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Work Background
Dell TechnologiesDirector, Partner Sales Program & Operations
Jan. 2024Austin, Texas, United States★ Lead the development and execution of channel sales strategies, new partners acquisition, channel enablement, including sales, marketing, partner portals, partner CRM and training programs. Expanded responsibilities to lead the partner operations organization, driving transformational projects to enable partner success, by providing a seamless, proactive end-to-end engagement across the entire partner ecosystem. ★ Lead strategic partnerships development with Distributors, System Integrators and ISVs – successfully delivered growth plans.
★ Drive sales transformation plan (as-a-service strategy), developed a unified sales cross-functional plan, responsible for channel enablement and execution.
★ Partnered with Senior Vice President as the regional Sales COO. Lead sales calls, sales readiness, drive key KPIs, deal coaching, salesforce.com discipline, ensuring collaboration across sales, pre-sales and product business units towards the achievement of assigned sales goals.
Dell TechnologiesDirector, Strategy & Sales Programs
Aug. 2015 - Dec. 2023Austin, Texas e Região, Estados Unidos★ Lead the Channel Strategy and Channel Program planning and execution, including GTM, partner ecosystem & sales strategy, channel program design & management as a platform to drive growth, ensuring sales teams and partners are equipped and highly motivated to exceed sales goals.
★ Develop and execute multiple sales strategies and initiatives to accelerate business performance, increase market-share, sales collaboration, innovation, resulting in strong results. ★ Manages marketing & sales end-to-end campaigns, enable partners, drive key metrics execution, communicates with customers and partners CXO level and internal senior stakeholders to ensure alignment, leading business reviews, sales calls, business updates and plans across the partner ecosystem and executives.
DellSales & Marketing Director, PartnerDirect program
Mar. 2013 - Jul. 2015Brazil★ Lead the channel ecosystem, managed a team of 18 people to direct the marketing and channel program efforts to drive sales, expanding partner engagement, and advanced the annual channel revenue to $365M
★ Developed and implemented channel marketing programs to accelerate channel sales, expand market coverage and deliver record sales.
★ Drove exponential growth by launching the Distribution GTM, created a dedicated sales group to work with the public vertical, and optimized the sales process by implementing an online premier page for partners.
DellSales Director, Channels SMB
Feb. 2011 - Feb. 2013Brazil★ 1st SMB Channel Sales Leader for Brazil, building and leading a team of 22 to develop an evergreen culture around the channel, expanding revenue to $180M+ in annual sales, +42% YOY growth. Earned recognition as the fastest-growing segment at Dell globally
★ Increased online orders from 25% to 65% by focusing the sales team on high-value opportunities
Dell Inc.Marketing Director, Latin America & The Caribbean
Dec. 2004 - Jan. 2011★ Lead the field marketing team with an annual budget of $18M. This included communications, branding, PR, budget management, strategic planning, and market analytics. Managed field and demand generation annual plan while representing Latin America in global marketing forums and with executive leadership.
★ Successfully recruited, trained, and developed the regional marketing team from zero to 32 direct reports throughout the US, Mexico, Panama, Colombia, Chile, Argentina, and Brazil.
★ Drove account expansion and revenue growth by launching and managing strategic programs, including CRM implementation in Latin America (+500 users), data-driven demand generation processes, an executive engagement program, and new lead management methodologies for the sales team.
★ Recipient of numerous marketing leadership awards, 2008 – 2010. Recognized by VoceSA Magazine and Korn/Ferry International as the CEO of the Future in 2008.
Dell Computer BrazilMarketing Manager
Sep. 2000 - Dec. 2004★ Led all marketing and demand generation processes for the corporate sector, including business intelligence, sales modeling, marketing programs, events, direct marketing, and budget management.
★ Achieved a 54% customer growth and 101% sales growth by restructuring go-to-market processes.
★Reduced costs by $312K and generated $3M in sales revenue annually by leading process improvement projects utilizing Six Sigma methodology for continuous process improvements. ★ Represented Latin America during the Dell World Quality, 2003, presenting to Michael Dell and the Board
RGE - Rio Grande EnergiaMarketing Coordinator
Jan. 1999 - Dec. 2000Brazil★ Implemented Database Marketing strategy: improved end-user average ticket based on cross selling new services & products
Grupo RBSMarketing Analyst
Jan. 1997 - Dec. 2000Brazil★ Joined the company as Trainee for the IT department – ERP project manager.
★ Moved to marketing. Database marketing & geomarketing experience. Telemarketing and door-to-door sales support. Coordinated team to implement internal customer database & profiling.
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