Experience

eVigilo

• Israel
• Public Safety
• 1 - 100 Employee

• Vice President of Sales, Latin America & the Caribbean

  • Nov 2018 - Jul 2021

  • Drive the sales strategy in the region, recruit and develop channel partners in each country, build and lead the sales team, expand cloud and vertical solutions, and build the plans to deliver aggressive growth targets. • Developed relationships with National Governments in the region to address their need to know, notify and act on time to protect the population. • Initiated the expansion into the private sector launching end-to-end solutions for vertical markets; including Energy… Show more • Drive the sales strategy in the region, recruit and develop channel partners in each country, build and lead the sales team, expand cloud and vertical solutions, and build the plans to deliver aggressive growth targets. • Developed relationships with National Governments in the region to address their need to know, notify and act on time to protect the population. • Initiated the expansion into the private sector launching end-to-end solutions for vertical markets; including Energy, Financial Services, Private Security, Mining, Mega-Retailers, and General Corporate Show less



Sales Outcomes

• United States
• Business Consulting and Services
• 1 - 100 Employee

• Practice Principal/Sales Execution Consultant

  • Sep 2013 - Nov 2018

  Consulting firm specialized in enhancing sales and marketing execution for its clients. Leading practices in the areas of business strategy, sales & marketing operations, performance management, sales enablement, and leadership development. Industry segment focus for high-tech electronics, logistics, and complex services client segments. ● Coached US global IT firm’s first-line sales managers on actively managing sales team via regular pipeline reviews and complete salesforce.com… Show more Consulting firm specialized in enhancing sales and marketing execution for its clients. Leading practices in the areas of business strategy, sales & marketing operations, performance management, sales enablement, and leadership development. Industry segment focus for high-tech electronics, logistics, and complex services client segments. ● Coached US global IT firm’s first-line sales managers on actively managing sales team via regular pipeline reviews and complete salesforce.com adoption. ● Analyzed the potential value of a Financial Company’s existing pipeline and its sensitivity to key parameters for defining potential sales action plan. ● Assessed existing go-to-market model of enterprise sales for an IT product company through analytics and stakeholders' interviews and made recommendations to address gaps in support of a three-year operational plan to accelerate profitable growth. Show less



NetApp

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Manager Channel Sales, Latin America and Caribbean Region

  • Feb 2016 - Jan 2017

  Miami/Fort Lauderdale Area Responsible for leading and managing the Channel organization in the region to strengthen distribution and the partner ecosystem to support NetApp strategy and drive sales. ● Completed distributor consolidation and increased their effectiveness by developing and executing joined business plans and ensuring their deployment of local sales & technical teams to support resellers in all the region. ● Improved market coverage and portfolio expertise thru focused geographic & vertical… Show more Responsible for leading and managing the Channel organization in the region to strengthen distribution and the partner ecosystem to support NetApp strategy and drive sales. ● Completed distributor consolidation and increased their effectiveness by developing and executing joined business plans and ensuring their deployment of local sales & technical teams to support resellers in all the region. ● Improved market coverage and portfolio expertise thru focused geographic & vertical recruitment of 30 new partners and more than 95% active participation on new enablement program. ● Strengthened value ecosystem by expanding the network of Professional Services Certified partners more than 100%. Show less



Westcon-Comstor

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Sr. Director LATAM, Partner Management & Business Development

  • Mar 2015 - Sep 2015

  WestconGroup, Inc. is a value-added distributor of category-leading unified communications, network infrastructure, data center and security solutions with a global network of specialty resellers. Aligned value strategy with vendors’ goals by defining and implementing regional programs and best practices for Fortinet, Citrix, Symantec-Veritas, Juniper Networks, Aruba Networks, and HP Enterprise Security. ● Instrumental for retaining the distribution of two of those vendors which… Show more WestconGroup, Inc. is a value-added distributor of category-leading unified communications, network infrastructure, data center and security solutions with a global network of specialty resellers. Aligned value strategy with vendors’ goals by defining and implementing regional programs and best practices for Fortinet, Citrix, Symantec-Veritas, Juniper Networks, Aruba Networks, and HP Enterprise Security. ● Instrumental for retaining the distribution of two of those vendors which accounted for $26M in annual sales. ● Negotiated with one vendor its first cloud distribution contract, the basis for more than 75% of incremental revenue. ● Sustained $45M sales results, despite the impact of the deep Brazilian crisis, by executing regional business sales & marketing plans ensuring focused and active involvement from local organizations. ● Improve operational effectiveness by defining and implementing in cooperation with other departments new stock programs and processes for three of the vendors. ● Positively impacted the profitability goals by recovering old back-end rebates, negotiating additional investment funds, and obtaining incentive discounts. Show less



