Giovanni (Gio) Estrada

Giovanni (Gio) Estrada Email and Phone Number

Partner Sales and GTM Leader @ Splunk
Giovanni (Gio) Estrada's Location
Washington DC-Baltimore Area, United States, United States
Giovanni (Gio) Estrada's Contact Details
About Giovanni (Gio) Estrada

Results-oriented, high-energy alliance and business development leader with in-depth experience in identifying, driving and influencing technology engagements / deals over a 25+ year period through creative and strategic Business Development strategies, including capture management and pursuit. Giovanni's diverse roles in software, cloud and services has encompassed Sales Enablement, Alliance Sales, Alliance Marketing, Product Marketing, Partner Marketing, and Field Marketing, and Sales/BD. Gio has focused on generating demand and building net-new businesses and driving growth through end-users and partners. In addition, he has had direct sales responsibilities with quota and MBO targets at companies, like, VMware, EMC and Microsoft. He's passionate about providing world class customer, field and partner service experience as well as building great teams. He has hired, led and built winning teams (i.e. Microsoft Mid-Atlantic SMS&P and VMware) to drive and execute revenue generation programs.Specialties: Alliances, Channel Sales, Channel Marketing, Alliance Marketing, Solutions Marketing, and GTM Plans, Revenue and Pipeline Generation, Prospecting Programs, Marketing Management, Business Development, Alliance Sales, Service Excellence, ROI Analyses, and Field Marketing Management to these audiences:Enterprise and Mid-MarketCloud and Virtualization TechnologiesSMBEnterpriseEnergy and UtilitiesUS Federal GovernmentState & Local Government

