Remy O’Keefe
Nashville
Summary
Sales leader with proven track record in driving revenue growth and fostering team collaboration. Skilled in strategic planning, client relationship management, and market analysis. Known for flexibility in adapting to changing business needs and consistently delivering results. Strong communicator who inspires team performance and aligns sales strategies with organizational goals.
Overview
12
12
years of professional experience
1
1
Certification
Work History
Head of Sales
trestle.ai
06.2024 - Current
- GenAI ISV Sales Leadership (VC Backed ISV, stealth)
- Key Responsibilities:
- Lead and manage a team of GenAI ISV Sellers
- Identify and engage potential customers directly and/or through partners (AWS, NVIDIA, SnowFlake, and Teradata).
- Evangelize and act as a trusted advisor to enterprise leadership.
- Develop and execute strategies to achieve revenue targets
- TensorIoT
- Nashville, TN
Consulting Sales Leadership
World Wide Sales Director
08.2023 - 12.2024
- Defined and executed sales strategies targeting enterprise clients in AGenerative AI sectors.
- Built and led a high-performing sales team, fostering a collaborative and results-driven culture.
- Cultivated C-suite relationships and effectively communicated value propositions to drive business growth.
- Owned revenue targets, consistently exceeding sales quotas through robust pipeline management.
- Provided market insights to align product development and marketing strategies with client needs.
- Collaborated cross-functionally with product, marketing, and AWS teams to ensure client success.
Consulting Sales
NAMER Lead- Automotive and Manufacturing
08.2019 - 08.2023
- Created and executed a sales strategy, Go To Market, and execution plan to drive consulting opportunities for Amazon Web Service's most strategic customers.
- Utilized deep knowledge and experience selling to Automotive and Manufacturing customers driving adoption of GenAI, Machine Learning, and Industrial IoT.
- Planned and executed joint (AWS) multiple customer events to drive net new GenAI opportunities.
- Created a robust pipeline to achieve revenue targets.
- Aligning and influencing internal and external teams to support the best business solutions for our customers.
- Frequent travel to accelerate growth and adoption of both AWS services usage and TensorIoT’s core solutions.
- Adept at stabilizing intense short-term pressures with overall long-term goals. Strong executive presence, polish, and political savvy.
World Wide Partner Development Manager
Microsoft-Azure
10.2019 - 07.2023
- Company Overview: Microsoft Corporation, Redmond, WA
- Led 3rd party business development with various ISV’s resulting in new 1st party solutions and integrations.
- Expanded the Microsoft ISV developer ecosystem for OSS ISVs (Confluent and MongoDB)
- Exceeded annual fiscal year goals; 127% (2020), 115% (2021), 168% (2022)
- Closed $465m worth of Commitments to Microsoft for FY22.
- Co-created, launched, and completed a WW GTM program on SAP Analytics for ISVs and GSI’s resulting in 20x ROI (Azure Synapse).
- Drove end to end commercial business development deals and commitments; Rubrik, Veritas, Blue Prism, Confluent, Qlik, MongoDB, OneStream, and UiPath..
- Managed a cross organizational team to shape our Global ISV Strategy across our portfolio.
- Developed and created a new 360 view framework used to generate deeper understanding of all touchpoints for partners.
- Responsible for $100 million of partner spend and Co-Sell on Microsoft Azure driven by partners.
- Accelerated Partner & Solution transformation across Microsoft’s three Clouds to accelerate Enterprise market opportunities.
- Demonstrated Sales Challenger mindset to identify, assess, influence and drive partner’s performance on revenue, customer acquisition, consumption, and overall cloud usage on Microsoft Azure.
IoT Sales Specialist- US Territory NA
Amazon Web Services
08.2017 - 09.2019
- Building and managing an IoT opportunity pipeline focused on driving revenue, adoption, and market penetration of IoT in the cloud. Lead a sales effort that includes teaming with Senior AWS Account Managers, Solution Architects, Partners, Service teams, and IoT Business Development within the largest AWS accounts.
- Drive revenue and market share for AWS IoT
- Met and exceeded quarterly revenue targets
- Developed and executed and sales plan & pipeline
- Close alignment with partners and OEM’s to drive adoption
- Executive Briefing Center certified speaker
- Delivered IoT Immersion Days
Senior Account Exec- Focused Accounts- Bay Area
Amazon Web Services
01.2016 - 07.2017
- Cover a small number of strategic/high growth accounts in the San Francisco area (one of which has annual revenue exceeding 3.2 billion annually). Responsible for driving revenue and market share by executing against a territory plan exclusively working longer sales cycles and complexity.
