{
  "$schema": "https://jsonresume.org/schema",
  "meta": {
    "version": "1.0.0",
    "lastModified": "2026-08-14",
    "canonical": "https://www.rjkirby.com/",
    "notes": "Machine-readable companion to https://www.rjkirby.com/. Freely usable by search and AI crawlers."
  },
  "basics": {
    "name": "Richard J. Kirby",
    "label": "Sales Management & Channel Leadership | VP, Strategic Partnerships & Channel Sales",
    "email": "Richard@RJKirby.com",
    "phone": "703-217-2863",
    "url": "https://www.rjkirby.com/",
    "image": "https://www.rjkirby.com/assets/richard-kirby-900.jpg",
    "summary": "Sales management and channel leader with 35+ years driving revenue growth in instrumentation, internet services, SaaS, PaaS, ERP, and BPO/FaaS in compliance-driven markets. Runs two disciplines in parallel: direct sales management, including hiring, coaching and quota ownership for SDR, BDR, AE and proposal teams; and channel and partnership management, including partner recruitment, enablement and program design.",
    "location": {
      "city": "Leesburg",
      "region": "VA",
      "countryCode": "US"
    },
    "profiles": [
      {
        "network": "LinkedIn",
        "username": "richardjkirby",
        "url": "https://www.linkedin.com/in/richardjkirby"
      }
    ]
  },
  "work": [
    {
      "name": "Sightline Systems",
      "url": "https://www.sightline.com",
      "position": "Vice President, Strategic Partnerships & Channel Sales",
      "location": "Fairfax, VA",
      "startDate": "2026-01",
      "summary": "Performance monitoring and observability software solutions.",
      "highlights": [
        "Leads channel sales initiatives, alliance development, and go-to-market collaboration.",
        "Manages key strategic opportunities and executive-level partner relationships.",
        "Owns partner strategy, recruitment, enablement, and pipeline development.",
        "Reports to the CEO, driving revenue growth across domestic and international markets."
      ],
      "capabilities": [
        "channel",
        "enterprise",
        "leadership",
        "revops",
        "demand",
        "global"
      ],
      "tools": [
        "Microsoft Office",
        "HubSpot",
        "LinkedIn",
        "Claude.ai",
        "Seamless.ai"
      ]
    },
    {
      "name": "BlueStreet Solutions, Inc.",
      "url": "https://bluestreetinc.com/",
      "position": "Senior Director of Sales",
      "startDate": "2024-04",
      "endDate": "2025-05",
      "summary": "Outsourced accounting and ERP advisory services for GovCon and nonprofit clients.",
      "highlights": [
        "Closed the largest deal of the year at $420K per year plus $175K in start-up fees.",
        "Owned the full sales cycle using HubSpot CRM for pipeline and engagement tracking.",
        "Used AI tools to build email and LinkedIn campaigns promoting the firm's services.",
        "Drafted and negotiated NDAs, SOWs, and other client agreements."
      ],
      "capabilities": [
        "enterprise",
        "leadership",
        "revops",
        "demand",
        "contracts"
      ],
      "products": [
        "Microsoft Azure",
        "Deltek Costpoint ERP",
        "Unanet",
        "JAMIS"
      ]
    },
    {
      "name": "Sand Solutions Limited",
      "url": "https://www.sandsolutionslimited.com/",
      "position": "VP Sales & Marketing / Business Development Consultant",
      "location": "Wellington, FL (Remote)",
      "startDate": "2018-10",
      "endDate": "2024-04",
      "summary": "CMMC-compliant PaaS/IaaS provider for Deltek ERP cloud hosting.",
      "highlights": [
        "Closed contracts valued at $3.5M and built a $1.6M open pipeline.",
        "Managed the top 10% of revenue clients, representing 80% of company revenue.",
        "Added twelve key clients in two years, increasing company revenue roughly 50%.",
        "Rebuilt the Salesforce implementation into a working reporting and forecasting system."
