Summary
Accomplishments
Work History
Education
Skills
Websites
Certification
LANGUAGES
Interests
Overview
Timeline
Generic
ALEX CARDOSO

ALEX CARDOSO

Melbourne

Summary

Strategic Partner Development & IT Sales Leader with a proven track record in cultivating long-term partnerships with VARs, GSIs, MSSPs, MSPs and Distributors. Experienced in team leadership, account management, and driving revenue growth through collaborative partner strategies. Skilled in project management, implementation, and execution of complex initiatives across diverse stakeholder environments. Adept at identifying opportunities, aligning business goals, and delivering scalable solutions that enhance partner/channel value and customer satisfaction.

Experienced with strategic planning, client relationship management, and leadership, utilising these skills to drive business growth and ensure successful project execution with a track record of fostering team collaboration and navigating complex challenges under pressure.

Accomplishments

  • Drove 900% partner ecosystem growth within 18 months by expanding existing relationships with VARs, GSIs, MSSPs, and MSPs.
  • Successfully onboarded and activated net-new partners through cross-business referrals, vendor alliances, and proactive prospecting strategies.
  • Strengthened channel performance by aligning partner capabilities with vendor priorities, generating measurable revenue uplift and market expansion.

Work History

Sr. Partner Development Manager (AWS)

Tech Data APAC
01.2023 - Current
  • Partner Enablement: Collaborated with cross-functional teams to ensure partners were equipped to deliver exceptional customer outcomes. Drove enablement initiatives across sales, pre-sales, and technical roles, ensuring program compliance and partner readiness.
  • Joint Business Planning: Led the development and execution of joint business plans with strategic partners, aligning goals across organisations. Monitored progress through KPIs and ensured consistent follow-up to drive accountability and results.
  • Sales & Revenue Growth: Accelerated revenue growth by identifying and executing joint business opportunities, with a focus on acquiring new logos and expanding existing accounts. Activated and enabled partners to build pipeline and increase partner-initiated opportunities. Achieved a 900% increase in monthly recurring revenue (MRR) within 18 months by implementing targeted demand generation campaigns, optimising pipeline management, and leveraging vendor funding to significantly boost partner win rates.
  • Co-Selling Strategy: Partnered with internal sales teams to develop and execute co-selling strategies, including joint GTM plans and forecast alignment. Leveraged data and insights to drive forecast accuracy and proactively manage partner performance.
  • Program Implementation: Enabled and operationalised framework agreements across relevant territories, ensuring seamless execution and partner compliance.
  • Marketing & Events: Collaborated with marketing teams to develop impactful collateral, execute joint campaigns, and deliver high-impact events such as roundtables and lead generation activities, fostering deeper partner engagement and accelerating growth.

Business Development Manager

JamCyber
01.2020 - 01.2023
  • Customer Acquisition & Enablement: Proactively identified and onboarded new clients for cybersecurity managed services, aligning offerings with partner needs and market demand. Enabled partners through strategic engagement and ensured readiness across sales and technical functions, contributing to 40% YoY growth in customer acquisition and revenue.

    Lead Generation & Pipeline Activation: Executed targeted outreach campaigns including cold calling and prospecting to generate qualified leads and appointments. Developed strategies to activate pipeline and increase partner-initiated opportunities, resulting in consistent double-digit pipeline growth.

    Strategic Growth Planning: Designed and implemented growth strategies to expand client base and revenue streams, with focus on joint business planning and alignment with partner goals.

    Value Proposition Development: Maintained deep expertise in cybersecurity solutions to articulate compelling value propositions tailored to partner and customer needs, driving higher conversion rates and stronger partner engagement.

    Proposal & Negotiation Management: Drafted and reviewed business proposals, led negotiations with stakeholders, and supported the implementation of framework agreements across relevant territories.

    Opportunity Mapping: Conducted market research to identify viable business opportunities, mapped customer needs, and aligned strengths to drive demand generation.

    Performance Reporting & Optimization: Reported on sales performance, partner engagement success, and areas for improvement using CRM tools like Pipedrive. Leveraged data and KPIs to refine strategies, improve forecast accuracy, and highlight 40% YoY revenue and client growth.

    Cross-Functional Collaboration: Worked closely with marketing, sales, and technical teams to develop co-selling strategies, create impactful collateral, and execute joint campaigns and events.

Relocation & Professional Development

Prince2
2018 - 2020
  • Successfully transitioned to the Australian market, focusing on reskilling and professional certification.
  • Completed PRINCE2 Project Management Certification, enhancing expertise in project management methodologies.

