Jessica Gray
Channel Sales Manager
São Paulo,São Paulo
Summary
Goal-oriented manager with distinguished experience in IT industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent. Detail-oriented team player with strong organizational skills. Ability to handle multiple projects simultaneously with a high degree of accuracy.
Overview
24
24
years of professional experience
3
3
Languages
Work History
LATAM Channel Sales Manager
Autodesk, Inc
04.2021 - Current
- Led 5 team members to manage a diverse portfolio of channel partners to maximize profitability and minimize risk.
- Developed customized sales plans for each channel partner, driving increased revenue.
- Conducted regular business reviews with key stakeholders to provide updates on performance metrics and address any concerns or challenges.
- Influenced internal teams such as finance, operations, legal departments to achieve better results in serving our customers by working collaboratively.
- Managed potential channel conflict by fostering excellent communication and strict adherence to channel rules of engagement.
- Met and exceeded targets and growth metrics within assigned partner accounts.
- Increased channel partner sales by developing and implementing effective strategies.
- Maintained strong relationships with industry experts to stay informed about emerging trends and competitors'' strategies in the marketplace.
- Evaluated and optimized channel mix regularly, reallocating resources as needed to maximize sales performance.
Brazil Channel Sales Manager
Autodesk, Inc.
01.2017 - 03.2021
- Spearheaded initiatives aimed at improving product knowledge among channel partners through workshops, webinars, and other learning resources.
- Streamlined communication between internal teams and channel partners, improving overall efficiency in the sales process.
- Led efforts in developing customized promotions and incentives that drove increased sales from targeted channel partners.
- Increased revenue with effective partner recruitment, training, and management.
- Collaborated with cross-functional teams to develop marketing materials tailored specifically for channel partners.
- Developed and executed strategic plans for channel sales growth and expansion into new markets.
- Provided ongoing mentorship and guidance to junior team members, fostering a positive work environment that prioritized professional growth opportunities.
- Provided comprehensive training programs for new channel partners, equipping them with knowledge on products and services.
- Hosted regional events as an opportunity for networking among existing channel members while also attracting prospective partners into the fold.
- Coordinated sales activities with partners and resellers to identify and close new business.
- Facilitated channel engagement to support territory sales goals.
LATAM Channel Programs Manager
Autodesk, Inc.
01.2012 - 01.2017
- Collaborate with key Sales and Channel leaders to identify areas of opportunity and gaps within the current channel framework and execute complex project plans
- Identify critical success factors across projects allowing economies and scale across projects regardless of project type
- Manage conflict between teams and across organizational lines
- Reduced operational costs through comprehensive process improvement initiatives and resource management.
- Drove operational efficiency through data-driven decision-making processes, leveraging analytics tools for informed strategy development.
- Conducted competitive analysis to identify market trends and capitalize on emerging opportunities for growth.
- Accomplished multiple tasks within established timeframes.
Americas Operations Coordinator
Autodesk, Inc.
01.2008 - 01.2012
- Manage a training budget of US$300K for Latin America regional training
- Implement strategic sales training to increase revenue, coordinate with regional Channel Managers/Channel Development to identify key courses that meet Certification requirements and increase productivity
- Support Learning Management System (LMS), specifically for Certification and Specialization programs, for over 300+ Channel partner companies
- Manage database integrity, reporting, provide user support, course management
- Lead biweekly MFG, AEC and M&E core team meetings with key sales and technical representatives from the Americas, communicate initiatives regarding Channel and Internal training programs.
- Contributed to the development of departmental policies and procedures ensuring consistency across the organization.
- Enhanced customer satisfaction by resolving issues in a timely manner and providing exceptional support.
- Led successful projects from conception to completion, achieving objectives on time and within budget constraints.
Procurement & Logistics Manager
Odebrecht
01.2007 - 01.2008
- Manage a team of buyers and logistics personnel for local and international purchasing of materials, equipment and parts for US$240M project
- Liaison between Procurement department and Production team for status reports, meetings, communications and priority needs
- Create, maintain and implement tools to improve communication across all teams
- Negotiate and communicate with suppliers in 23 different countries for commercial terms, pricing, availability and shipping of materials and equipment.
- Streamlined procurement processes by implementing strategic sourcing initiatives and supplier management techniques.
- Collaborated with cross-functional teams to develop end-to-end supply chain solutions that met organizational goals.
- Established strong relationships with key suppliers, leveraging partnerships to secure favorable terms and conditions.
Sales Program Coordinator
Autodesk, Inc.
01.2005 - 01.2007
- Liaison with divisional representatives and WW Channel Readiness team to plan and coordinate large-scale sales and technical training events for over 1200+ North America Channel Partner individuals
- Create initiatives to implement sales and technical training programs in partnership with WW Channel Readiness and Division personnel
- Serve as general program manager for training events; responsible for field communications; run weekly content/logistical meetings; create timelines, manage vendor relationships, web/registration page creation, coordinate sales and technical staffing, work with extended vertical teams.
- Provided exceptional customer service to program participants through prompt response times and attentive assistance with inquiries or concerns.
- Implemented evaluation tools to measure program effectiveness, utilizing data-driven insights for continuous improvement.
Peace Corps Volunteer / Project Manager
U.S. Peace Corps
01.2000 - 01.2003
- Conduct research, prepare proposals, organize workshops, supervise volunteer groups and initiate and maintain communication with international organizations
- Unite the project goals of environmental NGOs and U.S
- Peace Corps programs to protect habitat and biodiversity through community-based conservation projects.
Education
Bachelor of Arts - Environmental Studies/Latin American Studies
University of California, Santa Barbara
Santa Barbara, California 1992.01 - 1997.01
B.A. Latin American Studies -
Catholic Pontificial University (PUC)
Rio De Janeiro, BrazilSkills
Business development and planning
undefinedTimeline
LATAM Channel Sales Manager
Autodesk, Inc
04.2021 - Current
Brazil Channel Sales Manager
Autodesk, Inc.
01.2017 - 03.2021
LATAM Channel Programs Manager
Autodesk, Inc.
01.2012 - 01.2017
Americas Operations Coordinator
Autodesk, Inc.
01.2008 - 01.2012
Procurement & Logistics Manager
Odebrecht
01.2007 - 01.2008
Sales Program Coordinator
Autodesk, Inc.
01.2005 - 01.2007
Peace Corps Volunteer / Project Manager
U.S. Peace Corps
01.2000 - 01.2003
Bachelor of Arts - Environmental Studies/Latin American Studies
University of California, Santa Barbara
1992.01 - 1997.01
B.A. Latin American Studies -
Catholic Pontificial University (PUC)
Similar Profiles
Manikanta Sai KrishnaManikanta Sai Krishna
Network Engineer at Autodesk, INCNetwork Engineer at Autodesk, INC
Ankita VatsAnkita Vats
Business Intelligence Engineer at Autodesk, IncBusiness Intelligence Engineer at Autodesk, Inc
Swathi TwaddellSwathi Twaddell
Program Manager, Marketing Technology at Autodesk, Inc.Program Manager, Marketing Technology at Autodesk, Inc.