Summary
Overview
Work History
Education
Skills
Certification
Awards
Memberships And Conferences
Languages
Timeline
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Rocio Hernandez G.

Miami,FL

Summary

Dynamic Senior Executive specializing in Global Direct and Partner Sales and Marketing, with extensive expertise in Gen AI, Cloud, Cybersecurity, and Digital Transformation. Proven track record of exceeding revenue targets while enhancing customer operations through innovative service solutions. Adept at cultivating C-level relationships across diverse sectors, including Healthcare, Financial Services, and Government. Recognized for strategic leadership in P&L management, business development, and fostering collaborative, multicultural teams to drive organizational success.

  • $840M in 5 quarters at IBM (Security and Disaster Recovery for FSI, Public GTS SLED, Healthcare and Life Sciences, & Cloud Platforms).
  • $495M SLED only (10% YoY growth) in 14 months, NTT DATA - Divestiture, Dell Services.
  • $300M WW in 2 years at Eviden, an Atos business - Influence through Partner Ecosystem.
  • 1.2B WW in 2 years at Dell Tech Services - former Perot Systems. From $95M to $520M in 3 years at Dell, trade quality focuses on a deep understanding of the market and customer needs, instilling a customer-centric approach vital to the success of the sales organization. Consistently attract and retain the best producers in the market, who exemplify professionalism, loyalty, and trust.

Overview

27
27
years of professional experience
1
1
Certification

Work History

VP of Global H&LS and Salesforce Alliances & Partners Sales

Eviden
Miami, USA
07.2022 - Current
  • Global VP Partner Ecosystem Salesforce, all industries, and Global Healthcare & Life Sciences for Eviden, an Atos business. Expanding the possibilities of data, security, and technology for our customers with our portfolio solutions and partner ecosystem.
  • Exceeded sales goals by 10% through upselling and cross-selling within new and existing client base, as well as strategically attracting new business.
  • Directed business development initiatives, including acquisitions and joint venture agreements.
  • Developed long-range plans for business growth, increasing annual sales. Negotiated, finalized, and participated in orals for closed major deals with key partners: Azure, GCP, AWS, Oracle, Cerner, Salesforce on patient experience; BlueStream, Maxim at Cook Co., Sentara, HCA, Humana, BCBS, Assistance Publique Hôpitaux de Paris, Stellantis, Carrefour, and NHS.
  • Worked with cross-functional teams to achieve goals.
  • Leveraged trends in customer industries and marketplaces to shape solutions and approaches.
  • Drove revenue by cultivating successful client relations.
  • Maintained relationships with key stakeholders by attending meetings and responding promptly to inquiries or requests for information.
  • Improved profitability by accurately maintaining P&L to meet prime fiscal responsibility.

VP of Alliances & Partners Sales

Atos
Miami, USA
02.2020 - Current
  • Maximized customer value by managing strategic intercompany initiatives with Atos' Strategic Alliances Global Team.
  • Cultivated a culture of collaboration among department heads to facilitate cross-functional project execution.
  • Elevated Atos NA ecosystem relationships to make sure that Atos was part of each strategic project in the Americas, bringing a partner ecosystem built to deliver superior business value based on best-in-class.
  • Led a team of 16 directors managing Atos Strategic Alliances worth $4.2 billion: Google, AWS, Microsoft, Dell Technologies, VMware, Salesforce, ServiceNow, IBM, Cisco, Oracle, Hitachi, SAP, EY, Verizon, and technology partners: HP, Lenovo, Nutanix, Citrix, and NetApp.
  • Partner satisfaction is up by 45% year over year.
  • Revenue and margin improvement leveraging partner services incentives.
  • Developed, negotiated, finalized, and closed major deals with Willis Towers Watson, Carrier, Texas DIR, Liberty Mutual, and McDonald's, with an overall value of more than $5 billion from 2020 until now.

SLED, Healthcare & Life Sciences Transformation Sales Services Leader

IBM Global Services
Miami, USA
02.2018 - 01.2020
  • Manage Americas East SLED, Healthcare, and Life Sciences Global Services Technologies Direct and Indirect Business.
  • Leveraged a wide range of IBM services to optimize client investments.
  • Capitalized on C-Level relationships and disseminated best practices to customers.
  • Enhanced operational efficiency within IBM’s Global Technology Services division.
  • Enhanced sales pipeline by over 20%, driving increased opportunity volume.
  • Guided service solution conversations through structured problem-solving with customers.
  • Organized client meetings to provide project updates.
  • Assisted with customer requests and answered questions to improve satisfaction.

Education, State and Local Government Transformation Sales Services Leader

NTT DATA Services
Miami, USA
11.2016 - 02.2018
  • Led delivery of IT Outsourcing, Staff Augmentation, Applications, Industry Solutions, Infrastructure and Cloud Services.
  • Established rapport with C-suite leaders.
  • Enhanced partnerships with prominent clients in the Education & Non-Profit fields through leadership and targeted strategies.
  • Implemented strategies to take advantage of new opportunities.
  • Promoted high customer satisfaction by resolving problems with knowledgeable and friendly service.

Global Sales Services Director Strategic Large Pursuits and Services Design Infrastructure & Cloud

Dell Technologies
Miami, USA
06.2015 - 11.2016
  • Managed Dell's IT Outsourcing and Cloud Services for large deals exceeding $75M worldwide.
  • Enhanced customer success by implementing ROI and TCO-focused business transformation initiatives.
  • Developed and maintained a pipeline exceeding $2 billion across the U.S. and worldwide.
  • Formed and sustained strategic relationships with clients.
  • Negotiated high-value contracts with vendors and partners to optimize resource allocation.
  • Analyzed customer feedback data to identify trends in product performance or customer service issues.

