Stephen Elliott
CONTACT INFORMATION
(610) 698-3099
https://www.linkedin.com/in/steve-elliott-8578671/
PROFESSIONAL SUMMARY
Employee #25 at AWS public sector with a deep understanding of cloud sales, partners and professional services.
15-years in technology and 11-years working at AWS and Google Cloud selling and implementing cloud & AI solutions.
Track record of succeeding in ambiguous environments by collaborating with cross-functional teams.
Geographer by education and excited about AI, cloud & spatial technologies.
EDUCATION, CERTIFICATIONS & SKILLS
B.A. Geography, Ohio Wesleyan University
AWS Certified Cloud Practitioner, 2018
MEDDIC & Challenger Customer trained, 2023
SCRUM Master Certification, 2017
Google Cloud Digital Leader, 2021
Google GenAI Fundamentals Certificate, 2023
Google Trained and Deliver Google Design Sprints, 2019
Salesforce, Slack, Jira, Google Workspaces and Teams
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($3.M) 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 cloud positioning with AWS, Azure and Google Cloud and popular FM and LLM providers (Anthropic, AI21, Amazon, Google 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 Public Sector sales motion with Palantir & c3.ai.
Exceeded 100% of individual MBO targets, and the team exceeded 100% of deal & pipeline goals.
Closed $1.1M in ARR by c3.ai and helped capture $1B in RFx pursuits (US Army, VA).
Volunteered on DEI & Mental Wellness Committee.
Bonused 4x by leadership for facilitating CEO engagements with Thomas Kurian/Tom Siebel (c3.ai) and Karen Dahut/Akash Jain (Palantir), collaborating on Digital Twin and Sustainability solutions and for becoming a people manager.
FSR, Google Public Sector (March 2020 to March 2022)
Sold multiple early adopter solutions into a greenfield Federal URAC/FFRDC territory growing to $1.2M total revenue (ARR and renewals):
One of first Public Sector Subscription Agreements which renewed at ~3x TCV.
One of the first BeyondCorp / Zero Trust license deals.
One of the first IL4 Google Workspace deals.
Surfaced to leadership the WH EO for Zero Trust and contributed to Google Public Sector’s response.
Partnered with SADA and multiple Google teams to shape, sell and implement an HPC solution for secure chip design for ARLIS’s AISS Cloud.
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, W.W. Professional Services (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 $1xxM AWS Enterprise Agreement.
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 (Enquizit).
Content creator & product collaborator for public facing migration tools, blogs and MAP 2.0 tooling.
Senior Account Executive, Enterprise Education, W.W. Public Sector (Jan 2012 - Apr 2017)
Employee #25 in AWS Public Sector and 5th hire on the Enterprise Education Sales team.
Contributed $20M in ARR and helped scale the Higher Education business to over $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