      ],
      "capabilities": [
        "enterprise",
        "leadership",
        "revops",
        "demand",
        "contracts"
      ],
      "tools": [
        "Microsoft Office",
        "ChatGPT",
        "Salesforce",
        "SharePoint",
        "Jira"
      ]
    },
    {
      "name": "Capitalize Analytics",
      "url": "https://capitalizeconsulting.com/",
      "position": "Data Analytics Sales Executive",
      "location": "Dallas, TX (Remote)",
      "startDate": "2022-06",
      "endDate": "2023-07",
      "summary": "Enterprise data and reporting tools for financial planning and operations, mid-Atlantic region.",
      "highlights": [
        "Built a $1.7M pipeline and closed over $400K in the first six months of 2023, adding seven clients.",
        "Led customer acquisition in a new region, adding eleven new clients.",
        "Certified in Alteryx and Workday Adaptive Planning partner sales programs."
      ],
      "capabilities": [
        "enterprise",
        "channel",
        "revops"
      ],
      "products": [
        "Alteryx",
        "Workday Adaptive Planning",
        "Snowflake",
        "UiPath",
        "Power BI",
        "Tableau"
      ]
    },
    {
      "name": "CohnReznick LLP",
      "url": "https://www.cohnreznick.com",
      "position": "Client Relationship Executive",
      "location": "Tysons, VA",
      "startDate": "2016-10",
      "endDate": "2018-10",
      "summary": "Advisory and assurance services for government contractors.",
      "highlights": [
        "Built a $1.5M pipeline through strategic networking and outreach.",
        "Sold ASC-606 implementation, cybersecurity, and compliance advisory services.",
        "Closed IT risk and GDPR consulting projects.",
        "Early adopter and tester for the firm's Microsoft CRM rollout."
      ],
      "capabilities": [
        "enterprise",
        "revops",
        "demand",
        "contracts"
      ]
    },
    {
      "name": "NeoSystems Corp.",
      "url": "https://www.neosystemscorp.com/",
      "position": "Senior Vice President, Sales & Marketing",
      "location": "Tysons, VA",
      "startDate": "2006-08",
      "endDate": "2016-07",
      "summary": "GovCon-focused managed accounting, ERP systems integration, and cloud enablement services.",
      "highlights": [
        "Scaled annual revenue from $8M to $41M over ten years.",
        "Led the team that closed two enterprise ERP engagements totaling $18M.",
        "Secured the company's largest BPO/FaaS contract at $3.5M annually.",
        "Built SDR, AE, and proposal organizations after starting as an individual contributor.",
        "Directed a full corporate rebrand and rebuilt all sales and marketing collateral.",
        "Implemented Salesforce and Pardot with KPI dashboards and forecasting discipline."
      ],
      "capabilities": [
        "channel",
        "enterprise",
        "leadership",
        "revops",
        "demand",
        "contracts"
      ],
      "products": [
        "Deltek Costpoint",
        "NetSuite",
        "Integrify",
        "IBM Cognos/TM1",
        "UltiPro"
      ]
    },
    {
      "name": "Deltek, Inc.",
      "url": "https://www.deltek.com",
      "position": "Alliance Partner Manager",
      "location": "Herndon, VA",
      "startDate": "2005-06",
      "endDate": "2006-08",
      "summary": "Enterprise software for government contractors and professional services firms.",
      "highlights": [
        "Grew the partner channel by 33%, adding CPA and services firms.",
        "Drove a 55%+ revenue increase through partner support and tiered pricing incentives."
      ],
      "capabilities": [
        "channel",
        "enterprise"
      ]
    },
    {
      "name": "Self-Employed, Sales & Technology Consulting",
      "position": "Business Development Consultant",
      "location": "Washington, DC Metro Area",
      "startDate": "2002-01",
      "endDate": "2005-08",
      "highlights": [
        "Improved client sales presentations, branding consistency, and marketing assets.",
        "Supported lead generation, proposal development, contract negotiation, and account management.",
        "Freddie Mac: led lender migration support to a new web-based secondary mortgage platform.",
        "KCS Landscape Management (now Yellowstone Landscape's Washington, DC branch): established a fully functional field office and proposal presentation system."
      ],
      "capabilities": [
        "enterprise",
        "demand",
        "contracts"
      ],
      "clients": [
        {
          "name": "Freddie Mac",
          "url": "https://www.freddiemac.com"
        },
        {
          "name": "KCS Landscape Management",
          "url": "https://www.yellowstonelandscape.com/locations/washington-dc",
          "note": "Acquired by Yellowstone Landscape in 2021; now its Washington, DC branch."
