Calazans KC Santos
Hialeah
Summary
Strategic technology sales leader with a proven record of increasing channel-driven revenue by 120% annually. Recognized for architecting high-performing partner ecosystems and executing impactful go-to-market strategies across diverse sectors. Consistently achieves operational targets while driving enterprise modernization initiatives and partner enablement.
Overview
19
19
years of professional experience
Work History
Sr. Director – Americas Channel & Distribution
DataCore Software
07.2021 - Current
- Led the expansion of DataCore’s Americas channel ecosystem, increasing channel-driven revenue by 120% year-over-year.
- Recruited, enabled, and managed a network of 125+ VARs, solution providers, and strategic partners across North America and Latin America.
- Designed and implemented structured partner discount and incentive frameworks aligned to corporate revenue objectives.
- Directed Channel Revenue Target (CRT) initiatives and managed Channel Development Funds (CDF) to enhance pipeline generation and optimize ROI.
- Developed partner performance metrics, reporting methodologies, and enablement programs to improve partner productivity and accountability.
- Negotiated and structured strategic reseller, distribution, and OEM agreements to drive revenue growth and expand market reach.
- Collaborated with executive leadership, legal, finance, marketing, and technical teams to implement growth initiatives aligned with corporate objectives.
- Architected a strategic agreement with SourceCode that established a turnkey appliance sales motion while eliminating hardware inventory exposure from the company balance sheet.
- Led and managed a team of 12 Account Executives across the Americas, consistently delivering 98–101% of Annual Operating Plan (AOP) targets while driving 15% year-over-year regional revenue growth.
- Served as a portfolio evangelist across software-defined storage, object storage, Kubernetes storage, HCI, and AI/HPC infrastructure solutions.
Sales Director – SANsymphony V SDS Solution
DataCore Software
10.2014 - Current
- Ranked #1 Sales Director in the Americas: Presidents Club (High Achievers Club) 2015 – 2022 consistently exceeding Annual Operating Plan (AOP) targets with an average attainment of 113.4%.
- Closed the largest deal in the Americas region with Darden Restaurants, generating over $1M in total contract value (TCV).
- Secured Fortune 100 manufacturing organization, achieving largest software-defined storage deployment in manufacturing vertical and one of the largest regional deals.
- Led enterprise infrastructure modernization initiatives focused on storage virtualization, database optimization, disaster recovery, and virtualization platforms.
- Managed and coached a team of seven inside account executives, enhancing pipeline generation and sales execution effectiveness.
- Delivered executive-level forecasting and business reviews to CRO, CEO, and senior leadership, providing insights for strategic decision-making.
- Conducted competitive market analysis and identified strategic expansion opportunities across enterprise and channel segments.
Inside Account Executive – SANsymphony V SDS Solution
DataCore Software
09.2013 - 09.2014
- Achieved 300% year-over-year increase in regional sales performance through targeted strategies.
- Surpassed KPIs for pipeline creation, customer engagement, and bookings through focused sales initiatives.
- Developed pipeline through strategic prospecting, partner collaboration, and consultative selling.
- Leveraged two-tier channel distribution model with distributors and VAR partners to drive sales growth.
- Managed full-cycle sales engagements across SMB, Mid-Market, and Enterprise accounts throughout assigned territories.
Business Retention Specialist
Great Health Works
09.2012 - 07.2013
- Increased customer retention by 19% (72% to 91%).
- Enhanced perceived product value through effective up-selling of additional products.
- Reduced company attrition by ensuring customers honored contractual agreements.
- Tracked quality control and satisfaction records, identifying opportunities for improving customer service.
- Created and managed contractual agreements with clients.
Sr. Account Manager
Monitronics International
01.2011 - 03.2012
- Managed major business accounts to align solutions with client needs.
- Improved retention from 30% to 65%.
- Facilitated revenue growth by enhancing product and service offerings.
- Eliminated customer BBB complaints by customizing products and equipment to meet specific requirements.
- Coached and trained team to achieve 75%+ close rates while strengthening retention, negotiation, and customer engagement skills.
Sr. Loyalty Specialist
Stream Energy Gas & Electric LTD
01.2007 - 02.2009
- Reduced attrition by 60% maximizing YOY earning by $2M, consistently obtained achievement of sales/retention quota in excess of 20% from desired goal.
- Implemented sales and retention process to enhance customer engagement.
- Developed innovative sales pitches that transformed team interactions with clients, integrated into 2007 'Sales Team Strategy.'
Education
Associates - Business Administration
El Centro College
Dallas, TXSkills
- Channel management
- Enterprise sales strategy
- Strategic partnerships
- Revenue optimization
- Territory planning
- Channel infrastructure
- MEDDIC sales methodology
- Contract negotiation
- Executive forecasting
- Cross-functional leadership
- Team management
- CRM and SFDC proficiency
- Cloud solutions
- Leadership development
Timeline
Sr. Director – Americas Channel & Distribution
DataCore Software
07.2021 - Current
Sales Director – SANsymphony V SDS Solution
DataCore Software
10.2014 - Current
Inside Account Executive – SANsymphony V SDS Solution
DataCore Software
09.2013 - 09.2014
Business Retention Specialist
Great Health Works
09.2012 - 07.2013
Sr. Account Manager
Monitronics International
01.2011 - 03.2012
Sr. Loyalty Specialist
Stream Energy Gas & Electric LTD
01.2007 - 02.2009
Associates - Business Administration
El Centro College