Luiz Szente
Avaré - Sáo Paulo
Summary
Results-driven professional with a proven track record at Dell EMC, specializing in relationship management and strategic selling across Latin America. Demonstrated expertise in driving business growth through tailored client strategies, leading to significant increases in product adoption. Fluent in Portuguese, English, and Spanish, with strong team leadership and customer portfolio management skills. Career goals focus on leveraging these competencies to further enhance client engagement and maximize market reach.
Overview
20
20
years of professional experience
Work History
RELATIONSHIP MANAGER / Customer Success
SAMANA GROUP LLC
01.2018 - Current
- Company Overview: US company
- Delivered remote support across Brazil, Latin America, and US-based Latin clients.
- Sold consulting services specializing in VDI and managed services.
- Collaborated with Citrix Consulting to strengthen client relationships.
- Engaged in cross-country project partnerships throughout Latin America including Colombia, Chile, Argentina, Brazil and Mexico.
- Hired on a contract basis for specific assignments.
ACCOUNT EXECUTIVE / CHANNEL MANAGER / BUSINESS DEVELOPMENT - LATAM
ControlUp
03.2021 - 01.2024
- Provided remote support for LATAM region while based in Brazil.
- Collaborated with new resellers and channels to develop opportunities in the LatAm market.
- Exploring innovative avenues for growth and expansion.
- Collaborated with senior executives, IT directors, and managers to guide decision-making processes.
- Facilitated evangelization of Digital Employee Experience across the Latam region.
- Utilized MEDDIC framework for sales qualification.
- Utilized Salesforce platform for enhanced sales productivity.
- Provided specialized services through contracted work.
- As an Account Executive at ControlUp, I successfully managed a portfolio of enterprise clients at Latin America, increasing in product adoption by implementing tailored customer success strategies and fostering strong relationship with key stakeholders, like Claro - www.claro.com.br , Banco Votorantim - BV - www.bv.com.br , Universidad Latina (www.ulatina.ac.cr, Arlequim - wxw.arlequim.com
CHANNEL MANAGER / PRE-SALES CONSULTANT
FLEXXIBLE IT
São Paulo
05.2019 - 02.2021
- Worked at a Spain-based company’s branch in Brazil.
- Selling SaaS and implementation services
- Aided in the growth and efficiency of channel partners through comprehensive training and product demos.
- Worked closely with customers, including C-level executives, IT directors, and IT managers.
EXTERNAL SALES SPECIALIST / CHANNEL MANAGEMENT
DELL EMC
06.2012 - 07.2016
- Facilitated business-to-business (B2B) growth through strategic initiatives.
- Developed sales strategies to target key clients for presentation of innovative Cloud/VDI technologies leveraging Dell Channel.
- Utilize Salesforce to drive sales productivity.
- Provided evangelization
- Delivered comprehensive VDI technology training to CIOs of client companies across financial, retail, and industrial sectors.
- Executed project monitoring, development strategies, and pipeline management on a national scale.
REGIONAL SALES MANAGER / ACCOUNT MANAGER
DELL Wyse
06.2011 - 06.2012
- Enhanced company's market position through strategic partnerships.
- Cultivated channel partnerships by offering custom Cloud and VDI solutions.
- Conducted webinars for technical presentations while developing and monitoring project implementations with channels and distributors.
- B2B Company
ACCOUNT MANAGER/BUSINESS DEVELOPMENT MANAGER / SALES ENGINEERING REGIONAL MANAGER / REGIONAL CONSULTANT MANAGER
CITRIX
05.2002 - 06.2011
- Provided comprehensive company overview in B2B context.
- Specialized in sales of consulting packages and licenses.
- Managed the startup of the business development area for indirect sales, working in conjunction with the main market integrators in the sales of VDI, Thin Clients, Storage, Servers, Networking and Wi-Fi
- Supervised Pre-Sales team for VDI solutions to CIOs, Channels, and Distributors.
- Collaborated closely with distributors and channel in Brazil and Latin America.
Education
Master - Specialization in Administration
Fundação Getulio Vargas (FGV)
São Paulo01.1984
Undergraduate - Electrical Engineering
University of São Paulo (USP)
01.1981
Skills
- Effective customer communication
- Multilingual: Portuguese, English, and Spanish
- Relationship Management
- Service assistance
- New business generation
- Solution management
- Business relationship cultivation
- Account management
- Relationship management
- Consultative selling
- Strategic selling
- Qualifying customers
- Excellent communication
- Business development
- Relationship building
- Sales reporting
- Strategic planning
- Risk mitigation
- Customer education and consulting
- Team leadership
- Customer relationships
- Customer portfolio management
Timeline
ACCOUNT EXECUTIVE / CHANNEL MANAGER / BUSINESS DEVELOPMENT - LATAM
ControlUp
03.2021 - 01.2024
CHANNEL MANAGER / PRE-SALES CONSULTANT
FLEXXIBLE IT
05.2019 - 02.2021
RELATIONSHIP MANAGER / Customer Success
SAMANA GROUP LLC
01.2018 - Current
EXTERNAL SALES SPECIALIST / CHANNEL MANAGEMENT
DELL EMC
06.2012 - 07.2016
REGIONAL SALES MANAGER / ACCOUNT MANAGER
DELL Wyse
06.2011 - 06.2012
ACCOUNT MANAGER/BUSINESS DEVELOPMENT MANAGER / SALES ENGINEERING REGIONAL MANAGER / REGIONAL CONSULTANT MANAGER
CITRIX
05.2002 - 06.2011
Master - Specialization in Administration
Fundação Getulio Vargas (FGV)
Undergraduate - Electrical Engineering
University of São Paulo (USP)
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