Celso Diniz

In charge of Sales Operations activities for the Vice President of Sales for the LATAM Region and the Vice Presidents of Pre-Sales for Oracle and SAP worldwide. Responsibilities included: Pipeline hygiene and Forecast cadence. Deal Desk system and reviews. Fiscal Year Planning. Territory Planning. Quota setting and management. Sales process optimization. Sales program implementation. Compensation administration. Qlik Business Intelligence Dashboards. Salesforce reporting. Presentation decks for Monthly Operation Reviews and Quarterly Business Reviews.

Responsible for Sales and Sales Operations for the company's Microsoft Software Asset Management campaigns with an emphasis on migration to Azure, and a significant focus in Asia and Australia, with several trips to Indonesia, Thailand, Philippines, Malaysia, Singapore, and Sydney. He collaborated with the CEO and CFO to re-structure the company with three different lines of business (LOBs) with a VP on each one carrying personal P&L, and definition of new product portfolio including Tele Partner Recruitment, Tele Demand Generation, Tele SAM, SAP, and Oracle Advisory Services in addition to Microsoft Advisory Services.

• Global Sales Operations Senior Director (2016-2017). Reported to the Global Sales Operations VP. Charged with heading the global internal sales user group program, global internal systems satisfaction survey, internal sales operations support, and knowledge base.
• Sales Operations Senior Director for Latam (2014-2016). Reported to the Global Sales Operations VP with a dotted line to the LATAM Finance/Operations VP and Sales VP and managed a 3-member team of Senior Divisional Process Owners responsible for executing and driving adoption of sales processes, global best practices for Oracle’s License Software, SaaS, and Hardware sales business. Key functional areas of opportunity management, forecasting, quoting, ordering, and sales credit allocation.
• Sales Operations & Sales Back Office Director for Latam (2007-2014). Directed all systems utilized by the sales organization in Latin America. Managed indirect sales back office teams for Latin America, Costa Rica, and Brazil. Supervised five managers and 17 individual contributors. Led the LAD team in charge of the roll-out of the new Fusion CRM system.
• Alliances & Channels Operations Director for Latam (2002-2007). Managed a team involved in operations, metrics, and systems. Directed the 11 employees in charge of Oracle PartnerNetwork Program, Partner Resource Management, iStore/POP, Up-sell Wheel, MyPartner, MyCustomer, OneSource, data quality, territories, analytical dashboards/reporting, and non-analytical reporting. Managed the team of OPN IC representatives responsible for partner base growth and renewal rates.

Responsible for establishing the alliance between Critical Path and third-party companies to offer complementary solutions to Critical Path’s hosting services. Most of the work was done on the anti-virus and spam-blocking front, with the service provided by Brightmail. Has started negotiation with Elron (content filtering) and Zantaz (permanent archiving). Also responsible for providing internal sales support tools like collaterals, competitive updates, white papers, datasheets, etc.

• SI & ISV Alliances Manager: Was the primary contact and accounted for the revenues driven by those partners. The main partners were Accenture, PWC, KPMG, E&Y, and EDS. The main ISVs were SAP, BAAN, PeopleSoft, Oracle, and Informix. Awarded "Best ISV Manager of Sun Latin America for the Fiscal Year 1998".
• VAD Alliances Manager: Responsible for the revenue driven by half (five) of Sun Distributors in Brazil, including Unisys and GE Capital.

• Product Marketing Manager: In charge of the marketing strategy to leverage sales on new accounts in the Manufacturing Industry. Has launched several integrated direct marketing campaigns using paid magazine ads with response channel, followed by direct mail and finishing with outbound telemarketing.
• Sales Channel Manager: Was responsible for designing and implementing the sales strategy for new accounts in Sao Paulo, including cold calls, customer visits, and customer presentations. Built, managed, and reported on a sales pipeline and revenue forecast within the territory.
• Trainee at IBM while in College.