Experience

ZoomInfo

• United States
• Software Development
• 700 & Above Employee

• Head of Technology Partnerships & ISVs

  • Mar 2023 - Present



Zendesk

• Software Development
• 700 & Above Employee

• Sr. Program Mgr. & Sales Exec., Global SMB

  • Apr 2022 - Jan 2023

  Defined programs and initiatives for SMB segment partner access, capability, and coverage. Scaled, operationalized, and executed strategic programs while coordinating and aligning SMB sales and exceeding sales goals. Led global Partner Sales Executives’ team. Energized regional activities and best-practice sharing. Liaised between partners and senior sales executives. -Created a program to allow Global SMB Organization to drive all professional services deals through a small set of… Show more Defined programs and initiatives for SMB segment partner access, capability, and coverage. Scaled, operationalized, and executed strategic programs while coordinating and aligning SMB sales and exceeding sales goals. Led global Partner Sales Executives’ team. Energized regional activities and best-practice sharing. Liaised between partners and senior sales executives. -Created a program to allow Global SMB Organization to drive all professional services deals through a small set of approved SMB partners after Zendesk transitioned ProServe department to large projects only; delivered smooth transition while increasing average SMB deal size/close ratios and accelerating pipeline creation.

• Senior Manager, Global Partner Solutions

  • May 2021 - Apr 2022

  Built and owned a repeatable partner solution framework that created pipeline, drove revenue growth, and brought solutions to market. Identified vertical/use-case partner solutions then developed, supported, and promoted capabilities. - Created new, net incremental revenue for 200K ARR and pushed Zendesk to win in new markets by identifying and working with a set of partners to develop HelpDesk solutions. - Influenced organizational behavior toward partner-value, co-sell… Show more Built and owned a repeatable partner solution framework that created pipeline, drove revenue growth, and brought solutions to market. Identified vertical/use-case partner solutions then developed, supported, and promoted capabilities. - Created new, net incremental revenue for 200K ARR and pushed Zendesk to win in new markets by identifying and working with a set of partners to develop HelpDesk solutions. - Influenced organizational behavior toward partner-value, co-sell model for partner solutions.



Cisco

• United States
• Software Development
• 700 & Above Employee

• Senior Manager, Services Sales (Central America, Andean and Caribbean)

  • Oct 2019 - Dec 2020

  Managed direct and indirect Cisco services organization, emphasizing customer success and adoption. Assisted customers in infrastructure digitization and automation, delivering business agility and improving time-to-revenue. Helped partners and service providers refocus SaaS business to maximize ROI with Cisco value propositions. - Drove team to #1 in LATAM services-attached rate, exceeding goals and creating career growth opportunities. - Maintained customer trust and kept… Show more Managed direct and indirect Cisco services organization, emphasizing customer success and adoption. Assisted customers in infrastructure digitization and automation, delivering business agility and improving time-to-revenue. Helped partners and service providers refocus SaaS business to maximize ROI with Cisco value propositions. - Drove team to #1 in LATAM services-attached rate, exceeding goals and creating career growth opportunities. - Maintained customer trust and kept customer business running as it should by creating a local “Tiger Team” to solve severities issues that were previously being escalated. - Created new revenue stream by meeting demand for NBM (next business day) capabilities in Dominican Republic through creation of business cases for in-country CX Centers/Delivery depots. - Improved customer satisfaction and generated new product and services opportunities through an initiative that sold customers on advantages of Cisco DNA (digital network architecture) center services—service already provided but seldom adopted.

• Senior Manager, Ecosystem Partners Solutions (Latin America)

  • Aug 2016 - Oct 2019

  Spearheaded partner acceleration, energizing partner sales across the entire Cisco portfolio (security, collaboration, datacenter, services, and software). Streamlined sales and marketing processes and developed GTM strategy and sales execution that integrated and marketed multi-partner, joint solutions with newly recruited next-gen partners. - Received LATAM’s 2019 “Manager Excellence” award. - Evolved partners from technology integrators to solution providers by building… Show more Spearheaded partner acceleration, energizing partner sales across the entire Cisco portfolio (security, collaboration, datacenter, services, and software). Streamlined sales and marketing processes and developed GTM strategy and sales execution that integrated and marketed multi-partner, joint solutions with newly recruited next-gen partners. - Received LATAM’s 2019 “Manager Excellence” award. - Evolved partners from technology integrators to solution providers by building and inaugurating Cisco’s Software & Solutions Innovation team; recruited best-and-brightest candidates, customized and drove complex programs, created new revenue streams for Cisco, and helped partners grow profitability. - Drove $1M+ incremental new business in Brazilian manufacturing/retail market through scaled solution-selling. - Accelerated partner business transformation via training programs that taught partners across multiple industries how to create effective digital transformation strategies for relevant lines of business (LOB).

