Didier Mora Calderon

Azure Product Go-To-Market Director -Americas - Passionate about Technology, Culture Builder, Customer Advocate

San Francisco4.2k followers

Microsoft

ex-Cisco

ex-Avaya

Cloud Go-to-Market Lead, experienced translating Commercial Strategy into a local executive plan, driving operational excellence to achieve results that will come from helping organizations across the Americas on their way to digital transformation and innovation through the use…
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of technology cloud-based as AI, with over 16+ years of experience in technology-related roles, combining people manager 6+ years and individual contributor strategic or presales/sales roles. Recognized for being able to design and operationalize internal and external campaigns to accelerate customer adoption of specific cloud-based products and solutions. Campaigns include sales enablement, marketing assets, partner go-to-market alignment, and follow-up. Proven ability to lead technical sales and pre-sales teams through the influence of common goals pursuit. Depth experience in technical sales and management of the sales cycle process, remaining focused on the coordination of the team for keeping customer satisfaction while achieving sales quotas. Experienced handling budgets and negotiation of metrics as SLA and best practices.

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GTM Index

MICROSOFTJOB
1. Azure Product GTM Dir - Mi…
  2Y 3M
2. Azure Product GTM Dir - SQ…
  11M
3. Azure GTM Dir - Data Estat…
  10M
4. Azure Business Lead - Data…
  1Y 9M
5. Cloud Solution Sales Lead,…
  3Y 5M
CISCOJOB
1. Territory Business Mgr
  1Y 1M
2. Partners System Eng
  2Y 9M
AVAYAJOB
1. CentralAmerica & Caribe Sy…
  1Y 8M
COSTA RICAN VACATIONSJOB
1. CTO - Chief Technology Off…
  3Y 1M
HEWLETT-PACKARDJOB
1. Shift Backup Supervisor
  8M
2. Network Specialist level 1…
  1Y 3M

