MICHAEL KILGORE

Laguna Beach, CA 92651 (714) 264-6902 mekilgore@live.com

https://www.linkedin.com/in/mike-kilgore/

GLOBAL HEAD STRATEGIC ALLIANCE | ACQUISITIONS

Entrepreneurial, results-driven, highly adaptable Senior Alliance Executive with more than 20 years of proven
success in establishing/supporting Global Alliance, Channels, M&A, Sales, and Services relationships within
multiple industries.
Exceptionally well-rounded, performance-driven Digital Alliance Cloud Executive; effective from vision through implementation;
innovator with a successful track record for launching new businesses; savvy in Strategic Global Alliances Channels, M&A, Sales,
Delivery, and ecommerce; expert in cost efficient ecommerce planning & procurement; grounded in client service; classic branding
& direct marketing experience; adept manager; experienced negotiator; partnership-builder; barter authority.
Consistently exceeds established objectives/expectations through innovative strategic initiatives that expand market
penetration, enhance brand identity within the market, and boost resulting revenues.
Streamlines operations/profit increases while conscientious of customer end user expectations.
Exceptional negotiator, driving revenues through innovative sales force and channel development programs.
Cultivates solid, lasting partner/reseller and C-level client relationships through trust and credibility, ensuring continued profitable
business opportunities within highly competitive markets.

A highly regarded leader in Alliance, M&A and Sales Channels expansion situations for renowned companies in global IBM
ecommerce SI/Reseller Channels sales force, including Wipro, Accenture, Deloitte consulting, Cognizant Technology Solutions,
Capgemini, Sapient, Sogeti, Sirius, Proficient, Adobe, PEGA, Hybris, Oracle, Software AG, APIgee, RED-Hat, Life-Ray, Dell/EMC,
Tibco, Opentext, Micro-focus, APPIAN, Mulesoft, Magneto, Sales-force commerce cloud Demand ware, Cloud-Craze, and
App-Dynamics.
Skilled in product evangelism, driving market enthusiasm via Webcast to peers, channel partners, analysts, and trade groups.

Solution Sales Consultant Certifications: IBM WebSphere Software Cross Brand, IBM Digital Commerce, Adobe, hybris, Oracle
cloud, sales-force, and Retail (IBM); Professional Retail Business Credential (NRF)

SELECT ACHIEVEMENTS
GENERAL MANAGER | GLOBAL HEAD STRATEGIC ALLIANCE, MERGER & ACQUISITIONS
WIPRO CONNECTED ENTERPRISE SERVICES CES.

Mr. Kilgore is a GLOBAL leader in Wipro for sales strategy, alliances and merger & acquisitions. Building out strong alliance sales teams that
deliver double-digit results, modernizing new cloud alliance solutions to drive new routes to market revenue streams through merger &
acquisitions. Selected by Senior Vice President of Sales to join elite team of strategic account experts to fulfill CEO's vision of demand
aggregation across the top-10 global strategic partner accounts. Advised SVP/Executive Sponsor consistency and conformity of universal
strategic account strategy. Structured, lobbied for and gained global commitment to revolutionary strategic agreement guaranteeing
increased revenue streams for all parties. Liaised with cross-divisional, global business teams to drive growth and profitability on targeted
partner accounts while steering positive direction of contract negotiations.

