Michelle Beck - Palomar College

Feleti Romero Page | 2
Distributor Account Manager (07/06 – 08/09) Fort Lauderdale, FL
Account Management of Authorized Distributors for Caribbean and Central America with responsibility
of +65% of total revenue for the region. Operated as liaison between individual countries and LATAM
for regional strategy in distribution, priorities definition and execution planning.
Key Achievements
� Impacted # of total transactions and average sale by at least 2 percentage points above target
� Led distribution geo-coverage project successfully adding local distributors in 10 countries.
� Overachieved YoY revenue quotas with growth between 15-30% thru systematic support of Volume
Licensing business and cross-group collaboration with key business partners.
� Defined and led execution to grow retail products sales with over-achievement in FY07 +34.2%,
FY08 +25% and 42% in FY09.
� Supported sales to Academic segment to grow 53% in FY08 and 200% in FY09.
Partner Engagement Manager (02/03 – 06/06) San Juan, Puerto Rico
Responsible for managing Small-to-mid Business (SMB) partners and sales to top Mid-Market (MM)
accounts. In charge of leading negotiation of competitive and/or complex multi-annual agreements.
Direct-to-customer and Thru-partner marketing initiatives and business development.
Key Achievements.
� Managed portfolio of 12 Large Account Resellers / Solution partners achieving average growth of
12-20% YoY.
� Identified and developed high-potential MM accounts. Five (5) accounts developed with ~$1M+
recurrent revenue each. Achieved 95% of quota in FY03, 139% FY04, 110% FY05
� Direct sales engagement in competitive and key deals achieving an average of 5 Multi-annual
agreements p/year, 50% YoY growth. FY05 achieved 10 Multi-Annual agreements and 3
Competitive wins, one of which had worldwide recognition.
� Supervisory responsibility for the development of 12 direct reports including promotion of 3
individuals.
� Led the call center consolidation as part of worldwide project. Responsible for phase-out and phasein
of new resources; hiring and readiness. Developed transition plan to minimize customer impact.
Corporate Account Manager (03/01 – 05/02) Maracaibo, Venezuela
Vertix Telematica - Product Manager (03/98 - 03/01) Maracaibo, Venezuela
EDUCATION
KELLOGG SCHOOL OF MANAGEMENT, NORTHWESTERN UNIVERSITY, Miami, FL.
Executive MBA, 2011
Universidad Rafael Belloso Chacín, Maracaibo, Venezuela. Degree in Computer Engineering, 2000.
RECOGNITIONS
2008 Microsoft Breakaway Stars Award, 2005 Microsoft Circle of Excellence Award , 2003 & 2004
Microsoft Gold Star Award, 1999 & 2000 Cisco Platinum Club – Top Performers Award
ADDITIONAL INFORMATION
Fluent in Spanish and English.
Multiple Citizenships; United States, Colombia and Venezuela.
Other Interests: Golf, Ballet, Psychology, Emotional Intelligence.