Giovanni (Gio) Estrada's Current Company Details
Splunk

Splunk

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Partner Sales and GTM Leader
Giovanni (Gio) Estrada Work Experience Details
  • Splunk
    Partner Sales Leader, Enterprise And Public Sector, Google, Microsoft And Wwt
    Splunk Mar 2023 - Present
    San Francisco, California, Us
    Responsible for driving partner co-sell bookings and programmatic alliance programs to accelerate deal velocity and annual recurring revenue (ARR). Responsible for growing these alliances: Google, Microsoft, Kyndryl and WWT. For year 1, achieved 118% of quota target for AWS alliance. Lead field engagement, business planning, sales play formation and execution and demand generation planning with partners and Splunk field sales.
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  • Microsoft
    Director, U.S. Consulting Sales And Partner Strategy With Key Gsis And Advisories
    Microsoft Mar 2019 - Mar 2023
    Redmond, Washington, Us
    Drive Partner sales and enablement across Advisory and GSI partners, supporting a $3B Consulting and Support business, focused on driving transformation for our customers' needs. Responsible for $50M in partner sales with quota and have exceeded progressive targets for four years straight. Key transformational solutions include Azure, Data & AI, Business Applications, Modern Workplace and Cybersecurity across Global, Fortune 500, and public sector clients. Managed and led Accenture and Avanade relationship within services organization. Industries I support: State & Local Government, Federal, Retail & Consumer Goods, Financial Services, Healthcare. Consulting sold projects ranged from $1M - $25M.
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  • Kpmg Us
    Director, Go-To-Market (Gtm) Alliance Services And Sales Enablement
    Kpmg Us Nov 2015 - Mar 2019
    New York, Ny, Us
    Responsible for leading the Go-To-Market and launch of strategic alliances in Cyber, Cloud, Risk, and Artificial Intelligence space as well as the launch and management of Alliance Services to increase alliance team productivity and create new efficiencies. Generate, drive and execute sales enablement programs for KPMG professionals and Alliance Partners in partnership with Alliance Leaders. Collaborate with key internal stakeholders to drive impact and value for customers through strategic alliances. Focused on development of sales enablement content, awareness, education and strategy to support revenue growth of strategic alliances.
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  • Vmware
    Sr.Manager, Partner Marketing, Oems, Alliances, Public Sector
    Vmware Jul 2010 - Nov 2015
    Palo Alto, Ca, Us
    Responsible for leading and driving Public Sector channel marketing strategy in support of creating sales pipeline. My role in includes planning and execution of customer demand / pipeline development and strategy execution with managed US Public Sector channel partners (Solution Providers, Corporate Resellers (CDW-G), Distributor (Carahsoft and Ingram Micro) and Alliance Partners) through ROI-focused demand that aligns to Public Sector sales priorities. Collaborate with partners on joint marketing investments to support readiness, solution enablement and execution of sales plays to create pipeline. Leverage and Federalize key demand generation programs to create leads for Federal business, like social media, GRID Campaigns, and Prospecting Day et. al. Align to Channel Sales team at VMware to support their sales objectives and closely integrate with Field Marketing and Americas Marketing. Lead a team in executing major programs, like Public Sector Partner Exchange to deliver enablement, thought leadership and sales readiness for partner ecosystem. Support and drive marketing strategy in support of Channel sales goals.
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  • Portal Solutions
    Director Of Business Development & Alliance Sales
    Portal Solutions Jul 2009 - Jul 2010
    Princeton, Nj, Us
    Sales and quota-driven role. Responsible for generating, qualifying and closing business and leading and nurturing the Microsoft alliance to advance mutual business. My sales coverage included Federal, commercial, mid-market and Not-for-Profit organizations in the US. Closed engagements were between $250K - $600K. Met 100% of quota in year 1.Portal Solutions is focused on designing, building and deploying Knowledge Optimization solutions for clients using Microsoft SharePoint and Office 365.
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  • Emc Corporation
    Senior Sales Alliance Manager, Microsoft & Sap / Emc Federal
    Emc Corporation Oct 2007 - Jul 2009
    Round Rock, Texas, Us
    Responsible for driving sales engagements / pursuits between EMC and Microsoft as well as SAP in Federal market. Focused on driving core infrastructure sales, like back-up software, storage hardware, BC/DR Solutions, Enterprise Content Management (ECM) solutions in support of customer's mission critical applications, like Microsoft Exchange, SQL and SharePoint.-Manage the EMC / Microsoft Alliance Federal relationship and joint sales engagements that drive incremental revenue for both companies.-Drive account mapping and strategic account planning exercises with Microsoft & EMC.-Increase EMC’s market share with Microsoft by shifting share from NetApp, HP and IBM.-Build mindshare with Microsoft sales team’s through education about EMC’s Microsoft offerings and value proposition.-Manage / drive Alliance pipeline review process.
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  • Microsoft Corporation
    Field And Partner Marketing Manager & Iw Solutions Sales Specialist (Office And Collaboration)
    Microsoft Corporation Feb 2003 - Oct 2007
    Redmond, Washington, Us
    2006 - 2007: Pre-Sales Solutions Specialist with quota, focused on Collaboration and Office 2010 Product with emphasis on renewing Enterprise Agreements and positioning value with CIOs and CFOs in the SMB market and partnering with the channel on deals. In addition to sale role, I was responsible for all marketng planning and execution in State & Local Government Marketing (2003 - 2006)--supporting approximately 30 account executives. In 2006, I joined Microsoft's SMS&P as IW Solutions Sales Specialist. Thereafter, I took on Partner Marketing Manager position focused on demand and pipeline generation for small and mid-market--driving more than $12M in influenced revenue through partner event model.• Net return in marketing contribution to the business in FY05, FY06 and FY07 resulted in $8,000,000, $10,000,000 and $14,000,000 in new revenue, respectively• Manage and lead sales and partner readiness for Enterprise Agreement (EA) Campaign in FY05, which enabled business to close 90% of all EA renewals• Engage with partners on 250 key executives events in FY05 through FY07 to drive 1000 prospects and new business
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  • Eds Corporation
    Business Development Manager, It Outsourcing Services, Mid-Atlantic Market
    Eds Corporation Jul 2001 - Jul 2003
    Supported sales executives in developing account plans, presentations, proposals, and packaging IT outsourcing solutions. Lead proposal efforts. Researched and prepared company profiles and developed sales pursuit recommendations, based on primary and secondary information sources. Developed sales prospecting database in two weeks and successfully launched the system for the sales team. . Prepared, presented and executed Tactical Sales Plan for Mid-Atlantic Market. Managed sales pipeline, recommended key actions to accelerate sales cycle, and informed management on opportunities.
  • Ge Global Exchange Services (Gxs)
    Product Marketing Manager, B2B Electronic Commerce Offerings
    Ge Global Exchange Services (Gxs) Dec 1995 - Jul 2001
    Gaithersburg, Md, Us
    Responsible for product marketing of Business-to-Business (B2B) product portfolio (e-commerce outsourcing, supply chain management, liquidity for e-marketplaces, and B2B service), generating over $90M in revenue for Americas Market. Lead sales and marketing initiatives in the Americas market (US, Canada and Latin America). My role-encompassed requirements gathering (“Voice of Customer”) product launch, execution, market awareness, market communications, segmentation, lead generation, and sales force readiness.
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  • Price Waterhouse
    Business Development Analyst, Federal
    Price Waterhouse 1995 - 1997
    Gb
    Managed proposal coordination and provided knowledge sharing and dissemination to staff consultants. Conducted research and analysis, and provided marketing information resources to partners and directors. Lead PeopleSoft marketing initiative and tracked Enterprise Resource Planning (ERP) leads. Managed the market pipeline of Federal business opportunities for the information technology group. Wrote and edited management and corporate qualification section of proposals for U.S and Latin American PW offices. Formulated, analyzed, and implemented marketing communication projects, market plans, and promotional activities for the firm’s consulting services to support revenue objectives. Provided sales and alliance support to the Peoplesoft Practice Leader
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  • Soza & Company, Ltd
    Business Development Manager, Federal Accounts
    Soza & Company, Ltd 1990 - 1995
    Sold the firm’s consulting services to Federal and commercial organizations, which generated new revenues for the company. Wrote marketing plans, corporate capability briefings, brochures, and presentations and had responsibility for certain proposal sections and overall management support. Managed trade shows, mail marketing, and telemarketing programs. Cultivated net-new relationships and established major consulting engagement accounts with U.S. Coast Guard, U.S. Department of Education, and U.S. Department of Transportation. (These contracts generated over $25M in revenue over 5 years via task orders by the SOZA sales team.)

