Kirk Jones Email & Phone Number

Redondo Beach, Ca, Us

Consulting services for direct sales and partner enablement applying a process I helped to create called Accelerate. This process is designed to optimize and transform sales teams through key best practices, technology, coaching, and performance modeling. I work with sales, marketing, and customer success leadership to ensure the optimal delivery of the key sales messages, content, and training to outperform key sales metrics and OKRs.Accelerate sales through superior enablement, support, and OKRs that truly work to accelerate your growth and obtain alignment from top to bottom in your organization.Find and fix the stumbling blocks, blind spots, and failure points in your sales organization to accelerate your revenue growth.

Lehi, Utah, Us

I am responsible for building and managing the Global Channel for the Emerging Markets division of Digicert the premier provider of identity, authentication, and encryption security. All recruitment, enablement, training, and revenue. This includes Global Channel marketing, business development, and strategy for emerging technologies.DigiCert is the world’s premier high-assurance digital certificate provider and manager. We simplify SSL/TLS and PKI, and provide identity, authentication, and encryption solutions for the web and the Internet of Things (IoT).Securing the World’s Top BrandsWe serve thousands of organizations across the globe, spanning various industries such as technology, industrial, and healthcare, including the majority of the Fortune 100.

In this position, I am responsible for the development of sales strategy, design, and delivery of training programs, processes, and tools to support sales team goals and objectives for top technology clients that includes Cisco, hp, and Avnet. This includes the development, implementation and management of the sales methodology, sales playbooks, demo skills, overall sales team onboarding process, and continuous training to refine and maximize sales team potential. I develop sales enablement strategies and roadmaps by partnering with sales leadership to define sales playbooks, critical skills and competencies, career development paths, incentive plans, and critical processes for success.I create and implement cutting-edge sales techniques and processes to onboard and scale end-to-end enablement and training programs designed to take teams to the next level.I also consult on and leverage technology to measure performance and drive improvement; e.g. CRMs, SalesHood, MindTickle.Results include: Faster time to revenue, accelerated revenue, reduced turn over, higher quality pipeline, and a higher percentage of closes on critical deals.

Waltham, Ma, Us

Brainshark Sales Accelerator is an end to end, sales enablement platform that covers three areas of sales productivity: Training, Coaching, and -Engagement. Left due to company restructuring and a refocus on Brainshark’s traditional business and product lines.I am a passionate customer success advocate, dedicated to delivering a world-class experience to customers. Zealous about high-quality work and generating significant customer value. At Brainshark, I was a consultative, trusted advisor, delivering strategic, value-based planning and programs to executives and key stakeholders. I took ownership and develop strategic partnerships with customers through program vision, defining and tracking value, and a clear roadmap to customer defined success.As an Strategic Account Solution Director, I managed executive level relationships, drove change management, technology adoption, customer success best practices, and process optimization. My role as Solution Director was designed as a strategic customer success role reporting to the Chief of Customer Care to help launch their new Sales Accelerator product line. In this role, I helped to lead, develop and implement a process designed to guarantee adoption, deliver executive stakeholder involvement, and to maximize the value of technology investments. This resulted in renewals, expansion of our technology footprint, cross sales, upsells, and expansion opportunities. I delivered over $1,000,000 in expansion business and a 90% renewal rate for 2016  Developed and implemented the stakeholder engagement process Developed and implemented the launch and adoption success framework Developed and implemented the account management cross-sell/expansion sales strategy Managed executive level relationships and value matrix processes Accounts included: NVIDIA, Beckman Coulter, Talend, Gusto, Facebook, Apple, HP, Am Honda, and Visioncare.

Virdata was a startup within Technicolor that was an IoT and Big Data platform. Once Technicolor acquired Cisco’s set top box technology, exited Virdata, as they discontinued operations with the restructuring of Technicolor’s Connected Homes division.  Drove initial pilot sales and developed market positioning and sales strategies for the US. Developed and implemented a direct pipeline campaign resulting in 400% increase in pipeline. Recruited strategic data science groups and SIs to implement analytics applications. Developed and implemented the customer success program for the US. Accounts included: UEI, Apple, HP, Am Honda, Toyota, and Hyundai.

Exited when Dimension Data purchased Nexus IS and dissolved the Cloud Practice Group Developed, implemented, and managed Cloud Services strategy, sales, operations, marketing, and field sales enablement for IaaS, SaaS, Cloud managed service and customer success programs. Efforts that resulted in $3,000,000.00 in service contracts in healthcare, retail, and .gov accounts. Products included Amazon AWS, Microsoft Azure, Sungard Cloud, Cisco Cloud UCS, Box, and Mobile Iron.  Built the Cloud IaaS, SaaS, and Cloud customer success practice from the ground up. Built a $10,000.000 pipeline and booked over $3,000,000 in service contracts. Managed Cloud Sales, vendor relationships, sales operations, sales training, and support. Acted as an overlay sales specialist, managing all Cloud presentations, pipeline, customer success and sales. Built a go to market plan to drive $100,000,000 in recurring revenue in five years.

Beyondtrust delivers security software for monitoring activity and identity management. Developed and implemented strategic business plans and sales enablement programs designed to increase operational efficiency, elevate partnerships, and drive a broader range of revenue from strategic Cloud relationships. Exited after the merger with eEye.  Managed Cloud Sales and Strategic Alliances and for Cloud partnerships. Developed strategic alliances and co-marketing/co-selling partnerships with the IBM Cloud group, VMware, eEye, Kaspersky, Amazon AWS, and HP that resulted in over $9,000,000 in new sales. Helped to manage the merger of Beyondtrust with eEye. Managed a team of six.

Sarasota, Florida, Us

Evolv Media is the next generation Internet Advertising and Marketing platform. It supports the evolution of both online and traditional marketing and turns the Internet of Things into the Internet of Immediate Experience while creating a symbiotic relationship between vendors and consumers.

Las Vegas, Nevada, Us

Software and Cloud services for Project & Building management, Cleantech and Environmental Sustainability advancement. Managed the development, roll out, and sales/marketing enablement of the Tririga Cloud for development, hosted services, and environmental sustainability management. Managed key partnerships (Deloitte, Clean Tech consultants, IWSM consultants) resulting in over $40,000,000 in new sales and the purchase by IBM. Developed the inside sales group. Redeveloped the partner program around Clean Tech and Environmental Sustainability partnerships. Accounts included: Disney, Warner Bros. Studios, Fox Studios, The Irvine Company, Scripps Health, Sharps Health, and Molina Healthcare. Managed a team of eight.

Us

Web services (Portal) infrastructure and content management sales to accounts that included Disney, Warner Bros Studios, Fox, Dole, Nestle, Activision, LA Times, Fremont Insurance, Mercury Insurance, JPL, USC, and UCLA.  Generated $7,000,000 in revenue through our VAR channel. Rebuilt the Plumtree partner program to focus on VARs and consultants that specialized in web services projects. Moved to direct sales with the Bea acquisition and closed million dollar sales with Johnson Metals, Reliant, and Mercury Insurance.

Redmond, Washington, Us

Developed and implemented the enterprise sales and partner strategies for the Live Meeting group around top Microsoft partners and key enterprise accounts.  Built and managed the partnerships with Intercall, Verizon and AT&T in California that resulted in contracts totaling $19,000,000 In recurring revenue. Contracts included: Disney, Amgen, Toyota, Mazda, Sharp Health, and Scripps Health.