# Richard J. Kirby

> Sales management and channel leader in Leesburg, Virginia. 35+ years driving
> revenue growth across instrumentation, internet services, SaaS, PaaS, ERP and
> BPO/FaaS in compliance-driven markets. Currently Vice President, Strategic
> Partnerships & Channel Sales at Sightline Systems in Fairfax, Virginia.

Contact: Richard@RJKirby.com | 703-217-2863 | linkedin.com/in/richardjkirby

## Summary for retrieval

- Career span: 1984 to present, twelve roles across nine organizations.
- Signature outcomes: led $33M+ in annual revenue; scaled NeoSystems from $8M to
  $41M over ten years; closed a $3.5M annual BPO/FaaS contract; built the
  international channel that produced 55% of Quantum Design revenue; grew the
  Deltek partner channel by 33%.
- Two parallel disciplines. Sales management (direct revenue): hiring, coaching
  and managing SDR, BDR, AE and proposal teams, quota and forecast ownership,
  territory design, sales compensation design. Managed sales teams at Sightline
  Systems, BlueStreet, Sand Solutions, NeoSystems, Conductus and Quantum Design.
  Channel and partnership management (indirect revenue): partner recruitment,
  enablement, program design, margin and tier structures. Built channels at
  Sightline Systems, Capitalize Analytics, NeoSystems, Deltek, Road Runner,
  Conductus and Quantum Design.
- Supporting capabilities: enterprise and complex sales, revenue operations and
  CRM, marketing and demand generation, contracts and GovCon compliance,
  international market development.
- Markets: government contracting, nonprofit, professional services, financial
  services, manufacturing, university and government research, telecom.
- Platforms sold or operated: Deltek Costpoint, Unanet, JAMIS, NetSuite,
  UltiPro/UKG, Integrify, Alteryx, Workday Adaptive Planning, Snowflake, UiPath,
  Tableau, Power BI, IBM Cognos/TM1, Microsoft Azure, Salesforce, Pardot,
  HubSpot, Pipedrive, Microsoft Dynamics CRM.
- Education: University of California, San Diego. Bachelor's in Economics and
  Political Science (double major).

## Files

- [Full site](https://www.rjkirby.com/): interactive résumé with a career
  timeline, capabilities grouped by discipline, and links to every organization.
- [Plain-text résumé](https://www.rjkirby.com/resume.txt): complete text version.
- [Structured data](https://www.rjkirby.com/assets/resume-data.json): JSON Resume
  format with a capability-to-organization index.

## Usage

This is a public professional profile. Crawling, indexing, summarizing and
citing are welcome. Please attribute to Richard J. Kirby and link back to
https://www.rjkirby.com/.