Channel-Partner Sales Management/Business Dev/Customer Success

ROMER GONZALEZ

Greater New York Area / *****.**************@*****.*** / +1-347-***-**** / www.linkedin.com/in/romergonzalez

Channel Sales leader with experience developing Emerging Markets, Partner/ISV Enablement & Development and Indirect Sales arena in companies like: Oracle, Red Hat and Sun Microsystem. Proven abilities planning and execution to sell IT solutions including Cloud Services platforms (SaaS, PaaS, IaaS). Competent professional developing strong business relationships based on knowledge of customers/partners and trust with clear rules of engagements. Experienced with Demand Generation, Pipeline execution, Opportunity Management and Customer Success.

PROFESSIONAL EXPERIENCE

ORACLE Corporation 2014 – 2018

Channel Sales Manager – Americas

Increased indirect sales 194% across the region between 2015 – 2017.

Developed business plans and sales strategies with channels/alliances to expand market share and coverage.

Increased indirect structure (main partners) by 250% in the region.

Prepared, executed and monitored Marketing Demand Generation, and Partner Enablement budgets in the territory.

Recruited and enabled partners in the region for Cloud Business, Services Providers, ISVs and Resellers.

Supported Customer Success strategies in the region to maintain installed base, and identify new business opportunities.

Trained partners and VAD sales teams to position Oracle’s offering (Cloud and On-Premise).

INFOSYS/PANAYA 2014

Sales Development Manager – Americas

Prospected and qualified SaaS opportunities, identifying Decision Makers, Champions and Key Influencers.

Developed Marketing Strategies to generate business leads by SaaS product, region or vertical.

Worked in coordination with Sales/Presales teams on planning activities to continue the sales process.

Supported Customer Success efforts in keeping current customers/partners informed on new products, services, and best practices.

Tracked performance and results against marketing goals and metrics.

RED HAT INC 2010 – 2013

Channel Sales Manager

Increased sales from US$ 850K to US$ 2,100K between 2011 (147%) and 2012 (168%).

Planned strategies to maintain long-term relationships with channels/ISVs/alliances and key accounts to achieve customer satisfaction and ensure after-market revenue.

Led Customer Success efforts and activities from renewal sales and services teams in the region.

Trained partners and VADs sales teams on products and services offering.

Recruited and enabled new VAD (Value-Added Distributor) and business partners (Resellers & ISVs), enhancing the Indirect ecosystem in the region.

ORACLE Corporation/ SUN MICROSYSTEMS INC 2009 – 2010

Learning Services Sales Executive

Provided Sun Learning Services (SLS) expertise with good understanding of IT end-to-end solutions.

Developed and implemented business plans and strategies to extend the SLS business in the region.

Managed SLS Sales, focusing on Consulting Services to nominated customers.

Developed and enhanced Indirect Sales Structure in the region, training partner’s sales teams on new offering.

WONDERWARE INC. 2006 – 2008

Professional Services Business Development Manager

Increased professional service sales by 50% during 2007, representing an increase of 30% of 2007’s sales.

Closed product deals (US $500K) within Oil and Gas industry, achieving 108% of quota by 3rd quarter (2008), representing 23% share of the region.

Managed key customers across the region in the beverage, oil and energy industries, increasing service contracts from 48 to 71 across the region.

Identified and managed the recruitment and development of new business partners by industry.

ARANDA SOFTWARE CORP. 2003 – 2006

Pre – Sales Manager

Led commercial, training and technical support, for customers and business partners across the region.

Planned and directed projects implementation, demos and updates for customers in the banking, insurance and energy services industries.

Coached and trained technical teams at certified business partners.

CORPORACION AMETEL, C.A 2002 – 2003

Project Manager

Managed Networking Projects in Retail, Bank&Finance, Insurance and Power Supply industry

Led technical people (10 average) in the Structured Cabling System implementation

EDUCATION

Master in Business Administration – IAE Business School, Argentina.

BSc of Computer Science – Universidad Nueva Esparta (UNE), Venezuela.

Languages Fluent English, Spanish and Portuguese.

SOFT SKILLS

Teamwork in multicultural environments, customer oriented, leadership, strong analytical skills, excellent people skills, flexibility and deep interest in strategy, technology, business development and account and channel management.

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