        }
      ]
    },
    {
      "name": "Road Runner / Time Warner Cable",
      "position": "Director, Business Development",
      "location": "Herndon, VA",
      "startDate": "1999-01",
      "endDate": "2001-12",
      "highlights": [
        "Managed a fast-track rollout of consumer cable modem service to Insight Communications.",
        "Consolidated equipment support agreements projected to save $14M per year over five years.",
        "Researched adjacent Time Warner and MediaOne systems to open targeted sales efforts."
      ],
      "capabilities": [
        "channel",
        "enterprise",
        "contracts"
      ],
      "successor": {
        "name": "Charter Spectrum",
        "url": "https://www.spectrum.com",
        "note": "Road Runner branding retired 2012; Time Warner Cable acquired by Charter Communications May 2016 and rebranded Spectrum September 2016."
      },
      "url": "https://www.spectrum.com"
    },
    {
      "name": "Road Runner / Time Warner Cable",
      "position": "Business Solutions Manager",
      "location": "San Diego, CA",
      "startDate": "1997-07",
      "endDate": "1998-12",
      "highlights": [
        "Wrote and executed the B2B marketing plan for high-speed cable modem internet access.",
        "Launched a Work-From-Home program and bulk corporate account offering sold to Qualcomm and other large tech firms.",
        "Managed a $450K cable construction budget for new commercial customers."
      ],
      "capabilities": [
        "enterprise",
        "demand"
      ],
      "successor": {
        "name": "Charter Spectrum",
        "url": "https://www.spectrum.com",
        "note": "Road Runner branding retired 2012; Time Warner Cable acquired by Charter Communications May 2016 and rebranded Spectrum September 2016."
      },
      "url": "https://www.spectrum.com"
    },
    {
      "name": "Conductus Instrument & Systems Division",
      "position": "Sales Manager",
      "location": "San Diego, CA",
      "startDate": "1994-04",
      "endDate": "1997-06",
      "summary": "Superconducting instrumentation for university, government, and corporate research markets. Conductus was acquired by Superconductor Technologies in 2002; that company wound down the Conductus product line and merged into Clearday in 2021, so the business no longer operates.",
      "highlights": [
        "Created an international team of channel partners to sell and support equipment worldwide.",
        "Managed all sales and marketing functions and reported to quarterly investor calls."
      ],
      "capabilities": [
        "channel",
        "leadership",
        "demand",
        "global"
      ],
      "status": "No longer operating"
    },
    {
      "name": "Quantum Design, Inc.",
      "url": "https://www.qdusa.com",
      "position": "Sales Manager",
      "location": "San Diego, CA",
      "startDate": "1984-10",
      "endDate": "1997-05",
      "summary": "Automated materials characterization instruments for research markets.",
      "highlights": [
        "Grew the firm from $1M to $10M in annual sales and from 6 to over 100 employees.",
        "Built the international channel that delivered 55% of company revenue.",
        "Managed all sales, marketing, support, and service personnel.",
        "Planned, budgeted, and executed a complete marketing and communications program."
      ],
      "capabilities": [
        "channel",
        "enterprise",
        "leadership",
        "demand",
        "global"
      ]
    }
  ],
  "education": [
    {
      "institution": "University of California, San Diego",
      "url": "https://www.ucsd.edu",
      "studyType": "Bachelor's degree",
      "area": "Economics and Political Science (double major)"
    }
  ],
  "capabilityIndex": {
    "channel": {
      "label": "Channel & Partnership Management",
      "organizations": [
        "Sightline Systems",
        "Capitalize Analytics",
        "NeoSystems Corp.",
        "Deltek, Inc.",
        "Road Runner / Time Warner Cable",
        "Conductus",
        "Quantum Design, Inc."
      ],
      "type": "Indirect revenue",
      "detail": "Partner recruitment, enablement and program design; margin and tier structures; distributor, reseller, systems integrator and affiliate networks."
    },
    "enterprise": {
      "label": "Enterprise & Complex Sales",
      "organizations": [
        "Sightline Systems",
        "BlueStreet Solutions, Inc.",
        "Sand Solutions Limited",
        "Capitalize Analytics",
        "CohnReznick LLP",
        "NeoSystems Corp.",
        "Deltek, Inc.",
        "Self-Employed Consulting",
        "Road Runner / Time Warner Cable",
        "Quantum Design, Inc."
      ]
    },
    "leadership": {
      "label": "Sales Management & Team Leadership",
      "organizations": [
        "Sightline Systems",
        "BlueStreet Solutions, Inc.",
        "Sand Solutions Limited",
        "NeoSystems Corp.",
        "Conductus",
        "Quantum Design, Inc."
