Luiz Nanini

I help B2B tech companies scale revenue across Latin America by building and executing partner-led GTM strategies. Over 18 years, I've recruited and activated distributors, Value Added Resellers VARs, Managed Security Service Providers MSSPs, and cloud providers across Cybersecurity, AI, and SaaS—driving 25% YoY growth at SUSE and 120%+ quota attainment at Cisco for five consecutive years. I thrive in market-entry scenarios, turning zero into $1.5M+ operations and migrating $3.5M in partner revenue within one year.

Senior Channel Leader, LATAM - PlusSERV IT - São Paulo

(2022-05)

• Founded a go-to-market practice serving international tech vendors entering LATAM — recruited distributors, built partner pipelines, and drove regional expansion strategies across LATAM.
• Collaborated with companies in Identification and Authorization Management, SecOps, Managed Security Services, and outsourced security infrastructure management.
• Delivered MDR/IPS services with advanced threat hunting and rapid incident response.
• Winmagic 2022–2023: Represented a Canadian encryption company, driving Zero Trust identity and endpoint protection solutions. My client base started from scratch, and I built a base of 5 clients in LATAM with the support of KPMG teams.
• Qlik 2024–2025: Managed alliances for an AI firm, surpassing targets with US$8M revenue in 2025 (120%). The company operated under a partner-led model, relying on two master distributors that developed opportunities across dozens of clients.
• TaxTech 2026: Developing regional go-to-market and growth strategies for a SaaS-based company.

Sales Operations & Channel Strategy Manager, LATAM - SUSE Software - São Paulo

(2019-01 - 2022-05)

• Executed cloud ecosystem and co-sell strategies with global alliances and channel organizations.
• Generated $1.2M in net new ARR within 12 months by increasing the average value of SMB deals.
• Delivered 25% YoY growth in partner-influenced business through regional enablement programs, GTM playbooks, and partner alignment.
• Implemented MEDDICC and Salesforce optimization, achieving approximately 90% forecast accuracy.
• Directed multi-country partner execution and executive relationships across LATAM, strengthening pipeline governance, sales alignment, and win rates.

Senior Channel Leader, LATAM - Radware, Inc. - São Paulo

(2016-10 - 2019-01)

• Radware - Developed market-entry and channel strategies for international B2B technology vendors expanding into Latin America. I started with zero clients, and the strategy was to acquire one major client for each key segment, including Financial Services, Retail and Telecommunications.
• Served as Country Manager for an Israeli cybersecurity company, building the Brazil operation from zero and generating $1.5M in revenue.
• Developed Brazil and Mexico markets for a Canadian cryptography company, closing two major projects and generating $1M in revenue.
• Built regional pipelines and recruited, on boarded, and activated distributors and VARs.

Partner Sales Manager - Juniper Networks - São Paulo

(2014-02 - 2016-10)

• Expanded partner-led enterprise networking and Cybersecurity business across LATAM through strategic account planning and joint field execution.
• Led a major technology-provider transition, successfully migrating $3.5M in revenue within the same year.
• Strengthened strategic partner relationships and expanded regional pipeline coverage.

Partner Sales Manager - Cisco Systems - São Paulo

(2008-10 - 2013-12)

• Achieved 120%+ quota attainment for five consecutive years through enterprise-focused partner strategies.
• Developed joint business plans and pipeline governance with Tier-1 partners, driving new-logo acquisition and account expansion.
• Managed C-level relationships with strategic partners and enterprise customers to drive revenue growth and long-term renewals.
• Recognized as Top Talent and a consistent sales overachiever.

Regional Sales Manager - 3Com / Hewlett Packard Enterprise - São Paulo

(2006-01 - 2008-06)

• Expanded the regional partner network by 30% through strategic VAR/distributor recruitment and enablement. As the new IPS division called TippingPoint, there were no ecosystem and I used 3Com.
• Reduced partner onboarding time by 30% through a structured recruitment and enablement framework.

Territory Sales Manager, Brazil - Check Point Software Technologies - Brazil

(2002-08 - 2005-12)

• Exceeded sales quotas by 20%+ through enterprise direct sales and partner-led strategies.
• Recruited and activated 10+ strategic security partners, expanding indirect sales capacity across Brazil.
• The client base was large, and I was responsible for the top 30 accounts in Brazil. Partner-led model.

B.S. - Engineering - Mackenzie Presbyterian University

Change Management Coursework - Change Management - Harvard Extension School (2012 - 2013)