Hugh Kohl

WW AI Transformation & GTM Strategy @ AWS

New York1.4k followers

AWS

ex-Salesforce

ex-Slack

Strategy and Operations specialist with over 10+ years of business consulting experience. Currently I lead the AMER GTM and execution of Salesforce's Innovation Center.
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I am passionate about bringing a data-driven approach, structure, and operational efficiency to every challenge.

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Career Timeline

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GTM Index

AWSJOB
1. Data & AI GTM Specialist
  2Y 9M
AMAZON WEB SERVICES (AWS)JOB
1. WW Data & AI GTM
  1Y 10M
SALESFORCEJOB
1. Senior Mgr, Salesforce Inn…
  1Y 7M
2. Senior Strategist
  2Y 11M
SLACKJOB
1. Senior Technology Strategist
  1Y 7M
2. Mgr, Sales Strategy
  2Y
IBMJOB
1. Senior Solutions Eng
  4Y 11M
2. Sr. Solutions Eng, Data an…
  2Y 3M
3. Solutions Eng, Data and AI…
  1Y 8M
4. Senior Market Research Ana…
  3Y 11M
5. Sr. Market Research Analyst
  1Y 4M
HUDSON SQUARE BUSINESS IMPROVEMENT DISTRICTJOB
1. Architect
  5M

Job: AWS — Data & AI GTM Specialist · 2024 – present · 2y 7mo — Transformed AWS's AI go-to-market strategy at global scale by designing and executing unified GTM framework encompassing customer engagement methodology, field activation infrastructure, and opportunity intelligence systems. · Built and scaled the AWS Roadmap Studio app, a unified opportunity management platform for all of AWS to identify, prioritize, and co-track their opportunities with their customers. In 3 months, this app has helped 1000+ Account Managers, Demand Generation Reps, and Solution Architects create 3500+ opportunities representing $219M Created , with projections of $1B Created pipeline in 2026. · Authored and launched new Line of Business First Call Decks (HR, Sales, Ma…
Job: Salesforce — Senior Manager, Salesforce Innovation Center · 2023-05 – 2024-12 · 1y 7mo — Led Salesforce's executive engagement and field enablement as an Agentforce and Data Cloud expert, driving $110M in pipeline creation and 117% YoY team attainment. Developed automation solutions and managed executive-level program reporting to ensure strategic visibility and stakeholder alignment.
Job: Salesforce — Senior Strategist · 2022 – 2024 · 2y — Led Salesforce's executive engagement and field enablement as an Agentforce and Data Cloud expert, driving $110M in pipeline creation and 117% YoY team attainment. Additionally, I built automation solutions and managed executive-level program reporting to ensure strategic visibility and stakeholder alignment. · Delivered 50+ executive presentations as Agentforce and Data Cloud subject matter expert, directly attributing to $110M in pipeline and $41M in closed revenue. · Led the SIC’s Salesforce-wide field enablement and activation efforts, including creating the SIC Top Account program, which drove a record number of SICs at 117% YoY attainment. · Built Salesforce and Slack workflow auto…
Job: Slack — Senior Technology Strategist · 2022-08 – 2024-03 · 1y 7mo — Pioneered Slack's executive engagement strategy by creating the Future of Work Labs program and integrating Executive Programs into enterprise GTM, driving $417M+ in pipeline through 300+ executive consultations and 30+ annual C-suite roundtables.
Job: Slack — Manager, Sales Strategy · 2020-08 – 2022-08 · 2y
Job: IBM — Sr. Solutions Engineer, Data and AI Expert Lab Services · 2018-04 – 2020-07 · 2y 3mo — Drove $357M+ in AI bookings by creating and scaling IBM's Business Opportunity Management workshop methodology, delivering 100+ pre-sales engagements and 30+ multi-day Design Thinking sessions to 500+ Fortune 500 C-suite executives.
Job: IBM — Solutions Engineer, Data and AI Expert Lab Services · 2016-08 – 2018-04 · 1y 8mo
Job: IBM — Sr. Market Research Analyst · 2015-04 – 2016-08 · 1y 4mo
Job: IBM — Senior Market Research Analyst · 2013 – 2016 · 3y — · Authored transformational Market research including the foundational competitive pricing strategies for the launch of the IBM Watson unit as well as critical Cloud Market opportunity analysis, which led to the creation of the new IBM Cloud business unit and the acquisition of Softlayer. · Performed weekly and monthly comparative Market opportunity analysis and revenue forecasts for IBM’s Data and AI portfolio.
Job: IBM — Senior Solutions Engineer · 2016 – 2020 · 4y — Drove $357M+ in AI bookings by creating and scaling IBM's Business Opportunity Management workshop methodology, delivering 100+ pre-sales engagements and 30+ multi-day Design Thinking sessions to 500+ Fortune 500 C-suite executives. · Managed 100+ pre-sales workshops with Fortune 500 executives, accelerating $107M+ in bookings for AI products and services, including planning and facilitating 30+ 3-day Design Thinking workshops. · Created, designed, and launched IBM’s design-thinking inspired AI use case prioritization workshop, Business Opportunity Management(BOM), offered within IBM’s Watson Experience Centers, which was delivered over 100+ times, creating $120M . · Customized and demon…
Job: Hudson Square Business Improvement District — Architect · 2013-07 – 2013-12 · 5 mo
Job: Amazon Web Services (AWS) — WW Data & AI GTM · 2024-12 – present · 1y 8mo
School: Princeton University — Bachelor of Architecture (B.Arch.), Architecture and Design
School: UC Berkeley Extension — Computer Programming, Full Stack Engineering
School: General Assembly — Machine Learning
School: Princeton University — Bachelor of Arts, Architecture

Skills

SalesforceExecutive ConsultationSlackOrganizational DesignMarket AnalysisExecutive ProgramsGo-to-Market StrategySalesforce AutomationMarket ResearchBusiness AnalysisSQLAnalytical SkillsAgile MethodologiesAnalyticsExecutive Presentation DevelopmentCompetitive Marketing StrategiesArtificial Intelligence (AI)Project ManagementLeadershipData Analysis

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Hugh Kohl

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