Provider Channel team to evaluate and identify business trends and opportunities in support of key growth initiatives. Developed forecasting models, aligning external market variables that affect Cisco's customer base. Collaborated with market intelligence to apply market sensing, and demonstrated impact to the business.

Offutt Afb, Ne

Airborne Communications Systems Operator/Technician for National Airborne Operations Center (NAOC) in support of the President of the United States, Secretary of Defense, Federal Emergency Management Agency, and the Joint Staff. Operated sophisticated communications equipment aboard the E-4B aircraft. Provided communications support to Air Force One during Presidential Support Missions. Managed Joint Staff communication networks as the network control authority.