Senior Sales Executive

SecuriSoft do Brasil
01.2017 - 01.2018
  • Client Acquisition & Relationship Management: Acquired and managed a portfolio of new and existing clients across IT channel ecosystems, driving sustained revenue growth.
  • Sales Team Enablement: Built and executed targeted training programs to upskill the sales team, improving product knowledge and closing efficiency.
  • Stakeholder Engagement: Cultivated long-term relationships with internal teams and external partners, including sub-distributors, gold resellers, and C-suite executives.
  • Revenue Leadership: Consistently achieved monthly sales targets of $100K through strategic planning and team performance management.
  • Team Leadership: Led a team of 5 State Account Managers, providing coaching, guidance, and accountability to exceed regional sales goals.
  • Solution Selling Expertise: Delivered comprehensive digital security solutions, including full licenses and subscription-based offerings tailored to client needs.
  • Channel Expansion: Drove acquisition of net-new partners, expanding the channel network with high-performing sub-distributors and gold partners.
  • Cross-Functional Collaboration: Maintained successful working relationships with Technical Sales Engineers, Consulting Professionals, and Business Development Managers.
  • Strategic Planning & Execution: Developed and implemented sales and marketing strategies, including strategic account plans aligned with business objectives.
  • Performance Reporting: Presented monthly, quarterly, and annual revenue and product mix reports to senior leadership, informing strategic decisions.

Sales Manager Telco

SND (IT Distribution)
01.2014 - 01.2017
  • Enterprise & Sector-Focused Solution Selling: Delivered tailored technology solutions across enterprise, mid-market, and public sector clients, aligning offerings with complex business needs.
  • New Business Development: Led B2B technology sales initiatives, including proactive prospecting and pipeline generation to secure high-value new business opportunities.
  • Sales Strategy Development: Designed and refined company-wide sales strategies to drive growth, market penetration, and competitive differentiation.
  • P&L Ownership & Strategic Execution: Strategized, built, and executed short- and long-term profit and loss plans, ensuring financial sustainability and alignment with business goals.
  • Executive-Level Presentations: Presented strategic plans, performance metrics, and growth forecasts to the board of directors and key stakeholders, influencing decision-making.
  • Sales Performance Analysis: Evaluated key performance indicators across the sales team to identify trends, optimize productivity, and inform coaching strategies.
  • Team Culture & KPI Achievement: Cultivated a high-energy, performance-driven environment, enabling team members to consistently exceed aggressive KPIs of $200K per person.
  • Client Engagement & Value Creation: Maintained regular engagement with new and existing clients, fostering trust and ensuring mutual financial benefit through consultative selling.

Channel Account Manager

ATC Latin America
01.2012 - 01.2014
  • Channel Account Management: Oversaw distributor relationships and performance, ensuring alignment with sales objectives and operational efficiency across the channel.
  • Market Intelligence & Research: Conducted in-depth market research to identify emerging trends, competitive positioning, and opportunities for channel growth.
  • Distributor Relationship Management: Acted as the key liaison between distributors and channel partners, fostering collaboration and resolving operational challenges.
  • Order Management & Fulfillment Oversight: Monitored and followed up on order processing to ensure timely delivery, inventory accuracy, and customer satisfaction.
  • Sales Campaign Strategy: Developed and executed targeted sales campaigns to drive product adoption, partner engagement, and revenue acceleration.
  • Sub-Distributor Acquisition: Prospected and onboarded new sub-distributors through strategic outreach and cold calling, expanding market reach and coverage.
  • Pre- & Post-Sales Support: Provided comprehensive support throughout the sales cycle, including technical guidance, onboarding assistance, and post-sale follow-up to ensure client success.

Education

Bachelor of Business Administration -

Universidade Paulista
Sao Paulo, Brazil
01.2011

Skills

  • Sales Management
  • Partner Relationship Management
  • Negotiation
  • Critical Thinking
  • Communication Skills
  • Cloud Computing
  • Cyber Security
  • Data-driven decision making
  • Strategic planning
  • Business development
  • Strategic direction
  • Customer relationship building

Websites

Certification

  • Cloud Fundamentals Certification
  • Java 8 Programming
  • PRINCE2 Foundation Certification Training

LANGUAGES

English - Fluent
Portuguese - Fluent
Spanish - Advanced

Interests

  • Playing Sports
  • Adventure Travel
  • Investments
  • Finance

Overview

15
15
years of professional experience
1
1
Certification

Timeline

Sr. Partner Development Manager (AWS)

Tech Data APAC
01.2023 - Current

Business Development Manager

JamCyber
01.2020 - 01.2023

Senior Sales Executive

SecuriSoft do Brasil
01.2017 - 01.2018

Sales Manager Telco

SND (IT Distribution)
01.2014 - 01.2017

Channel Account Manager

ATC Latin America
01.2012 - 01.2014

Relocation & Professional Development

Prince2
2018 - 2020

Bachelor of Business Administration -

Universidade Paulista

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ALEX CARDOSO