Regional Director of Commercial Business

Dell World Trade
Miami, USA
11.2009 - 06.2015
  • Led regional operations managing over $500M US P&L for Dell's Commercial and Distribution Business.
  • Increased revenue by leveraging Dell's core pillars: DSG, EUC, ESG, and Services.
  • Managed a collaborative environment to ensure successful project delivery within cross-functional teams.
  • Supervised more than 15 direct reports, contributing to the efficiency of an organization with a headcount of 89.
  • Maximized selling effectiveness through coaching, recognition, and providing effective feedback.

Regional Channel Development Manager: LATAM

Dell World Trade
Miami, USA
09.2005 - 11.2009
  • Responsible for the Development of Business with Channels concerning Dell Solutions for Hardware and Services
  • Realized significant Revenue [$63M] and growth [20%] by supporting Channel Partners, positioning Dell Enterprise Solutions as well as Professional Services to acquisition accounts in the Public & Private Sector
  • Pioneer at Dell on the Partner Direct Program WW in 2008 developing the Rules of Engagement, Deal Registration, Contract implementation

Sr. Account Executive: Global Accounts LATAM

International Data Corporation (IDC)
Miami, USA
01.2004 - 01.2005
  • Account Strategy with Software and Telco Accounts, Business Development and Sales Growth by coordinating with multiple cross-functional groups within IDC and the customers' organization in LATAM
  • Responsible for increasing revenue in IDC's top software client base (Oracle, SAP, Microsoft, etc.) leveraging IDC's combined wide breadth of global syndicated research and analyst expertise to create customized market research solutions and third-party branded go-to-market solutions
  • Develop new Business Intelligence products for the portfolio of IDC according to the specific needs of various leading IT and SMB customers

Regional Account Manager: Major Accounts, Latin America and Europe

HEWLETT-PACKARD/ Compaq Computers
Miami, USA
01.1998 - 01.2004
  • Development of global projects & studies concerning Hewlett Packard Solutions for Hardware, Security and Revenue Assurance Services and Software on Telecommunication companies
  • Develop strategic applications and solutions for customers' sites throughout Latin America and Europe (AT&T, Telefonica, C&W, Verizon, America Movi & Orange)
  • Promoted to drive revenue growth within Latin America and Europe positioning Alphas & Tandem Non-stop servers, Services and storage solutions

Education

Executive Leadership Program - Organizational Leadership

Cornell University
Ithaca, New York

Master's degree - Cyber Security

Excelsior College
Albany, New York

Bachelor of Science -

Excelsior College
Albany, New York

Skills

  • HLS and fintech experience
  • Strategic partnerships
  • P&L Management
  • Contract negotiation
  • Cloud computing
  • Global and US markets
  • Service delivery

Certification

  • McKinsey & Co.: Hispanic & Latina Executive Leadership Program
  • AWS Partner Sales: Business
  • California Consumer Privacy Act (CCPA)
  • IBM Business Partner Integrity
  • IBM IS Digital Transformation
  • Journey to Cloud
  • Agile
  • INCAE Leadership
  • Articulus- Corporate Storytelling
  • IPED- Channel Competitive Training
  • Franklin Covey- Qualifying Opportunities
  • Story Leaders -Digital Storytelling Strategy
  • Revenue Storm Leadership Development and Coaching
  • HoganLead- Leadership Series

Awards

  • Atos/Eviden ISG 2024 Women's Advocate in Digital Awards finalist
  • Exceptional Leader Award Program 2022
  • NTT Data: President's Club Channel's Award NA 2017
  • Michael Dell President's Council Award 2009 and 2013
  • Dell Inspiring Woman of the Year 2013, 2014, 2015 and 2016
  • IBM Watson Health Top 10% Achievers 2019

Memberships And Conferences

  • Women in Technology
  • NASCIO and NTSC: Participant conferences
  • Gartner CIO Forum participant
  • HIMSS
  • Due Diligence Conference for Life Sciences AHIP
  • MBE/WBE Conference
  • ECFAS- European Coastal Flood Awareness System
  • AWS Re-Invent-Global
  • VMWare GSI Executive Summit-Global
  • SAP Sapphire-Global
  • Dell Technology World-Global
  • International Conference on Open Source Backup Software-Global
  • Atos Cyber Security and Resiliency Global Forum
  • Micro Focus Universe-Global
  • SunGard Availability Services series
  • Business Continuity Awareness Week
  • L500 Latina's in Tech (Google, MS)

Languages

Spanish
Native/ Bilingual
English
Native/ Bilingual

Timeline

VP of Global H&LS and Salesforce Alliances & Partners Sales

Eviden
07.2022 - Current

VP of Alliances & Partners Sales

Atos
02.2020 - Current

SLED, Healthcare & Life Sciences Transformation Sales Services Leader

IBM Global Services
02.2018 - 01.2020

Education, State and Local Government Transformation Sales Services Leader

NTT DATA Services
11.2016 - 02.2018

Global Sales Services Director Strategic Large Pursuits and Services Design Infrastructure & Cloud

Dell Technologies
06.2015 - 11.2016

Regional Director of Commercial Business

Dell World Trade
11.2009 - 06.2015

Regional Channel Development Manager: LATAM

Dell World Trade
09.2005 - 11.2009

Sr. Account Executive: Global Accounts LATAM

International Data Corporation (IDC)
01.2004 - 01.2005

Regional Account Manager: Major Accounts, Latin America and Europe

HEWLETT-PACKARD/ Compaq Computers
01.1998 - 01.2004

Executive Leadership Program - Organizational Leadership

Cornell University

Master's degree - Cyber Security

Excelsior College

Bachelor of Science -

Excelsior College

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Rocio Hernandez G.