Fort Lauderdale, Florida, United States
Results oriented Sales & Business Development professional with over 20 years of outstanding experience in creating, developing, and delivering via direct, partnerships and channels sales including: strategic alliances, OEM partners, and consulting sales arrangements. Proven ability to execute in sophisticated/competitive markets and sales models. Experience creating, growing and driving a sales organization from ground zero to world wide exposure. Diverse experience covering telecommunications, security software, enterprise software, networking equipment, and management solutions spanning the spectrum of company sizes and maturity from startup to some of the industry's largest companies. Specialties: Strategic sales planning functions. Sales forecasting, goal setting, performance standards & measurements utilizing sales tracking programs, modeling and forecasting tools. Set-up incentive compensation plans & metrics based on goals & strategies. Extensive experience in building organizational infrastructure to capitalize on large sales opportunities while facilitating productive relationships internally with marketing, engineering, and financial departments as well as partner organizations.
In my role as Global VP Strategic Markets and GSI Sales at Trend Micro, I am responsible for driving the global introduction of a next-generation AI cybersecurity platform to strategic markets and global systems integrators. By developing a specialized partner ecosystem, I am providing customers with advanced cybersecurity solutions, resulting in significant market penetration and revenue growth.
As a product sales leader, I have been tasked with the development and support of programs to accelerate the expansion and adoption of Trend Micro's Hybrid Security Cloud products. As part of my duties, I am responsible for providing sales motions, strategies and technical capabilities to the field; which will allow them to properly position and implement Hybrid Security Clouds products.
With the objective of increasing customer exposure, strategic recruiting and brand recognition of Trend Micro's cloud and data center security solutions. My responsibilities includes driving relationship programs, GTM strategy implementation and delivery of results across all Strategic partnering segments.
Responsible for developing, managing and executing sales plans for Oracle Consulting "Software as a Service" business group in Latin America. Built and expand relationships with direct accounts and refining the programs that allows the cross selling of SaaS solutions, while creating strategies to facilitate my direct reports in the field to interface with license and industry business units executives to leverage Oracle Consulting capabilities in their geographies.
As a startup organization, I was challenged with the task to build and manage the day to day sales operations from ground zero, conceptualizing and realizing strategic sales plan that generated $6 million in software and professional services revenue within two years despite a fiercely competitive and declining economic markets. • Assisted in the implementation of sales forecasting tools (Salesforce.com) for real time forecast information that provided senior management up to the minute data on field activities. • Provide board members and investors with sales and field operations information as to the status of the company from the standpoint of revenue, resources and potential business partnerships (OEM, Channel and Strategic Alliances). • Primarily focus in providing security solutions (Intrusion Detection and Prevention) to the private, public and IT services sectors where regulations and compliance requirements were critical in the vendor selection process.
Responsible for managing relationships with direct accounts and refining the relationship with global systems integrators by creating programs that allows the cross selling of Thor’s Identity and Access Management products with their core competencies in professional services and integration. Developed a plan to allow my direct reports in the field to interface partner’s direct sales executives and regional channel account managers to position their capabilities and create IDM opportunities in their geographies.