Experience

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  Ibm

  Jan 1997 - Mar 2014

  Accountable for commercial management and customer service of Finance, Distribution and Retail sectors, directly and through specialized partners, with an annual sales target of US $3.9 MUSD. Reporting to Software Unit Manager.• Exceeded sales quotas on average by 10% YoY, by developing and strengthening relationships with key customers.• Increased sales target by 12% as teamwork accomplishment (with pre-sales engineers) • Expanded customer installed base by promoting cross-selling solutions, offering on average 2 additional solutions per costumer.• Promoted sale and implementation of new products, increasing the sales percentage by 70%.• Increased market share by 12% by identifying and opening new businesses, strengthening the network of business partners and standardizing working methodologies focused on identifying and progressing opportunities.• Managed and identified new market opportunities as a team effort, both at existing accounts as well as new logos, generating healthy pipeline of 150% above the sales plan. • Negotiated contracts with clients, working closely with all internal areas, Finance, Legal and all resources available to bring the deal to closure.• Improved high level of customer loyalty and build trust and integrity. • Formed alliances and leveraged external partners to deliver expected results. Show less Focused on driving new sales opportunities through up-selling and cross-selling for Integrated Technology Services (ITS) market, with primary focus on Financial Services Sector (FSS), including large banks and insurance companies in México and Distribution Sector. Focused on identifying client’s requirements, exploring business and technology needs and requirements to propose ITS services, performing consultative sales and strategic account management.Responsibilities: • Business Continuity design, evaluation and coordination projects, such as:o Data Center Solutions (includes Mainframe, Midrange, Managed Storage Services)o Managed Web Services (includes Web-Hosting & e-business)o Output Center Solutions.Basic Activities: • Oportunity Ownero CRM Siebel & OATS Management • Base Case Development• Cost Case design, fill and delivering to the pricing area• Technical & Delivery Assessments• Quality assurance of the whole Business Process• Solution Presentation Show less Roles & Responsibilities• Serve as a key member of the business development and account management team in helping to ensure customer success in building and migrating applications, software and services on the IBM Outsourcing Solution.• Analyze the customers' functional and technical requirements in order to design Outsourcing solutions.• Develop and drive negotiations to sell and close prospective contracts.• Analyzes customer requirements, creates solutions proposals, and gives presentations at the customer's premises.• Guide engaging conversations, customer relationships, and architected solutions that will result in sales growth.• Engage with Solution Architects, Account Managers, professional services, and partners to develop an IBM Outsourcing strategy for costumer. Show less Primary Job Responsibilities:• Provide technical pre¬sales support and architect solutions that include IBM/GTS offerings, consulting services, and training.• Build trusted relationships with customers; partner to gain deep understanding of customer or partner business and IT environments, allowing the sales team to best match IBM/GT´S offerings and solutions to address customer needs and requirements.• Support customer meetings through presentations, e.g., whiteboarding or formal presentations, demonstrations, and explanations of the value of IBM technologies and architected solutions.• Work as an IT expert and evangelist while supporting customers in their technical evaluation process by delivering high quality presentations and workshops. Show less Primary Job Responsibilities:• Presenting the IBM Networking Solutions and articulating the value proposition to prospective clients.• Creating and delivering demonstrations for IBM Network products.• Gathering technical requirements from prospective clients and mapping the IBM Network Solutions to the prospective clients’ unique requirements. • Creating evaluation/proof of concept test plans with prospective clients. • Managing the evaluation process to a successful technical close leading to revenue. Show less

  • Software Sales Specialist

    Oct 2009 - Mar 2014

  • IT Solution Sales Leader

    Jan 2006 - Sept 2009

  • Technical Solutions Manager

    Jan 2002 - Dec 2005

  • Technical Solutions Architect

    Jan 1999 - Dec 2001

  • Hardware Networking Engineer

    Jan 1997 - Dec 1998
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  Symantec

