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.• Fosters an organization of continuous process improvement.• Leads change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.

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 Salesforce.com Certified Consultants, with dedicated attention in any form of engagement, full or partial work journeys, on-site or remotely. Cloud Consulting Services’ consultants will benchmark their clients' experience in their own business against proven industry best practices.Our partnership with Salesforce.com ensures our clients are getting the most benefits from the cloud computing leader in CRM.

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 IT Governance. Supports Global platform definition, design, testing and deployment.• 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 in business decisions and actions through the use of automated workflows.• 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 and targets. Designed and applied best practices for global and cross-divisional opportunities. Built and deployed web-based Knowledge Base of proactive proposals and answers to common questions in Requests for Proposal (RFP) and Requests for Quote (RFQ). Negotiated contractual and commercial terms upon award.• 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 from other functions in best practices and processes for effective proposal development. Participated in and influenced design and development of global web-based proposal development, archiving and tracking system (STARS). Directed system’s pioneer implementation in CALA.• 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 executive committee business cases and financial models with cost analyses and multi-year profitability projections for large telecommunication networks. Coached Sales on advantages of company’s technology.• 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 long-term projections of product performance. Created managerial information systems and reports.• 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 and certification process at governmental agencies, telecommunication operators, major banks, and large private companies. Executed market research, development and segmentation, product performance analysis, project and customer relations management.• 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.