Kenny Smith Email & Phone Number

Cypress, Tx, Us

Cambridge, Ma, Us

Leading our technology and cloud partner teams, along with our Pega and Cloud marketplace strategies.

Cambridge, Ma, Us

As the leader of our Cloud Partner team, I manage and enhance Pega's robust partnerships with Cloud Service Providers. We aim to optimize the synergies between Pega and our partners to fuel mutual growth and success through cloud marketplaces and coselling, resulting in annual revenues that put us in the upper echelons of their partner programs. My team and I work with various stakeholders across Pega and our partners to devise and implement innovative Go-to-Market (GTM) strategies. Working hand-in-hand with our field sales teams, we cater to diverse client needs, creating tailored solutions that bring value to their operations. We aim to seamlessly align our clients' cloud strategies with their Pega strategy. This integrative approach accelerates the value realization from both organizations, enriching the client experience.I take immense pride in the double-digit growth we've fostered. We are dedicated to not only driving success but also building resilient, long-lasting relationships between our organizations. Our growth is a testament to the dedication and strategic foresight embedded in our team.

Austin, Texas, Us

With the industry’s #1 Continuous Testing platform, Tricentis is recognized for reinventing software testing for DevOps. Through agile test management and advanced test automation optimized to support 150+ technologies, we provide automated insight into the business risks of your software releases—transforming testing from a roadblock to a catalyst for innovation. The result is accelerated software delivery speed, improved cost efficiency, and reduced business risk.Tricentis is the only vendor to achieve “leader” status in all three top analyst reports (i.e., the “Triple Crown.”) This honor is based on our technical leadership, innovation, and a Global 2000 customer base of 1500+ companies, including global enterprises such as Allianz, ANZ Bank, Cisco, Dolby, Experian, First Data, HSBC, Merck, Office Depot, Samsung, Swiss Re, Starbucks, Telstra, UBS, Vodafone, Whole Foods, and WorldPay. Customers rely on Tricentis to achieve and sustain test automation rates of over 90 percent—increasing risk coverage while accelerating testing to keep pace with Agile and DevOps.Tricentis has a global presence in Austria, Australia, Belgium, Denmark, Germany, India, Netherlands, Singapore, Switzerland, Poland, United States, and the UK.I am responsible for working across organizations to set and execute the partner strategy with strategic partners AWS, Azure, and GCP. Testing across these partners becomes even more critical as clients' pace of releasing new applications increases across the cloud platforms. These partnerships are essential in providing client engagement and support at the point most convenient to them.

San Francisco, Ca, Us

Tasked with rebuilding a world-class channel organization from the ground up. Amazing executive buy-in has allowed us to refocus from reactive/opportunistic relationships to a proactive partner engagement model. We have implemented a very partner-friendly sales model with industry-leading discounts/margins to go with a true sell-with approach. Our GSI, National, and Regional partners are now enabling us to scale to support client demands across North America. Worked with partners like TCS, CBTS, Trace3, as well as directly built and managed the AWS and Azure PartnershipsCovid separation

Westlake, Oh, Us

Manage a team of Channel Sales leaders covering all channel business across North and South America. Set channel strategy for Global SI’s (Cognizant, Tech Mahindra, Wipro, TCS) and national/regional boutiques around GTM messaging and collaborating with Sales, Marketing, and Product to execute the vision. Define how we collaborate with partner solutions to expand our corporate capabilities, and how to leverage Cloud partners (AWS, GCP, Azure) to new markets and functionality. My team is responsible for $6M Net new ARR growth through partner-driven revenue, with overall revenues exceeding $25M ARR annually • 2018 Sales Club

Austin, Tx, Us

Strategic Channel Executive aligned to one of our key growth partners (Dell) to define and execute a channel strategy from the ground up. Responsible for education, enablement, lead generation, pipeline management, as well as closing close ~$1.2M ARR in software ($5M in services) in the first 16 months. Also spent time in the partner recruitment organization, defining GTM plans with partners to realize the benefits of expanding their partner portfolio.• 2013, 2014 Sales Club

Austin, Texas, Us

A channel program built from the ground floor to include Global SI’s (Accenture, Cognizant, BearingPoint, HCL) plus countless Regional SI’s and OEM partners. Responsible for setting overall execution of the Channel Strategy and aligning key partners to corporate initiatives. . Overall responsibility was enabling Business partners in building a sustainable sales practice around our BPM product line. A true sales hunting/management role with a “sell with me” vs. “sell-through” approach. After IBM acquisition, managed the IBM BPM partner portfolio for the US, which saw revenues exceeding $30M, a 35% growth YoY.• Sales Club 2009, 2010

Hunt and develop Pervasive customer base as well as go to market partners. Established an account base capable of driving $500,000 in revenue within first 6 months. Create business relationship with regional and national system integrators, including EDS, CSC, Astadia, etc. to drive product sales. Manage C-level contacts throughout new and existing customer base.Accomplishments:• Grew revenue targets 120% in first year• Successfully signed and managed two national partners to leverage Pervasive software as the “integration software of choice”• Built up network of regional system integrators to leverage Pervasive’s offerings in their customer base.

Houston, Texas, Us

Manage and grow through product sales, a geographical territory of over 1200 accounts for BMC’s Enterprise Systems Management product lines. Sell the value of cost savings and increases in efficiency that automating/monitoring IT environments brings to Fortune 100-1000 companies. Leverage and grow relationships with Accenture, Bearingpoint, Dell, and other channel partners to expand customer base, as well as total revenue. Accomplishments:• Part of a specialized sales team that brought BMC’s latest systems monitoring tool to market. Exceeded set expectations by over 300%, rewarded with additional responsibilities in product sales • Increased installed customer base 120% in the first year • Created successful campaign through direct and channel partners around Enterprise Application Management that resulted in over $500,000 in net new revenue to BMC• Annual revenue generation of $1 million