Marcelo Kempinski De Medeiros Email & Phone Number

São Paulo, Brazil

* Recruit, ramp and manage new and existing revenue generating partner relationships;* Develop and leverage executive partnership to grow Zendesk mindshare across all levels of the partnership;* Understand partner business value and how Zendesk adds to it;* Generate product knowledge, enthusiasm and passion for Zendesk’s award-winning platform, among partner sales and engineering teams;* Maintain and execute against quarterly business and partner go-to-market plans;* Execute partner enablement trainings;* Work with Partner Marketing to develop and oversee marketing and incentive programs that fill the top of the sales funnel.

São Paulo, Brasil

• Recruit new partners in Latin America based on GAPs of solution, industry and geography;• Business Plan creation with partners: define sales target, business growth strategy, enablement, go-to-market, marketing and demand generation strategies;• Quarterly Business Review to validate the achievements and create action plan to adjust needs;• Partner's pipeline and forecast management;• Distributor management.

Brazil

• Commercial strategy development to work with resellers, ISVs, VADs and Data Centers;• Annual business plan development: quota definition and go to market strategy;• Quarterly business review to check the business plan attainment;• Commercial and technical enablement plan;• Demand generation initiatives;• Fixed scope solution development: by solution and by industry;• Pipeline/forecast management;• Evangelization initiatives thrgough Universities, users group, social media, weekly webinars, solution communities, etc.

Brazil

• Training and certification strategy for presales, sales reps and implementation consultants;• Global specialization program implementation and management for Latin America;• Implementation of partner professional's certification program;• Academic program creation in order to generate new professionals in the market;• Partner professional's carrer program creation;• Marketing Development Fund management: budget and demand generation initiatives;• Partner's recruitment, onboarding and enablement.

• Specialization program creation for the products that demand consultative sales;• Boutique partners recruitment and onboarding by solutions;• Partner Development Fund management: enablement plan creation and execution;• Monitoring of partner's specialization evolution;• Specialized partners engagement in sales opportunities.

• Global partner program management;• Indirect Sales internal processes review and improvements;• Marketing Development Fund management: budget and demand generation activities;• CRM partner's opportunities registration management;• Alliances budget management and PNL;• Executive reports generation;• Partner's contracts management.

Master'S Degree, Administração De Marketing, Pós Graduação

High School, Information Technology, Graduação