Luciano Cunha | Global Industry Director at To-Increase

To-Increase • Norwell, MA: 2007–Present
A wholly owned subsidiary of a 1500 person strong international publically traded company
*Global Industry Director*	*Jan 2011–Present*

Direct and coordinate daily operational aspects of the business focusing on sales management, product development, distribution channel management, marketing, pricing, market research and customer service. Evaluate IP acquisitions or OEM agreements with other companies to increase competitiveness of the company. Conduct comprehensive market research while analyzing business developments and monitoring market trends. Administer two P&L (Profit and Loss statements) for Discrete Manufacturing and Construction business units.

Spearhead and mentor sales staff to develop their competencies and achieve their maximum potential. Regularly interface with VP of Product Management and individual product managers to drive the new release of products to fit more closely with customer demand. Work collaboratively with Microsoft Global Industry Directors and Microsoft field teams to align and drive product and business worldwide.

Notable Achievements:

Instrumental in facilitating growth, sales and marketing strategy for two verticals of responsibility-Discrete Manufacturing and Construction
Played a vital role in creating and implementing the following, which increased corporate profitability while optimizing operational efficiency:
- A set of KPIs to measure and manage sales pipeline and partner effectiveness
- A channel program to rate and manage partner channel
- A worldwide target market plan and sales plan
- Strategies on how to go to market in the different countries and geographies based on plan

Regional Director–Americas

Jan 2009–Dec 2010

Expertly managed the business P&L for To-Increase US, Inc. the subsidiary of To-Increase BV, which is the headquarters in the Netherlands. Seamlessly expanded the business and grew the channel throughout Latin America. Formulated innovative marketing strategies, campaigns and promotions to increase brand awareness and elevate sales.

Notable Achievements:

Grew license revenue by approximately 114% Year-over-Year (YoY), as well as services revenue by approximately 180% YoY despite economic downturn
Earned commendation for elevating the license revenue in Latin-America (LATAM) by 610% YoY
Designed and developed the company’s first customer and industry-focused blog for two industries
Drove all initiatives in creating the SEO strategy within the entire website, along with Twitter, Facebook and LinkedIn marketing social media campaigns
Innovated a database of potential customers and monthly industry and customer-focused newsletters to complete a multi-touch campaign with newsletters, social media, events, webinars and telemarketing, which generated more than 280 inquiries monthly

Senior Solutions Consultant

Jul 2007–Jan 2009

Facilitated in-depth discovery engagements for clients in the Industrial Equipment Manufacturing (IEM) market, and presented results of the discovery with recommended solutions to partners. Delivered informative impromptu pre-sales demonstrations to Industrial Equipment Manufacturing prospects at both the Microsoft Industry Solutions booth as well as the To-Increase booth at Convergence. Contacted prospective clients to assess interest, address their needs, and match them to a partner for the selling cycle.

Notable Achievements:

Served as solutions consultant and industry expert; rendered support to partners in the Americas during implementation or when preparing for a pre-sales activity
Enhanced effectiveness of all training materials and facilitated training on Industrial Equipment Manufacturing vertical solution and components in the United States, Europe and South America
Pivotal in creating a new training format and prototyping new training samples for executive review
Functioned as the focal point of contact with partners from To-Increase for completion of engagements, making sure To-Increase stays on target and delivers a quality product on time and within budget
Served as liaison between the To-Increase product team and the implementation team on site, responsible for performing triage for issues, managing communications and documentation

Penloyd, LLC • Tulsa, OK: 2004–2007
A multi-facility and multi-state manufacturing organization providing products and services to retailers such as Dillard’s, Macy’s, BCBG, Eddie Bauer and others.
*Director of Information Technology and Research and Development*	*Jan 2005–Jul 2007*

Displayed unsurpassed expertise in managing an infrastructure of more than 250 clients, 28 servers, more than 40 network devices, a staff of up to 10 local employees, and an annual budget of over $3M supporting an $85M organization with 4 divisions in 2 states. Conceptualized and implemented a comprehensive business plan, which included past and present conditions as well as future scenarios with a set business goal. Led the design and development of a custom Oracle Project Management, Logistics and Warehouse Management System with custom Mobile Supply Chain applications for automation and control of finished goods.

