Marco Antonio Lauria

LA Sales Executive, IBM

___________________________________________________________ SUMMARY: 20 years of managerial experience in Product Development, Marketing and Sales. Knowledge of Latin America and worldwide server market, customers and Business Partners. Adept at providing hands-on leadership and direction in creation and development of new business. Proven track record of significant business unit growth and bottom line profitability. PROFESSIONAL BACKGROUND: IBM Software Sales Executive Sales Executive with responsibility for Coverage Sales Managers, Business Partners Team and Dealmakers/ compliance. IBM Business Operations Executive Responsible for over 1400 employees covering Integrated Supply Chain and Sales Operations including: Real State/Site Operations, CSO, Customer Fulfillment, Information Technology, Purchasing, Admnistrative Support, Sales Productivity Center/ Deal Hub, P&D, Local Manufacturing, Importation and Delivery. IBM Executive SP Industrial Cluster Sales Executive of largest Industrial Customers of IBM Brazil. Revenue/Profit, Customer Satisfaction and Relationship responsibility of IBM top accounts including Aerospace, Automotive and Electronic segments. IBM WW i Series Sales – Competitive and Acquisition WW Sales Executive i Series. P&L of 450+ M$ of revenue. Responsible WW sales team (US, EMEA and AP) assigned to acquire new customers and competitive accounts. IBM Server Group - South Region (LA) Sales Executive of i Series Server Brand in Latin America. Sales responsibility for Server Business Unit of 200+ M$ revenue and 50+ professionals in all LA countries. High market penetration on small & medium Companies and strong alliance with Business Partners that are responsible for 2/3 of the B.U. revenue. International Experience: Four assignments in United States, from 89-92 in product development at IBM Thomas Watson Research Center in Hawthorne and Yorktown (NY) and Research Triangle Park (NC). In 94, participated in the Management Acceleration Program in LA HQ - MTP, NY. Temporary living in US from 2000-2002 when Responsible for iSeries Sales LA and iSeries Competitive & Acquisition WW, staying in Coral Gables-FL and later White Plains-NY. Fluent in English. Sales 2007 Software Sales Executive – IBM Brasil Business Operations 2005-06 Business Operations Executive – IBM Brasil Sales 2003-04 Cluster Unit Executive Industrial Sector – IBM Brasil 2002 i Series WW Sales Executive – Competitive and Acquisition 2000-01 i Series Executive - i Series Server (AS/400) Business Unit - IBM LA 1998-99 Midrange Server Business Unit Mgr - IBM Brasil Includes Intel (Netfinity), UNIX (RS/6000) and AS/400 Servers 1997-98 Networking Business Unit Mgr - IBM Brasil Product Marketing and Development 1995-96 Networking Brand Manager - IBM Brasil Product positioning, Routes to Market, Channel development Marketing and advertising 1994 Emerging Technologies Brand Manager - LA HQ Wireless Products and High Speed Networks (ATM & FDDI) 1990-93 Product Development - IBM SPDG (Sumare Product Development Group) Token Ring, Ethernet and FDDI Adapters & Concentrators Wireless Adapters Network Management Software (IBM Netview) 1987-89 Product Development and Manufacturing Terminal Displays (3278 LCI) and Keyboards Manufacturing Engineering and Assembly line setup Pre IBM Experience 1982-87 Federal University of Rio de Janeiro Graduated in Electrical Eng in 1986 Master in System Analysis/ Process Control in 1987 5 years of Experience working in UFRJ in HW and SW Development