Marco Antônio Viola Email & Phone Number

São Paulo, Brasil

São Paulo, Brasil

São Paulo, São Paulo, Brasil

• My primary responsibility involves cultivating new client relationships and partnerships within the Brazilian market.• Spearheaded HornetSecurity Brazil's launch and establishment in the Brazilian market.• Acted as a Hunter, diligently identifying and engaging new potential resellers and customers.• Implemented comprehensive Channel Programs to optimize partner engagement and growth.• Managed distribution networks and fostered strong relationships with resellers.• Developed and managed MMSP channels, ensuring strategic alignment with company goals.• Successfully onboarded new medium and large-sized end customers, expanding market reach.• Conducted extensive enablement and sales training to enhance team performance.• Generated detailed reports and monthly forecasts, consistently meeting or exceeding annual quotas.

São Paulo, Brasil

"My role encompasses both hunting and farming strategies, involving the identification of new potential customers and nurturing existing relationships through targeted marketing, sales initiatives, and relationship-building activities. I am also accountable for developing channels within the Cloud acquisition model, which includes managing training, order tracking through to delivery and invoicing processes.Additionally, I handle the expansion of our client base, specifically targeting medium and large-sized end customers. This involves facilitating enablement and sales training programs, generating reports, providing monthly forecasts aligned with annual quotas, and overseeing the implementation of channel programs.I manage sales channels nationwide, overseeing the entire sales process from monitoring the sales funnel and pipeline to conducting training sessions, presentations, certifications, and negotiations. I am also responsible for identifying potential value-added distributors to integrate into our new VaultOne eco-sales system in Brazil.Overall, I focus on expanding our channels and customer base, with a primary focus on the medium-sized market (70%) and the large market segment (30%)."

São Paulo

I am tasked with spearheading the development of new opportunities within the Brazilian market for NetApp Solutions. This includes presenting and providing training on NetApp solutions to both new and existing channels, as well as facilitating enablement and sales training programs.I am also responsible for recruiting and nurturing new potential Value-Added Resellers (VARs) across Brazil. Additionally, I generate reports and monthly forecasts aligned with quarterly quotas to track progress and ensure targets are met

São Paulo Area, Brazil

As the head of the Sales Unit for Alliances, I oversee a team of 20 individuals. My responsibilities include:Identifying and integrating potential complementary manufacturers into Westcon's portfolio to drive additional revenue.Maintaining market share with key vendors in the Alliances unit, such as Palo Alto, ARBOR, Juniper, Brocade/Ruckus, BeyondTrust, Cyberark and others.Cultivating high-level relationships with partners and clients, identifying opportunities within our portfolio for each market segment, proposing potential business ventures, and exploring new opportunities.Analyzing market strategies and identifying prospective vendors, introducing them to the Brazilian market to boost revenues for both parties.Developing negotiation strategies by thoroughly understanding the needs and objectives of our partners.Handling the closure of new deals, including contract development and negotiation, as well as overseeing operations from importation to delivery to end users.Conducting sales planning, managing client lists nationally, staying updated on market trends, delivering VAR presentations, and ensuring target fulfillment.

São Paulo Area, Brazil

Responsible for the regional sales team(São Paulo).Achievement of regional sales operation; forecast weekly meeting.Objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans and resolving problems.Meets regional sales financial objectives by forecasting requirements; preparing an annual budget.Establishes sales objectives by creating a sales plan and quota for districts in support of regional objectives.Maintains and expands resellers base by counseling business development managers; building and maintaining rapport with vendors, identifying new business opportunities.Recommends product lines by identifying new business opportunities.Implements trade promotions by publishing, tracking, and evaluating.Proactively maintain and expand customer base by building and strengthening business relationships.Grow revenue by gaining a clear understanding of resellers business needs and identify new opportunities by different vendors.

Responsible for increasing revenue in Unify, Arbor Networks, Fluke Networks and VSS Monitoring.Responsible for gaining new customers for an organization and maintaining existing customers by building relationships with them.Building the market position by locating, developing, defining, negotiating, and closing business relationships.Locating/ proposing potential business deals by contacting potential partners; discovering and exploring opportunities.Analyze market strategies, deal requirements, potential and financials; evaluating options; resolving internal priorities; recommending equity investments.Develop negotiating strategies and positions by studying integration of new ventures with company strategies and operations; examining risks and potentials; estimating partners' needs and goals.Responsible for closing new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.Sales planning, territory management, market knowledge, VAR´s presentation, meeting sales goals.

Brazil

Reporting monthly forecasts with a quarterly quota Responsible for developing new opportunities in the Brazilian marketLeveraging Fluke Networks solutions to channels and distributors Provided sales trainings to channels and distributors as well as doing presentations about network management and security solutions to end customersImplemented a partner program as well as recruited and developed new potential VARs all over BrazilIncreased revenue through direct touch into key accounts as well as with VARs Participated in sales product training(Las Vegas, NV 2011).

São Paulo E Região, Brazil

Development of channels in the Brazilian market, with main focus on the Telecommunications, financial, automotive, military and manufacturing verticals.Responsible for managing pipeline and developing new sales opportunities (from $50k to $ 650k)Leveraged Flexvision solutions into VARs, responsible for providing training to sales force and technical presentations for end customers.

São Paulo E Região, Brazil

Collaborated with various departments and executives across finance and business sectors to manage key accounts.Engaged with prominent clients including Itaú/Unibanco, Safra Bank, Deutsche Bank, Alpha Bank, Globo TV, BM&F, KPMG, Microsoft, Jereissati Group, Lilly Pharmaceuticals, Marisa Retail, and others.Led efforts to enhance profitability through tailored customer sales solutions, effectively reducing operational costs.Cultivated strong relationships with key accounts, expanding the customer base and driving sales of additional products from the VIVO portfolio.

São Paulo, Brazil

Managed key accounts for Getronics, fostering strong C-level relationships.Drove new opportunities through strategic sales and marketing initiatives, resulting in increased revenue and deeper client relationships within key accounts.Expertly managed pipelines and delivered accurate forecasts to support business growth.Successfully implemented cross-selling and up-selling strategies to maximize account value.Focused on key solutions including Cisco, Microsoft, and hardware vendors like Dell and HP to meet client needs effectively.

Master Of Business Administration (Mba), Programa Estratégico De Negócios

Education record