Apr 2014 – Feb 2022 · 7 yrs 10 mos · São Paulo, Brazil · Hybrid

• Managed sales, channels, and partnerships in São Paulo, coordinating marketing activities for lead generation and managing national distributors.
• Key Achievements:
• Focused on São Paulo, representing 50% of Brazil’s revenue.
• Arranged strategic channel accreditation for 50/50 private/public sector sales balance.
• Developed SaaS sales model, increasing first-year sales by 55% in the region.
• Directed Executive Briefing Center (EBC) for three years, hosting 120 CXOs in the U.S., achieving 100% conversion to new clients and portfolio expansion expansion like SASE, ZTNA and EDR/XDR.
• Contributed to two channels achieving Platinum level status.
• Supervised simultaneous projects as Channel Manager across Brazil's closing deals with four of the biggest five Brazilian universities.
• Improved Dell relationship with full visibility and pipeline tracking.
• Performed quarterly reviews with key channels to define KPIs and targets.
• Closed deals with 4 of the 5 largest private universities in Brazil, totaling $4.5M+.
• Sales planning resulted in 15% YoY growth.

Dec 2012 – Apr 2014 · 1 yr 4 mos · São Paulo, São Paulo, Brazil · On-site

• Managing 10 employees.
• Directed sales operations for a cybersecurity startup, building high-performing sales and marketing teams with a fast, simple, and collaborative philosophy.
• Key Achievements:
• Implemented sales training and marketing plan, accrediting 250 channels in three months.
• Built and guided high-performing sales and marketing teams, achieving annual targets in six months.
• Negotiated partnerships with ESET and Gate Protect.
• Established channel program, training 500 people in three months.
• Generated pipeline exceeding $3M in six months.
• Closed the two biggest Gate Protect's project in Brazil - ANTT and Prefeitura Guarulhos - $1M+
• Achieved 70% YoY.

Mar 2012 – Nov 2012 · 8 mos · São Paulo, São Paulo, Brazil · On-site

• Managing 14 employees.
• Oversaw sales and product teams, restructuring sales operations.
• Key Achievements:
• Improved internal communication and forecast accuracy from 50% to 90% in two quarters.
• Hired 3 new employees, improving channel responsiveness with 100% of proposals provided within 24 hours.

Sep 2010 – Feb 2012 · 1 yr 5 mos · São Paulo, São Paulo, Brazil · Hybrid

• Senior Channel Manager – Southern Cone | 06/2011 – 02/2012
• Senior Channel Manager – Brazil | 09/2010 – 06/2011
• Supervised channel operations initially in Brazil, later expanding to the Southern Cone. Conceived marketing activities for brand awareness and lead generation.
• Key Achievements:
• Accredited 33 new channels through active engagement.
• Increased active channels from 11 to 21, closing multiple projects in one quarter.
• Conducted 60-day technical and sales training for 300 channel professionals in Southern Cone.
• Organized two Brazil events with 600 channel attendees.
• Executed Dell joint activities, increasing new logo conversion from <20% to >50%.

Nov 2007 – Sep 2010 · 2 yrs 10 mos · São Paulo, São Paulo, Brazil · Remote

• Built the channel ecosystem and distribution network in Brazil. Developed marketing activities for brand awareness and sales opportunities with partners.
• Key Achievements:
• Created Brazil channel program, accrediting 500+ channels in six months.
• Localized sales training, training 600+ professionals in one year.
• Applied simplified account planning using MEDDPICC elements, achieving >55% conversion rate.
• Oversaw major deals with high-branch clients, including School of SP State (6,500 branches) and SICOOB (550 branches).
• Established Dell partnership for corporate sales.
• Had 38% YoY growth.

Jul 2006 – Aug 2007 · 1 yr 1 mo · São Paulo, São Paulo, Brazil · Hybrid

• Led a new initiative targeting the SMB market in Brazil, accrediting channels and executing distributor marketing activities.
• Key Achievements:
• Localized U.S. SMB channel program, accrediting 35 channels and achieving 20% sales growth in 6 months.
• Performed three marketing events per quarter, generating $22M+ pipeline.

Apr 2003 – Jul 2006 · 3 yrs 3 mos · São Paulo, São Paulo, Brazil · On-site

• Managing 13 employees.
• Started D-Link's operations in Brazil for corporate networking solutions.
• Key Achievements:
• Performed Go-to-Market strategy, achieving $2.4M in the first year and $43M by third year.
• Started brand marketing initiatives.
• Launched a new channel program, accrediting 1,000+ partners in 12 months.
• Enforced technical and sales training programs for key channels.
• Expanded channel program to Latin American countries.
• Negotiated Dell partnership for corporate sales.
• Delivered 1,690% growth over three years.

Aug 2002 – Apr 2003 · 8 mos · São Paulo, São Paulo, Brazil · On-site

• Responsible for sales in São Paulo and Southern Brazil, recovering channels and clients after a discontinued product line.
• Key Achievements:
• Met personally with each channel to design recovery plans.
• Coordinated marketing campaigns and events, generating $2.5M+ pipeline in 6 months.

Feb 2000 – Apr 2002 · 2 yrs 2 mos · São Paulo, São Paulo, Brazil · On-site

• Responsible for distributors and team of managers for resellers and partners.
• Managed channel sales.
• Key Achievements:
• Launched new Partner program bringing 50% more partners
• Coordinated marketing campaigns and events bringing a revenue growth from $960k to $4,8M in one year.

Sep 1998 – Dec 1999 · 1 yr 3 mos · São Paulo, São Paulo, Brazil · On-site

• Responsible for sales of the south and north region of the country managing a group of 4 people.

Sep 1994 – Jul 1997 · 2 yrs 10 mos · São Paulo, São Paulo, Brazil · On-site

• Technical leader managing the support team.

Dec 1988 – Jul 1994 · 5 yrs 7 mos · São Paulo, São Paulo, Brazil · On-site

• Managed a technical team for maintenance, setup and deployment of computers, network computers and communication between sites.