Fioravante (Fiore) Marra
https://www.linkedin.com/in/fioremarra
fioremarra@gmail.com | (954) 907-7224 | Pembroke Pines, FL 33029
Business Development Executive
Successful technology sales, marketing, business development executive with a record of accomplishment in leading sales and
marketing strategies that grow market share, client base, revenue and shareholder value. An innovative business leader with
strong analytical, organizational and problem solving skills . Exceptional presentation and communication skills.
Demonstrated successes in building strategic business relationships and partnerships with key channel partners, and clients,
which resulted in strong sales and profit growth, increased customer loyalty, and higher market penetration.
Additional Strengths and Competencies
IT Sales and Marketing Management | Demand Generation | Digital Marketing | Multi-channel Marketing | Channel and
Direct Sales | Go-to-market Strategy | IT Project Management | Financial Analysis Expertise |US & International Sales |
Strategic Account Management | Expert Negotiator | Business Alliances | Strategic Partnerships | IT Professional Services |
Business Intelligence and Analytics |Document and Content Management | Software Projects | Software and IT Contract
Negotiations | Power BI/DAX Developer | MS SharePoint | MS Dynamics CRM | Salesforce.com |WordPress| Multi-lingual
| English, Spanish, Russian
Professional Overview
Director of Business Development – BigBI Solutions, Inc. (April 2016 to Present)
Sales and Marketing Management –
o Developed strategic marketing plan which included the expansion of the professional services portfolio to
focus on the fastest growing business intelligence technologies and the SMB market.
o Implemented new software product sales to complement the professional services revenue.
o Grew revenue by 52% and profits by 84% in 2016.
o Hired and trained sales team to support the services and software products portfolio expansion and drive
growth.
o Started the implementation of a digital marketing plan to improve branding and attract new clients.
Strategic Alliances –
o Forged alliances with leading data integration and business intelligence vendors to increase market
penetration (Informatica, IBM, Microsoft, and Tableau).
o Leveraged their channel programs to run marketing campaigns to grow revenue
o Started the implementation of a digital marketing plan to improve branding and attract new clients
Project Management –
o Managed several business intelligence and data warehousing projects
o Developed project plan, managed scope, cost, and schedule, assembled and managed the project teams
o Delivered the expected results on time and under budget for key projects, which contributed to the
company’s success in 2016, and the closing of several large deals at the beginning of 2017.
Enterprise Product Marketing Manager -- Xerox Latin America (August 2014 to February 2016)
Market Operations -- Managed Enterprise Equipment and Solutions product portfolio. Met revenue and profit plans
for the equipment, software, and professional services business.
o Implemented product Go-to-Market Strategies for the Enterprise Office Products, Professional Services, and
Software Solutions that resulted in the delivery of revenue and profit plans.
o Developed tactical marketing actions to meet revenue and activity targets.
o Leveraged digital marketing and increased Small/Medium Business (SMB) business by more than 15%.
Project Management –
Developed, defined and executed project plans, project scope, activities, schedules, budgets and deliverables for
strategic marketing campaigns and new product launches.
Fioravante (Fiore) Marra
https://www.linkedin.com/in/fioremarra
fioremarra@gmail.com | (954) 907-7224 | Pembroke Pines, FL 33029|
o Managed several digital marketing projects to enhance online content, implement paid and organic search,
social media campaigns, blogs, and email marketing campaigns to strengthen the Xerox brand in the region
and increase sales for key office equipment and software solutions.
o Administered all project finances by tracking hours and cost against budget on a weekly basis, project
expenditures and revenue, and manage project scope changes against budget.
o Ensured requirements for internal projects aligned with corporate operational standards.
Strategic Alliances -- Partnered with third party software vendors (YSoft, Nuance, DocuShare, Hyland, etc.) to deliver
vertical solutions to differentiate Xerox in the marketplace and win many critical deals.
o Implemented strategic alliances with key third-party software vendors to train Xerox channel partners.
Market Studies -- Conducted competitive analysis, product and services repositioning studies to adapt to the
changing market.
Sales Operations -- Managed channel and direct sales pipeline to meet revenue and profit targets.
o Submitted monthly demand cases to the Supply Chain team for inventory management.
o Initiated solution selling with key solution providers and drove a 10% Y-o-Y growth in product gross margin.
Director of Sales and Marketing -- Archive America, Inc. /WareITis Technologies, LLC (2008 to 2014)
Revenue Growth -- Launched an aggressive sales and marketing strategy that propelled the growth of the group's
software licenses and professional services business to over $3M with limited marketing and sales resources, and
formidable competition from major software vendors.
