Sales Manager
Resume:
Andr Lu s Passoni
ADDRESS : R. Salvador Matropietro, 199 CITIZENSHIP
: Brazilian
Vl. Ema. CEP 03156-240
CITY : S o Paulo / SP
TELEPHONE : +55-82-870*-**** +1-408-***-**** AGE :
e-mail : ************@***.*** - ************@*******.***
Summary of Qualifications:
PROFILE
Results oriented and successful IT sales closer. Over 20 years of
experience in Brazil and other markets in South America. Focus on security,
networking, VoIP, IP video and storage. Extensive channel and distribution
knowledge. Deep understanding of achieving incremental business through
value added resellers, integrators and distributors. Strong C-level
relationships. Expert in closing and managing large accounts. Proven top
performer in passing sales goals. Dedicated to high quality standards and
exceeding customer expectations. Strong communication skills, reporting,
listening, problem solving, tactical and strategic planning, public
relations, public speaking, multinational contracts including services.
Background
. Sales professional with vast experience in commercializing network and
security products.
. Specialist in developing solid client relationships, closing sales,
channels and negotiations.
. Skilled team player, training and motivational programs.
. Committed, strategic vision, ability to execute, pro-active, result-
oriented, excellent interpersonal, negotiation and decision-making
skills.
. Fluent in English and Spanish.
. Strong, high level relationships in government, finance,
telecommunications, and channels.
PROFESSIONAL EXPERIENCE
Imperva, Inc, - November/2009 to December/2010
In achieving this mission, Imperva is creating and leading a new technology
category: Data Security. Imperva's approach to Data Security fully
addresses the three key aspects of the customer problem.
. Regional Sales Director
. Main Activities
o Build the business through channels and direct sales
o Set up the company in Brazil, to re-structure every area of sales.
o Target and approach Distributor's and Reseller's
o Responsible for business partnerships aimed at develop new business
lines.
o Manage supplier partnerships.
o New project negotiation with clients.
o Manage client relationships.
o Manage and follow-up on the process of importing products.
o Manage relationship with all the Technology Distributor's, such as
Afina, Mude and Global Channels (ZTE, Alcatel, Ericsson, Siemens,
etc.).
o Responsible for the definition of company strategy and tactical
plans.
F5 Networks, - April/2009 to September/2009
Seven of the top 10 Fortune 500 companies rely on F5, along with the
world's top 10 mobile providers and more than 16,000 other organizations
around the globe. Microsoft, Oracle, and SAP all recommend F5 to their
customers and continually develop joint innovation and integration with F5
through strategic partnerships.
. Country Manager - Brazil
Main Activities
o 117% + sales quota in my first quarter (before this the average for
sale is 70% quota per quarter)
o Build the business through channels and direct sales
o Set up the company in Brazil, to re-structure every area of sales.
o Target and approach Distributor's and Reseller's
o Responsible for business partnerships aimed at develop new business
lines.
o Manage supplier partnerships.
o New project negotiation with clients.
o Manage client relationships.
o Manage and follow-up on the process of importing products.
o Manage relationship with all the Technology Distributor's, such as
Afina and Network 1 and Global Channels (ZTE, Alcatel, Ericsson,
Siemens, etc.).
o Responsible for the definition of company strategy and tactical
plans.
BlueCoat Systems (via Packeteer acquistion), - Oct/2006 to April/2009
An intelligent overlay between business frontlines and IP networks,
Packeteer appliance-based solutions scale to deliver optimal WAN
application performance at every location. Applications move at the speed
of business.
. Territory Manager
Main Activities
o 100% + sales quota 11 out of 12 quarters
o Build the business through channels and direct sales
o Set up the company in Brazil
o Target and approach Distributor's and Reseller's
o Responsible for business partnerships aimed at develop new business
lines.
o Short to long-term investment approval for business expansion.
o Manage supplier partnerships.
o Responsible for producing spreadsheets and commercial/technical
proposals.
o New project negotiation with clients.
o Manage client relationships.
o Manage and follow-up on the process of importing products.
o Manage relationship with all the Technology Distributor's, such as
Afina and Westcon.
o National and international trips, representing the company.
o Responsible for the definition of company strategy and tactical
plans.
GREEN NETWORK - Apr/2005 to Dec/2006
National Distributor for network products such as 3Com, AVOCENT/CYCLADES,
SIEMENS, STONESOFT, Multitech.