Hewlett Packard Enterprise

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Enterprise Servers, Storage and Networking Manager - Central America (08-10), Caribbean & PR

  • Nov 2008 - Jun 2012

  Led 15-20 person team, responsible for a $18M profitability and $50M sales in the Caribbean and Puerto Rico, and $30M profitability and $82M sales when including Central America. ● Exceeded Gross Margin US$ to 106% in 2011 and 105% in 2010, with the highest GM% in MCA in 2011 by successfully motivating and empowering the team to prioritize new value technologies in the market and focusing sales rep in named accounts in the key countries. ● Turned the Caribbean into the number one seller… Show more Led 15-20 person team, responsible for a $18M profitability and $50M sales in the Caribbean and Puerto Rico, and $30M profitability and $82M sales when including Central America. ● Exceeded Gross Margin US$ to 106% in 2011 and 105% in 2010, with the highest GM% in MCA in 2011 by successfully motivating and empowering the team to prioritize new value technologies in the market and focusing sales rep in named accounts in the key countries. ● Turned the Caribbean into the number one seller of the newly acquired, Cloud-optimized 3PAR storage line. ● Increased Service Sales penetration (service-to-product sales ratio) from 25.0% in the Caribbean and 21.4% in PR to 31.6% in both from 2010 to 2011by incorporating services in all volume promotions and implementing more market-based pricing. ● Developed multi BU role and managed pricing decisions. ● Established well-structured Run Rate controls. ● Caribbean ISS Run Rate increased 88% between Q1 FY09 and Q1 FY10. ● Improved forecast and pipeline management.

• MCA Commercial Segment Manager

  • Nov 2005 - Oct 2008

  Miami/Fort Lauderdale Area Led a 32 person regional team, including two managers and five country leaders, responsible for developing a $250M enterprise hardware, software & services Commercial Segment. ● Exceeded territory sales quota by 20% for two years and achieved quota the third by optimizing deployment and management of sales resources and promoting cross-category sales & marketing strategies obtaining higher attach ratios than in quota. ● Strengthen Enterprise Channels by implementing a clearly segmented… Show more Led a 32 person regional team, including two managers and five country leaders, responsible for developing a $250M enterprise hardware, software & services Commercial Segment. ● Exceeded territory sales quota by 20% for two years and achieved quota the third by optimizing deployment and management of sales resources and promoting cross-category sales & marketing strategies obtaining higher attach ratios than in quota. ● Strengthen Enterprise Channels by implementing a clearly segmented account coverage strategy against the prevalent practice and a 10-initiative channel program action plan. ● Championed and applied a Value Strategy, including aligning incentive and compensation plans, that was crucial to speed up the adoption of blades to 16% of total X86 server sales and increase sales of Business Critical Servers with 47% compounded growth. ● Motivated and supported a reporting manager to define and launch Install Base, Competitors’ Attack, and SAP initiatives, with important customers' wins. ● Empowered a reporting manager to plan and successfully implement an Inside Sales Contact Center in-sourcing Project in 2007. Established separate sales & operational roles, increased sales time by 20% and saved 16% expenses. ● Supported implementation of two-tier software channel initiative and increased software sales by 86% compounded growth. ● Promoted adoption of Total Customer Experience (TCE) metrics into territory accounts and inside sales activity.

• MCA Small & Medium Business Manager

  • May 2004 - Oct 2005

  Led a 30-person regional team, including six marketing managers, responsible for segment development, sales & marketing strategy and execution of a $600M multi-group business. ● Started and developed a SMB customer-focus field & inside sales organization by convincing Country Managers to invest in SMB resources and incorporating SMB initiatives in their strategic plans. ● Overachieved SMB Sales Quota in every quarter, all business units (from printers to software) and every country but… Show more Led a 30-person regional team, including six marketing managers, responsible for segment development, sales & marketing strategy and execution of a $600M multi-group business. ● Started and developed a SMB customer-focus field & inside sales organization by convincing Country Managers to invest in SMB resources and incorporating SMB initiatives in their strategic plans. ● Overachieved SMB Sales Quota in every quarter, all business units (from printers to software) and every country but one during three semesters for a total of 137%, 139% and 121% in H2 2004, H1 2005 and H2 2005 respectively. Did it by developing and implementing integrated marketing plans (like the SMB solution catalog) and strengthening several route-to-markets in coordination with the unified channel organization (like the geographic expansion of the reseller network). ● Defined and implemented a new Medium Market strategy in largest potential countries. Sales grew quarterly 143% in Colombia, 137% in Argentina and 42% in Chile. ● Initiated use of e-marketing campaigns.

