Peter Kerr Email & Phone Number

California, United States

Mountain View, California, Us

➤ $150M+ P&L for the company | Strategic Partnerships & Alliances➤ Built Co-Sell ACE Connector Integration to deliver self-service for AEs (saving hours and 10 head-count)➤ Brought ThroughtSpot from Co-Selling 100 to Co-Selling 3,000+ opportunities in the first six months. ➤ Build a Co-Sell process to gain true net-new and expansion opportunities from AWS AEs (this is a very rare accomplishment with AWS)➤ ReBuilt AWS Relationship to be a source of Strategic value. From "we are leaving AWS" to "we are all in," as said by the CEO, all in 5 months. Aligned the AWS Account and PDM teams to support our business, including significant personal changes. ➤ Drove EDP creation to deliver Op-Ex savings. ➤ Drove SCA (Strategic Collaboration Agreement) with AWS to support our growth. From Startup - ISV --> Emerging ISV --> Enterprise ISV in 4 months. ➤ Key partners: Amazon - AWS, Snowflake, which today represent 90% of ThoughtSpot business➤ Restructured Azure MACC from $8M to $2.5MGrowth Metrics: ACE Registrations: 2,500% Y/Y (25x)ACE Wins 1,100%Y/Y (11x)

Milpitas, California, Us

➤ Team Leadership & Supervision | Multi-Million Dollar P&L | Cloud Product Strategy➤ Co-Sell Process & Relationships | Go-to-market (GTM) Strategies | Strategic Partner Initiatives➣ Planned, executed and led global cloud partnerships with Azure, AWS, Google, IBM Cloud, and Oracle Cloud. ➣ Identified and evaluated target market, as well as capitalized on an opportunity to build a new cloud product with exclusive technology in a multi-billion dollar market.➣ Scaled GTM engine and built a licensing model for the cloud product for AWS Marketplace.➣ Secured AWS ACE Certification, allowing MemVerge to collaborate and co-sell with AWS, drive successful customer engagements, and grow business. Passed AWS Foundational Technical Review in 5 days.➣ Garnered millions by shipping Memory Machine Cloud in AWS Marketplace – enabled customers to leverage low-cost AWS Spot Instances for Docker and OCI containerized workloads, delivering ~80% cost savings on EC2 Instances.➣ Negotiated and secured a commitment for co-development support from Azure for future Azure Cloud products.➣ Redefined sales strategy from on-premises to cloud-first, thus increasing the speed of innovation, "at bat" opportunities, and conversions to SQL.➣ Built a single value proposition statement and a single slide from a 40-page slide deck and a complex sales pitch. ➣ Drove MemVerge to get selected in the "AWS Managed Partner Status" program in the first six months – introduced the world's first big memory technology to fundamentally alter the customer's cloud cost.➣ Led SaaS and platform (OEM) partner/sale initiative.

➤ Built 2 profitable consumer brands to $4.3M in sales. ➣ Established a relationship with Amazon as DPK's primary sales channel. ➣ Managed all aspects of Amazon Marketplace's presence. Established a sell-through channel with Chewy.com.

Boston, Massachusetts, Us

➤ Team: 11 Direct & 19 Total | $40M P&L Management | Strategic Partnerships & Alliances➤ Co-sell Pipeline Management | Joint Sales & GTM Strategy | Revenue Growth | Strategic Negotiations➤ Key partners: Microsoft, Amazon, Google, VMware, IBM, SAP, Pure Storage, Nutanix, RedHat, Meditech, and CISCO.➣ Built and led a #1 top-ranked 11-member team comprising alliances managers, regional cloud managers, and technical architects. Generated and executed GTM plans and co-sell pipeline in collaboration with partners.➣ Led alliance strategy and execution across public cloud partners and global resellers, attaining high CSAT scores and CultureAmp score that was above the company average.➣ Created a co-sell pipeline with 800+ opportunities across cloud partners.➣ Facilitated millions in joint sales with Microsoft Azure (co-sell), earning recognition as a Top 5 ISV Partner in 2018. Additionally, brought in joint sales with AWS and doubled revenue from HPE and IBM in a single year.➣ Grew Azure Source to co-sell revenues and powered co-sell pipeline.➣ Orchestrated several hundred introduction calls from Azure and AWS to Zerto while navigating integrated sales lifecycles.➣ Hosted 54 in-person co-sell events for Zerto and partner sellers to foster collaboration and engagement. Planned and executed roadshows to magnify enterprise image across markets.➣ Secured GTM funding for Zerto from global partners and Azure (Zerto-Azure deployment). ➣ Influenced and pursued Microsoft in Azure, Amazon in AWS, and Google in GPC to develop custom APIs for Zerto.

San Jose, Ca, Us

➤ Strategic Partnerships & Alliances | Revenue & Market Share Growth | Partnership Strategy➤ Created and drove Alliances Strategy with Microsoft, VMware, Citrix, Oracle, and Veeam➣ Built and led strategic partnerships and alliances from ground up, representing 80% of Tegile’s revenue and market opportunity, resulting in a doubling of Tegile’s revenue.➣ Developed six solutions with Ecosystem Partners that drove the majority of Tegile’s deals.➣ Powered a pipeline delivering hundreds of new leads monthly.➣ Won significant financial and marketing support from partners. Joint Roadshows, marketing funds.➣ Consistently won dedicated resources and funding from large ecosystem partners.

Colorado Springs, Colorado, Us

➤ Delivered triple digit percentage growth quarter to quarter and 153 deals in the pipeline.➤ Business Growth Strategies | Lead Generation | Product Vision & Roadmap Creation with Partners➣ Built Violin Memory / Microsoft partnership, envisioning and driving a joint Microsoft-VMEM OEM product. ➣ Responsible for creating and executing multi-year strategy with Microsoft and other partners.➣ Build OEM partnerships with Dell and Fujitsu, based on joined solutions.➣ Created lead generation pipelines at MSFT, with joined offer to MSFT sales.➣ Delivered thousands of qualified leads from well-planned and executed shows.

Evanston, Illinois, Us

Strategy, Alliances, Quantitative Analysis

Redmond, Washington, Us

➤ Senior Lead Product Manager, Server & Tools Division (2001-2010)➤ Senior Sales Manager, National Sales Team Mobile and MSNBC (2010)➣ Led product, program management, and customer success roles and teams in Microsoft Consulting, BizTalk Server, SQL Server, TechNet, and MSDN. ➣ Shipped 6 major releases of traditional Microsoft Server products and online solutions. ➣ Delivered 28 high-critical consulting projects. ➣ Built a team of customer success experts (BizTalk Rangers’ precursor to Azure CAT).➣ Negotiated multimillion-dollar vendor contracts with Microsoft legal and vendor teams.➣ As Senior Leader (and a member) of a customer success team, executed enterprise strategy projects around content management and monetization of online presence for Fortune 100 companies. Re-launched www.WebMD.com.

Mba, Finance, Strategy

Bs, Management, Mis