Ricardo Urena

Director, Strategic Alliances

• Identify, develop, and expand high-value partnerships with global technology leaders (Google Cloud, Microsoft, AWS), delivering integrated product solutions and co-marketing strategies.
• Manage cross-functional teams to build and launch scalable go-to-market solutions, driving measurable revenue growth through both direct and channel partner programs.
• Own executive-level relationships with strategic partners, including C-level engagements, to maximize business value, foster co-innovation opportunities, and strengthen long-term alliances.
• Build and implement scalable partnership frameworks to identify and prioritize new opportunities, ensuring alignment with company goals and driving accelerated ROI.
• Expand and optimize the partner ecosystem by identifying and onboarding new alliances, including technology vendors, system integrators, and industry-specific players, to accelerate market expansion.
• Drive joint pipeline creation and co-sell opportunities, enabling measurable revenue growth through collaborative sales strategies and field alignment.
• Deliver substantial business impact through joint solutions, resulting in 60% YoY revenue growth, enhanced market positioning, and increased customer adoption.
• Enable strategic partners through tailored training and enablement programs, ensuring partners have the tools and resources to effectively position and implement solutions.
• Implement performance tracking and governance models to monitor partner success metrics, including revenue contribution, pipeline development, and partner satisfaction.
• Collaborate with internal teams (sales, product, marketing, legal) to align partnership strategies with product roadmaps and ensure partner success.
• Drive innovative joint product solutions through partnerships, creating competitive differentiation and delivering value to customers globally.
• Champion thought leadership initiatives by developing joint marketing campaigns, hosting executive summits, and driving partner visibility in industry events and media.
• Lead business planning processes with key partners to define annual goals, revenue targets, and joint go-to-market strategies, ensuring accountability and mutual growth.

Global Head of Partner Infrastructure and Application Modernization, Partner Activation, and Cloud Transformation

• Collaborate with Google Cloud's product and solution managers to steer strategy, develop Partner capabilities, and ensure successful solution deployment.
• Support revenue growth from $6B (FY18) to $26B (FY22) by onboarding more than 85K Certified Partner Learners to complete 100K+ certifications and training for 30.5K individuals on Google Cloud Solutions, reflecting 225% YoY growth.
• Oversaw global partner selection, recruitment, and enablement, ensuring successful adoption of Google Cloud’s modernization solutions.
• Developed repeatable frameworks for enterprise cloud migrations, hybrid/multi-cloud deployments, and DevOps best practices, optimizing customer projects.
• Built high-impact technical resources (tutorials, white papers, and tools) to enhance partner capabilities and solution deployment.
• Created revenue-generating go-to-market offerings, co-developing horizontal and industry-specific solutions to accelerate cloud adoption.
• Defined use cases, solution materials, and training paths, aligning them with Google Cloud’s core solutions and architectures.
• Tracked and analyzed modernization bookings and cloud consumption targets, making data-driven recommendations for course corrections.
• Drove AI/ML-powered IT transformation, helping customers assess IT environments, optimize cloud roadmaps, and reduce migration risks with data-driven insights.
• Developed a Partner Advantage Data Pipeline to track partner engagement, handling 60M+ events, integrating BigQuery, Looker, and batch processing for real-time analytics.

Global Technical Manager - Field Chief Technology Officer, Google Cloud Search and Workspace

• Drove $500M+ in partner-led sales pipeline by executing large-scale sales enablement programs and expanding strategic alliances, strengthening Google Cloud’s presence in Manufacturing, Retail, Financial Services, Telco, and Media & Gaming.
• Led GTM strategy for Google Workspace launch, driving partner adoption and positioning the platform for enterprise growth, contributing to $500M+ in partner-led pipeline generation.
• Led and developed a high-performing, globally dispersed technical sales team across North America, EMEA, APAC, and Japan, driving go-to-market enablement and pipeline growth.
• Recruited, onboarded, and enabled 100+ global Google Cloud Search Partners, accelerating adoption and pipeline development.
• Defined and executed enterprise sales strategies by developing reference architectures, pitch decks, and technical enablement assets for sales teams and partners.
• Drove market penetration by identifying high-potential enterprise sales opportunities and influencing product positioning.
• Presented competitive insights, industry trends, and enterprise sales strategies to Google Cloud field sales teams across multiple regions.
• Worked cross-functionally with sales, marketing, and product teams to optimize sales execution, shorten deal cycles, and increase conversion rates.

Enterprise Search and Workspace Architect

• Worked with enterprise customers and partners to quickly respond to market changes, innovate and accelerate time to market by breaking down information silos and making secure knowledge sharing from within as easy as finding information on the Internet.
• Google Workspace (G Suite) engineer responsible for end-to-end technical integration of Google Workspace (G Suite) at Google Cloud’s customers.
• Developed technical best practices, proof of concepts, customer presentations and “value engineering” of the benefits of a SaaS product offering.
• Managed Google Workspace (G Suite) technical relationships and joint solution offerings with the Partner community.
• Used the Admin REST API to interact programmatically with Workspace Admin Console.

Vice President and General Manager, Latin America and Named Accounts

• Owned and exceeded $20M+ in software and services revenue, driving 40% year-over-year growth through strategic account expansion.
• Led enterprise sales strategy, closing multimillion-dollar software and services deals with Fortune 500 and high-growth companies.
• Managed P&L responsibility, driving profitability and revenue growth through strategic account expansion and new customer acquisition.
• Built and scaled high-performing partner ecosystems, increasing indirect sales by 300% through strategic alliances and reseller enablement.
• Negotiated complex, multi-year software licensing and service agreements, collaborating with Legal and Finance to structure optimal pricing models.
• Led sales enablement efforts, providing training and support to customers and partners to drive solution adoption and long-term renewals.

Principal Architect - Field Chief Technology Officer

• Leadership & Team Development: Managed, hired, and developed a global team of 180+ sales engineers. Built the company’s highest-performing technical team and established the BroadVision Sales Engineering Portal (BVSE) to enable knowledge sharing and best practices.
• Strategic Customer & Partner Engagement: Developed new opportunities and maintained customer satisfaction across North America, Federal, and Latin America by focusing on account penetration, partner development, and solution selling. Delivered high-impact technical chalk talks, business value demonstrations, and proofs of concept to showcase BroadVision’s capabilities.
• Industry & Competitive Analysis: Performed in-depth competitive and industry analysis, formulating solution playbooks and authoring key selling tools (white papers, architecture diagrams, RFI/RFPs, performance metrics, and sizing documents) to highlight business value.
• Product & M&A Influence: Identified critical product gaps in content management, leading to the $877M acquisition of Interleaf. Developed BroadVision’s architecture blueprint and deployment strategy for enterprise applications, shaping future product releases.
• Enterprise Solutions & Implementation: Defined, designed, and deployed BroadVision’s first e-commerce production instance (RS Components) with Cambridge Technology Partners. Led the development of financial CORBA server architecture for Banco Santander, influencing BroadVision’s roadmap.
• Revenue & Business Impact: Instrumental in closing and deploying large, multi-million dollar deals, influencing over $79M in software licenses and services revenue.

The Fuqua School of Business – Duke University

Stanford University

Georgia Institute of Technology