Diego Macor Email & Phone Number

Miami, Florida, Estados Unidos

Leading the creation and management of a new cybersecurity business unit at FQ4Tech, focused on delivering cybersecurity products and services to the Spanish South American and U.S. (Southeast) markets. Responsible for bringing successful solutions to the LATAM market through strategic partnerships and representations. Overseeing business development strategies, sales, marketing efforts, and managing client relationships to drive growth.Key Achievements:- Established a network of LATAM service partners capable of providing services in the U.S. market.- Secured the first representation for LATAM and currently awaiting 2 additional agreements expected by 2024. - Developed and executed the creation of cybersecurity solutions, including a comprehensive Go-to-Market strategy.

Chile

Led cybersecurity solution sales for MSSPs across Latin America, establishing governance and standardizing sales processes through regional agreements. Responsible for building relationships with major MSSPs and working closely with sales teams to achieve growth targets.Key Achievements:- Achieved 86% year-over-year sales growth in 2023, surpassing targets. - Increased SaaS business by over 2x and transactional sales by over 3x in Q1 2024.- Personally managed and cultivated relationships with key LATAM MSSPs, successfully securing strategic partnership agreements with targeted providers.

Chile

Managed IBM Security’s day-to-day business in Spanish-speaking South America, overseeing regional clients, suppliers, and partners. Developed strategic plans and led the sales team to achieve consistent growth in the cybersecurity industry.Key Achievements:- Achieved a sustained double-digit growth from 2015 to 2023.- Managed relationships with key partners and clients maintaining a high Net Promoter Score (NPS).- Led and grew the sales team to over 30 members, successfully fostering its development into a self-sufficient unit- Secured a key collaboration agreement between IBM Security and the Government CSIRT (a division of the Ministry of Interior), serving as the technical lead and point of reference for the partnership.- Represented IBM at industry events, press conferences, media, trade shows and industry associations.

Chile

Responsible for managing software sales and strategy across Spanish-speaking South America, reporting directly to the Software Group Director. Led sales deployment and supported marketing and external communications efforts. Managed territories, quotas, and strategic planning to ensure growth.Key Achievements:- Supported the expansion of the software unit, achieving over 22% annual growth.- Successfully implemented a new deployment model as part of IBM’s transformation initiative.- Increased business in Ecuador and Uruguay, serving as Software Country Manager for those markets.- Developed and executed Go-to-Market and financial plans, ensuring alignment with regional strategies.

Chile

Led the overhaul of IBM’s Software Services Unit, managing both sales and delivery across Spanish-speaking South America. Focused on process improvements to enhance efficiency and enable organizational growth.Key Achievements:- Achieved a 3x increase in both revenue and team size, growing the organization from 30 resources to 103.- Successfully executed all service projects, resolving and closing trouble-projects, ensuring zero project-related issues or escalations. - Redesigned processes to improve efficiency, reducing the proposal delivery time from over 15 days to just 2 days.- Transformed the unit’s focus from service delivery to a sales support function, driving customer satisfaction that led to product renewals, upsell opportunities, and successful cross-sell initiatives.

Venezuela

Served as the sales representative for the Financial Market and Mainframe accounts within IBM’s Software Group for the complete portfolio. Managed key named accounts, consistently surpassing sales targets despite challenging market conditions.Key Achievements:- Recovered over four years of zSoftware (Mainframe) revenue backlog from Venezuelan government accounts.- Exceeded annual sales targets, achieving a sales record in Venezuela in 2008, which remained unbroken for several years, while maintaining strong client relationships.- Delivered tailored software solutions to financial clients, increasing software adoption and retention, by leveraging the integration of Software Lab Services offerings.- Changed and improved the process for ELA contract signing and recognition, streamlining workflows and enhancing overall efficiency.

Venezuela

Focused on identifying and qualifying business opportunities by building strong relationships with current and potential partners. Supported the sales team through lead generation, training, and strategy development.Key Achievements:- Successfully built a robust network of partners for WebSphere across Latin America, expanding IBM’s channel ecosystem.- Leveraged IBM's worldwide resources to bring free training sessions to the region for business partners, significantly boosting WebSphere product adoption, while touring the region to deliver the SOA message and support partners in client negotiations.- Appointed SOA Champion for LATAM based on my skills and ability to effectively present SOA solutions, tasked with delivering IBM's SOA message across the region.

Italy

Oversaw multiple IT projects from contract signing to implementation. Managed consultants and project budgets, ensuring timely delivery of projects across various industries.Key Achievements:- Successfully managed 8 IT projects simultaneously, overseeing the full lifecycle from initiation to operation, including the recruitment and selection of specialists, and transitioning each project to its dedicated Project Manager.- Managed the financial status of each project with the goal of optimizing costs and increasing revenue, which formed the basis for my performance incentives.- Led the "Single Customer" project for Telecom, integrating customer data from various telcos into a unified database to comply with new industry regulations.- Managed a project aimed at reducing billing fraud for Telecom, successfully decreasing fraud from nearly 2 million euros to approximately 0.2 million.

Italy

Responsible for identifying global market opportunities for an Italian-developed vulnerability solution. Led strategic planning for market expansion and established key partnerships and distribution channels.Key Achievements:- Secured tree international partnerships to expand EMAZE’s global presence. - Actively participated in major security events (London, Yokohama, Milan, Rome, Naples, etc.), driving lead generation and presenting the company to investment funds, partners, and clients, while providing valuable insights for product improvements

Venezuela

Transitioned from a technical to a business-oriented role to establish and manage strategic relationships with business partners, driving sales and distribution of software products in the Andean region.Key Achievements:- Established a monthly solution showcase event that also served as a platform for clients and partners to interact, enhancing brand engagement and fostering stronger relationships.- Redesigned the channel program to implement a new incentive program, which significantly boosted product sales and expanded the partner sales pipeline.

Venezuela

Managed the maintenance of Lotus infrastructure, including email systems, servers, and communication systems. Oversaw inventory and access control, ensuring the proper functioning of systems across the Andean region.Key Achievements:- Successfully supported the Year 2000 (Y2K) project, ensuring all systems were compliant and operational.- Successfully modernized the offices in Caracas, Lima, and Bogotá.

Venezuela

Founded and led a technology company focused on providing PC services and solutions. Responsible for business operations, sales, and strategic growth until the successful sale of the company.

Venezuela

Taught undergraduate courses on computer networking, covering topics such as network infrastructure, protocols, and system administration.

Venezuela

I began my journey as an intern on the assembly line of personal IBM-compatible computers and concluded as a partner of the former owners. Managed the transition from a product-based business to a service-oriented operation. Led sales and technical teams, focusing on client-server infrastructure and partnerships with technology providers.

Master Of Business Administration - Mba, International Business Administration, Mba With Honors

Bachelor, Information Technologies, Thesis With Distinction

Associate'S Degree, Information Technologies