Responsible for developing and delivering sales enablement for alliance with clear and effective product related information to both
internal and external audiences to help drive awareness, grow pipeline and demand generation.
Facilitated and implemented business development, sales and alliance global programs to drive Wipro community expansion.
Created alliance plans based on a strategic analysis of client and sales needs. Identified, negotiated, closed and managed
strategic alliances with sixteen of the top solution providers in today next evolution of global strategic partnerships.
Grew program to include 35 partners in first year, driving over $25 million in program fee revenue per quarter.
Converted Adobe, hybris, PEGA, IBM digital cloud, Tibco, sales-force commerce cloud Demandware and Oracle cloud alliances
to highest level of program, increasing fee revenue by 50% to ($800,000 million incremental revenue)
Managed 30-person pre-sales, consultants, digital strategist team and 16 strategic alliance partners, working with more than 400
national sales representatives to generate an additional $840,000 million in services revenue
Assisted in product management of implementation solution designed to decrease Wipro conversion cycle time.
Presented to Wipro leadership, Sales and Marketing audiences to obtain buy in on modernizing new cloud strategic alliance
partnerships.
Executed over six completed Merger & Acquisition for services transactions ranging in value from $35 million to 900 million.
1)Designit, global strategic design firm now one of the largest digital firm in the market, 2)Cellent AG for SAP services, 3)Viteos
PAAS BPO offerings, 4)Livemint data centers, 5) Bridge solution B2B integration partner and 6)Appirio sales-force services partner.
 SENIOR EXECUTIVE STRATEGIC ALLIANCES , ACCENTURE INTERACTIVE DIGITAL GROUP.

Mr. Kilgore is an accomplished Senior Alliance Executive and specializes in eCommerce platforms as a Solution Architect experienced
in delivering large-scale enterprise and multi-channel solutions across various industry domains and technology platforms. With
over twenty years of experience in eCommerce as an IT and Business leader, Mr. Kilgore helps clients evolve their business through
holistic strategies around Omni-channel and mobility remain relevant and competitive in the global marketplace.

Mr. Kilgore provides engagement and delivery leadership for global teams and has developed operational processes to
optimize efficiency, quality, and improve time to market. As the Principal of a global eCommerce practice, he was responsible
for operations, training and enablement, business development, strategic alliances and overall P&L for his organization. In
addition, he provided thought leadership and a strategic vision for eCommerce digital transformation within the organization
and for his clients.

Mr. Kilgore has expertise in enterprise architecture, application development, SOA, middleware, infrastructure, high availability, and
designing solutions based on the WebSphere Commerce enterprise eCommerce platform for B2B and B2C. This also includes
integration architecture best practices and support for on-premise and/or PaaS, IaaS, SaaS services that make up the eCommerce
ecosystem.

Developed Accenture new cloud alliance program. Managed strategic and tactical activities for relationships with IBM Cloud
Blue Mix/Block Chain/ Adobe/SAP-hybris/Oracle Cloud/PEGA/RED-Hat/SoftwareAG/EMC/VMware. Identified complimentary
business solutions, coordinated marketing programs, training and field support. Focused on SAP Optimization/Virtualization, IT
Consolidation, IOT, and Cloud Computing initiatives.

Delivered $50M in revenue QoQ

Aligned IBM/SAP/Adobe/Oracle/PEGA and EMC technologies and solutions (i.e.) cloud/SaaS with Accentures Go-To-Market
strategies
Identified complimentary business solutions and developed joint marketing programs
Executed Teaming Agreements with key stakeholders of IBM, Adobe, Oracle, Red-Hat and Software AG leading to the
expansion of the service offering portfolio for new and existing markets
Developed / Coordinated / Delivered product and services training to Accenture sales and delivery teams
Created target client list based on Go-To-Market strategies and positioned value-add solutions which generated over 3550
qualified opportunities starting from a zero based factor
Executed Teaming Agreements with key stakeholders of IBM, Adobe, Oracle cloud, Red-Hat and Software AG leading to the
expansion of Accenture digital service offering portfolio for new route to market with unique partner ecosystem offerings,
resulting in five global partners of the year awards.
Closed Six large global digital transformation initiatives in first twelve months that drove revenue YoY over $400 million .
Managed a team of 30 pre-sales, sales, deliver, strategy consultants, and global strategic alliance managers that allow
Accenture to attain leadership position in the Gartner and Forrester magic quadrant.

VICE PRESIDENT STRATEGIC ALLIANCES | GLOBAL SOGETI USA, INC .

Actively promoted and developed Sogeti/Cap Gemini products and services through the channel, systems integrators and the vendor
community

A consultative technology centric executive with a proven track record helping retailers, CPG and manufacturers address the following
challenges: seamless cross channel enablement, customer centricity, order lifecycle management, B2B and B2C commerce, social and
mobile commerce, personalization, operational efficiency, global inventory optimization, flexible fulfillment orchestration and drop ship
enablement, WMS, TMS and Demand Planning.