• Senior Manager, Partner Architectures Sales Organization (Latin America)

  • Aug 2011 - Jul 2016

  Led 12-member business development team across 4 Latin American regions, solidifying infrastructure and application solution alliances and ecosystem partners. Liaised between Latin America, Americas, and Worldwide Partner Organization. Set strategy that ensured partner membership in Cisco programs, aligning budget, events, and product launches to target. - Achieved double-digit growth YOY by positioning and selling new datacenter products and solutions through recruitment strategy… Show more Led 12-member business development team across 4 Latin American regions, solidifying infrastructure and application solution alliances and ecosystem partners. Liaised between Latin America, Americas, and Worldwide Partner Organization. Set strategy that ensured partner membership in Cisco programs, aligning budget, events, and product launches to target. - Achieved double-digit growth YOY by positioning and selling new datacenter products and solutions through recruitment strategy that targeted main competitors, system integrators, and new niche players in industry. - Captured and accelerated LATAM architectural growth via initiative that identified win-win partner opportunities and assigned critical resources (system engineers).



Cisco

• United States
• Software Development
• 700 & Above Employee

• Vertical Channels & Strategic Alliances Manager (Latin America)

  • Aug 2007 - Mar 2011

  Drive the behavior needed to move Channels to the deveopment of vertical practices and solutions selling. Responsible for the coverage model within selected verticals thru identification and recruitment of all necessary players. Work in the creation of the right value propositions for our partners and the development of appropriate engagement models. Provide leadership and manage a team of 2 people dedicated to the key Global and Regional Systems Integrators in LATAM to drive growth… Show more Drive the behavior needed to move Channels to the deveopment of vertical practices and solutions selling. Responsible for the coverage model within selected verticals thru identification and recruitment of all necessary players. Work in the creation of the right value propositions for our partners and the development of appropriate engagement models. Provide leadership and manage a team of 2 people dedicated to the key Global and Regional Systems Integrators in LATAM to drive growth, revenue and business objectives. Develop joint regional plans and strategies to drive differentiated value of the alliances leading to incremental revenues to both Cisco and the Partners in LATAM (specifically through coverage and vertical offerings). Drive Executive regional relationships and linkage to the WW Corporate Alliances team and other theatre leads.

• Advanced Technologies & IBM Strategic Alliance Manager (Latin America)

  • Apr 2004 - Jul 2007

  Lead the Advanced Technologies efforts with Channels in Latin America, accelerating its adoption by our partners on a results oriented environment, with focus in, among other areas: Strategic management of our AT coverage map and pool of Go To Partners. Leadership to obtain, drive and manage investments at a regional level. Selective partner recruitment and facilitation for the integration of acquisitions into our partner base. Leadership to build a partnership with IBM at an executive… Show more Lead the Advanced Technologies efforts with Channels in Latin America, accelerating its adoption by our partners on a results oriented environment, with focus in, among other areas: Strategic management of our AT coverage map and pool of Go To Partners. Leadership to obtain, drive and manage investments at a regional level. Selective partner recruitment and facilitation for the integration of acquisitions into our partner base. Leadership to build a partnership with IBM at an executive level and develop a solutions strategy. Drive growth and revenue. Influence decisions across many diverse markets and geographies. Facilitate team ideas, lead the sharing of best practices across the theatre and develop executive liaisons with IBM Leaders. Facilitate Senior VP meetings and discussions and execute on the actions moving forward. Accountability to drive YoY revenue growth.

• Gateway Global Account Manager (Latin America)

  • Mar 2002 - Mar 2004

  Provide theater-wide in-bound coverage for a group of specific Global Accounts. Fill-in to provide direct sales coverage where local account coverage is insufficient to drive strategic business or, in areas where local account management is strong, coordinate and backup the existing team to ensure the strategic account plan for the account is well understood and implemented consistently across their theater of responsibility. Assist the Global Account Manager in identifying all account… Show more Provide theater-wide in-bound coverage for a group of specific Global Accounts. Fill-in to provide direct sales coverage where local account coverage is insufficient to drive strategic business or, in areas where local account management is strong, coordinate and backup the existing team to ensure the strategic account plan for the account is well understood and implemented consistently across their theater of responsibility. Assist the Global Account Manager in identifying all account managers who sell into the account locally and also help identify the local partners and resellers able to support the account in the local territory.

• SMB Manager (Latin America's Southern Cone)

  • Mar 2000 - Feb 2002

  Responsible of the Commercial LOB for the region. Definition and development of the sales and marketing strategies for the segment. Sales driven through Distributors and the channel. Managing of a working team (Channel Marketing Managers, Product Managers and a Contact Center) and the direct relation with a Strategic group of Partners. Engagement with the Enterprise Sales Team for the development of their projects. Creation of a specific sales channel. - Increase of the sales in… Show more Responsible of the Commercial LOB for the region. Definition and development of the sales and marketing strategies for the segment. Sales driven through Distributors and the channel. Managing of a working team (Channel Marketing Managers, Product Managers and a Contact Center) and the direct relation with a Strategic group of Partners. Engagement with the Enterprise Sales Team for the development of their projects. Creation of a specific sales channel. - Increase of the sales in more than 40% annually with a great increase in market share. Reinforcement and positioning of the brand. Plaque for the “Account Manager of the Year” achieved during FY 2001.