. News Business and Technology Director - May/2005 to Dec/2006
Main activities
o Responsible for purchase management of all the products sold by the
company.
o Management and follow-up of the complete import process of all non-
Brazilian products.
o The direct relationship with all the manufacturers.
o National and international business traveling, representing the
company when meeting with manufacturers and when negotiating on
strategic definitions, results and improvements.
o Follow-up of projects in partnership with manufacturers and the
commercial area.
o Responsible for price negotiation with providers and manufacturers.
o Responsible for the development of sales and marketing initiatives
to incentive the commercial area.
o Responsible for the definition of strategy and tactical plans of
the company.
Parallel activities
o Sales
o Channel development
o Design of technical/commercial proposals
o Negotiations
o Propose best solutions, aiding distribution channels with the best
sales alternatives for their clients.
o Develop and follow-up of monthly and quarterly pipeline
o Follow sales process from ordering to payment
o Develop new work methodologies to improve processes, such as
optimizing use of time and internal resources.
RED NETWORK - Feb/2002 to Apr/2005
National Distributor of network products such as 3Com, D-Link, CYCLADES,
HAYES, STONESOFT, Multitech.
. Relationship Manager
Main activities
o Sales and New Business development
o Channel development
o Designs technical/commercial proposals
o Negotiations
o Propose best solutions aiding channels with the best sales
alternatives for clients.
o Develop and follow-up of monthly and quarterly pipeline
o Follow sales process from ordering to payment
o Develop new work methodologies to improve the process, such as
optimizing use of time and internal resources.
Kipling Communications AB, - Mar/2000 to Sep/2001
International Professional Services in Solutions for Billing
Communications.
. General Director - Latam/CALA
Main Activities
o Build the business and set up the company
o Business management
o Administrative and financial control of accounting to maximize tax
benefits.
o Target and approach Distributor's and Reseller's
o Responsible for business partnerships aimed at develop new business
lines.
o Short to long-term investment approval for business expansion.
o Manage supplier partnerships.
o Responsible for producing spreadsheets and commercial/technical
proposals.
o New project negotiation with clients.
o Manage client relationships.
o Post-sales support.
o Responsible for the purchase of all the products sold by the
company.
o Manage and follow-up on the process of importing products.
o Manage the direct relationship with all the Technology
Distributor's.
o National and international trips, representing the company when
negotiating with manufacturers.
o Manage and follow-up on all the projects in partnership with
manufacturers and the commercial area.
o Manage the negotiation of special prices for projects with the
manufacturers.
o Responsible for the development of products for the commercial area
together with the Marketing department.
o Responsible for the definition of company strategy and tactical
plans.
Axis Communications, - Jan/1997 to Sep/2001
International Manufacturer of IP enabled products such as Network Cameras,
Video Server's, Video Management Software, Storage and Print Servers
. Country Manager
Main Activities
o Build the business and set up the company
o Business management
o Administrative and financial control of accounting to maximize tax
benefits.
o Target and approach Distributor's and Reseller's
o Responsible for business partnerships aimed at develop new business
lines.
o Short to long-term investment approval for business expansion.
o Manage supplier partnerships.
o Responsible for producing spreadsheets and commercial/technical
proposals.
o New project negotiation with clients.
o Manage client relationships.
o Post-sales support.
o Responsible for the purchase of all the products sold by the
company.
o Manage and follow-up on the process of importing products.
o Manage the direct relationship with all the Technology
Distributor's.
o National and international trips, representing the company when
negotiating with manufacturers.
o Manage and follow-up on all the projects in partnership with
manufacturers and the commercial area.
o Manage the negotiation of special prices for projects with the
manufacturers.
o Responsible for the development of products for the commercial area
together with the Marketing department.
o Responsible for the definition of company strategy and tactical
plans.
. Professional References
Robert Freeman (VP LATAM Imperva)
o Cell: +1-786-***-**** - ******.*******@*******.***
Adam McCord: (VP LATAM F5 Networks)
o Cell: +1-206-***-**** *.******@**.***
Alex Maduro: (VP LATAM Exinda, ex Packeteer Latin America Director)
o Cell: +1-305-***-**** ****.******@******.***
Nicolas Barreras: (European investor - work to me in Axis and Kipling
Communications)
o ******@***-*****.***`
Otavio Lazarini: (Westcon Group - General Manager - CALA - Distributor
for Packeteer/BlueCoat)
o ******@*******.***.** - cell 21 8162-6063
Daylton Monteiro - (Country Manager Barracuda )
o *********@*********.*** -
Contact this candidate