Giovanni (Gio) Estrada Skills

Enterprise Software Solution Selling Cloud Computing Strategic Partnerships Go To Market Strategy Lead Generation Channel Partners Strategy Business Development Saas Partner Management Demand Generation Management Leadership Product Marketing Crm Channel Business Alliances Program Management Virtualization Account Management Sales Enablement Professional Services Marketing Strategy Sales Marketing Pre Sales Federal Government Social Media Marketing Multi Channel Marketing Competitive Analysis Sales Process Salesforce.com Marketing Management Direct Sales Team Leadership Channel Marketing Local Government Product Launch B2b Marketing Strategic Alliances Service Excellence New Business Development Marketing Communications Product Management Sales Operations B2b E Commerce Selling Mdf Management

Giovanni (Gio) Estrada Education Details

  • American University
    American University
    M.B.A.
  • American University
    American University
    International Business And Finance

Frequently Asked Questions about Giovanni (Gio) Estrada

What company does Giovanni (Gio) Estrada work for?

Giovanni (Gio) Estrada works for Splunk

What is Giovanni (Gio) Estrada's role at the current company?

Giovanni (Gio) Estrada's current role is Partner Sales and GTM Leader.

What is Giovanni (Gio) Estrada's email address?

Giovanni (Gio) Estrada's email address is gi****@****oft.com

What schools did Giovanni (Gio) Estrada attend?

Giovanni (Gio) Estrada attended American University, American University.

What skills is Giovanni (Gio) Estrada known for?

Giovanni (Gio) Estrada has skills like Enterprise Software, Solution Selling, Cloud Computing, Strategic Partnerships, Go To Market Strategy, Lead Generation, Channel Partners, Strategy, Business Development, Saas, Partner Management, Demand Generation.

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