Stephen Oliver
St Lambert,QC
Summary
Award-winning sales and business professional with 20+ years of experience in business development, channel management, and strategic thinking. Expertise in direct and indirect selling, specializing in technical sales for organizations of all sizes. Extensive knowledge of Media & Entertainment, IT infrastructure, and Artificial Intelligence markets. Constant learner who thrives on new challenges and excels at finding creative solutions to customers' complex problems. Skills include Business Planning, Channel Partnerships, Solution Selling, Negotiation, Account Planning, Prospecting, Business Development, Coaching, and Strategic Partnerships.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Sr MGR Visual Compute Go-To-Market Specialist – Global
Amazon Web Services
01.2021 - Current
- Responsible for building GTM strategies for AWS in the EC2 organization with a focus on digital content creation workloads
- Managing a team of Jr GTM Specialists focused on customer and partner acquisition
- Working with strategic accounts and account teams, service teams, and deals desk team on building complete pricing solutions
- Championed the initiative for Flame in the Cloud that has led to 10+ Studio in the Clouds
- Involved in the 2 largest revenue driving accounts for Visual Compute WWSO
- Helped close the largest EDP in group history
- Wrote the go to market plan (6 pager) for a new launching service
- Worked with Strategic Customer Engagement team in building new industry pricing using data from customers
- Co-authored pricing doc on overall M&E content production pricing discrepancy
- Closed the largest non-M&E opportunities for VC WWSO
- Kicked off a monthly training series for internal team
- Re-shaped inside team from non-revenue generating to $1M+ if net new revenue in first year
- Exceeded expectations the last 2 years
Sr Business Development Manager, Thinkbox, North East
Amazon Web Services
01.2019 - 01.2021
- Responsible for building customer acquisition strategy for AWS for rendering workloads in the AWS Thinkbox WWSO group
- Train account managers across Canada and North East US on the industry, and keep track of trends
- Champion the concept of Studio in the Cloud in the market
- Won the first 5 studio in the clouds in North America
- Won the first non-M&E studio in the cloud in AEC
- Wrote the go to market plan (6 pager) for a Architecture, Engineering and Construction industry
- Wrote 2 pager for funding to champion Flame in the Cloud
- Helped develop a process that cut down 2x2 document writing time from 3 days to 3 hours
- Managed the Weekly Business Review
- Signed two partners that are dedicated to Visual Compute workloads in North America
National Industry Manager - Canada
Scalar
08.2017 - 12.2018
- Responsible for building new customer strategies for our Media & Entertainment sales team
- It’s also my job to get our team into net new customers and opportunities
- I take complex and complicated technical industry trends and present them to our team in simple terms
- Built a new managed service business offering around cloud-based software
- Introduced my sales team into 10 new accounts for 2M in opportunity
- Developed a training around rendering for our sales team
- Managed vendor relations with largest software vendor
- Prospected net new customers in animation industry
WW Business Development Manager
Autodesk
02.2016 - 05.2017
- Responsible for taking our 3-year strategy and building out business models to monetize our newest technology
- Launched a new vendor program around consumption software
- Researched and signed 15 new partners in an industry where Autodesk had no expertise
- Researched and developed a business plan on how to host cloud software behind China firewall
- Developed a sales strategy for China around cloud based software
- Built and delivered a sales strategy for new cloud software in India
- Grew India install base by 120% in 1st fiscal year
- Research and developed a competitive overview and strategy
- Built and scripted a sales training for 120 sales reps and channel partners
- Recruited and succeeded in meeting with the Tahiti government to develop a new education program based in video games
Media and Entertainment Territory Sales Manager
Autodesk
02.2008 - 01.2016
- Responsible for B2B territory sales in various regions in North America, specializing in Canada and NE US
- Responsibilities included: prospecting, forecasting, channel management, closing sales and maintaining existing customer base
