Luciana Doby

Experience

• 

  McGraw Hill

  Nov 2003 - May 2004

  Business Development Specialist

  Responsible for identifying new business opportunities for national account managers in multi-million dollar construction companies by leveraging project information. • Cold-called 80-100 businesses daily to obtain project information• Set up introductory meetings with project managers

• 

  Autodesk

  Jun 2004 - Mar 2007

  Responsible for managing Autodesk’s largest Brazilian distributor by providing them with a variety of marketing resources and sales services to improve win ratios and shorten sales cycles• Provided two South American distributors with market information and business intelligence respective to their regions• Managed multiple resellers by providing inside sales support, licensing, customer support, and other related inquires • Trained distributor via webinars on self-service order entries to help optimize processes and reduce overall operational costs • Conducted weekly audits of orders processed by reps to ensure correct shipment of products and reduce delivery errors • Contributed to successful implementation of a program to combat software piracy• Completed the Autodesk “leadership-program” for managers to develop personal skills Show less Responsible for supporting all aspects of purchasing for North and South America including booking revenue for products, subscriptions, renewals, and product delivery • Managed all major North and South American accounts for the manufacturing, infrastructure, building, and media & entertainment product lines• Collaborated with resellers for resolving complex customer inquiries to maintain high level of service• Communicated and worked directly with the local sales office to obtain approvals for returns or credits Show less

  • Account Manager

    Nov 2005 - Mar 2007

  • Global Business Service Representative

    Jun 2004 - Mar 2007
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  Progress Software

  Mar 2007 - Jan 2011

  Renewal Sales Repr.

  Responsible for driving Brazil maintenance renewal business revenues and up-sell opportunities while uncovering additional leads for the field team • Exceeded sales quota by finishing FY10 at 205% for a total of 13M • Achieved 2009 annual sales quota of 105% providing territory with total of 7.3M in revenue• Managed 150-200 accounts per quarter while collaborating with sales, legal, and business operations on software agreements and amendments

• 

  Kaspersky Lab

  Jan 2011 - Feb 2014

  • Responsible for partner enablement, which included prospecting for potential partners, on-boarding, and training, as well as managing existing relationships• Provided on-site sales training and enablement of key partners• Developed strategic business plan with partners to gain mindshare and drive revenue• Supported and leveraged multiple channel efforts, field marketing events, product launches, and sales initiatives to build brand loyalty amongst partners• Finished FY13 at 204% of quota and was nominated to President's Club• Finished FY12 at 162% of quota and was nominated to President's Club• Finished FY11 at 190% of quota and was nominated to President's Club Show less

  • Channel Account Manager

    Jan 2013 - Feb 2014

  • Account Executive

    Jan 2011 - Jan 2013
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  LogRhythm

  Feb 2014 - Sept 2024

  Responsible for leading a team of Partner Strategy Specialists managing the lifecycle of our focused group of key partners. Provided clarity in vision in how we go to market with our partners; align our partners with the best sales and post-sales enablement groups in our company and outline the routes to market which allow us to better penetrate into a market growing at over 20%+ YoY.• Increased annual channel sales revenue by $5M by optimizing partner performance through engagement strategies• Improved channel partner satisfaction scores by 30% by streamlining communication and support processes, resulting in enhanced partner loyalty• Managed a portfolio of 50+ channel partners, encompassing a diverse range of industries and global markets• Oversaw the launch of 10 new partner programs, designed to maximize market penetration and sales efficiency across different regions• Secured a top industry award for Best Channel Sales Program by achieving a 20% year- over-year growth in partner-generated revenue by implementing innovative sales incentives• Achieved a record-setting $10M in quarterly sales from channel partners by increasing the average deal size by 15% by refining partner training and support Show less Responsible for creation and execution of business strategy within the partner network across multiple regions in North America. Responsibilities include developing and maintaining relationships with key partner leadership in sales and marketing• Working to establish brand and market awareness, overall market growth within partners and maintain current customer retention while assisting partners in improving customer relationship• Focused national partners were Presidio, SHI, CDW, Guidepoint and Optiv• Finished FY19 at 112% of quota and was nominated to President's Club• Finished FY18 at 214% of quota and was nominated to President's Club• Finished FY17 at 109% of quota and was nominated to President's Club• Finished FY16 at 130% of quota and was nominated to President's Club• Finished FY15 at 222% of quota and was nominated to President's Club• Finished FY14 at 201% of quota and was nominated to President's Club Show less

  • Senior Director of Channel Sales

    Jul 2022 - Sept 2024

  • Director of Channel Sales

    Jan 2020 - Jul 2022

  • National Business Partner Manager

    Feb 2014 - Jan 2020
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  Palo Alto Networks

  Sept 2024 - now

  Senior National Channel Business Manager