Fabiano Ornelas

Partner Ecosystem Sr. Director LATAM, Dell Technologies

Fabiano Ornelas is the leader of Dell’s entire indirect sales segment in Latin America. He has more than 25 years of experience working with channel partners. He currently serves as Channel Ecosystem Leader for Latin America at Dell Technologies, where he leads strategic initiatives to drive growth, strengthen relationships, and accelerate digital transformation across different markets.

Throughout his career, Fabiano has distinguished himself by connecting global strategy with local execution, translating ambitious goals into practical and measurable actions. His leadership style is consultative, results-driven, and focused on helping customers and partners look beyond products by prioritizing conversations around business, IT modernization, simplification of complexity, and sustainable value creation.

With extensive experience in channel sales, the public sector, and partner management in Brazil and across the region, he has developed a deep understanding of the challenges and opportunities within Latin American markets. Throughout his career, he has led teams and programs responsible for expanding the reach, engagement, and productivity of hundreds of partners, helping strengthen Dell’s presence across both public and private sectors.

Fabiano also stands out for his ability to lead complex initiatives in highly competitive environments, always with discipline, a strong focus on margin, and close attention to the customer experience. His approach combines strategic vision, strong relationships, and outstanding execution, helping transform ecosystems into engines of sustainable growth.

Outside the corporate environment, Fabiano is passionate about triathlon and has completed 16 Ironman races. His dedication to the sport reflects the same values that define his professional life: discipline, resilience, preparation, and a long-term focus.