Alex Rice Email & Phone Number

Tysons Corner, Va

Orchestrated strategic tech and SI partnerships by defining objectives, aligning key stakeholders, and managing various GTM programs, resulting in a 2.5x increase in partner-influenced revenue. Accelerated cloud partner pipeline development by aligning mutual seller incentives, streamlining the deal registration process, and leading co-sell engagements, resulting in a 650% increase in cloud partner co-sell registrations.Authored a new global partner program guide to establish partnering principles, requirements, incentives, process documentation, and terms and conditions, accelerating program adoption with 120+ partners onboarded in the first 12 months.Established a new distribution sales channel by structuring a wholesale discount program, recruiting distributors and VARs, and migrating large market-segment partner management, achieving key financial goals in first 8 months.Standardized global partner agreement by collaborating with the legal team to streamline the contracting process and training the contracts team, reducing new agreement execution time by 350% (from 60 days to 14 days).

Tysons Corner, Va

Executed metric-driven GTM plans by analyzing market overlap, creating joint product stories, envisioning co-branding, connecting sales teams, identifying mutual channels for co-investment, and leading executive reviews to ensure long-term focus and commitment to goals.Published the first AWS, Azure, and Google marketplace product listings to create a simplified procurement channel for customers, unlock financial incentives, and increase deal velocity, closing 8-digit enterprise marketplace TCV within the first 8 months of listings.Led the global event sponsorship program by designing event packages, recruiting partners, negotiating contracts, and onboarding sponsors, achieving the annual sponsorship revenue quota for MicroStrategy World 2021-2024.Negotiated and closed strategic partnership agreements to ensure alignment with corporate objectives and legal standards, achieving 87% non-negotiated agreements since June 2023.Created Partner Education Program by developing product certification for consultants and embedding LMS into partner portal, enabling self-service access for over 2,000 learners and expanding partner ecosystem of certified professionals.

Tysons Corner, Va

Launched Partner Portal to deliver critical program functions including opportunity registration, self-service training and enablement, sales and marketing assets, and competitive intelligence, driving partner engagement and performance.Developed BI dashboard by connecting to enterprise data warehouse and CRM, creating new metrics, and building a suite of reports to align partner program KPIs with corporate objectives, providing the executive team with real-time visibility into all aspects of performance.Transformed customer AI sandbox program into a partner-facing business development and AI innovation resource, fostering partner-driven solution development with 51 tenants deployed in 9 months.Administered all commissionable aspects of the partner program, including external partner fee payout via purchase order/invoice process, and quarterly partner sales managers comp plans.

Tysons Corner, Va

Managed a business development team of 10 reps supporting NAM enterprise sales team by hiring, training, coaching, and leading by example to meet a $40M annual pipeline generation quota.Automated the lead funnel workflow by integrating and administering a SaaS sales engagement platform that reduced lead follow-up to less than 24 hours gamified outbound prospecting.Built Salesforce dashboards to track progress toward annual and quarterly objectives, provide a clear view of compensation quota attainment, and enable consistent performance management of my team.

Tysons Corner, Va

Generated pipeline for ISV sales team by using sales database tools and linkedin to create target account lists, develop customized outreach content, and engage CTO / Engineering buyer personas within strategic ISV enterprise accounts to identify opportunities.Exceeded targets consistently by over-achieving annual pipeline quota of $4M by an average of 118% for 2 years consecutively (2016-2017) resulting in over 750K closed revenue in 2017.

Tysons Corner, Va

Pioneered capital markets sales vertical by developing GTM strategy for small data-as-a-service startup innovating around an IoT big data source.Forged new client relationships by developing and leading sales demos for investment banking leaders; proving predictive power of proprietary data products as advanced stock selection signals.Catalyzed product development by running regression analysis testing to prove Core2’s proprietary data as an advanced stock selection signal, correlating publicly traded companies DNS traffic to stock performance around quarterly earnings announcements.

Sterling, Virginia