  Apr 2014 - Nov 2019

  Accountable for Business Partner´s (BP) commercial and technical enablement, sales management for Key Accounts and SMB segments via direct sales and through BPs, enable BPs to increase revenue. Extremely sales oriented, with a broad understanding of the partner community and able to influence at all levels. Excellent verbal/written communication and interpersonal skills Deep knowledge in the Cybersecurity marketplace. Enterprise software and consultative selling capabilities at C-level in both Partner and Customer environments• Designed and formalized business plans with 100% of key managed BPs, generating qualified opportunities 400% above the established.• Set up meetings with potential customers to detect their needs, exceeding the sales objective with each channel by 18% in 2019.• Integrated internal Account Managers with managed BPs, generating synergy to increase sales, and reducing response time in the proposal generation cycle from 2 weeks to 4 days or so.• Restructured the managed partners network (more than 30 BPs), reclassifying to 13 in one year by increasing their income.• Achieved the major number in BPs certification categories: commercial (114) and technical (70) in the country in 2019.• Developed strategy in demand generation for acquisition accounts, meeting with 150 potential clients in 6 months.• Managed and identified new opportunities, generating $600 Thousand USD in pipeline during the first half of the fiscal year.• Accountable for developing channel sales strategies, goals and objectives. Drive marketing programs and execution through partners.• Applied sales skills to co-selling and supporting reseller sales activities. Accountable for selling products (through channel partners) and performing account management responsibilities to existing partners, as well as generating qualified leads for local market for new partners • Reported accurate forecast and activity to Channel Director and Country Manager. Show less In charge of maximizing the growth and expansion of cyber security solutions by developing strategic alliances with key partners, directly attention to new and existing partners. Reporting to Channels Director.• Reorganized the BPs ecosystem, increasing and recruiting 10 new strategic BPs in 3 months, improving and aligning the business relationship with each of them.• Coordinated campaigns with the Marketing team in order to generate new opportunities. Generated a qualified pipeline 3:1 versus quota.• Maximized the benefits for the BPs (utilities, certifications, advertising), executing and improving the knowledge of the Partner Program.• Revitalized the business relationship between named distributors, BPs and sales staff. Increasing market share by 28% YoY.• Developed, designed and maintained business relationships with corporate clients identifying opportunities, qualifying, progressing and closing the sales cycle of Data Governance Software, Databases and Security, mainly. • Exceeded quota in 10%, increasing customer satisfaction.• Accountable for selling through partner organizations to end users in coordination with partner sales resources• In charge of enabling new channel partners and distributors to resell products, and accountable for engaging existing and new channel partners and distributors to drive demand generation activities related to brand products and strategy• Developed the best approach for the Go to Market in the different segments and territories. Prospecting for new customers and markets, Private and Public• Defined and reviewed with Distributors the action plans to achieve the targets established.• Defined the prospection markets and establish the action plans to achieve them, evaluating customer insights, marketing news, mainly.• Accountable for the development and delivery of Sales, Technical, and Process trainings to ensure Partners and Resellers were well enabled to effectively market, position, and sell brand products Show less

  • Channel Account Manager

    Jan 2016 - Nov 2019

  • Partner Success Manager

    Apr 2014 - Jan 2016
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  Gsb solutions

  Jan 2020 - Dec 2021

  Account manager

  • Accountable for manage the assigned geography (LATAM) from start to finish. • Develop and implement the regional Go-To-Market plan to drive significant growth through the End User, System Integrators, OEM and Rep Channel by Creating Demand for GSB´s solutions, products, and services. • In charge of analyze data gathered through the GSB to determine Account potential, customer requirements and fast growth areas to maximize Account opportunities.• Generate opportunities through specification prescriptions with architects, consultants, developers and owners.• Accountable for developing new and managing existing distributors, channel partners and VAR (value added resellers) to drive business growth. Show less

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  Bigid

  Jan 2022 - Nov 2022

  Account manager

  • Accountable for Identify, develop, and execute an account strategy to close new business and drive growth. • In charge of establish positive business relationships with key partners, stakeholders, and senior level executives.• Applied sales skills to conduct a needs analysis and determine prospects needs to determine how the BigID solution will cover them.• Developed and execute a prospecting strategy to target prospects.• Accountable for each step of the sales cycle from lead qualification to closing. Show less

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  Bigid

  Jun 2023 - now

  Regional sales representative