Federica Melis
Salt Lake City,UT
Summary
With a robust background in sales and business development spanning tech giants and startups, I specialize in driving revenue growth, forging strategic partnerships, and navigating global markets. Equipped with agility and innovation, I excel in crafting market entry strategies, establishing brand presence, and scaling operations swiftly. Excelled as individual contributor consistently overachieving my revenue targets and being part of President's Club for multiple organizations.
My expertise spans diverse technologies and industries, enabling me to identify opportunities and deliver impactful business growth in the ever-evolving tech landscape.
Overview
8
8
years of professional experience
Work History
Global Director of Alliances and Business Development
Slash Next Inc.
04.2023 - Current
- Recruiting, Identifying, and onboarding Strategic Partnerships for Co-Sell and Services Partnership Go-To-Market Initiatives
- Consistently achieved an average quarterly growth rate of 28% in the North American market.
- Demonstrated expertise in sales closure, resulting in a 15% increase in net new logos each quarter.
- Successfully contributed to the team's year-over-year performance, achieving 112% of annual targets.
- Utilized strong market presence and strategic sales techniques to drive business growth.
- Played a pivotal role in expanding the customer base and securing new business opportunities.
- Manage business development and relationship management teams to grow the global channel ecosystem successfully
- Define Sales Methodology Program to roll out for Channel development
- Define and maintain a formal assessment of potential channel and alliance targets and prioritize recruitment based on ongoing Slash Next product development and business strategy
- Responsible for the growth and roll out of Global Systems Integrators and defined business strategy to grow globally into their services and reseller model
- Work with Alliance Partners to define a business model and oversee the integrations and implementation of successful GTMs for each alliance relationship.
VP of Sales (Fractional)
Valeriantech (Contract)
03.2023 - Current
- Developed and implemented sales strategies in businesses lacking an existing sales framework
- Generated net new logo opportunities for fractional CTO services and engineering hours for special projects
- Conducted cold call inbound activities and leveraged networks to identify potential clients
- Successfully grew net new business through targeted outreach and strategic planning
- Identified and pursued high-potential leads, converting them into long-term clients
- Collaborated with stakeholders to understand client needs and tailor service offerings accordingly.
VP of Alliances
Paytrace (Contract)
11.2022 - 10.2023
- Defined go-to-market strategy for ISV Partner Ecosystem at Paytrace, establishing a new market route via integration value proposition
- Led ISV Business Development and Relationship Management teams to expand the ISV Channel Ecosystem in North America
- Developed and implemented a Sales Methodology Program for channel development
- Designed and launched a comprehensive Channel Program and Enablement Processes
- Established a robust partner ecosystem to generate a Channel-In Pipeline and expand the Merchant Portfolio
- Developed and aligned planning and operational processes for partners with Paytrace's business metrics
- Created a metrics-driven organization utilizing dashboards and reporting to track and analyze channel metrics for growth and development opportunities
- Formulated strategies to drive revenue growth and improve KPI tracking
- Devised market growth strategies.
SVP of Alliances and VP of Latam
Cymulate (Contract)
04.2022 - 12.2022
- Defined global go-to-market strategy for partner portfolio and LATAM sales strategy
- Developed go-to-market strategy for ISV, VAR, MSSP, Resellers, Distributors, and GSIS worldwide
- Implemented Sales Methodology Program for LATAM, setting metrics for Directors and Account Executives
- Launched Global Channel Program and enablement process for Channel Partners and CAMS
- Established a strong partner ecosystem with solution providers and tech alliances to drive the Channel-In pipeline
- Structured LATAM sales territory to focus on acquiring Net New Logos and customer growth
- Oversaw the entire revenue generation process for LATAM, developing new revenue opportunities and leading client account strategy
- Recruited, hired, developed, and sales teams globally, addressing performance issues promptly
- Developed successful strategies and programs for account growth and expansion
- Delivered precise management data, revenue forecasts, and reports, facilitating transparent communication with executives and stakeholders
- Increased LATAM sales revenue by 20% in the first quarter and 35% in the second quarter
- Boosted channel department attainment from 65% to 101% within two quarters.
