Lucien Cohen

Experience

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  Accenture

  Jan 1985 - Jan 1994

  Manager

  As Andersen Software EIS Division Manager, I oversaw marketing planning and software operations within Andersen Consulting in Brazil, managing a team of 15 people. My key Achievements were: Generated $2M in revenue in the first year and surpassed $21M over three years, acquiring 17 new clients. Structured the operation and assembled a proficient management team for sales, marketing, and technical support.

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  Oracle

  Jan 1998 - Jan 2002

  As the world's leading software editor, Oracle tasked me with spearheading the new Oracle Indirect Sales Program in LATAM. This involved developing and empowering both existing and new distributors, mapping new reseller partners for Oracle’s Partner Program, and crafting capacity plans for resale partners and an ISV partner program. Results: Established a channel sales network across RJ, MG, ES, and Northeast Brazil. Indirect sales surged by 200% within two years. I led the development of the new Indirect Program in Rio de Janeiro and the Northeast of Brazil. I identified new partners for Oracle’s Partner Program and formulated a capacity plan for resale partners.Results: Established a channel sales network across RJ, MG, ES, and Northeast Brazil, leading to a 100% increase in Indirect Sales within 1.5 years.

  • Distributor's Sales Manager

    Jan 2000 - Jan 2002

  • Channels & Alliance Manager

    Jan 1998 - Jun 2000
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  RealNetworks

  Jan 2000 - Jan 2000

  Country Manager

  As the Country Manager, I spearheaded the establishment of RealNetworks' first office in Brazil. My key Responsibilities was: Developed a comprehensive technical-commercial framework for local sales and support of all RealNetworks solutions. Created and executed business and marketing plans tailored to the Brazilian market. Established strategic channels of communication with prospects, clients, service providers, and potential business partners.

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  Embratel

  Jul 2002 - Jan 2005

  Indirect Sales & Alliance Manager

  Embratel, once Brazil's largest Telco Company, underwent privatization in 1998 and was subsequently acquired by MCI WorldCom. In response to increased competition, it embarked on establishing its inaugural Business Partners program for channel sales. I spearheaded the development of Embratel's Business Partners & Sales Program, overseeing partner selection processes and implementing certification and training programs. Successfully facilitated the first sales through Embratel's new channels. Achievements included meeting sales targets within nine months of inception, predominantly from new business, and sustaining consecutive monthly sales and revenue targets for 18 months Exibir menos

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  Accenture

  Jan 2005 - Jan 2014

  Led the development and sales of Alliance practices across Latin America. Introduced a new alliance resale model and conducted sales executive trainings in Brazil, Argentina, Chile, and Mexico. Managed relationships across verticals with over 30 alliance partners including SAP, Oracle, Microsoft, IBM, Cisco, Dell, BMC, Dynatrace etc. Exceeded objectives annually. Key outcomes include strengthened alliances with SAP, Microsoft, Oracle, IBM, Cisco, and others, as well as increased service revenues through strategic hardware and software partnerships. Exibir menos

  • Alliances & Resale Director in Latin America

    Jan 2009 - Jan 2014

  • Director of Strategic Alliances

    Jan 2005 - Jan 2009
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  Qlik

  Jan 2015 - Jan 2018

  C&SI Alliance Director LATAM

  Led the set up of a new Consulting & SI's Alliances division in Brazil, focusing on driving lead sales. Successfully cultivated relationships with major consulting firms including Accenture, Deloitte, PwC, KPMG, Cognizant, and Everis. Achievements include influencing sales of $1.0M in 2016, $1.9M in 2017, and securing a pipeline of $5.4M for 2018. Trained over 1200 consulting professionals in Qlik Solutions and conducted Qlik Industry Solutions webinars for over 200 top executives from these firms. Developed strategic plans to enhance collaboration between Qlik and SIs, ensuring their success in promoting Qlik as the preferred BI solution. Provided comprehensive enablement and product support to SI technical teams to deliver optimal implementation services for clients. Exibir menos

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  Red Hat

  Jan 2018 - now

  Head of SI Alliance LATAM

  Responsible for developing a new Alliance strategy for Consulting firms and System Integrators (SI's) in Latin America. Focused on establishing strategic relationships with key players such as Accenture, Atos, Deloitte, KPMG, Logicalis, NTT Data, etc. The goal is to enhance client satisfaction by delivering top-tier solutions that leverage Red Hat's cutting-edge technology alongside partner services of the highest quality