Supported over 100% YOY growth.

Developed and managed partner relationships across five practice areas.
Hosted partner meetings for strategic planning and pipeline discussion.
Conducted Strategic sales planning resulting in significant growth.
Educated partners on the benefits of doing business with Sogeti/Cap Gemini through past performance, corporate capabilities.
Manage ecommerce delivery projects, marketing, merchandising, analytics & customer experience for a multi-national
ecommerce site that uses the WebSphere Smarter Commerce platform
Created VF Corporation Inc.s corporate online strategy and plan across 15 brands, targeting a 2-year goal of 50% increase
sales volume. Launched inaugural SEM campaigns for 15 brands
 SELECT ACHIEVEMENTS (CONTINUED)

Negotiated and maintained strategic relationships with online multivariate testing vendors; response lifts date of 5 40% using
WebSphere Commerce software. Negotiated and maintained relationship with third party Service providers, ISV, and OEM
partners.
Leading the construction of and supported over 200 international dealers with IBM ecommerce extended site model, local
pricing, currency, language and content.
Impacted $2.5+ million in annual sales through signing of B2C/B2B WebSphere Contracts with Disney Movie Club, Mazda Motor
Sports, Toshiba, and VF Corporation (The North-Face brand) for first half 2011.
Developed sales campaigns to drive commerce sales resulting in 7 times required qualified customer opportunities; closed deals
with largest accounts in Southern California.
Successfully closed deals in Western territory for first time with IBM by signing SaaS offering contract to focus on SMB/GB markets;
company recognized as one of two commerce partner to accomplish Global Smarter Commerce partner status with IBM.
Established company as Premier IBM certified partner in both Sales and Technical Competencies.
Contributed to reduction in sell cycle by 6 months through production of Smart Merchandiser company assets.
Received IBM 2011 NRF Beacon Award for best industry retail solution; IBM Impact 2011 Best of Show Award resulting in sales to
high profile apparel retailers such as The North Face, Lee, Wrangler, Fossil, and Vans.

SENIOR CHANNELS SALES EXECUTIVE | ALLIANCES | ISVs | OEM | IBM SOFTWARE GROUP GLOBAL

A global leader in eCommerce software technologies with over 1000 offices in 130 countries.
Aggressively recruited to revitalized launch of WebSphere eCommerce Channel Sales Executive, Channels for IBM WebSphere
Software division worldwide. Challenged to jump-start failing efforts and build all new sales distribution channel across 5 WebSphere
business units, Americas, Latin America, NE Europe, SW Europe, and Asia Pacific. Worked with product, ww, channels and marketing
teams to create product differentiation and gain competitive advantage. Served as Product Champion evangelizing product to
channel partner programs & alliance partners, internal sales teams, press analysts and industry trade groups.

Notable Accomplishments:
Developed eCommerce channel road-map which produced +$100m in annual sales by 2010 compared to $ 20m in 2005
Analyzed existing sales channel relationship and developed all new sales strategy focused on "partner channel programs with market
leaders who drive sales and market presence.
Noted for driving 240% increased eCommerce channel sales level in 2009
Targeted internet retail top 500 customers in the United States, Asia Pac, and NE Europe and personal led channel sales charge.
Credited with closing a 3-year eCommerce SaaS partner e-commerce alliance partnership with nine top partners. Valued at $25m in
first year and $ 50m in annual sales by 2010.
Developed worldwide eCommerce channel training program to educate over 200 channel sales associates on product and sales
best practices.
Exited relationships with Global channel SI partners (i.e.) Cap Gemini, Infosys and Wipro and closed stronger, more profitable SaaS
channel agreements with WebSphere eCommerce license valued at $30m in second year.

Designed partner operational guide for WebSphere Commerce. Noted for creating WebSphere Commerce ROI Tool environment
to assist sellers in justifying commerce investment.
Selected to develop/deliver global presentation, The Pillars of Success demonstrating effective personal sales and marketing
techniques. Personally delivered methodology at annual WebSphere University sales meetings.
Recognized as sole Regional Manager (out of 20) to develop/communicate sales strategy with defined performance metrics.
Ranked as one of nation Top Regional Managers.

