Christian Carvacho
Scottsdale,AZ
Summary
Dynamic Channel and Sales Leader with a proven track record of driving teams to exceed targets in challenging environments through dedicated training and coaching. Expertise in managing diverse personalities, fostering relationships, and cultivating trust to maximize team performance. Committed to creating a collaborative atmosphere that empowers individuals and enhances overall productivity. Strategic thinker focused on delivering results while adapting to the evolving demands of the market.
Overview
18
18
years of professional experience
Work History
Regional Vice President – Channel & Distribution
Druva
Santa Clara, CA
06.2022 - Current
- Responsible for all North America partners & distributors
- Enhanced channel program and won an award for having a 5-star rating from CRN
- Develop a new channel strategy to drive focus on a subset of our partners
- Turned Druva into a 100% channel company by proving the only way to scale is through partners
- Hired industry veterans to run our regions and also the CDW, SHI, & Insight partnerships
- Created a collaborative environment while saving the company money on T&E
- Increased the synergy between the Druva sales teams and the channel team by bringing a sales mentality to the channel
- Drove an increased number of opportunities for the sales team by identifying the best GTM strategy
Vice President – OEM & Channel
Virtana (Formerly Virtual Instruments)
Santa Clara, CA
01.2017 - 05.2022
- Responsible for all partnerships and alliances
- Revised entire channel program based on new SaaS products
- Streamlined program and simplified to be partner friendly
- Developed channel first mentality throughout company from CEO down
- During these trying times the channel brought 75%+ of all new logos to Virtana
- Reduced number of focus partners to become more strategic and develop programs
- Developed MSP program to increase our channel reach and add additional revenue streams
- Collaborated with Product team to make sure requirements for channel were known
- Created marketing campaigns to increase awareness of Virtana throughout our partner community
- Developed AWS partnership to be included as an Advanced ISV Partner
- Drove new SaaS platform being listed on AWS Marketplace
- Increased pipeline and collaboration through initiatives with AWS – Rising Stars, Co-Sell & AWS/TDSYNNEX SMB Pilot
Vice President – WorkloadWisdom Products
Virtana
Santa Clara, CA
01.2017 - 05.2022
- Global responsibility for WorkloadWisdom Products – Sales & SEs
- Global responsibility for Sales to OEMs – DellEMC, NetApp, IBM, Oracle, Hitachi Vantara, Pure, etc…
- Managed a team of 2 RSMs, 3 SEs, and an overlay team supporting 20+ other sales teams
- 100%+ of TechVendor Quota 2017,2018, 2019, 2020, & 2021
- 100%+ of Overall Quota 2017, 2018, 2020, & 2021
- Trained Global Sales Team how to position WorkloadWisdom products
- Revived WorkloadWisdom overall business from 40% down in 2016 to 40% up in 2017
- Leveraged relationships to expand products sold within install base
Regional Vice President – Sales
Virtual Instruments (Formerly LoadDynamix – Acquisition)
Santa Clara, CA
01.2016 - 01.2017
- Developed a territory plan that was approved by Execs to expand the region in FY17
- Manage a team of 4 RSMs and 3 SC/SEs (Also have 2 additional RSM & 3 SC/SE open headcounts)
- FY17 Quota of $21.5M for the Western Enterprise Region & Worldwide Technology Vendors
- Q1 2017 – 209% quota achievement - $9M+ on a $4.4M Quota
- All West Team RSM’s at 125% of Q1 quota or higher
- #1 Sales team globally – FY 2016, 206% quota achievement
- Grew territory by 87% within first 12 months of combined company ($19M – $36M)
- Major Enterprise Accounts Acquisition/Expansions Included – SFDC ($10M+), Kaiser ($8M+), PayPal, T-Mobile, Boeing, EMC, Dell, HPE, Apple, McKesson, and others
- Instrumental in negotiating large complex Enterprise deals so that the company maximizes revenue and profits
Regional Vice President - Sales
Load Dynamix (Formerly SwiftTest)
Santa Clara, CA
01.2013 - 01.2016
- Grew and Managed a team of 3 direct reports and 2 technical resources
- Trained RSMs to become trusted advisors rather than sales professionals
- Successful in growing APAC market through direct sales and channel partners
- #1 Sales Team 2015 – Accounted for 60% of all Company Revenue
- #1 Sales Team 2014 – Accounted for 71% of all Company Revenue
- #1 Sales Team 2013 – Accounted for 76% of all Company Revenue
- Major Enterprise Accounts Acquired included – Avaya, ExxonMobil, AT&T, PayPal, T-Mobile, Kaiser, ERCOT, Getty, SoftLayer, UnitedHealth, Firehost, Citrix, Boeing, and others
Regional Sales Director
SwiftTest
Santa Clara, CA
01.2010 - 01.2013
- Responsible for Western US and APAC
- FY 12 – 106% of quota attainment
- FY 12 – Increased Y/Y Revenue by 69% - Gave up several accounts to new RSM
- Hired first direct report RSM and mentored them to success (Still at company today)
- FY 11 – 118% of quota attainment
- #1 RSM 2011 – Increased Y/Y Revenue by 104% (first year with company – Joined Dec 2010)
- Closed first 5 Enterprise Accounts – Wells Fargo, GE, GoDaddy, EllieMae, & Shutterfly
Director, West Coast Enterprise Sales & Operations
Cenzic
Santa Clara, CA
01.2008 - 12.2010
- Instrumental in the increase of revenue by 300%+ over two years through streamlining processes as well as enforcing metrics.
- Took over International/Channel Sales for 16 months where I signed Cenzic’s largest Service Provider (KPMG) to a global preferred agreement. First such agreement in company’s history.
- Instrumental in the negotiations of several legal agreements which included reseller agreements, service provider agreements, software licensing agreements and managed service agreements.
- Reconfigured SalesForce.com to meet the new needs of current VP of Sales and became Cenzic’s first Certified Administrator within only 9 months of using SalesForce.com.
Education
Bachelor of Arts - History
University of California, Berkeley
Berkeley, CA05.1993
Leadership Principles
Harvard Business School
OnlineSkills
- Team leadership
- Relationship building
- Decision-making
- Critical thinking
- Documentation and reporting
- Performance monitoring
- Data analysis
- Sales leadership
- Partnerships and affiliations
- Forecasting
Timeline
Regional Vice President – Channel & Distribution
Druva
06.2022 - Current
Vice President – OEM & Channel
Virtana (Formerly Virtual Instruments)
01.2017 - 05.2022
Vice President – WorkloadWisdom Products
Virtana
01.2017 - 05.2022
Regional Vice President – Sales
Virtual Instruments (Formerly LoadDynamix – Acquisition)
01.2016 - 01.2017
Regional Vice President - Sales
Load Dynamix (Formerly SwiftTest)
01.2013 - 01.2016
Regional Sales Director
SwiftTest
01.2010 - 01.2013
Director, West Coast Enterprise Sales & Operations
Cenzic
01.2008 - 12.2010
Bachelor of Arts - History
University of California, Berkeley
Leadership Principles
Harvard Business School