Dario R RIVERA
San Jose, Costa Rica
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 18-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
8
8
years of professional experience
6
6
years of post-secondary education
9
9
Certifications
Work History
Regional Territory Manager - UDS Division
DELL Technologies
San Jose, Costa Rica
3 2015 - 4 2024
- Responsible for Isilon/PowerScale and Elastic Cloud Storage (ECS) sales and customer strategy for Central America, Caribbean (English and Spanish), Colombia and Ecuador
- Developed comprehensive sales plan, focusing on account penetration using the DellEMC partner ecosystem constantly overachieving goals and taking market shares
- Developed solid partner strategies resulting in more than 200 logos in the mentioned territory
- Participated in the development of tapeless and archive strategy for customers
- Responsible for the development of Dell EMC partners to better qualify opportunities
- Active participation with partners/channel ecosystem in their sales process
- Participated in the creation of sales presentations and proposals for customers and partners
- Responsible for the development of Sales Proposals, RFPs, ROIs and TCOs for the region
- Responsible for pricing strategy
- Responsible for the development of healthy pipelines and proper reporting in Salesforce
- Participated in the development and deployment of Data Lake and Big Data strategy for customers
- Active participation in customer’s Cloud and Cyber Attack Strategies
- Negotiated contracts with clients, securing favorable terms that contributed to company profitability
- Built strong relationships with key industry partners, enhancing company reputation and increasing referral business
- Introduced innovative pricing structures to better compete within the regional market, increasing sales and overall profitability
- Monitored competitor activity within the region, adjusting sales strategies as needed to maintain a competitive edge
- Set clear expectations for team members through defined goals and objectives, fostering a culture of accountability within the regional office
- Implemented effective customer relationship management practices, ensuring high levels of client satisfaction and repeat business
- Developed sales strategies for the region, resulting in increased revenue and market share
- Analyzed market trends to identify opportunities for growth, implementing targeted marketing campaigns to capitalize on these opportunities
- Achieved sales goals and service targets by cultivating and securing new customer relationships
- Conducted regular market analysis to identify new opportunities for territory sales growth
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth
- Trained and mentored sales representatives in sales techniques and strategies
- Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies
- Attended trade shows and industry events to promote company products and services
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts
- Researched competitor activity and used findings to develop sales growth strategies
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals
- Built relationships with customers and community to establish long-term business growth
- Resolved problems with high-profile customers to maintain relationships and increase return customer base
- Collaborated with upper management to implement continuous improvements and exceed team goals
- Prepared sales presentations for clients showing success and credibility of products
- Managed accounts to retain existing relationships and grow share of business
- Communicated product quality and market comparisons by creating sales presentations
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy
- Demonstrated products to show potential customers benefits and advantages and encourage purchases
- Directed sales support staff in administrative tasks to help sales reps close deals
Senior Systems Engineer
DO Gestion de Talento for EMC
San Jose, Costa Rica, Provincia de Alajuela
06.2013 - 03.2015
- Provided high-level technical expertise in support of pre-sales activities for EMC in Costa Rica, Guatemala and Honduras
- Developed high-level relationship with partners in countries resulting in more than $9M in revenue for NoLA district
- Qualified sales opportunities in terms of customer technical requirements, competition, decision making process and funding
- Participated in development of responses to customer requests and proposals
- Responsible for development of technical and sales presentations for customers and partners
- Responsible for creation and verification of partner’s configurations to minimize technical issues of EMC solutions.
- Conducted thorough audits of system architecture, identifying areas for improvement and implementing corrective actions
- Provided expert guidance on best practices in systems engineering, improving team performance and product quality
- Championed process improvement initiatives, resulting in streamlined workflows and enhanced productivity levels
- Evaluated emerging technologies and recommended strategic investments for future growth opportunities
- Delivered high-quality documentation to support project requirements, enabling smooth hand-off to stakeholders
- Collaborated with cross-functional teams to deliver innovative solutions for business needs
- Collaborated with clients to determine need and devise appropriate software and hardware solutions
- Developed comprehensive disaster recovery plans to minimize downtime in the event of a crisis
- Proposed technical feasibility solutions for new system designs and suggested options for performance improvement of technical components
Regional Territory Manager Isilon Storage Division
EMC Corporation
Miami
04.2012 - 06.2013
- Responsible for Isilon Storage sales Florida Enterprise District
- Developed comprehensive sales plan, focusing on strategic account penetration using channel partners and high-level relationships, resulting in 102% sales achievement in 2012
- Developed solid partner strategy resulting in several new logos in 2012 and a healthy pipeline for 2013
- Established and maintained positive customer relationship through proactive communication and problem solving
- Provided exceptional customer service and present product information to prospective customers
- Maintained accurate forecast and opportunities in Salesforce.com.
- Implemented effective customer relationship management practices, ensuring high levels of client satisfaction and repeat business
- Set clear expectations for team members through defined goals and objectives, fostering a culture of accountability within the regional office
- Negotiated contracts with clients, securing favorable terms that contributed to company profitability
- Built strong relationships with key industry partners, enhancing company reputation and increasing referral business
- Established regular communication channels with senior leadership, keeping them informed of regional progress toward targets while soliciting guidance when necessary
- Introduced innovative pricing structures to better compete within the regional market, increasing sales and overall profitability
- Worked closely with product development teams to provide feedback from clients and inform improvements or enhancements based on customer needs
Advisory Technology Consultant
EMC Corporation
Miami
08.2007 - 04.2012
- Provided high-level technical expertise in support of pre-sales activities for three Enterprise Account Managers in the state of Florida
- Assisted sales team to develop and implement specific account penetration strategies resulting in more than $20M in revenue four consecutive years for the Florida Enterprise district
- Worked directly with the VMware team to establish ELAs in two accounts in northern Florida
- Sized and proposed storage for VMware environments
- Highly involved in the analysis, design and development of fully integrated technology solutions including but not limited to VMware, HyperV, Exchange, SQL and Oracle
- Responsible for the development of technical and sales presentations
- Presented EMC product and solutions to customer’s technical staff and senior management
- Worked in conjunction with the Sales Team to develop and implement specific account penetration strategies
- Developed relationships with customers and partners in support of sales team objectives
- Configured and documented EMC software, hardware and service solutions to meet customer and sales objectives.
Education
Bachelor of Science degree in Information Technology - Information Technology
Barry University
Miami, FL 01.1999 - 08.2004
Skills
Territory expansion
Certification
EMC – Isilon Certified Sales Associate (ICSA) – 2012
Accomplishments
- TC of the Quarter (Florida District) – Q3/2009
- TC of the Quarter (Florida District) - Q4/2010
- EMC Platinum Player - Q2/2011
- TC of the Year (Florida District) – 2011
- Top producer TC from 2009-2011- +$20M/yr
Languages
English
Full Professional
Spanish
Native or Bilingual
Timeline
Senior Systems Engineer
DO Gestion de Talento for EMC
06.2013 - 03.2015
Regional Territory Manager Isilon Storage Division
EMC Corporation
04.2012 - 06.2013
Advisory Technology Consultant
EMC Corporation
08.2007 - 04.2012
Bachelor of Science degree in Information Technology - Information Technology
Barry University
01.1999 - 08.2004
Regional Territory Manager - UDS Division
DELL Technologies
3 2015 - 4 2024
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