Marketing Strategies -- Created product development roadmap that turned a basic document management
repository into an enterprise content management software (ECM) that could successfully compete against some of
the top-selling ECM platforms in the market. Created a professional services practice to deliver customized solutions
to automate document-centric business processes like accounts payable, receivables, human resources, and contract
management.
Strategic Marketing -- Developed and executed a marketing plan which included a complete Internet inbound
marketing plan, website content, SEO, paid search, social media, email marketing, press releases, participation in top
industry trade shows, public relations, seminars, competitive replacement campaigns, creation and distribution of
marketing materials including brochures, fact sheets, presentations, white papers, and other marketing activities.
Project Management – Responsible for all facets of project management including analysis, design, implementation,
training and startup of cloud-based Document Management and business process automation systems including MS
SharePoint and proprietary Records/ Enterprise Content Management software Records Studio. Managed internal
digital marketing projects to generate demand for company’s software and professional services portfolio.
Channel Marketing -- Designed and implemented a channel program and a channel marketing campaign to recruit
highly qualified partners in the United States and Latin America.
o Established strategic alliances with leading software and hardware vendors and telecoms.
Sales Management -- Built a new software and professional services sales and marketing team, hired and trained new
account executives and consultants, outlined their job functions, main goals, and objectives, and conducted quarterly
performance reviews.
Sales Operations -- Implemented CRM software to increase sales force productivity and improve customer service.
Managed document/records management and business process automation software implementation projects.
Channel Manager -- Canon Latin America (2007 to 2008)
Managed Canon's largest reseller, retail and distribution channels for Latin America and the Caribbean.
o Developed and executed a plan to increase market share, which included major accounts penetration,
pipeline growth, competitive promotions, seminars, marketing events, direct mail, telemarketing and public
relations. Provided strategic sales training and counseling to value added resellers.
Exceeded all quarterly revenue goals every quarter by 12% or more in addition to generating more revenue than the
rest of Canon Latin America combined.
Fioravante (Fiore) Marra
https://www.linkedin.com/in/fioremarra
fioremarra@gmail.com | (954) 907-7224 | Pembroke Pines, FL 33029|
Created and executed a plan to recruit strategic partners and expand Canon's channel in the countries that were
underperforming to drive Canon's growth in the region.
Additional Experience
Channel Manager/Major Accounts Executive -- Computer Associates International (CA) (1998 to 2006)
Sales Management -- Managed reseller and distribution channel, and major account software and professional
services sales to the Caribbean, Central America and Florida for the world’s third largest independent software
vendor.
o Successfully leveraged existing channel to implement new business intelligence, business service
optimization, security, network, systems, storage, IT operations management and ITIL automation solutions
into the Caribbean, Central America, and South Florida markets.
o Led direct sales negotiations with C-level executives that resulted in lucrative multi-million dollar software,
professional services, and maintenance contracts.
o Grew the distributed software business by more than 40% in 2004 and by 60% in 2005.
o Achieved highest return-on-sales of all channel managers in Latin America for five consecutive years.
Strategic Marketing -- Created marketing programs that assisted resellers in Closing multi-million dollar software,
implementation and managed services transactions with many of the top accounts in my region.
o Recruited and managed strategic value-added resellers to increase market share in individual countries.
Strategic Partnerships -- Developed strategic alliances with the leading Computer industry vendors to leverage their
vast marketing resources and their influence on the channel and key accounts.
o Executed OEM agreements with key hardware vendors, expanding market reach with new fulfillment channels.
Major Accounts Manager & Channel Manager -- Novell Latin America (1997 to 1998)
Turnaround Strategies -- Re-established market share and improved business relationships with resellers and the
largest corporate and government accounts in the Caribbean, Central America, and Northern South America.
o Grew territory sales from $2.8M to $3.6M in an extremely competitive market (Microsoft's NT).
o Closed a $2M software deal with one of the largest companies in this territory.
Presented with Latin America Sales Award for achieving the highest sales results in 1997.
Regional Sales Manager -- Merisel Latin America (1990 to 1997)
Managed a sales force of nine inside sales representatives and four international sales offices that sold more than
14,000 products from 300 software and hardware vendors. Generated yearly revenue of over $42M.
Managed value added reseller and retail channel comprised of more than 400 companies located throughout Latin
America, including co-op and MDF funds, volume purchase agreements, stock rotations, shipping, warranty and
RMA’s, price protection, training, communications, and marketing programs.
Coordinated the development of different product and marketing strategies for the top hardware and software
vendors in the industry, specific to each country in the territory, including in-country road shows, seminars, and
advertising campaigns.
Designed, developed and deployed a compensation plan that increased overall company profit margins by 1% in
1995, in a market where margins were continually declining.
Education & Professional Development
Bachelor of Science, Computer Science
Technological Institute of Santo Domingo (INTEC), Dominican Republic
