Fabio Varallo Email & Phone Number

Miami, FL, US

Miami, Florida, United States

• Drives digital transformation, utilizing Salesforce.com as central platform to manage commercial activity and consolidate results.
• Designs and manages development of new applications based on Salesforce.com, including integrations with SAP and third-party service provisioning systems.
• Evaluates, directs deployment and ensures adoption of Salesforce.com native and partner applications such as Agentforce, DocuSign, C-TPAT Audit and Compliance apps
• Utilizes Agile/Scrum methodologies to ensure fast deployments and continuous improvement.
• Partners with senior sales leadership to identify opportunities for sales process improvement.
• Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch.

Miami, Florida

Cloud Consulting Services helps its clients optimize their business operations and maximize their results through the re-evaluation, improvement and automation of their business processes and the timely utilization of their critical internal and customer data.This goal is achieved through the hands-on, personalized and comprehensive support from our.

Miami/Fort Lauderdale Area

• Responsible for Customer Relationship Management architectural system design. Leads development and deployment of Salesforce.com platform in the Wholesale Division. Advises Multinational Division on best practices and.
• Defines and directs the internal and external development teams’ activities and projects
• Designed and led development of real-time, automatic integration between partner companies utilizing Salesforce to Salesforce and Apex code
• Models existing business practices into repeatable business processes
• Designs process framework and system architecture to meet Business Process Requirements (BPR)
• Gains buy-in from company leadership on system enhancements to increase user adoption

Miami/Fort Lauderdale Area

• Evaluates and improves existing Sales Process. Directs design and implementation of new processes and systems to increase Sales throughput, optimizing quote-to-cash cycle.
• Achieved 80% reduction in financial evaluation and approval cycle of sales proposals through implementation of Business Process Management systems and methodology.
• Led seamless implementation of Salesforce.com to replace existing CRM solution, increasing sales funnel visibility and predictability of results through more user-friendly data capture and review, and ensuring agility.
• Increased sales force effectiveness by devising, implementing and promoting internal compliance to Sales Process.
• Enhanced company competitiveness with implementation of Bid Management processes and tools.

• Created, developed and led highly effective Bid Management department and its systems, processes, and policies. Cultivated talent and mentored team of Proposal Managers and Group Managers to always exceed expectations.
• Boosted customer acquisition, retention and business development by directing 1,800 proposals over five year period, valued at $14B with 53% win rate
• Achieved 66% reduction in turnaround time for multinational pricing development by championing adoption of more aggressive and thorough tender and pricing procedures
• Achieved 25% reduction in free-of-charge shipments by regulating the activity and implementing monitoring mechanisms for internal and affiliate users
• Mentored implementation of Contract Management department
• Received numerous awards for ongoing outstanding contribution to U.S. Sales team

• Managed Proposal Development Team of 8 direct reports and 20 indirect reports for Caribbean and Latin America (CALA – 33 countries). Coached and mentored direct and indirect reports and provided guidance to colleagues.
• Directed development and delivery of 1,600 proposals over two years valued at over $5B.
• STARS became global standard for Lucent and is currently being adopted by Alcatel-Lucent.
• Developed and implemented regional processes and policies, which resulted in enhanced cross-regional and cross-functional collaboration.
• Received Achievers Club Award for Outstanding Performance 2001 – CALA region.

• Generated new business through sales proposals and RFP responses for the Caribbean and Latin America region, guaranteeing technical integrity and consistency of proposed solutions. Developed and defended before.
• Developed, delivered and negotiated proposal for first win of Local Multipoint Distribution Service (LMDS) / Broadband Wireless Access in the region, worth $10M.
• Increased Sales effectiveness by creating tools to design high-level networks in real-time.

• Audited company’s budget and evaluated the financial impact of technology investments. Analyzed and forecast the effects of competitors’ alliances with member banks. Developed statistics and financial models with.
• Managed distribution of $2M in matching funds to member banks for acquisition of POS terminals.

São Paulo Area, Brazil

• Launched new product line of communication controllers and adapters, compatible with IBM 3170 family. Managed product customization to meet needs of individual customers and market segments. Directed product acceptance.
• Achieved 50% market share in Brazil in the first year and 80% market share after three years.
• Unseated established market leaders - IBM and McData.

Master Of Business Administration (M.B.A.), Management, Marketing

Activities and Societies: Graduate Assistant, Management

Master'S Degree, International Business

Master'S Degree, Business Administration/Marketing

Post-Graduate, Information Technlogy

Engineer'S Degree, Electrical Engineering

Activities and Societies: Undergraduate Assistant, Electricity Theory and Laboratory.