Calazans KC Santos

· Delivered 120% year-over-year growth in channel-driven revenue through structured partner expansion and performance optimization.

· Negotiated ARR-based master reseller and distribution agreements to drive predictable recurring revenue performance.

· Lead and scale a 12-person organization including Account Executives, Inside Sales Representatives, and Solutions Architects, aligning pipeline generation, technical validation, and revenue execution.

· Designed and executed a VMware displacement strategy across enterprise and mid-market segments, positioning the portfolio as a high-performance, cost-optimized alternative.

· Developed verticalized GTM motions for Edge computing and K-12 institutions, tailoring pricing, messaging, and partner enablement to address distributed infrastructure and budget constraints.

· Structured scalable partner discount models to incentivize growth while protecting margin integrity.

· Collaborated with executive leadership across marketing, finance, legal, and operations to ensure GTM alignment and scalability.

· Developed and executed a vertical-specific GTM strategy targeting post-production, broadcast, and content creation workflows.

· Established net-new pipeline across high-throughput, data-intensive environments.

· Led a dedicated team focused on vertical pipeline creation and revenue accountability.

· Recruited and enabled specialized M&E resellers to expand channel coverage and accelerate revenue realization.

· Aligned distribution partnerships to support vertical scale and co-sell execution.

· Positioned software-defined storage as a performance-driven and cost-optimization alternative within demanding media environments.

· Delivered executive-level forecasts and strategic growth plans to senior leadership.

• Achieved rank of #1 sales director in Americas from 2015 to 2017 and 2021 to 2022, consistently surpassing quotas and driving year-over-year territory growth.
• Secured largest transaction in Americas region exceeding $1M TCV with Darden Restaurants, enhancing Datacore's presence in large-scale hospitality.
• Acquired Fortune 100 manufacturing account, marking largest SDS win in sector and third-largest deal regionally.
• Directed enterprise sales strategy for storage modernization, database optimization, and VMware displacement, driving increased market share within corporate IT accounts.
• Built and managed inside sales team, enforcing accountability through structured pipeline reviews and MEDDIC methodology to enhance sales performance.
• Established forecasting processes and KPI governance, providing bi-weekly executive-level forecasts to CRO and CEO with improved accuracy and strategic insights.
• Developed strategic account plans targeting executive buying centers, boosting expansion revenue and securing multi-year ARR commitments.
• Performed competitive market analysis and win-loss reviews to uncover whitespace opportunities and accelerate channel-led growth initiatives.

• Grew regional performance by 300% year-over-year.
• Managed full-cycle sales across SMB, mid-market, and enterprise accounts via a two-tier distribution model.
• Consistently exceeded pipeline and booking KPIs.
• Analyzed customer needs to recommend tailored solutions.
• Facilitated product demonstrations to showcase software capabilities.
• Coordinated with marketing on campaigns targeting key customers.