Vice President Global Alliances and Partnerships
Docebo (Contract)
11.2021 - 04.2022
- Defined go-to-market strategy for partner portfolio
- Developed and executed channel sales strategies for NAM, EMEA, and APAC teams
- Led end-to-end channel GTM strategy, including hiring and performance management
- Designed and managed sales forecasting, planning, and budgeting processes
- Ensured quality, accuracy, and consistency in sales planning and forecasting
- Integrated planning efforts with company-wide processes
- Provided strategic counsel to align sales objectives with business goals
- Built and executed vision aligned with fiscal year priorities and revenue targets
- Directed channel and distribution strategies with stakeholders
- Established strategic business plans with partner executives
- Negotiated relationship expansions and supported new initiatives
- Coordinated joint marketing efforts for lead generation
- Defined sales programs to drive customer selection of solutions
- Fostered cross-company relationships and mutual goal setting
- Managed executive communication and relationships
- Led comprehensive business communication, including quarterly reviews
- Built and managed a global team to grow the channel business
- Communicated effectively through scorecards, dashboards, and updates
- Collaborated with consulting organizations, service providers, OEMs, and VARs
- Developed strategies to enhance partners' profitability
- Developed pricing policies and incentive programs in collaboration with cross-functional teams.
Global GSI Director
Proofpoint Inc
03.2017 - 03.2020
- Managed Relationships with global strategic consulting firms for enterprise SaaS/Cloud-Based solutions (Leidos, Deloitte, E&Y, DXC, KPMG, WIPRO, Telefonica, Accenture, HCL and CGI)
- Accelerated, managed and enabled revenue growth with industry leading consulting firms globally
- Defined business plans and identified criteria for long term revenue growth success
- Launched and aligned sales enablement efforts between Proofpoint and each partner.
- Owned global responsibilities for revenue targets of my partners
- Generated $4-$6M for net new business for each partner annually with a YoY growth of 28%
- Increased logo acquisition by 40% within a year
- Achieved over 120% target attainment YoY with key vertical wins in Banking, FinServ, Retail, Manufacturing and Healthcare.
Regional Director Enterprise Sales
Proofpoint Inc
03.2017 - 03.2020
- Managed a team of 13 Account Managers for the Central and Southern U.S
- Developed and executed a regional channel strategy targeting high-potential partners for profitable growth
- Provided regular performance updates to executive leadership, addressing critical KPIs and performance gaps
- Coached and developed regional sales team members to ensure optimal performance, motivation, and retention
- Built strong internal executive relationships with key regional customers
- Ensured the sales team completed enablement programs and demonstrated proficiency in value proposition delivery
- Collaborated with internal stakeholders, including Channel, Marketing, and Engineering, to enhance regional performance
- Coordinated company personnel to meet sales objectives and leadership goals
- Met targets for profitable sales volume and strategic objectives in the region
- Supported Account Executives by meeting key accounts and facilitating sales of Proofpoint services/products
- Coached account executives in developing solutions that address end-user needs and involve necessary company resources
- Achieved monthly/quarterly growth, sales, and profitability targets
- Led the team to execute regional strategy, monitoring individual performance and addressing shortfalls proactively
- Team revenue grew by 25% YoY from FY18-FY19
- Increased team achievement by 40% within a year
- Achieved over 95% target attainment for 70% of the team within six months (up from 60%)
- Achieved over 135% target attainment YoY
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
- Grew loT business in EMEA and globally
- Increased revenue and built long-term partnerships with ecosystem partners like Eurotech, Intel, Amdocs, and SAP
- Developed the loT Global Go-To-Market strategy
- Drove adoption of Red Hat's application platform with vendor partners
- Managed cadence and refined processes, including weekly commit forecast meetings, forecasting, and accountability for executives and colleagues
- Led key loT smart technology roll-outs for main EMEA and NA cities, banks, and automotive and manufacturing organizations in the EU and US
- Oversaw high-level project and change management
- Drove revenue through IoT product alignment and GTM roll-outs with technology channel partners
- Managed inventory in partnership with VP, Catalog, and Inventory Management
- Engaged globally with leaders from vendor partners and Red Hat
- Exceeded department goals by 110%, closing $42 million
- Closed business with top EMEA and NA firms like BP, BMW, Allianz, and Banco Santander.
