stevethepm

Stephen Elliott

(610) 698-3099

PROFESSIONAL SUMMARY

Employee #25 at AWS public sector with a deep understanding of cloud products, sales and services.
Spent 11-years at AWS and Google Cloud selling, building and implementing cloud & AI solutions.
Trained, planned and led Google Design Sprints at Google; SCRUM Master trained at AWS and certified at SCRUM Alliance.
Currently focused on applying my unique cloud expertise into a Product Manager position.

PORTFOLIO OF PRODUCT & BUILDING EXPERIENCE

Product & Feature Owner

Voice of Customer & Design

Scrum Master & Design Sprints

EDUCATION & CERTIFICATIONS

WORK EXPERIENCE

KX Apr 2023 - Present

Cloud Sales Executive

Recruited by new CRO to help build a global industry sales team focusing on cloud partners and solutions.
MEDDIC qualification of 3x of pipeline($3M) for cloud industry solutions with AWS and Snowflake.
Identified customer need and shaped (3) GenAI solutions for KX’s vector database, kdb.ai - sentiment determination in Gaming, complex event processing for Sports Betting and advanced anomaly detection in Manufacturing.
Influenced and developed kdb.ai cloud positioning within foundational AWS services, Amazon Bedrock, and popular FMs and LLMs providers (Anthropic, AI21, Amazon and Meta).
Designed and led 2-week sprints to launch new sales campaigns; improving time-to-launch by 50%.
Built and launched KX’s GenAI Design Sprint to engage prospects on shaping GenAI use cases.

Google Cloud Mar 2020 - Mar 2023

Head of Enterprise AI Solution Sales (March 2022 to March 2023)

Led an incubation sales team as player/coach to shape a value sales motion with Palantir & c3.ai.
Hit 125% of individual MBOs, and the team closed 165% of revenue & pipeline goals.
2H22 closed $1.1M in ARR, drove $48M in ARR pipeline and helped capture $1.7B in RFx pursuits.
Volunteered on DEI & Mental Wellness Committee.
Bonused 4x by leadership for facilitating CEO engagements with Thomas Kurian, Tom Siebel and Karen Dahut, collaborating on Digital Twin and Sustainability solutions and for being promoted to manager.

FSR, Google Public Sector (March 2020 to March 2022):

Grew greenfield territory from $10k to $1.2M ARR w/ 100% partner attach.
Shaped, sold and helped implement a secure silicon research solution for AISS Cloud.
Led a multi-discipline team to develop solution plays used to close early adopter wins for Research Computing, IL4, Zero Trust and Google Subscription Agreements.
Bonused 3x by leadership for driving pipeline through industry events to showcase customer use cases and evangelize GPUs in Google Cloud, for selling one of the first Subscription Agreements & for collaborating to experiment with Google Design Sprints as a sales accelerator.

Amazon Web Services Jan 2012 - Mar 2020

Business Development Manager, Enterprise Greenfield (Apr 2019 to Mar 2020)

Field lead for US Greenfield Segment. Built a repeatable sales motion based on customer ROI that accelerated time to consumption by 60%.
Led (10) sales workshops that up-skilled 300+ sellers who built 350+ customer & industry Value Maps.
Influenced $46M+ ARR and integrated Value Maps into a new global Account Planning tool.

Migrations Engagement Manager, Professional Services, Worldwide Public Sector (Apr 2017 - Apr 2019)

Designed a dual-function role to sell & deliver AWS public sector migration solutions (MAP).
Sold $22M in Migration Deals (ProServe & infrastructure ARR) and led 12+ migration assessments (MRA).
Sold & wrote business cases used for board level approvals for $150M AWS Enterprise Agreements.
Led a repair and save migration project for the largest (revenue) customer in the HigherEd team; added $4M ARR and saved a net-loss for AWS and the partner.
Content creator & product collaborator for public facing migration tools, blogs and MAP 2.0 tooling.

Senior Account Executive, Enterprise Education, Worldwide Public Sector (Jan 2012 - Apr 2017)

Employee #25 in AWS Public Sector and fifth hire on the Enterprise Education Sales team.
Consistently met or exceeded quota contributing $20M (50-68% YoY growth) and helped scale the Higher Education business to $100M ARR.
Migrated Enterprise IT & Researchers (High Energy Physics, Env. Science and Genome Sequencing) to AWS and reduced their IT costs and helped academic researchers build net-new compute & cost paradigms.
AWS lead for industry publications on cloud strategy and compliance which drove broader AWS adoption.
Project contributor for AWS City on a Cloud and AWS for Economic Development.

esri, inc Dec 2008 - Jan 2012

Account Executive, State & Local Government

Led Enterprise ArcGIS sales to State & Local Government in NJ, PA and DE.
Drove alignment of agency mission and esri’s ArcGIS platform for Data Management, Planning & Analysis, Field Operations and Operational Awareness.
Selected by leadership as field lead for launch of ArcGIS 10, the first cloud GIS (arcgis.com, built on AWS).
Grew net-new software and services and expanding implementations (NJIT, NJ DEP, State of DE, $4.5M TCV).
Closed, helped build and launched one of the first AWS-hosted ArcGIS projects (DE Elections Map, 2010).

Hewlett-Packard Aug 2005 - Dec 2008

Territory Account Manager

Search Engine Partners Aug 2003 - Aug 2005

IT & Finance Recruiter

Stride & Associates June 2002 - Aug 2003

IT Recruiter

References, including current employer, available upon request