Julio A. Email & Phone Number

London, Gb

London Area, United Kingdom

Lisbon, Portugal

Responsible for a team in charge of unlocking indirect sales growth and boosting sales efficiency. With that goal in mind, I have steered the efforts of my team to deliver the following:- Improved the partner attribution framework so the company knows with confidence and precision how partners are contributing to the company goals;- Launched a new IPP to identify and prioritize high-potential partner segments;- Launched a new partner program to operationalize the leadership vision around partnerships, increasing efficienfy and scalability of how we execute with partners;- Implemented a new pricing and operating model for MSP partnerships, leading to the larger MSP contract signed in company history;- Led the partnerships strategy and planning for 2024, resulting in an integrated and simplified GTM with partners globally.- Integrating partnerships and sales more closely to foster collaboration and efficiency on how we operate with partners.- Coaching and supporting a team of PAMs, AEs, CSEs, BDRs, Marketers and Product leaders on how to leverage partnerships to achieve their goals.

Lisbon, Portugal

Remote

Ultimate responsible for Rocket.Chat partner ecosystem and the cross-functional team in charge of the strategy and execution of the company's indirect sales model.

Dublin, Leinster, Ireland

Built from scratch the Global Channels Operations function and a multicultural team of 4 (direct reports and dotted-line) spread across the globe. We were in charge of leveraging Liferay’s indirect growth & efficiency worldwide, supporting 20+ partner account managers.Main highlights:- Crafted and implemented the first Ideal Partner Profile at global level which resulted in the right prioritisation of key partners and streamlined partner recruitment efforts;- Enabled strategic partners growth and account penetration in NA by developing a new joint business plan process in the region.- Improved opportunity lead-to-cash process by revamping the deal registration process;- Enabled a more data-driven organization by implementing several improvements at Salesforce and providing accurate visibility and insights to the leadership about Partnerships impact on the business.

Curitiba E Região, Brasil

I joined Pipefy to build and develop the foundations of a Alliances & Partnerships program globally.During my tour of duty at Pipefy I managed several initiatives, such as:- Defined the Pipefy's Ideal Partner Profile (IPP), as well as the necessary tools and frameworks to run partner recruitment and management efficiently;- Ran the very first Partner Marketing initiatives (in-person and online events focused on demand generation);- Implemented a new onboarding process for new partners, as well as the foundations of nos-called Pipefy University;- Built and implemented the first channel sales playbook of Pipefy Partnerships team;- Coached the team of 10 across all channel-related roles such as partner management, partner recruitment, and partner onboarding & training.As a result, Pipefy partner sales has increased more than 3x YoY.

São Paulo E Região, Brasil

Responsible for increasing sales from VTEX's top partners across the whole LatAm by implementing structured business plans with them, which included sales, marketing and enablement strategic initiatives.

São Paulo E Região, Brasil

Responsible for the VTEX’s partnerships strategy and execution in Mexico, Central América and Perú. Key achievements:- Increased by 2x the number of partner sourced opportunities YoY;- Established new partnerships with key regional e-commerce players (primarily agencies) across the whole territory;- Delivered first VTEX Partner Training Day in both Mexico and Peru, leading to more engaged and active partners across the region.

Florianópolis, Santa Catarina

Responsible for managing a large portfolio of RD Station's partners across Brazil, Iberia and LatAm - small and mid-sized digital agencies.Despite the channel management routine I also led or got involved in several initiatives that shaped the company’s partner program and ultimately led to building a powerful partner ecosystem, converting RD Station's product into a must-have for digital performance agencies.Main achievements:-Consistently achieved or exceed quarterly and yearly quota in both MRR and net new logos;- Led my partners towards the global top performer partner ranking (i.e. the 2016 Partner Award had 6 finalist, 5 of them from my portfolio);- Structured and launched a Deal Registration policy and process at Resultados Digitais' partner program;- Took part in several projects to develop and leverage the Resultados Digitais’ partner program, including training, demand generation, and corporate development.

Eldorado Do Sul, Brasil

Dell was the first tech company I worked for, and also where I had my first experience working with channels. There I was responsible for creating and executing channel enablement programs as well as supporting channels in their day-to-day operations to foster their engagement, sales readiness and results.Main achievements:- 121% attainment on a eight digit multi-million dollar sales quota in 2014 (my first quota-carrying year in the organization).- Member of the committee responsible for implementing the very first Dell’s distribution partnership in Brazil;- Created new online tools for Dell partners in Brazil and Latin America;- Redesigned the whole online partner onboarding for the Brazil region.