Salesforce
Hi, I’m
Lori Endara
North Hollywood,CA
Summary
Proven leadership in Strategic Partner Alliances Award-Winning, Entrepreneurial Achievements in Technology Sales, Market Optimization, Campaign Design & Management, Forging C-Level Access
Overview
24
years of professional experience
Work History
Faction Inc
Director, Strategic Alliances-Dell Technologies
01.2022 - 08.2023
Job overview
- Accountable for developing strategy, creation, and execution of partner GTM motions in Cloud Technology, Data, Analytics, and Cyber Resiliency For Dell Technology Multi-Cloud Solutions
- Manage and drive opportunity-to-revenue conversion program
- Lead North America go-to-market programs
- Develop and deliver training and enablement sessions for Dell multi-cloud services powered by Faction
- Uncover and drive joint go-to-market campaigns for AI/ML life sciences, energy, and financial verticals
- Coordinate and manage funnel reviews with Dell global alliances, enterprise, and specialty teams
- Excitement and adoption of Dell + Faction multi-cloud offering
- Create and deliver win-wires with total contract value (TCV) increase of 4:1
- Showcase customer success stories with 30% YoY growth
- Collaborate with Dell global cloud specialist team on multi-cloud competitive landscape
- Lead mutual business plan for the partnership that includes strategy, tactics, and key metrics
- Develop business lead conversion program utilizing SalesForce.com for tracking and analysis
Lumen Technologies
Sr Alliance Manager-Microsoft
01.2022 - 12.2022
Job overview
- Responsible for joint selling, partner management and regional governance to enable and accelerate growth against established revenue targets for Microsoft & Lumen, as well as showcase wins
- Build a global, strategic multi-year joint plan with Microsoft focused on co-sell & co-delivery
- Drive Alliance operational and business review governance with Lumen and Microsoft leaders
- Enable and establish joint engagements for existing and future offerings.
Lumen Technologies
Sr Alliance Manager-Equinix Data Centers
01.2020 - 12.2021
Job overview
- Significantly accelerate co-innovation around Multi Cloud, Hybrid Cloud and Edge Computing services, alliance partner relationship management, solution sales overlay and product management alignment
- Rationalize Infrastructure Transformation identifying two additional revenue streams with an estimated annual revenue of $28.5M within 3 years
- Proposed automation simplification accelerating time to revenue via partner marketplace platforms
- Expand Lumen addressable market and increase customer awareness with joint go-to-market activity.
Century Link Communications
Alliance Sales Manager-Cisco, Dell, VMware, EMC
01.2017 - 12.2019
Job overview
- Lead targeted efforts, consistently expanding joint initiatives with Cisco Systems to win major corporate clients, improving annual growth from $60M to $150M in 2019
- Rationalize Digital Transformation framework for diverse industries, including retail, hospitality, and healthcare, continually identifying, and penetrating most promising verticals
- Manage successful launch of “Interlock” meetings with Cisco Systems, and corporate stakeholders and sellers, to pinpoint and align areas of vital interest
- Led repeatable GTM strategy for major financial firms, resulting in $100M increase in sales funnel
- Optimized Data Center Transformation initiatives for Dell EMC, VMware
- Generated $8M alliance - largest in corporate history
- AWARDS: Cisco awarded - Service Provider Collaboration Partner of the Year (2019 & 2020) Americas Cloud Partner of the Year (2019)
- HONORS: Frost & Sullivan Recognition for Its Portfolio of Full-Featured SD-WAN Services
Qwest Communications
Major Account Executive
01.2000 - 01.2009
Job overview
- Direct Sales
- Multiple time recipient of Circle of Excellence Award
Education
Loyola Marymount University, Los Angeles, CA
Bachelor of Arts from Business
University Overview
Member: Women’s Volleyball Team (Four-Year Scholarship)
Skills
- Built trusted CXO Relationships with leading industry partners, such as Microsoft, Dell Technologies, VMware, Cisco and Equinix
- Provide effective Technology and Go-to-Market Solutions for multi-cloud adoption with Azure, Google, AWS and Oracle
- Initiate continuing Alignment and Collaboration for all Sales Stages, leveraging regional and vertical planning activities to identify unique RTM opportunities
- Strong Lifecycle Skills in planning, designing, and executing sell-through and sell-with motions
- Provide exceptional Training and Product Support, initiating and sustaining brand loyalty
- Extremely effective as Liaison with High-Profile Clients
- Partnership Marketing
- Customer Satisfaction
Accomplishments
- Toastmasters - Member since January 2020
- Best Friends Animal Society & Karma Rescue/Paws for Life, finding loving homes for shelter dogs
- Ambassador for Premium Dog Food Co - Natures Variety Pet Food
- E-Commerce owner - Dara Giants LLC is a husband and wife go-to-market product development to solve everyday problems.
Additional Information
- LICENSES AND CERTIFICATIONS
- Power BI: Dashboards for Beginners Issued October 2020
- Google Cloud Sales Credentials Issued Nov 2021
- Databricks: Generative AI Fundamentals Training Issued August 2023
Timeline
Director, Strategic Alliances-Dell Technologies
Faction Inc
01.2022 - 08.2023
Sr Alliance Manager-Microsoft
Lumen Technologies
01.2022 - 12.2022
Sr Alliance Manager-Equinix Data Centers
Lumen Technologies
01.2020 - 12.2021
Alliance Sales Manager-Cisco, Dell, VMware, EMC
Century Link Communications
01.2017 - 12.2019
Major Account Executive
Qwest Communications
01.2000 - 01.2009
Loyola Marymount University
Bachelor of Arts from Business
Availability
See my work availability
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Available
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Software
Google Workspace
Microsoft 365
Zoom
Slack
Cisco Webex
Work Preference
Important To Me
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