Pablo Rocha Email & Phone Number

São Paulo, Brazil

My main responsibility is to coach SMBs and Startups to achieve the potential of SW Enterprise technologies through digital transformation. This enables our sales teams ( Inside / Outside ) and the partner ecosystem to scale business value.Development of Go-to-Market Strategies: • Create and implement detailed GTM plans for new SW and HW Solutions, considering different market segments. • Collaborate with sales, marketing, and products teams to align strategies and ensure effective execution.Aggressive Competition: • Navigating a highly competitive environment where the Cloud faces strong competitors like GCP, AWS, and Azure works to bring a Cloud Technological Evolution: • Keeping up with rapid technological advancements requires constant knowledge updates and adapting to new trends like AI, Blockchain, Cloud, Containers, Microservices, and XaaS.Market - Competition Analysis - AI: • Conduct comprehensive market analysis to identify growth opportunities and competitive threats in Cloud or On-premises deals • Monitor industry trends and competitive positioning to proactively adjust GTM strategies for Microsoft and other 3rd Part Software• Analyze the budget and find offers to reach the target.• Data Processing• Big Data & Data ProcessingCollaboration with Partners: • Establish and maintain relationships with strategic partners and distributors to hit the goals • Develop training and joint sales incentive programs.Execution and Monitoring of Campaigns: • Launch sales campaigns that support Goals and objectives. • Monitor KPIs and success metrics to adjust tactics in real-time and ensure goal achievement. Revenue, Margin, and ConsumptionTraining and Empowering Teams: • Train sales teams on new products, key messaging, and market positioning. • Ensure that all involved parties are aligned and empowered to support the launch and effective sale of products.

Porto Alegre Area, Brazil

#1 - Sales Performer in LATAM - IDC • Presentation of weekly results and business goals reporting on progress and attainment for Sales Directors• Drive 10% increase in account satisfaction for all CCC targets • Promote internal motivational campaigns, recognitions and team development• Support marketing initiatives for ALL Business Segments • Support & Develop Mktg Contest and Sales Plays for Brazil• Fully responsible for virtualization technologies for Cloud Client Copumting• Support G500 customers with Government and Public sector focus• Train CCC partners and provide supporting material • Assist with cross sell and upsell identification to drive extra revenue across the team ( All Ecosystem )• Sustain at least 80% internal satisfaction on requests • Deliver and respond to all requests within 24/48 hours • Support and Manage Strategies with team field team members 03 OSS – 02 SE - 02 Directors – 01 Field Mktg – 01 CAM• Manage cross-function areas like – Fulfilment / Tax / Logistic / Product Management / ment / SEED and DEMO Process Mktg

Porto Alegre E Região, Brasil

• Bi-Weekly performance review with Sales Director;• Lead of Sales Business Review and process improvement action plan to entire region • Present Sales Strategies in LATAM for top accounts • High commited with Strategies, Motivation, Recognition, and Development. • Support for G500 Customer / Government and Public Sector.• Sales Operations, Marketing and CCC background in Latam• Qualitative and Financial analysis (ROI, demand generation, customer satisfaction, mkt share, win and lost, competitors, margin, ppb, profitability, cost reduction).• Analytical and Financial Management (KPIs and PnL).• Implemented new business model in LATAM : KPIs, metrics, goals, scorecard, training, back office, delivery, operational, and sales selling model.• Focus on delivering a positive customer experience according to standards.• Monitor operational key performance indicators and take actions to achieve them.• Build strong customer relationships in different levels inside the organizations.• Drive initiatives down into assigned account set/territory while delivering revenue, units, margin, enterprise, and services revenue. • Team with internal resources and lead the cross functional sales team, making the best business decisions.• Define channels to work with specific accounts and make sure they are aligned with goals and strategy.• Help people grow and thrive based in excellence execution.• Reduce OPEX 10% in remain target results on-track• Growth LATAM Business 11% YoY• #1 Accordind IDC for LOB product • Positive Op Inc for the entire region

Porto Alegre Area, Brazil

Weekly performance review (Manager / Team Lead) • Participating in Sales Team meetings to present how S & P and business goals evolve week over week - align with Partners for Sales According To Their participation request • Present Strategies in S & P on top 10% customer Indicating improved account name per account (Using the tool That segment is your working) if applicable. • Maintain 80% in survey / feedback from the team you support, use feedback to take specific actions • ETA for the internal / external customer hs 24/48 • Support Team When You Are A back-up - Result Will Be Measured through the survey / feedback to ISRs. • responsable for: Promos, Best Practices, Tips and News, escalations, Strategies, Motivation, Recognition, Development. These task forces are That exists in my job (to motivate Others) Responsible for the virtualization technologies like Citrix, VMware and Redhat Support for big business to Government and Public Sector Training and Support for Virtualization partners

•Weekly performance review (Manager/Team Lead) •Participating in Sales Team meetings to present how S&P business and goals evolve week over week – align with Sales Partners for participation according to their request•Present strategies in S&P on top 10 customer name account indicating % improved per account (Using the tool that your segment is working ) if applicable.•Maintain 80% in survey/feedback from the team you support, use feedback to take specific actions •ETA for Internal/external customer 24/48 hs•Team Support when you are a back-up – Result will be measured through the survey/feedback to ISRs.

Customer Lifecycle Management:Manage the entire customer lifecycle, from onboarding to growth and retention.Develop customer success strategies that align customer needs with solutions.Customize technology adoption plans based on each customer's specific goals and challenges.Technical and Strategic Consulting:Provide consulting on adopting new technologies, ensuring customers get the most value from their contracted services.Propose continuous solutions and improvements to the customer’s environment based on best practices and emerging trends.Education and Training:Facilitate workshops, webinars, and personalized training to empower customers to use products and services effectively.Guide customers on new features and services that could benefit their business.Success Monitoring and Reporting:Measure and report progress towards customer success goals using KPIs such as technology adoption, revenue growth, and customer retention.Propose and implement corrective actions when success indicators fall below expectations.Stakeholder Relationship Management:I'd like you to collaborate with internal teams (such as sales, marketing, and engineering) to effectively meet customer needs.Serve as the main point of contact for resolving critical issues and communicating customer feedback.

Brand develop schedule for customers that bought Toyota Carsgenerate reports about : customer experience, customer satisfaction, develop opportunities and performance of the groupResponsable for Quality group and Learning and Develop group

Education record

2002