• MCA Commercial Channel Manager

  • Nov 2003 - Apr 2004

  Miami/Fort Lauderdale Area Led an eight-person team that managed $200M Distributor Sales and Regional Channel Development. ● Exceeded Regional Channel Sales by 15% in H1 2004. ● Achieved linearity goals with 75% of shipments on first two months of the quarter. ● Managed major system migration without any adverse impact on Regional Channel Sales. ● Helped to implement the DF Initiative for direct global customers in non-subsidiary countries. ● Selected to participate in 3-member management team that… Show more Led an eight-person team that managed $200M Distributor Sales and Regional Channel Development. ● Exceeded Regional Channel Sales by 15% in H1 2004. ● Achieved linearity goals with 75% of shipments on first two months of the quarter. ● Managed major system migration without any adverse impact on Regional Channel Sales. ● Helped to implement the DF Initiative for direct global customers in non-subsidiary countries. ● Selected to participate in 3-member management team that designed a unified channel partner organization and coordinated programs and rules-of-engagement that accelerated implementation.

• Personal System Group Manager - Central America, Caribbean, PR & Ecuador

  • May 2002 - Oct 2003

  Miami/Fort Lauderdale Area Led a 12 person team that generated $100M in sales and managed its profitability and marketing. ● Integrated and motivated a team from both pre-merger companies and combined two pre-merger companies with minimum initial quarter business erosion. ● Exceeded quota by 3.5% in 2003 and gross margin percentage goals both years. ● Gained 10% market share in Portable Computers from Q3 2002 to Q3 2003. ● Against conventional wisdom launched a new, online-sale-to-resellers business model… Show more Led a 12 person team that generated $100M in sales and managed its profitability and marketing. ● Integrated and motivated a team from both pre-merger companies and combined two pre-merger companies with minimum initial quarter business erosion. ● Exceeded quota by 3.5% in 2003 and gross margin percentage goals both years. ● Gained 10% market share in Portable Computers from Q3 2002 to Q3 2003. ● Against conventional wisdom launched a new, online-sale-to-resellers business model for Puerto Rico in 2003 which rapidly became dominant RTM and was responsible for 60% Commercial PC growth in three- quarters. ● Reintroduced Pavilion desktops and notebooks in Central America with experience based marketing. ● Launched new client categories, including POS.

• MCA SMB Manager + Central America & Caribbean Business Customer Organization Manager

  • Nov 2000 - Apr 2002

  Miami/Fort Lauderdale Area Simultaneously led SMB strategy with a 24-person regional team and directly managed an eight-person local team responsible for all HP business sales. ● Developed first SMB multi-business-group HP sales organization to present a single face to the customer in the region. ● Sustained Wholesaler Channel Sales and implemented new go-to-market strategies after complete fusion of two separate HP sales organizations. ● Exceeded MCA SMB quota by 40% in H1 2002, with all countries but one… Show more Simultaneously led SMB strategy with a 24-person regional team and directly managed an eight-person local team responsible for all HP business sales. ● Developed first SMB multi-business-group HP sales organization to present a single face to the customer in the region. ● Sustained Wholesaler Channel Sales and implemented new go-to-market strategies after complete fusion of two separate HP sales organizations. ● Exceeded MCA SMB quota by 40% in H1 2002, with all countries but one above quota. ● Successfully generated innovative Solution and Community Programs with Technology Partners & Associations and achieved mid-market goals in Venezuela & Colombia. ● With new Enterprise sales reps grew value sales (Unix, Storage, Software, Consulting, and Services) by 58% in Central America & Caribbean.



