Global Sales & Operations Senior Director @ Echez Group
Global Sales Operations Senior Director @ Oracle
Long experience on American Multinationals like IBM, Sun Microsystems, and Oracle among others, all the way from being a programer, sales rep, alliances and channels manager, to a sales operations professional in charge of processes and systems used by sales reps and channel reps in Latin America to get quotes and approvals, manage leads and opportunities within
Long experience on American Multinationals like IBM, Sun Microsystems, and Oracle among others, all the way from being a programer, sales rep, alliances and channels manager, to a sales operations professional in charge of processes and systems used by sales reps and channel reps in Latin America to get quotes and approvals, manage leads and opportunities within their territories, submit forecast and run analytic reports.
Senior Operations Director, Latin America Divisional Sales Ops Leader @ Senior Director, Latin America Divisional Sales Ops Leader (FY14/Current) - Lead a team of Senior Divisional Process Owners responsible for executing and driving adoption of sales processes, global best practices, implementation and support of Internal Sales tools and processes across Oracle’s License Software, SaaS, and Hardware sales business. Key functional areas of Opportunity Management, Forecasting, Quoting, Ordering and Sales Credit Allocation.
Sales Systems Operations & Sales Back Office, Senior Director for Latin America (FY10/13) – Responsible for all systems used by the Sales Organization and the Indirect Sales Back Office Team, managing a team of 22 people including Divisional Process Owners and Subject Matter Experts. Led the LAD team in charge of the rollout of the new Fusion CRM System.
Systems Operations Director for Latin America (FY07/09) – Responsible for all systems related to Sales and Alliances and Channels divisions, managing a team of 11 people. Led the LAD team in charge of the Synergy Project for Sales and Alliances and Channels on the migration to Siebel CRM.
Alliances and Channels Operations Director for Latin America (FY04/06) – Was responsible for a team in charge of Operations, Metrics, Systems and the Oracle PartnerNetwork Program itself:
OPN Interaction Center Manager for Latin America (FY03) – Managed the team of OPN IC Reps being reposible for the Partner Base growth and Renewal Rate. From FY03 to FY06 the partner base growth was 48% (from 1039 to 1542 partners), with biggest Renewal Rate world wide for three years consecutivelly (65% in FY03 to 84% in FY06). From June 2002 to Present (13 years 6 months) Miami/Fort Lauderdale AreaCritical Path in San Francisco - Special Alliances and Product Marketing Manager for Americas @ Special Alliances and Product Marketing Manager for Americas and Europe - Responsible for establishing the alliance between Critical Path and third part companies with the goal to offer complementary solutions to Critical Paths hosting services. Most of the work was done on the anti-virus and spam-blocking front with the service being offered together with Brightmail. Has started negotiation with Elron for content filtering and Zantaz for permanent archiving. Also responsible for providing internal sales support tools like collaterals, competitive updates, white papers, datasheets, and so on.
Sales Channels Manager Latam Re-organized goals, agreements and policies to achieve desired level of commitment.
Sales Manager Latam - Responsible for sales to new accounts within the whole Latin America From July 1999 to February 2002 (2 years 8 months) Sun Microsystems in Sao Paulo - Alliance Manager for SIs and ISVs @ Alliance Manager - SIs/ISVs - Was the primary contact for alliance partners and accounted by the revenues driven by those partners. Main Consulting Companies were Accenture, PWC, KPMG, E&Y and EDS. Main ISVs were SAP, BAAN, PeopleSoft, Oracle and Informix. Actuation in Brazil coordinated with peers in Argentina, Colombia, Chile and Venezuela. Sun's revenue through partners increased from $1Mi in 1997 to $6.5Mi USD in 1998. Achieved 260% of the quota for Sun's 1998 Fiscal Year being elected the "Best ISV Manager of Sun Latin America for the Fiscal Year 1998".
Sales Channels Manager Was responsible for the revenue driven by half (five) of Sun Distributors in Brazil, including Unisys and GE Capital and fifteen VARs. Revenues increased from $16.8Mi in 1996 to $23.5Mi USE in 1997. From November 1996 to July 1999 (2 years 9 months) IBM in Sao Paulo - Marketing Manager for Manufacturing Industry @ Marketing Manager - In charge of the marketing strategy to leverage sales on new accounts in the Manufacturing Industry. Has launched several integrated direct marketing campaigns using paid magazine ads with response channel, followed by direct mail and finishing with outbound telemarketing. Achieved $35Mi USD resulting in 102% of the quota for 1995.
Sales Manager Was responsible for designing and implementing sales strategy for new accounts within the state of Sao Paulo, including cold calls, customer visits and customer presentations. Built, managed, and reported on a sales pipeline and revenue forecast within the territory. Achieved $6.1Mi (102%) in 1994, $2.9Mi (145%) in 1993 and $1.0Mi (190%) in 1992.
Trainee at the Sales Incentive Department Implemented the book of incentives and on-line reports to the sales force. From November 1989 to October 1996 (7 years) Natural Programmer @ From 1989 to 1989 (less than a year) Cobol Programmer @ From 1988 to 1988 (less than a year)
Bachelor's degree, Computer Science @ UFF - Universidade Federal Fluminense From 1987 to 1991 Celso Diniz is skilled in: Business Alliances, Channel, SaaS, Enterprise Software, Solution Selling, Sales Process, Business Planning, International Business..., Marketing Strategy, Cloud Computing, CRM, Program Management, Business Intelligence, ERP, Negotiation, Business Process, Management, Product Marketing, Business Development, SAP, Pre-sales, Sales, Sales Operations, Channel Partners, Start-ups, Networking, Consulting, New Business Development, Solution Architecture, Integration, Oracle, Outsourcing, Channel Relationship..., Data Center, IT Service Management, Operations Management, Telecommunications, Team Leadership, Product Management, Strategy
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