Pablo Auel

Experience

• 

  BankBoston

  Nov 1997 - Apr 2000

  Asesor de Inversiones
• 

  Canal 9

  Mar 2001 - Feb 2004

  Auxiliar de Recursos Humanos
• 

  Hp

  Nov 2005 - Apr 2007

  IT Support
• 

  SAP

  Apr 2007 - Nov 2016

  Services Sales Engagement Manager (SSEM)CEC and HCM LoBsMulti Country SouthSAP Cloud Services• Responsible for driving Cloud services sales success by establishing demand generation programs to drive incremental pipeline and revenue across South Region• Responsible for developing a territory sales plan for Customer Engagement & Commerce portfolio solutions which included, Cloud for customers, Hybris Marketing & Commerce and HCM LoBs for South Region.• Responsible for developing and maintaining strong relationships with new and existing customers in order to assist them and become their trusted advisor.• Have taken leadership on the customer´s business requirements definition and prospects objectives in order to prepare detailed proposals.• Have worked collaboratively with a virtual account team across the field organization, service account managers and the extended ecosystem e.g. partners, to achieve targets.• Have participated in a team-selling environment working with Account Executives (AEs) and Services Account Manager (SAMs)• Have commanded the sales process and have been able to progress an opportunity through each stage in the sales cycle for a successful close.• Have conducted discovery sessions and assessments to satisfy the customer´s need and move the deal forward. Show less • Active participation in the team-selling, working with Account Executives and Services Account Manager on assigned accounts• Responsible for implementing business strategies to ensure customer success driving revenue targets for software and related services.• Deep understanding of the Customer landscape, advantages and limits of all SAP products in use to design an appropriate support plan and leveraging SAP strategic portfolio.• Responsible for understanding the customer situation, including solution landscape, core business processes, interfaces, critical projects and top issues and the corresponding documentation in the SAP Solution Manager application.• Responsible for establishing collaboration of Solution Manager to develop and drive detailed engagement, service plans and action plans to safeguard customer´s implementation/upgrade projects.• Identifying technical risks and top issues and defining the corresponding action plan to manage the top issues.• Ensuring resolution of issues and top issues according to engagement deliverables.• Responsible for establishing trusted relationship with customer to drive action plans resulting from AGS engagement with customer.• Owning the communication relationship between the customer´s organization and SAP Active Global Support during the delivery phase.• Defining service plan based on customer´s project plan and top issues including definition of service scope.• Driving the execution of action plans by coordinating the involvement of AGS experts’ onsite and remote resources for service delivery and back-office activity including root cause analysis and proactive escalation of critical situations. Show less

  • Services Sales Engagement Manager (SSEM)

    Nov 2015 - Nov 2016

  • Technical Quality Manager

    Feb 2014 - Nov 2015

  • AGS - Enterprise Support Advisor

    Jul 2012 - Feb 2014

  • FI Consultant

    Jul 2010 - Jun 2012

  • Banking Consultan

    Jun 2011 - Feb 2012

  • IT EUS

    Apr 2007 - Jul 2010
• 

  ADEPCON

  Nov 2016 - Feb 2018

  Senior Account Executive

  As a Business Executive, I have knowledge in Business Processes, as well as a solid background in sales within the corporate market. I assume an active role in order to lead a complete sales process, generating value to obtain an effective positioning of solutions.Identify, understand and define the necessities and pain points of the customer, and to develop the sales strategies in order to close the deal are part of my daily activities.Facilitate the process of transition from the pre-sale stage to the solution implementation, having an effective communication with the customer. Show less

• 

  Avanxo

  Mar 2018 - Aug 2019

  Key Account Manager

  • Responsible for driving sales success by establishing demand generation programs to drive incremental pipeline and revenue across Argentina, Chile and Uruguay. • Responsible for developing a territory sales plan for SalesForce portfolio solutions which included Licenses, Services and Support. • Responsible for developing and maintaining strong relationships with new and existing customers in order to assist them and become their trusted advisor.• Have taken leadership on the customer´s business requirements definition and prospects objectives to prepare detailed proposals.• Have worked collaboratively with a Presales team and with SalesForce to achieve targets.• Have participated in a team-selling environment working with SalesForce Account Executives (AEs) • Have commanded the sales process and have been able to progress an opportunity through each stage in the sales cycle for a successful close.• Have conducted discovery sessions and assessments to satisfy the customer´s need and move the deal forward. Show less

• 

  Axxon Consulting

  Aug 2019 - Jul 2020

  Account Manager

  • Helping Axxon to create a division oriented to sale Salesforce´s portfolio. • In this sale driven role, I built key account relationships to sell and offer professional services an technology solutions with management accountability.• Responsible for developing and maintaining strong relationships with new and existing customers in order to assist them and become their trusted advisor.• Have taken leadership on the customer´s business requirements definition and prospects objectives to prepare detailed proposals.• Have participated in a team-selling environment working with SalesForce Account Executives (AEs) • Have commanded the sales process and have been able to progress an opportunity through each stage in the sales cycle for a successful close.• Have conducted discovery sessions and assessments to satisfy the customer´s need and move the deal forward. Show less

• 

  CloudGaia

  Jul 2020 - now

  • Sales manager of LATAM• Support direct reports by participating and leading client and prospect meetings. Engage other corporate resources as required• Ongoing mentorship and development of a sales team which includes recruiting, hiring, and training new Account Executives on the sales process• Attending weekly forecast meetings. Coach direct reports regarding strategies to drive closure• Report on sales activity and forecast to management• Develop and design a Sales Strategy and Plan for the Region Show less • Sales manager of Western Andean, Central America and Caribbean region (WACAM)• Support direct reports by participating and leading client and prospect meetings. Engage other corporate resources as required• Ongoing mentorship and development of a sales team which includes recruiting, hiring, and training new Account Executives on the sales process• Attending weekly forecast meetings. Coach direct reports regarding strategies to drive closure• Report on sales activity and forecast to management• Develop and design a Sales Strategy and Plan for the Region Show less

  • Commercial Manager LATAM

    Jan 2023 - now

  • Commercial Manager

    Jul 2020 - Jan 2023