HP

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Computer Products & Channels Organization Manager

  • Jan 1992 - Oct 2000

  Caracas Area, Venezuela Led sales, marketing & operations of printing, personal systems, and X86 server businesses. ● Hired and developed a 30 member-strong professional Sales, Marketing and Channel Management team. ● Successfully introduced new product categories, Customer Sales & Pre-Sales Call Center and HP University (channel training and certification). ● Grew sales by a compounded annual rate of 22.8%. ● Exceeded sales quota by largest percentage among regional countries in both 1997 and 1999. ●… Show more Led sales, marketing & operations of printing, personal systems, and X86 server businesses. ● Hired and developed a 30 member-strong professional Sales, Marketing and Channel Management team. ● Successfully introduced new product categories, Customer Sales & Pre-Sales Call Center and HP University (channel training and certification). ● Grew sales by a compounded annual rate of 22.8%. ● Exceeded sales quota by largest percentage among regional countries in both 1997 and 1999. ● Captured Nº1 market position for laser printers in 1993 and sustained it above 70% from 1996 to 1999. ● Gained and kept the Nº1 market position for inkjet printers since 1993. ● Captured Nº2 Intel Servers value market share in 1998, 1999 and 2000. ● Expanded and developed the distribution channel (VAR, Volume & Value Distributors, Resellers, Retailers & Focus Partners) and created a structure to support over 250 retail outlets. ● Obtained and kept # 1 ranking for HP in channel partner satisfaction. ● Initiated and expanded Channel-Friendly HP Small Ticket Financing Program. This program was pivotal for servers and PC leadership in the following years. ● Recognized as more cooperative regional country after 1996 major reorganization. ● Volunteered to be the test market for new Multi-country distributor channel contract.

• Support Administration Manager

  • Feb 1989 - Dec 1991

  Caracas Area, Venezuela ● Reestablished business controls to acceptable audit levels. ● Created new administrative processes that promoted business growth by increasing professional services, support contract renewals, and repair quote acceptance. ● Conducted pricing and negotiated contracts through periods of high inflation. ● Increase admin productivity by reducing 25% personnel without impacting service.

• Latin America Financial Reporting Supervisor

  • Feb 1988 - Jan 1989

  Mexico City Area, Mexico ● Supervised consolidation, reporting and analysis of Latin America subsidiary financial information. ● Trained and developed a team of four financial analysts. ● Oversaw development and implementation of new reporting mechanism in all regional subsidiaries.



Hewlett Packard Enterprise

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Latin America Treasury & Financial Reporting Analyst - Intercontinental Operations

  • Aug 1986 - Jan 1988

  Palo Alto, California ● Coordinated backlog and balance sheet hedging strategies, the setting of accounting and pricing rates, and the measurement of foreign exchange gain and losses. ● Identified and evaluated alternatives for funding subsidiaries. ● Negotiated with major US banks the restructuring of parent-guaranteed loans. ● Supported subsidiaries in operating cash management and excess cash investment. ● Promoted the use of treasury systems. ● Acted as the focal point for headquarters… Show more ● Coordinated backlog and balance sheet hedging strategies, the setting of accounting and pricing rates, and the measurement of foreign exchange gain and losses. ● Identified and evaluated alternatives for funding subsidiaries. ● Negotiated with major US banks the restructuring of parent-guaranteed loans. ● Supported subsidiaries in operating cash management and excess cash investment. ● Promoted the use of treasury systems. ● Acted as the focal point for headquarters management's interpretation of subsidiary's financial information and Latin American economic developments. ● Facilitated Latin American region integration to the corporate budgeting process. Show less



MARAVEN S.A., Subsidiary of PDVSA

• Planner - Managerial Training Program

  • Dec 1980 - Sep 1983

  Caracas & Cardon Refinery, Venezuela Chosen for a 3-year managerial training program which included as significant achievements: ● Developed and presented plans which guided short and medium term decisions on production, refining, internal marketing and international trading. ● Designed and implemented linear programming model used for supply and manufacturing planning as well as investment decision-making. Achieved company-wide utilization of the model. ● Identified and solved process engineering problems as part of the… Show more Chosen for a 3-year managerial training program which included as significant achievements: ● Developed and presented plans which guided short and medium term decisions on production, refining, internal marketing and international trading. ● Designed and implemented linear programming model used for supply and manufacturing planning as well as investment decision-making. Achieved company-wide utilization of the model. ● Identified and solved process engineering problems as part of the responsibility for the technical functioning of 300 TBPSD distillation plants. Show less