Built a New Product Design engineering team to define the manner in which the company will design and manufacture its products in the future. Applied dynamic leadership talents in the first stages of implementing lean concepts on the shop floor using a sequencing and pull system. Convened with directors and the R&D team to improve bottlenecks in the production facilities in order to increase the capacity of the organization. Established an ERP System Analyst team to cover all areas of the business with key subject matter experts, in order to properly document all current processes in the organization. Collaboratively worked with Systems Analyst team to train, define the processes and define measurement metrics for HR, Payroll and the Accounting departments.

Notable Achievements:

Earned distinction for improving processes and managing change during the organization’s turnaround from $15M to $85M in annual revenues
Successfully upgraded Oracle database from 8i to 9i, and the Oracle eBusiness suite from 11.0.3 to 11.5.10.2, with no additional external costs, on time, on budget and saving the organization over $250K in consulting fees
Incurred more than $50K in annual savings by effectively managing an Oracle Remote Management Services company to ensure delivery of Service Level Agreements (SLAs)
Cost-effectively saved in excess of $75K annually by offshoring the Oracle development
Streamlined the department while setting a department mission, thus making IT one of the most important strategic departments for the organization
Upgraded the company’s phone systems and all network infrastructure in Tulsa facilities into a centralized Cisco voice over IP phone system with unified messaging and all new core switches (Cisco Catalyst 4506), access layer switches (Cisco Catalyst 3560G), firewall (Cisco PIX 515E), WAN routers (Cisco 2800 series), border router (Cisco 2851 with IDS) and a wireless infrastructure with several access points (Cisco AIRONET 1200 series)
Completed the phone system project on budget and within three weeks; successfully placed over 200 phones in different facilities, replaced two PBX systems and up to 20 switches utilizing three inexperienced internal resources and with the help of two outside engineers
Provided expert oversight in all aspects of deployment, testing, system move and full application testing before going live on new servers with no unplanned downtime and estimated annual savings of over $200K
Gained an estimated productivity savings of over $300K annually by replacing all desktop PCs in the organization in the first year
Saved $50K annually by resourcing and renegotiating all service providers’ contracts
Instrumental in acquiring new multifunction devices (printing, scanning and faxing) for the entire organization, thus consolidating workgroup stations and achieving payback in less than one year

Operations Analyst

Apr 2004–Jan 2005

Assumed full responsibility in defining Business Analyst (BA) roles and delegating them in specific departments. Documented and analyzed sales/estimation, project management and manufacturing processes. Trained a team of eight project managers on how to more effectively and efficiently manage projects. Supervised planning and scheduling staff along with plant and shift managers in order to start a process improvement program and to effectively manage the manufacturing facilities.

Notable Achievements:

Designed and modified process flows to improve accountability and manageability of tasks in the Design, Estimating, Project Management, Manufacturing, Engineering and Accounting departments
Improved departmental collaboration and communication, which is crucial in resource scheduling for administrative departments, through the deployment of Microsoft SharePoint on MS SQL Server
Initiated the implementation of Microsoft Project Server to track large manufacturing projects in the organization and share progress with the owners and major clients
Created and developed Oracle concurrent requests, tables and reports in MS Excel, MS Access and Oracle SQL using TOAD to gather data in order to aid the organization in identifying problems
Instrumental in designing and developing reports to evaluate the ERP system’s data integrity

IBM Corporation • Hortolândia, SP Brazil
Analyst in International Purchasing Department and Production Control	Mar 1996–Nov 1996
Analyst in Point of Sale, MultiBank, PC and Risk Server products	Feb 1996–Mar 1996

RealeStudios • Arvada, CO
Product Manager	Dec 2003–Apr 2004

One Light Corporation • Redmond, WA
Product Manager	Mar 2003–Dec 2003