- 2X Diamond Club Winner: Awarded to the top quota carrying individuals in the company
- 2016’s Competitive Win Of The Year
- Awarded to the rep who closed the largest competitive win in North America
- 2014’s M&E Rep of the Year
- Awarded to the rep who closed the most ‘net new’ customer sales of over $100K
- 2012 Front of the Jersey Award
- Awarded to the rep who displayed the most team player skills on the team
- Overdelivered on quota 6 out of 8 years
- Forecasted within 5% each year
- Grew Canada to be the largest M&E Territory in North America
- Developed a new channel strategy that helped increase channel profitability
- Closed multiple Multi-Year $1M deals
- Responsible for monthly, quarterly and annual forecasting for both the territory and the channel
- Drove vendors Scalar and Annex Pro from silver partners to Gold partners
- Lead a successful transition from perpetual software sales to SAAS selling in the channel
- Developed a service based business with channel partners
- Developed a successful series of events with channel partners to drive new customer conversations
- Responsible for delivering business plans, account plans and channel plans
Channel Manager
Autodesk
01.2006 - 01.2008
- Developed a 3:1 strategy where we rebuilt a channel that was over inflated
- In Canada, we had 14 vendors and we brought that down to 4, then eventually 2
- These 2 channel partners now bring more revenue than the 14 did cumulatively
- This strategy was repeated globally after its success
- Achieved 135% in 2007
- Achieved 105% in 2006
- Worked with channel partners in developing new customer sales
- Initiated channel conversations with the highest levels of Autodesk
- Built a cloud forecasting system with the vendors that is still used today
- Developed channel events with partners
Inside Sales Representative
Discreet
01.2001 - 12.2006
- Answered pre-sales questions via email and phone to drive new customers to our channel partners
- Drove attendance to channel events
- Worked the booth at various tradeshows
- Follow-up with leads who downloaded demo licenses
- Researched new companies and created company profiles for channel partners and sales managers
- Worked with channel partners on technical pre-sales question
- Built and managed a new database to not constantly call the same customers
- Managed an email alias for pre-sales support questions
- Provided partners with product training, education and market enablement tools
Education
Computer Network Infrastructure and Design -
Herzing College
01.2001
Social Sciences -
Dawson College
01.2000
Skills
- Business Planning
- Channel Partners
- Solution Selling
- Negotiation
- Account Planning
- Prospecting
- Business Development
- Coaching
- Strategic Partnerships
- Strategic planning
- Cross-functional collaboration
- Cross-functional team coordination
Accomplishments
- Achieved Top Tier status on 3 of 5 performance reviews by introducing new solution areas, and leading team in influenced revenue 4 of 5 years.
- 3x Diamond Club winner at Autodesk
- Winner of Big Hitter award for largest competitive win at Autodesk.
- Nominated as an Official Mentor inside of Amazon
Languages
English
Native or Bilingual
French
Full Professional
Certification
- Cloud Practitioner - AWS 2019
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Work Preference
Work Type
Full TimeWork Location
RemoteHybridImportant To Me
Company CultureWork from home optionHealthcare benefitsStock Options / Equity / Profit SharingCareer advancementSoftware
Microsoft Office
Salesforce
ChatGPT
Claude
G Suite
Interests
Sports
Reading
Fishing
Hiking
Technology Innovation
Video Games
Quote
The problem with trying to be the best is that once you accomplish that, its finished. If you strive to be better, that is an infinte resource for improvement.
Simon Sinek
Timeline
Sr MGR Visual Compute Go-To-Market Specialist – Global
Amazon Web Services
01.2021 - Current
Sr Business Development Manager, Thinkbox, North East
Amazon Web Services
01.2019 - 01.2021
National Industry Manager - Canada
Scalar
08.2017 - 12.2018
WW Business Development Manager
Autodesk
02.2016 - 05.2017
Media and Entertainment Territory Sales Manager
Autodesk
02.2008 - 01.2016
Channel Manager
Autodesk
01.2006 - 01.2008
Inside Sales Representative
Discreet
01.2001 - 12.2006
Social Sciences -
Dawson College
Computer Network Infrastructure and Design -
Herzing College
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