Nelson Kavatoko

Experience

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  IBM

  Mar 2007 - May 2019

  As a Enterprise Account Executive at Global Technology Services in IBM I was responsible for working closely with current and prospective C-level customers as a trusted advisor to deeply understand their challenges and goals. o Responsible for selling Infrastructure services related to Cloud, Analytics, Cognitive and Security solutions.o Consulted with C-level executive as a trusted advisor to deeply understand their unique company challenges and goals.o Acquired and developed new customers and sustaining high level of customer satisfaction.o Strategic territory planning and account management.o 125% of quota achievemento Delivered more than USD 7M of new revenue Show less o Applied Spin Selling methodology to accelerate the business and improve the average ticket.o Developed business plan and go-to-market strategy for infrastructure services including segment prioritization, price positioning and communication strategy.o Managed pipeline generation with digital sales managers and regional sales managers.o Improved pipeline effectiveness and qualified sales opportunities through proactive, understanding customers journeys, pain points and uncover needs.o Built market intelligence and view on competitive landscape.o Responsible for business innovation partnerships and new market development activities.o Managed channel sales relationship and evangelization.o Delivered annual business line quota about USD 10 million.o 115% of quota achievement.o Activated at least 30 new customers (Retail, Health, Financial Services, Manufacturers and Telcos).o Released the first digital platform for support service acquisition worldwide. Show less o Provided exceptional technical and/or analytical support to clients in identifying, analyzing, and resolving problems of moderate to highly complex.o Conducted technical sales for C-levels.o Influence customer as trusted advisor to ensure the adoption of IBM products.o Serve as the solutions architect and thought leader in the strategic design, integration, and implementation of complex multi-vendor environments.o Delivered solutions for over than 350 deals during almost 3 years contributing for the double-digit growth in the organization, including private and government companies. Show less

  • Enterprise Account Executive

    Jan 2016 - May 2019

  • Senior Business Development Manager

    May 2014 - Jan 2016

  • Technical Sales Specialist

    Oct 2011 - May 2014

  • Service Delivery Manager

    Mar 2007 - Oct 2011
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  Gartner

  May 2019 - Apr 2020

  Senior Account Executive

  o Uncovered corporate objectives and mission critical priorities at executive level.o Provide insights related to sales and marketing strategy for high-tech accounts.o Connected C-Levels and Business Leader with thought leading IT Technology Providers. o Created and articulated compelling value proposition around Gartner products and services.o Sold new contracts, renewed existing contracts, and improved revenue growth in customer base.o Delivered more than USD 500k of net new revenue. Show less

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  IBM

  Sept 2020 - Oct 2021

  Enterprise Account Executive

  o Managed key accounts for financial services, digital banking, retail, and telecom industries.o Consultive selling do CxOs and become a trusted advisor.o Responsible for selling Red Hat Licensing (RHEL and Openshift) and IT Services for Open-Source, Cloud and Analytics solutions.Led the account planning process and carry out strategic plan.o Manage the end-to-end sales process through engagement of appropriate resources such as Architects, Executives and Business Partners.o Tight pipeline and forecast management.o Responsible for revenue growth, renewal, and new contract signings. Show less

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  OneTrust

  Oct 2021 - Feb 2023

  Client Executive

  o Manage enterprise accounts (farmer and hunter) multiple industries.o Owner LATAM for Consent & Preferences solutions developed for marketing team.o Sell SaaS solutions for Privacy, Data Governance, GRC and ESG to C-Levels.o Apply MEDDICC Sales Methodology for strategic deals.o Responsible for renewing in existing contracts, prospect, develop new opportunities, and revenue growth selling all the platform.o Keep strategic relationship with Onetrust VAR Partners including the big 4 consulting firm.o Maintain accurate pipeline reporting and quarterly revenue goals.o Retail Media Committee IAB member.o Top 3 Latam seller for 2 consecutive quarters. Show less

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  Instituto Semear

  Jan 2023 - now

  Mentor
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  Gartner

  Feb 2023 - now

  Business Director