      ],
      "type": "Direct revenue",
      "detail": "Hiring, coaching and performance-managing SDR, BDR, AE and proposal teams; territory design; quota ownership; forecast and pipeline discipline; sales compensation plan design."
    },
    "revops": {
      "label": "Revenue Operations & CRM",
      "organizations": [
        "Sightline Systems",
        "BlueStreet Solutions, Inc.",
        "Sand Solutions Limited",
        "Capitalize Analytics",
        "CohnReznick LLP",
        "NeoSystems Corp."
      ]
    },
    "demand": {
      "label": "Marketing & Demand Generation",
      "organizations": [
        "Sightline Systems",
        "BlueStreet Solutions, Inc.",
        "Sand Solutions Limited",
        "CohnReznick LLP",
        "NeoSystems Corp.",
        "Self-Employed Consulting",
        "Road Runner / Time Warner Cable",
        "Conductus",
        "Quantum Design, Inc."
      ]
    },
    "contracts": {
      "label": "Contracts, Compliance & GovCon",
      "organizations": [
        "BlueStreet Solutions, Inc.",
        "Sand Solutions Limited",
        "CohnReznick LLP",
        "NeoSystems Corp.",
        "Self-Employed Consulting",
        "Road Runner / Time Warner Cable"
      ]
    },
    "global": {
      "label": "International Market Development",
      "organizations": [
        "Sightline Systems",
        "Conductus",
        "Quantum Design, Inc."
      ]
    }
  },
  "skills": [
    {
      "name": "Sales Management",
      "level": "Executive"
    },
    {
      "name": "Channel Management",
      "level": "Executive"
    },
    {
      "name": "Quota & Forecast Management",
      "level": "Executive"
    },
    {
      "name": "Territory Design",
      "level": "Advanced"
    },
    {
      "name": "Sales Coaching",
      "level": "Executive"
    },
    {
      "name": "Sales Compensation Design",
      "level": "Advanced"
    },
    {
      "name": "Sales Leadership",
      "level": "Executive"
    },
    {
      "name": "Strategic Partnerships",
      "level": "Executive"
    },
    {
      "name": "Pipeline Development",
      "level": "Executive"
    },
    {
      "name": "Revenue Operations",
      "level": "Advanced"
    },
    {
      "name": "Salesforce CRM",
      "level": "Advanced"
    },
    {
      "name": "HubSpot CRM",
      "level": "Advanced"
    },
    {
      "name": "Marketing Strategy",
      "level": "Advanced"
    },
    {
      "name": "GovCon Compliance",
      "level": "Advanced"
    },
    {
      "name": "Team Building",
      "level": "Executive"
    }
  ],
  "interests": [
    {
      "name": "Nature and sports photography"
    },
    {
      "name": "Fishing"
    },
    {
      "name": "Golf"
    }
  ],
  "disciplines": {
    "salesManagement": {
      "label": "Sales Management",
      "revenueType": "Direct",
      "organizations": [
        "Sightline Systems",
        "BlueStreet Solutions, Inc.",
        "Sand Solutions Limited",
        "NeoSystems Corp.",
        "Conductus",
        "Quantum Design, Inc."
      ],
      "proofPoints": [
        "Scaled NeoSystems revenue from $8M to $41M while building the sales organization",
        "Led $33M+ in annual revenue across SaaS, ERP, cloud and BPO portfolios",
        "Built and managed SDR, BDR, AE and proposal functions plus support and service staff"
      ]
    },
    "channelManagement": {
      "label": "Channel & Partnership Management",
      "revenueType": "Indirect",
      "organizations": [
        "Sightline Systems",
        "Capitalize Analytics",
        "NeoSystems Corp.",
        "Deltek, Inc.",
        "Road Runner / Time Warner Cable",
        "Conductus",
        "Quantum Design, Inc."
      ],
      "proofPoints": [
        "Grew the Deltek partner channel 33% with partner-sourced revenue up over 55%",
        "Built the international channel delivering 55% of Quantum Design revenue",
        "Assembled worldwide distributor networks for two instrumentation manufacturers"
      ]
    },
    "note": "Sightline Systems, NeoSystems, Conductus and Quantum Design sit in both tracks: team quota ownership and partner network ownership at the same time."
  }
}