Job: Microsoft — Azure Product Go-To-Market Director - Migrations Lead / SQL IaaS - Americas · 2024-07 – present · 2y 1mo — As Azure Product Go-To-Market Director - Migrations Lead / SQL IaaS - I am responsible for the Americas-related go-to-market strategy for the product-specific SQL to cloud, and as a Lead of Migrations GTM, I have the responsibility to drive the strategy and execution of the Mainstraim Solution Play Migrate and secure Windows Server, SQL Server and Linux Estate, including workloads as, Security (Defender), SQL, Win, AVS, ARC (Hydrid solutions), Linux. As part of this lead role, I need to coach and coordinate other GTMMs to execute all migration workload activities. My responsibilities include but are not limited to product and strategy sales enablement, marketing campaigns and operational-re…
Job: Microsoft — Azure Product Go-To-Market Director - SQL to Cloud Migration - Americas · 2023-07 – 2024-06 · 11 mo — As a Azure Product Go-To-Market Director for Americas I'm responsible for leading the SQL Migration go-to-market strategy to Canada, United States and Latinamerica to deliver customer & partner success on the journey to the cloud taking the best from migrating the SQL Databases to Azure Cloud. The Go-to-Market Director role responsabilities includes but not limits to, product and strategy sales enablement, marketing campaings and operational related activities, pipeline generation and acceleration support, competitive strategies, and others.
Job: Microsoft — Azure Go-To-Market Director - Data Estate Modernization - Latin America · 2022-09 – 2023-07 · 10 mo — As a Azure Go-To-Market Director I'm responsible for leading the Azure Data Estate Modernization Go-To-Market strategy for Latam area to deliver customer & partner success, resulting in revenue, growth and share outcomes for their cloud aligned priorities. I develop strong partnerships across marketing, partner, services and sales to lead and execute the priorities, also I'm responsable to build and land multi-year growth plans to maximize the local market opportunity across key priorities such as accelerating core growth through migration & modernization, differentiating through innovation, and targeting key segments and customer audiences. My key responsabilities to success are: -Create…
Job: Microsoft — Azure Business Lead - Data & Artificial Intelligence, Latin America · 2020-11 – 2022-08 · 1y 9mo — I'm responsible for leading the Azure Go-To-Market strategy for Latin America with focus on Data and Artificial Intelligence solutions to deliver customer & partner success, resulting in revenue, growth and share outcomes for aligned priorities. I must develop strong partnerships across marketing, partner, services and sales to lead and execute the priorities. I need to lead the field business for their solution/motion and overall responsibilities for enabling each Area teams’ success by: -Lead the Azure business in alignment with other business owners; -Empower Customers to Migrate & Innovate apps to the cloud and enable them to build skills and govern their cloud journey; -Build and lan…
Job: Microsoft — Cloud Solution Sales Lead, Latin America (People Manager) · 2017-06 – 2020-11 · 3y 5mo — Responsible to drive and land the execution of Microsoft Cloud Strategy as way to support Latin America mid-market customers with their Digital Transformation focalized on Azure Cloud. Building the momentum for digital transformation for our customers and partners as well as Microsoft itself. As Cloud Solution Sales Leader I need to be a seller, coach and leader, have a challenger mentality, savvy in technical sales practice and contributes with vision and flawless execution of solution sales across solution areas, purposeful planner, people leader, sales challenger.
Job: Cisco — Territory Business Manager · 2016-05 – 2017-06 · 1y 1mo — • Responsible for the territory development to accomplish sales quota and growth. • Manage, Lead and coordinate internal sales resources (Marketing, Partners, Inside Sales, Engineers, to accomplish the territory sales quota. • Leverages Distributor and Partner resources to scale pre-sales and Demand Generation capacity • Drives strategic plan with Partners and Distributor to accomplish territory sales goals. • Run forecast calls with Partners and Distributor to keep a healthy pipeline. • Responsible for developing and executing sales strategy and tactics that maximize opportunity within the customers environment on the Territory. • Possessing strategic technical & Architecture Play knowled…
Job: Cisco — Partners System Engineer · 2013-08 – 2016-05 · 2y 9mo — • Support and coordinate engineering and sales teams in front of Cisco big deals • Lead and coordinate the Internet of Things presales team of CentralAmerica • Provide strategic guidance to partners in addition to technical expertise • Co-develop partner’s technical marketing strategy • Develop partner technical architecture • Define annual technical and sales partner goals • Identify gaps and update partner technical plans. • Manage partner training, enrollment and logistics • Drive education and awareness of solutions and emerging technologies • Cross-communicate and position parner strengths and deficiencies. • Assist PAMs with roll-up forecast • Collaborate with partner on resolving end…
Job: Avaya — CentralAmerica & Caribe System Engineer · 2011-12 – 2013-08 · 1y 8mo — • Lead and coordinate the pre-sales starts teams of Avaya Top Partners of Central America in order to accomplish sales quota by arquitecture. • Provide, Partners, Inside Sales, Account Executives, and Sales Engineer personnel with education and support on a daily basis. • Arrange and run demonstrations of solutions, Contact Center, Unified Communications, SMB Solutions, and Networking. • Collaborate with sales teams and Partners to understand customer requirements, to promote the sale of company products, and to provide sales support. • Confer with customers and engineers to assess equipment needs, and to determine system requirements. • Develop, present, or respond to proposals for specif…
Job: Costa Rican Vacations — CTO - Chief Technology Officer (People Manager) · 2008-11 – 2011-12 · 3y 1mo — • Create the company's roadmap and strategy technical aligning with the goal of becoming the #1 tourism agency in the region, overseeing company´s data, security, maintenance and the network of a company, and implement the company's technical strategy. • Lead as people manager a group between 2 to 5 technical resources to accomplish company technology strategy. • Manage operational cost; conduct near/ long-term financial forecasts for expanded functionality/user base. • Negotiation with vendors, outsourcers, and contractors to secure infrastructure-specific products and services • Define and track KPIs for the department and employees that are part of the team. • Conduct feasibility…
Job: Hewlett-Packard — Shift Backup Supervisor · 2008-03 – 2008-11 · 8 mo — • Cover the shift supervisor role, daily management of 30+ People Team and manage customer satisfaction. • Manage daily schedules, employee shifts, and time-off requests • Assign duties to employees and oversee their progress • Ensure that daily sales/production goals are met • Provide guidance and feedback to employees when needed • Handle customer and employee complaints
Job: Hewlett-Packard — Network Specialist level 1 to 3 · 2007-08 – 2008-11 · 1y 3mo — • Join the negotiating table in order of implement new technologies and provide support to new customers. • Implementation and design of changes on the infrastructure requested by the customer. • Leading technical teams in transition of new clients. • Network troubleshooting and support of corporate networks, as end point of support level, including LAN, WAN and VPN (Cisco and HP Procurve equipment). • Provide technical training to the agents of lower level of support.
School: Escuela Europea de Negocios — Master of Business Administration (MBA) Executive, Business Administration and Management, General
School: Universidad Nacional de Costa Rica — Licentiate degree, Computer Systems Networking and Telecommunications
School: Universidad Nacional de Costa Rica — Engineer's degree, Systems Engineering

Skills

SecurityCompliance ManagementidentitySales EnablementMarketing StrategyTechnical Product SalesHybrid CloudServersTelecommunicationsGo-to-Market StrategyLiderazgo de equiposVentasCloud Computing IaaSTecnologias MicrosoftLeadershipSalesTeam LeadershipComputación en la nubeMicrosoft AzureMicrosoft Office 365

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Didier Mora Calderon

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