GREG KIRCHOFF

Segment:  FinOps / Cloud Financial Management (CFM) / Cloud Cost Management & Optimization (CCMO)

• Partner-sourced Net ARR +201 % YoY; channel impact to 22 % of total Net ARR.

• Recruited and activated AWS, Google Cloud, AHEAD, Presidio, SHI, Trace3, and Snowflake.

• Secured AWS Strategic Collaboration Agreement (Bedrock/GenAI); negotiated MSP and resale agreements with Presidio and AHEAD.

• Established presence in AWS Marketplace, Google Cloud Marketplace, Oracle Partner Network, and Snowflake Managed App Co-Sell Program; commercialized cloud-spend and allocation datasets through API-based data services and benchmark subscriptions used by partners for efficiency and anomaly-insight programs.

• Delivered integrations (Amazon Q Developer, OpenAI, Databricks) with supporting co-marketing campaigns.

• Developed partner case studies and winwires showcasing joint integrations and customer outcomes; increased ecosystem visibility and accelerated partner adoption.

• Instituted operating governance: monthly pipeline and forecast reviews; quarterly QBR/EBR; standardized KPI dashboards (sourced/influenced ARR, pipeline coverage, attach, win rate, cycle time, contribution margin, MDF ROI).

• Built and led Alliances & Channel; owned portfolio strategy, sourced/influenced revenue plan, non-headcount program budgets and MDF, headcount planning, commercial constructs, and executive reporting.

• Team: 5 across North America, South America, and Europe.

Segment: Cybersecurity (identity / authentication)

• Partner‑sourced Net ARR +325% YoY; channel impact to 53% of total Net ARR.

• Partners included Microsoft, GCP, DigiCert, Twilio, Broadcom, Avanade, Capgemini, Cognizant, and Tata; OEM with Cisco; integrations and co‑marketing.

• Led Alliances & Channel; owned strategy, sourced/influenced revenue plan, P&L, and headcount; reported to the CEO.

• Instituted governance (pipeline and forecast reviews, QBR/EBR, executive steering) and standardized partner scorecards and KPIs.

Segment: Data platforms & analytics (AI/ML‑driven CDP)

• Partner-sourced Net ARR +115% YoY; channel impact to 26% of total Net ARR.

• Built privacy-safe data-exchange collaborations with partners, creating new subscription models for shared audience insights.

• Partners included Microsoft, AWS, Google Cloud, Oracle, Snowflake; Braze, Marketo, Twilio; Slalom, Avanade, BCG, Deloitte, Accenture; integrations and co-marketing.

• Owned strategy, sourced/influenced revenue plan, P&L, and headcount; instituted governance (pipeline/forecast reviews, QBR/EBR, executive steering) and partner scorecards and KPIs.

• Team: 4 across North America and Europe.

Segment: Data platforms & analytics (distributed data / containers)

• Partner‑sourced Net ARR +125% YoY; channel impact to 27% of total Net ARR.

• Partners included AWS, Hortonworks, MapR, Databricks, Confluent, and TCS; resale with HPE and Dell; Microsoft white‑label; OEM with Hitachi Vantara.

• Led Alliances & Channel; owned strategy, sourced/influenced revenue plan, P&L, and headcount; instituted governance (pipeline/forecast reviews, QBR/EBR, executive steering), deal registration and attribution, and partner scorecards and KPIs.

• Team: 4 across North America and Europe.

Segment: Data platforms & analytics (distributed data / containers)

• Partner‑sourced Net ARR +500% YoY; channel impact to 18% of total Net ARR.

• Partners included Microsoft, Dell, HPE, Cisco, EMC, Nutanix, Intel, VMware, Cloudera, Hortonworks, MapR, Tableau, Deloitte, Accenture, and Tech Mahindra; resale with HPE and Dell.

• Represented partner strategy in acquisition diligence.

• Led Alliances & Channel; owned strategy, sourced/influenced revenue plan, P&L, and headcount; instituted governance (pipeline/forecast reviews, QBR/EBR, executive steering), deal registration and attribution, and partner scorecards and KPIs.

Multi-segment: Cloud Infrastructure & Platform Services, AI/ML, Data & Analytics, ERP/CRM/HCM, Cybersecurity

• Grew annual attainment to $650M in total Net ARR across horizontal infrastructure, security, vertical solutions, and horizontal applications (ERP, CRM, HCM).

• Delivered 500+ product integrations and 100+ global co-marketing campaigns.

• Directed global ISV alliances across ~200 software partners; led platform adoption through partner-engineering enablement and product integrations; drove field execution via co-sell and joint GTM.

• Established partner-developer enablement programs with SDKs and connectors; introduced certification and onboarding practices to scale integration quality and partner success.

• Produced customer/partner case studies, technical whitepapers, and reference architectures to support field enablement and deal progression.

• Owned strategy, $10M non-headcount program budget, revenue performance, field integration, and executive reporting.

• Instituted global governance (pipeline/forecast reviews, regional QBR/EBR, executive steering), standardized partner scorecards and KPIs, deal registration and attribution; improved attach, win rate, cycle time, and forecast accuracy.

• Team: 36 across North America, Latin America, Europe, Canada, and Middle East & Africa.

Segment:  Data platforms & analytics (enterprise content/data integration)

• Partner‑sourced Net ARR +350% YoY; channel impact to 22% of total Net ARR.

• Partners included Microsoft, Oracle, HPE, PwC, Accenture, and Citrix; OEM with Citrix; completed IPO and later acquired by Citrix.

• Built and led the alliances organization; dual charter across partner‑sourced revenue and corporate development and ecosystem strategy.

• Team: 6 across North America and Europe.

• Oversaw the $250M WebMD partnership; delivered Microsoft platform integration plan; supported co‑development with early ISVs.

• Managed partner integration and budgets ($7M marketing, $10M technology).

• Advises venture‑backed startups and technology companies on alliances, business development, and corporate development strategy.

Bachelor of Arts, Political Science/Economics
Seattle, Washington