Giovanni (Gio) Estrada Email & Phone Number

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.

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.

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.

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.

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.

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.

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

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.

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.

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

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.)

M.B.A.

B.S.B.A., International Business And Finance