COCharles Oliveira
@charlesoliveira
Channel and partnerships leader driving SaaS and embedded software revenue growth.
BrazilWhat I'm looking for
I am a channel and partnerships leader with two decades of experience building and managing partner ecosystems, distributor relationships, and channel programs for multinational IT companies. At IBM I structured and commercially managed 100+ partner solution contracts, doubled embedded software revenue in two years, and led initiatives that tripled recurring cloud revenue in assigned territories.
I excel at designing go-to-market models for SaaS, on-premise and hybrid solutions, optimizing partner lifecycle processes, and coordinating cross-functional teams to execute sales, co-marketing, and enablement programs across Latin America. I combine commercial rigor—forecasting, pipeline management and Salesforce usage—with hands-on partner recruitment, training and operational improvements that reduce execution time and drive measurable revenue gains.
Experience
Work history, roles, and key accomplishments
IBStructured and commercially managed 100+ partner solution contracts, restructured embedded solutions approval process reducing execution time by 60%, and doubled software revenue in the embedded model over two years; nominated to IBM 100% Sales Club for 2023.
IBManaged sales for North/Northeast/Midwest Brazil, tripling recurring cloud revenue in the territory and achieving 284% of the 2022 target; nominated to IBM Golden Circle.
IBManaged indirect sales operations for a $100M+ revenue organization, restructured the Channel Committee to resolve partner conflicts and led a sales process audit approved by global auditors.
IBManaged strategic software partners and led the launch of a new distributor to enable full-company product portfolio distribution.
IBLed channel strategy for collaboration software including recruitment, training and development; developed 30 new partners generating USD 1.1M in revenue.
IBManaged services marketing for Latin America, coordinating regional programs and aligning marketing with sales and partners to drive services adoption.
IBOwned channels and alliances marketing initiatives, supporting partner programs, co-marketing, and enablement across Brazil.
Education
Degrees, certifications, and relevant coursework
Fundação Instituto de Administração (FIA)
Master of Business Administration, Business Management
Completed an MBA in Business Management with focus on advanced management practices and leadership skills.
Fundação Armando Álvares Penteado (FAAP)
Postgraduate Certificate, Business Administration
Completed a postgraduate degree in Business Administration focused on management and administrative practices.
EEEscola Superior de Propaganda e Marketing (ESPM)
Bachelor of Arts, Advertising and Marketing
Graduated in Advertising and Marketing with emphasis on marketing strategy and communications.
Tech stack
Software and tools used professionally
Availability
Location
BrazilAuthorized to work in
Job categories
Skills
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