- Operate with significant autonomy, identifying and prioritizing strategic opportunities
- Expert knowledge of client issues, trends and pain points and the ability to influentially discuss with senior client contacts
- Expert at complex negotiations from lead building to close across multiple internal and external stakeholders with little/no manager oversight
- Influences and inspires team culture, consistently demonstrating leadership principles while coaching others
- Key customers: Tesla Motors, Solar City, Rocket Fuel, and Guidewire Software
- 2016 Attainment at 94% (against a 101%+ quota growth goal)
Senior Account Exec- Territory Sales Representative
Amazon Web Services
07.2013 - 12.2015
- PNW Territory team lead (three total) with a history of driving revenue, adoption, and market penetration in our largest and fastest growing Territory accounts.
- 2015 PNW Attainment at 104.5%
- 2014 PNW Attainment at 101.9%
- 2013 PNW Attainment 100.99%
- Demonstrated competency in technical sales with a very strong understanding of Cloud + AWS services
- Develop and grow deep-engagement of strategic accounts
- Developed and delivered a specific territory engagement framework for identifying net new billers and net new service testing/POC’s which resulted in improved/accelerated adoption for our customers in the PNW.
- Drove wide impact across the segment by delivering on-scale programs/campaigns utilizing one to many campaigns
Education
Leadership, Management, and E-Business
Harvard School of Business Online
01.2003
B.A. - International Affairs : Concentration in Econ/Business Minor in German and History
Eastern Washington University
Cheney, Washington01.1994
Skills
- Sales operations
- Sales presentations
- Territory management
- Relationship building
- Strategic planning
- Verbal and written communication
- Revenue forecasting
- KPI tracking
- Pipeline management
- Sales coaching
- Key account growth
- Negotiation expertise
- Partnership development
- Revenue generation
Certification
- Azure Fundamentals (AZ 900), Microsoft Azure - 2019
- Amazon Web Services, Business Professional - 2015
- Amazon Web Services, Technical Professional- 2015
Timeline
Head of Sales
trestle.ai
06.2024 - Current
Consulting Sales Leadership
World Wide Sales Director
08.2023 - 12.2024
World Wide Partner Development Manager
Microsoft-Azure
10.2019 - 07.2023
Consulting Sales
NAMER Lead- Automotive and Manufacturing
08.2019 - 08.2023
IoT Sales Specialist- US Territory NA
Amazon Web Services
08.2017 - 09.2019
Senior Account Exec- Focused Accounts- Bay Area
Amazon Web Services
01.2016 - 07.2017
Senior Account Exec- Territory Sales Representative
Amazon Web Services
07.2013 - 12.2015
B.A. - International Affairs : Concentration in Econ/Business Minor in German and History
Eastern Washington University
Leadership, Management, and E-Business
Harvard School of Business Online
Manager and peer feedback
- Remy’s super power is his ability to deeply understand his customer’s architecture and their business drivers and to help his customers leverage the wealth of AWS resources at his disposal to ensure their success on the platform.
- Remy has a strong business and technical acumen. He is able to earn trust from customers and others in the organization while focusing on the customer. We worked on a couple of large and complex opportunities that required a lot of Think Big and dive deep skills. As a result, Remy is close to winning a large opportunity that has
- Remy has an inhuman encyclopedic command of AWS knowledge, relationships, and techniques designed to drive long term customer satisfaction and revenue for AWS. His ability to listen, respond, and teach to a wider audience are assets to any team atmosphere. I would call him the “Alexa,” an Amazon Echo available for the AWS Sales team. Responsiveness is a trademark.
- Remy is a top talent sales rep who is advanced in the way he approaches his customers to how he engages with his peers. Remy goes above and beyond helping his peers up-level their skill sets from his experiences.
- Remy truly embodies “deliver results and ownership”. Not only does he full fill his own obligations he freely assists other teams and Amazonians with some of the inherent nuances of AWS. This earns trust and enables the broader team to deliver results. His guidance and knowledge of AWS is second to none which makes him an incredibly powerful asset.
Hobbies and Interests
Crossfit, The Bear Creek School-Track & Field-Throws Coach 2010, EWU- Collegiate Football and Track and Field
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