Intel Corporation

• United States
• Semiconductor Manufacturing
• 700 & Above Employee

• Channel Business Manager (Latin America's Southern Cone)

  • Jun 1999 - Feb 2000

  Responsible for driving down-channel sales and promoting Intel’s technologies and roadmap to Intel Product Integrators (lPI’s). Manage and drive Intel sales people (Channel Representatives) to achieve Intel’s sales and marketing goals in the channel. Demand generation. Manage multiple projects concurrently and drive results from my team. Coordinate and present training. Develop the relationship with the top IPI’s in the region being responsible for driving their sales and managing their… Show more Responsible for driving down-channel sales and promoting Intel’s technologies and roadmap to Intel Product Integrators (lPI’s). Manage and drive Intel sales people (Channel Representatives) to achieve Intel’s sales and marketing goals in the channel. Demand generation. Manage multiple projects concurrently and drive results from my team. Coordinate and present training. Develop the relationship with the top IPI’s in the region being responsible for driving their sales and managing their relationship with Intel. Work to help drive distis sales out and marketing efforts. Show less Responsible for driving down-channel sales and promoting Intel’s technologies and roadmap to Intel Product Integrators (lPI’s). Manage and drive Intel sales people (Channel Representatives) to achieve Intel’s sales and marketing goals in the channel. Demand generation. Manage multiple projects concurrently and drive results from my team. Coordinate and present training. Develop the relationship with the top IPI’s in the region being responsible for driving their sales and managing their… Show more Responsible for driving down-channel sales and promoting Intel’s technologies and roadmap to Intel Product Integrators (lPI’s). Manage and drive Intel sales people (Channel Representatives) to achieve Intel’s sales and marketing goals in the channel. Demand generation. Manage multiple projects concurrently and drive results from my team. Coordinate and present training. Develop the relationship with the top IPI’s in the region being responsible for driving their sales and managing their relationship with Intel. Work to help drive distis sales out and marketing efforts. Show less



3Com

• Computer Networking
• 200 - 300 Employee

• Channel Sales Manager (Latin America's Southern Cone)

  • Oct 1996 - May 1999

  Identified, qualified and developed sales opportunities in the region. Developed, maintained and managed the sale and implementation of 3Com Networking solutions. Defined policies and strategies for the channel. Technical, commercial and marketing training. Partnered with 3Com resellers to develop interest in 3Com products and services. - Worked to meet the needs encountered in mutual selling efforts. - Identified and developed alternative channels like the telephony… Show more Identified, qualified and developed sales opportunities in the region. Developed, maintained and managed the sale and implementation of 3Com Networking solutions. Defined policies and strategies for the channel. Technical, commercial and marketing training. Partnered with 3Com resellers to develop interest in 3Com products and services. - Worked to meet the needs encountered in mutual selling efforts. - Identified and developed alternative channels like the telephony one. - Performance exceeding quota. Created brand awareness and increased market share. - Plaque for the “Greatest Improvements” achieved during the 1st half of FY 1997. Plaque “In Recognition of the Outstanding Performance” for the sales achieved during the FY 1997. Show less Identified, qualified and developed sales opportunities in the region. Developed, maintained and managed the sale and implementation of 3Com Networking solutions. Defined policies and strategies for the channel. Technical, commercial and marketing training. Partnered with 3Com resellers to develop interest in 3Com products and services. - Worked to meet the needs encountered in mutual selling efforts. - Identified and developed alternative channels like the telephony… Show more Identified, qualified and developed sales opportunities in the region. Developed, maintained and managed the sale and implementation of 3Com Networking solutions. Defined policies and strategies for the channel. Technical, commercial and marketing training. Partnered with 3Com resellers to develop interest in 3Com products and services. - Worked to meet the needs encountered in mutual selling efforts. - Identified and developed alternative channels like the telephony one. - Performance exceeding quota. Created brand awareness and increased market share. - Plaque for the “Greatest Improvements” achieved during the 1st half of FY 1997. Plaque “In Recognition of the Outstanding Performance” for the sales achieved during the FY 1997. Show less



Unisys

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

• Product Manager

  • Mar 1996 - Sep 1996

  Marketing plans for PC lines, servers and printers. Definition of price, advertising, stock, policies, etc. Special sales plans. Development of sales channels. Analysis of competitors. Management of matters connected with the plant. Planning and launching distributed processing products to banks and companies with critical missions oriented applications. Public and private bids analysis, budget and coordination. Management of matters connected with third parties.

• Communications Specialist

  • Jun 1994 - Feb 1996

  Windows NT, Novell 3.xx and 4.xx and other networks installation, maintenance and support, as well as applications running on them. LAN and WAN Networks design and interconnection. Setting of routers, switches, nodal processors, etc.