Rakel Arroyo

Experience

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  COOPERATIVA TRANSPORTES

  Dec 2002 - Nov 2003

  Logistics Co-ordinator

  Manage the fleet of Co-Op trucks throughout Spain. Preparation of weekly haulage plan. Communication with clients and haulers in support of haulage and routing plans Execution of the daily haulage process including preparation of documentation and liaising with haulers and clients Monitoring receipts, confirmation and delivery/collection of same Liaise with Finance Department in preparing requested Debit and Credit notes End of month procedures and pricing queries Maintenance of performance measure reports and departmental records Undertake other tasks, assignments and projects as requiredMonitor business activities & customer buying trends Co-ordinate and reduce costs of inbound logistics operationsWorking mainly with construction clients and engineering companies.Business development. Cold calls to possible clients on a daily basis.Continuously work on improvements on existing internal processes to ensure that each one is as efficient and as automated as possible Show less

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  Microsoft

  Apr 2005 - Feb 2007

  Business Process Specialist SBC (System Builder Channel)

  Ensure timely delivery of critical communications to the distributors. Maximize client satisfactionManagement and maintenance of credit / invoices information reportsReconciliation of supplier/creditor - invoices accounts. Be a knowledge expert and point of contact within different departments in relation to disputes processes and /or changesEstablishing and developing relationships with customers. Proactively managing customer's service issues both internally & externally obtaining a clear understanding of the customer's business. Manage escalations from Partners, effectively resolving issues by understanding the root case and implementing corrective actions where necessaryManaging relationships internally throughout Accenture/Microsoft, including product marketing, pricing, billing & senior management. Providing customers with advice and consultancy Creating new Contracts, Side Letters, Additions / Exclusions to contracts etc. Ensure that all OEM contracts, side letters and contractual notifications are validated and processed accurately and within agreed service levels on industry and regulatory mattersWorking in the transition with all the customers to a new billing model. Point of contact for any issues / problems distributors found in the transition and minimize the impact for this transitionProvide support, training and coaching to new members of the team as required. Positively contribute to the team to maximize achievementsAll Transactions are processed through SAP. I have excellent knowledge of SAP, Outlook, Excel, Word and Access. I also use MSE, License Wizard (Contract creation tool) and Product Viewer. Show less

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  Novell

  Feb 2007 - Nov 2011

  • 6 ISRs across territories• Sets weekly objectives to the team in order to control their weekly tasks• Provided ongoing coach to new hires – processes, negotiation skills, discounts, systems• Understands partners and their necessities to maximize revenue within the team – new business• Continuously improving processes within the work relationships between countries and the team – Identifying gaps• Understands the Team’s daily job to maximize efficiency within the team• Developed the new hire training plan, involved in coaching and mentoring new hires on systems, buying programs, discounts.• Supports the in-country sales teams and engages with the countries to make sure objectives are met Show less • Assisted customers with their Novell software compliance by providing tools to calculate license usage and supported the follow up of any under licensing. • Following that P.O’s were placed to deal with any under-licensing within the time frame and fully invoiced. Coordinated all groups involved in the analysis such as partners, country managers, customers to ensure efficiency in the process• Responsible for new hire training’s and material’s integrity as well as training Clients Executive and partners. Team Lead's back up for absence periods• Part of an adjunct team of Product Specialists working with the US team in EMEA for any queries related to audit questions. Show less

  • Account Executive Spain, Portugal, Greece

    Jun 2008 - Nov 2011

  • Manager EMEA Telepartner Team

    Jun 2011 - Oct 2011

  • Licensing Compliance Auditor EMEA

    Feb 2007 - Jun 2008
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  Attachmate

  Nov 2011 - Apr 2015

  Manager EMEA Renewals & New Business

  • 6 reps and 2 ISRs• Developing and Implementing Plans, objectives that drives sales and customer satisfaction• Liaises closely with the respective regional directors to ensure strong cohesion and agreed approaches to developing the business within their countries • Manages Inside Sales Representatives for Sweden and Netherlands for New Business. Creating pipeline and leads• Develops customer retention processes as well as processes to increase sales within all geographies in EMEA Show less

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  Micro Focus

  May 2015 - Jun 2018

  Manager EMEA & LATAM Maintenance Renewals

  . Manage 9 reps across territories in EMEA and a team in LATAM. Maximizing sales performance through delivering an exceptional customer experience, people management and cost control· Identifying and developing sustainable relationships with key accounts· Participate in identifying large sales opportunities with sales representatives and lead to closure· Accurately forecast to ensure that quarterly targets are met. Forecast with team and with corporate (Maintenance Renewals VP and President of Sales)· Driving and managing the entire renewal process targeting to top customers, identifying client solutions, negotiating and closing.· Recruiting, training and developing new team members.· Acting as a role model by setting high standards through personal behavior and actions. Show less

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  SUSE

  Dec 2018 - Mar 2019

  SUSE Global Channel Sales Ops

  Helping the Channel to make the most of their sales opportunities

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  Salesforce

  Mar 2019 - Jun 2021

  Manager, Sales Development

  - Leading a highly talented team of Sales Development Reps on outbound responsibilities- Providing strategy, operational efficiency, collaboration to achieve corporate objectives.- Develop and coach each of the Business Development reps to be Account Executive ready, How? by creating outbound quality pipe that will be ready to close as soon as possible- Align closely with internal stakeholders such as Regional VPs, marketing and sales operations to make sure that the pipe generated is followed up by the AEs and is closed with the highest standards- Coaching the team to understand the needs that prospects and customers might have and be able to match Salesforce solutions- Consistently enhancing Sales activities with the team- Improving processes in the Business Development organization in order to maximize pipeline- ongoing mentoring and development of the sales team by recruiting, hiring and training duties. Show less

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  Microsoft

  Jun 2021 - now

  Corporate Sales Director, Global Media Sales

  - Leading a high performing team of Client Solutions Managers. - Maximizing their performance through efficient client planning, leveraging industry insights and relevant contacts within the clients and agencies.- Providing strategy, operational efficiency and collaboration with the extended teams to improve monthly achievement and growth- Execution excellence leveraging the internal tools as well as coaching the team on effectively pitch, as well as drive accurate forecast- Coaching the team to understand the needs that clients might have and following up on direct conversations.- New Business: Focuses team on expansion and new growth opportunities within agency/client as well as international expansion- Leverage the OneMicrosoft story to best promote the usage of different solutions across the Microsoft portfolio (Dynamics, Azure etc Show less