Paulo Paes

Experience

• 

  Soluções Usiminas

  Jan 1996 - Jan 2005

  Mecânico de manutenção
• 

  XpressSoft

  Jan 2008 - Jan 2009

  Account Manager
• 

  Boxware

  Jan 2010 - Jan 2012

  Account Manager
• 

  Stock Software

  May 2013 - Oct 2021

  Channel Manager
• 

  Oracle

  Oct 2021 - Aug 2024

  Alliances Consultant

  Partnership Development and Management:Strategic Partnership Development: Develop a deep understanding of partners' strategies, business models, operations, and needs to identify optimal ways to build and enhance partnerships for maximum impact. Build and maintain long-term, strategic relationships with business alliance partners.Negotiation and Relationship Management: Develop and lead negotiation strategies, options, and scenarios with partners. Foster positive relationships with partners to ensure long-term success and collaboration.Impact Enhancement and Analysis: Identify partners' competencies, offerings and industries of operation to contribute value and create synergies between Oracle's internal ecosystem and the partner ecosystem.Cross-Functional Collaboration: Collaborate with cross-functional teams including engineering, support, operations, sales, finance, legal, and other key functions. Structure business initiatives, develop work plans, lead analysis, and communicate final recommendations.Business Planning and Demand Generation: Create Market Development Fund (MDF) initiatives with assigned partners. Facilitate the development of business plans for all assigned partners to meet or exceed business goals. Identify opportunities and drive demand through lead generation activities and target account selling strategies.Sales Management and Performance Tracking: Actively track joint sales pipeline and achieve or surpass quarterly and annual revenue targets. Monitor partner business results and recommend improvements to increase market penetration for strategic partnersOperational Procedures and Event Management: Establish rules of engagement and operational escalation procedures to swiftly identify and resolve issues Organize demand generation events with focused partnersSales Engagements and Onboarding: Recruting and onboarding of new partners, mainly competitors’ Cloud Service Providers and Data & AI companies Show less