Dario Carbone

Experience

• 

  Alcatel-Lucent Enterprise

  Jan 2003 - Jan 2013

  Duties:• Managing a team of 9 Account Executives.• Developing and implementing the sales strategy for the country (sectors, accounts, and channels).• Meeting and exceeding revenue and profitability targets.• Opportunity identification, qualification and follow-up.• Responsible for keeping and exceeding customer satisfaction. • Producing reports on employees’ performance and competence.• Taking rapid decisions in order to ensure business efficiency• Motivating staff to be customer and target-oriented.• Developing positive relationships and sharing best practices. Mostrar menos Duties: • Developing and implementing the regional channel sales strategy (Argentina, Bolivia, Paraguay and Uruguay).• Managing channel accounts plans.• Managing forecasts and business plans accuracy.• Responsible for regional customer satisfaction.• Ensuring the correct implementation and follow-up of partner programs.• Applying technology to achieve business targets.• Involved in channel recruitment, and in charge of keeping positive relationships with VADs, Direct Channels and Indirect Resellers. • Negotiating contracts to meet business operations requirements.• Resolving contractual and commercial issues and disputes. Mostrar menos Duties:• Managing new product releases. • In charge of identifying potential product campaigns and distribution channels to increase sales volumes.• Analyzing market strategies, deals requirements and financial aspects; evaluating options; resolving priorities; recommending investments.• Developing strategies; examining risks and benefits; evaluating partners' needs and goals.• Working closely with the Marketing and Distribution departments to understand competitor’s strategies and market positioning, and identify event opportunities.• Attending industry events and seminars to provide feedback to the company about new market trends. Mostrar menos

  • Enterprise Sales Director

    Jan 2012 - Jan 2013

  • Channel Sales Manager

    Jan 2006 - Jan 2012

  • Regional Contact Center Business Developer

    Jan 2003 - Jan 2006
• 

  Genesys

  Jan 2014 - Nov 2021

  Key Responsibilities• Manage SAAS Channels and Alliances Life-cycle into Latin America Spanish language countries.• Enablement, Business Development and Performance Review.• Responsible for growing Channels and Alliances involvement in co-selling revenue and, build and maintain relationships within a segment, geography or solution area.• Be the single point of contact for Strategic and Transformational partners.• Lead Joint Go-To Market efforts between Partners leveraging internal resources and executive sponsors. • Manage the proper engagement model between the Partner. Act as a point of escalation to help remediate conflicts in the field. In addition to evangelizing and promoting joint success,• Overall responsible for the health and well-being of the relationship with C-Level, senior level decision makers, and other key buyers within Partners Sales and Customers. Ensure both organizations are represented appropriately with the best interest of the company, the Partner and customers in mind. Act as the alternate line of communication and back channel communication• Understand and communicate the business value and return on investment of solutions portfolio to ensure the solutions are positioned across the enterprise• Engage internal resources within, and/or within the Partner organizations, as needed, to ensure Partner has the right support to co-sell the products and services. • Lead account and pipeline review and customer satisfaction survey processes to assess channel Partner performance.• Enable Partners with tools, sales and pre-sales training to be up to date in order to be able to cover the market and uncover opportunities,• Experience with Partner Program Operations and Support• Measure and communicate value delivered to customers to ensure strength of relationship and overall joint-go-to market strategy and co-selling including working with Marketing on joint Partner go to market planning and execution. Mostrar menos Duties: • Developing and implementing the regional channel sales strategy into Hispanic America.• Assist business partners to help progress sales opportunities and improve win rates, sales cycle velocity and average sales prices.• Understand partner goals and strategies in order to align Genesys solutions for mutual. • Share best-practices that help to advance sales and ultimately close deals.• Manage assigned partner(s) relationships to ensure they have the necessary tools and support to advance sales opportunities.• Identify, recruit and develop potential business partners to drive channel sales. • Ensure partners are being supported in a satisfactory way to drive sales.• Understand partner goals and strategies in order to align Genesys solutions for mutual success. • Negotiating contracts to meet business operations requirements.• Resolving contractual and commercial issues and disputes. Mostrar menos

  • Senior Director Channel Sales Spanish LATAM

    Jun 2019 - Nov 2021

  • Senior Manager, MCLA Channel Sales

    Jan 2014 - Jun 2019
• 

  SAP

  Nov 2021 - now

  Partner Business Manager Expert

  Main Responsibilities- Strategic Value and Business Development- Responsible for the holistic and proactively management, following a disciplined business planning process to expand the business.- Understands the partner's basic financial structure and key drivers which influence their business and decisions- Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical), and keeps up to date with all changes to the partners' organization.- Focus on extending the partner's sweet spot vs. entering completely new business areas.Assists partner in building transformational plans to differentiate themselves and add value to customers.- Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement. Quarterly updates, follow up and reviews- Responsible for sales software licenses portfolio and establishing an advisory relationship with the partner teams.- Trains partners on sales methodology and on competitive responses.- Prevent and resolve conflicts. - Partner Demand Generation and Pipeline Creation Mostrar menos