ALEX MORENO

Pembroke Pines, FL (305) 720-6704 lex4pri@yahoo.com www.linkedin.com/in/alexmoreno

S ENIOR T ECHNOLOGY S ALES P ROFESSIONAL

Enterprise Software Sales / Channel & Alliance Executive / Cloud Sales
Highly accomplished enterprise sales professional with substantial experience in the technology industry
including manufacturer, service provider and channel partner sales. Broad experience managing channels and
alliance partners surpassing sales quotas of up to $40M. Recruited, developed and sold through telco carriers
which booked over $3M of new SaaS cloud subscription licenses and are expected to double bookings this year.
Closed numerous direct multi-million dollar opportunities with existing and new accounts in North and Latin
America. Established and directed inside sales/business development teams which prospected and developed
$10M+ of new premise and cloud pipeline. Deep understanding of industry trends, products, services and
competitors. Surpassed sales quota 14 of the past 16 years by applying best-in-class sales methodology
techniques and progressively upgrading skills and product knowledge.

Core competencies include:

Strategic channel planning and execution Channel sales team management

Superior relationship skills including C Levels Creation & execution of account plans
Detailed sales forecast reporting & accuracy Effective communication & presentations
Market development and introduction of new products Cross-functioning team building

P ROFESSIONAL E XPERIENCE

CHANNELS AND INSIDE SALES DIRECTOR, 08/2012 12/2016

ASPECT SOFTWARE, Chelmsford, MA
Managed team of five direct reports which focused on recruiting, developing, enabling and selling with cloud
channel and alliance partners; Personally involved in closing largest opportunities and strategic partnerships.
40%+ year over year growth in channel partner bookings for the first three years
Presented value proposition to customer C-Level executives to help close top opportunities
Successfully recruited, developed and sold through the top telco/carriers in the region to offer SaaS
cloud solutions - In two years increased partner cloud sales contribution from 5% to 50%
Directed Inside Sales team which delivered $2M in new bookings
Recognized as manager with best global sales forecast accuracy two years running
Created and communicated comprehensive media, customer and partner strategy to manage delicate
company Chapter 11 process

PARTNER SALES ENGINE LEAD, 01/2010 08/2012

MICROSOFT CORPORATION, Ft. Lauderdale, FL
Consultant hired to structure and execute channel demand generation program; delivered $10M of new pipeline.
Worked with product marketing leads, territory managers and subject matter experts to create and
execute sales, marketing, and usage campaigns for broad range of enterprise premise and cloud
solutions e.g. Windows 7, Office 2010, Azure, Office 365, Lync, MDOP, Dynamics, IE8 and Hyper V
Supervised external telesales team which qualified opportunities and followed up with the Enterprise
Partner Group sales and partner teams to ensure closure
Developed and executed joint go-to-market strategy with Alliance Partner Hewlett-Packard
 MICROSOFT ALLIANCE MANAGER, 01/2007 01/2010
NORTEL NETWORKS, Sunrise, FL
Developed and executed joint sales and go-to market plan for the Innovative Communications Alliance (ICA)
which offered Nortel-Microsoft Unified Communications solutions
Presented monthly status to Nortel and Microsoft executives and led weekly sales meetings with
Microsofts Incubation Team to align business strategy and review sales leads and pipeline
Directed 15-person virtual team composed of Sales Engineers, Sales Managers, Project Managers,
Service Deployment, Marketing and Channel Development
Exceeded sales quota by 12% in 2007, 25% in 2008, 20% in 2009
Successfully deployed 17 Unified Communications Voice Pilots and Lighthouses; Recognized as
Microsofts top Unified Communications partner for 2009
Presented value proposition to C-Level executives of strategic accounts to help close top opportunities
Largest deal closed: $3M

CHANNEL DEVELOPMENT MANAGER, 01/2002 01/2007

NORTEL NETWORKS, Sunrise, FL
Supported team of ten Partner Account Managers distributed throughout territory; Grew reseller sales, recruited
system integrators, and created distribution ecosystem.
Established SI relationship with Hewlett-Packard and sold $2M to earn sales award (Honor Circle)
Exceeded sales quota three years in a row and grew partner VAR revenue from $17M to $39M
Built $20M multinational distribution organization to outsource logistics, payables and inventory
management - managed relationship with VADs Ingram Micro and Westcon

BUSINESS DEVELOPMENT MANAGER, 01/2000 01/2002

NORTEL NETWORKS, Sunrise, FL 33027
Responsible for rolling-out and developing new and emerging product portfolio
Trained field sales force in seven countries and recruited three System Integrators to resell solutions
Brought in by sales team as subject matter expert to help close top opportunities

PRODUCT AND FIELD MARKETING MANAGER, 03/1997 01/2000

NORTEL NETWORKS, Sunrise, FL 33027
Designed and executed marketing plans for the $150M enterprise business. Managed product marketing
strategy for $60 million enterprise telephony and data networking portfolio that included PBXs, call centers,
IVR, telephony applications, routers, optical switches, firewalls and balancers
Managed marketing budget and aligned closely with Sales Leadership and Channel Management to
create and execute marketing plan
Created and executed road-shows and demand generation campaigns

E DUCATION AL B ACKGRO UND

Master of Business Administration (MBA), 06/1993 04/1997
Florida International University, Miami, Florida

Bachelor of Science in Electrical Engineering, 06/1988 12/1991

University of Florida, Gainesville, Florida

L ANGUAGE S KILLS
Fluent in reading and writing English and Spanish with working knowledge of Portuguese.