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
- Grew loT business in EMEA and globally
- Increased revenue and built long-term partnerships with ecosystem partners like Eurotech, Intel, Amdocs, and SAP
- Developed the loT Global Go-To-Market strategy
- Drove adoption of Red Hat's application platform with vendor partners
- Managed cadence and refined processes, including weekly commit forecast meetings, forecasting, and accountability for executives and colleagues
- Led key loT smart technology roll-outs for main EMEA and NA cities, banks, and automotive and manufacturing organizations in the EU and US
- Oversaw high-level project and change management
- Drove revenue through IoT product alignment and GTM roll-outs with technology channel partners
- Managed inventory in partnership with VP, Catalog, and Inventory Management
- Engaged globally with leaders from vendor partners and Red Hat
- Exceeded department goals by 110%, closing $42 million
- Closed business with top EMEA and NA firms like BP, BMW, Allianz, and Banco Santander.
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
- Grew loT business in EMEA and globally
- Increased revenue and built long-term partnerships with ecosystem partners like Eurotech, Intel, Amdocs, and SAP
- Developed the loT Global Go-To-Market strategy
- Drove adoption of Red Hat's application platform with vendor partners
- Managed cadence and refined processes, including weekly commit forecast meetings, forecasting, and accountability for executives and colleagues
- Led key loT smart technology roll-outs for main EMEA and NA cities, banks, and automotive and manufacturing organizations in the EU and US
- Oversaw high-level project and change management
- Drove revenue through IoT product alignment and GTM roll-outs with technology channel partners
- Managed inventory in partnership with VP, Catalog, and Inventory Management
- Engaged globally with leaders from vendor partners and Red Hat
- Exceeded department goals by 110%, closing $42 million
- Closed business with top EMEA and NA firms like BP, BMW, Allianz, and Banco Santander.
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
- Grew loT business in EMEA and globally
- Increased revenue and built long-term partnerships with ecosystem partners like Eurotech, Intel, Amdocs, and SAP
- Developed the loT Global Go-To-Market strategy
- Drove adoption of Red Hat's application platform with vendor partners
- Managed cadence and refined processes, including weekly commit forecast meetings, forecasting, and accountability for executives and colleagues
- Led key loT smart technology roll-outs for main EMEA and NA cities, banks, and automotive and manufacturing organizations in the EU and US
- Oversaw high-level project and change management
- Drove revenue through IoT product alignment and GTM roll-outs with technology channel partners
- Managed inventory in partnership with VP, Catalog, and Inventory Management
- Engaged globally with leaders from vendor partners and Red Hat
- Exceeded department goals by 110%, closing $42 million
- Closed business with top EMEA and NA firms like BP, BMW, Allianz, and Banco Santander.
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
- Grew loT business in EMEA and globally
- Increased revenue and built long-term partnerships with ecosystem partners like Eurotech, Intel, Amdocs, and SAP
- Developed the loT Global Go-To-Market strategy
- Drove adoption of Red Hat's application platform with vendor partners
- Managed cadence and refined processes, including weekly commit forecast meetings, forecasting, and accountability for executives and colleagues
- Led key loT smart technology roll-outs for main EMEA and NA cities, banks, and automotive and manufacturing organizations in the EU and US
- Oversaw high-level project and change management
- Drove revenue through IoT product alignment and GTM roll-outs with technology channel partners
- Managed inventory in partnership with VP, Catalog, and Inventory Management
- Engaged globally with leaders from vendor partners and Red Hat
- Exceeded department goals by 110%, closing $42 million
- Closed business with top EMEA and NA firms like BP, BMW, Allianz, and Banco Santander.
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
Education
MBA in International Business and Marketing -
Bocconi University
BA in Business Administration - undefined
Cagliari University
Skills
- Leadership
- Work ethic
- Communication
- Problem-solving
- Interpersonal skills
- Enterprise sales
- Business Development
- Strategic Planning
- Revenue Generation
- Customer Relations
Personal Information
Title: Global Sales and Business Development Leader
Timeline
Global Director of Alliances and Business Development
Slash Next Inc.
04.2023 - Current
VP of Sales (Fractional)
Valeriantech (Contract)
03.2023 - Current
VP of Alliances
Paytrace (Contract)
11.2022 - 10.2023
SVP of Alliances and VP of Latam
Cymulate (Contract)
04.2022 - 12.2022
Vice President Global Alliances and Partnerships
Docebo (Contract)
11.2021 - 04.2022
Global GSI Director
Proofpoint Inc
03.2017 - 03.2020
Regional Director Enterprise Sales
Proofpoint Inc
03.2017 - 03.2020
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
Global IOT Business Development Director
Red Hat Inc
04.2016 - 03.2018
MBA in International Business and Marketing -
Bocconi University
BA in Business Administration - undefined
Cagliari University
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