.
 PROFESSIONAL EXPERIENCE

Strategic execution of all online business aspects including e-commerce sales budget, promotions and customer experience.
Develop and implement direct plans and operating metrics for optimal site performance.

Oversee an e-commerce team responsible for inventory management, promotions, product placement, content, design and analytics.
Conceive and deploy web site improvements and roadmaps and work closely and collaboratively with cross-functional teams.

Established, managed, and built IBM presence within existing channel partners/resellers, growing revenues/sales, recruiting and training
them, updating them regularly, presenting and training them on IBM WebSphere solutions, and determining their needs, revenue
potential, and price/competitive positioning. Developed channel partner/reseller strategies and business plans, created
Associated marketing campaigns, and introduced new and upgraded products/solutions. Drove business development
strategies/initiatives, building and managing a team to support them. Cultivated positive relationships. Qualified/engaged potential C-
level executives, converting to new customers through consultative sales approach/programs. Renewed software licenses/agreements
with channel partners/resellers. Negotiated frequently between IBM executives and customers, resolving issues, recommending
compromises/changes, preparing amendments, and closing deals. Identified and resolved software issues and provided consistent post-
sale support. Optimized placement/usage of team members talents, providing ongoing training to maximize performance. Project
managed and successfully delivered portfolio of projects/programs, collaborating with partners/resellers to develop sales pipeline and
convert to booked business. Set and drove efforts to meet strategic channel sales goals.

Demonstrated ownership of IBM WebSphere Commerce partner/reseller propositions from national/global customer-centric
perspective. Monitored all activities for Alpha and Beta tests/launches and related initiatives. Improved processes as needed and
established training programs to ensure full compliance. Supervised, trained, and mentored project leaders/managers. Maintained
consistent communication with senior management within IBM sales to ensure alignment with objectives. Troubleshot partner/reseller
issues. Tracked emerging business trends/strategies and their impact in the market. Considered outside the box solutions to program
generation/revenue growth. Consistently monitored and supported customers changing needs. Devised and executed profit
improvement plans to revitalize underperforming customer locations. Liaised between customers and Champions R&D personnel to
ensure optimal technical resources were available to meet customer requirements. Participated as active member of the Strategic
Account Manager Association (SAMA).
WORK HISTORY

WIPRO CONNECTED INTERPRISE SERVICES, MOUNTAIN VIEW,CA 2015 - PRESENT ACCENTURE

INTERACTIVE DIGITAL GROUP, EL SEGUNDO,CA 2012 2015
SOGETI USA. VICE PRESIDENT IBM TECHNOLOGY GROUP, Scottsdale, AZ 2010 2012

IBM WEBSPHERE, Costa Mesa, CA 19972009

IBM Ecommerce Channel Sales Executive (20052009)
IBM Business Development Executive (20002005)
IBM Regional Sales ManagerSoftware Division (19952000)

KEY STRENGTHS

Sales & Marketing Strategie Alliances,M&A,SaaS,Paas,IaaS,AppS, Global Channels/Alliance sales programs, Global Operations, Digital
Strategy, Consultative Sales, C-Level Relationships Building,Cloud/BPO offerings, Commerce B2B/B2C,Content Platforms, Integration,Sales
Process,P&L Performance,Team Leadership and Mentoring,Infrastructure Engineering,Information Security,Budgeting,Alliance Best
Practices,SLA,Technology Integration,Customer Service,Project Management,Vendor Relations,Cost Controls,Salesforce.com,Google
Apps,Workday,Force.com,Cloud Consulting Services,Cloud Application Development,Conerstone OnDemand,Cloud Strategy,Cloud
Management,Cloud Integration,Mobile & Social Strategy

EDUCATION/CERTIFICATION
IBM Smarter Commerce Certified
NRF Retailed Certified
WebSphere Brand Certified
Cap-Gemini/Sogeti Pursuit Certification
Accenture Solution Architect Certified
Accenture Delivery lead Certified