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Work Background
AccentureManager Management Consulting
Oct. 2021Madrid, Community of Madrid, SpainStrategy & Consulting Division in Salesforce Platform Design and implement business changes that drive industry-specific, function and digital operating model transformation, focusing on task relating to people and process. Impact or Decision Impact (Risk or consequences in the event of failure, as measured by range of expected impact such as within a team or across a team or area of responsibility and level of risk): Decisions have a major day to day impact on area of responsibility. Scope (Degree of accountability for assigned tasks, our clients and/or the organization, as measured by size of work effort and scale of entity and/or program): Manages large - medium sized teams and/or work efforts (if in an individual contributor role) at a client or within Accenture. Design process and change interventions.
• Understand and translate customer needs into implementable business solutions to enable long-term success and business integration.
• Understand analysis of the as-is and to-be processes.
• Design new business processes based on customer requirements and conduct user review sessions and run stakeholder agreement meetings.
• Implement process and change interventions.
• Implement programs/interventions that prepare the organization for implementation of new business processes •Execute a program, plan or deliverable using planning, communication and training skills
Management Consulting Accountabilities .
• Design new business processes based on customer requirements and conduct user review sessions and run stakeholder agreement meetings. • Translates the strategic direction and business objectives established by clients into holistic strategies and actions.
• Participate in diagnosing the problem and planning and leading the transformation.
• Implement programs/interventions that prepare the organization for implementation of new business processes.
• Leverage Accenture’s methods, tools, and assets to design and deliver outcomes.
NTSEnterprise Account Manager
Feb. 2019 - Oct. 2021Madrid Area, SpainEnterprise Account Manager | Project Manager | Demo Solution Engineer | Top Account Management | HTT, NGO, Construction, Real Estate | Reporting & Dashboards My main purpose here was to achieve 1M € on Salesforce projects working alongside with Salesforce Madrid Account Executives (Same AE team I was working within Dublin) for Enterprise segment companies. I was in charge of receiving leads from the website and doing full discovery calls, BANT/ based questions, landing the project, understanding the functional and technical scope, and writing the offer together with the tech team. After each offer was made, a Salesforce platform demo needed to be presented to the prospect, showing the capabilities of the products they decided on or that we suggested. One of my main duties was to keep a 10+ years key customer and major hotel chain company continuously attended. For this, there were weekly projects follow-ups, quarterly reviews of the services done, what worked / what failed, new ideas and more. All of these were discussed with the Managers and CIO itself. The industries that I worked in were HTT, Education, NGOs, Construction & Real Estate, Media and a couple of assigned accounts. I could participate in big proposals with another Salesforce Partner to major customers, working together to get the best-qualified team and the best offer.
SalesforceBusiness Development - Iberia
Jan. 2017 - Feb. 2019Dublin, Leinster, IrelandCommercial/Mid-Market | Business Development | Sales Development | Outbound Calls | HTT, Professional Services, Construction, Real Estate, General Industries Sales School! Salesforce was, is and will be an amazing experience for sales related skills. Their Sales Ops organization is structured with BDAs, BDRs & AEs. BDAs main purpose was to create a proper, consolidated and updated contacts DDBB. BDRs (my position) was to use those contacts, create & send a weekly BASHO emails (1 to 1 mailing, not massive campaigns) so I would get the best open rate on emails and receive replies. At the same time, make discovery calls, look for projects, look for the right decisor & C-Level key person and get meetings for my AEs. I was working with 3 AEs. Every Monday, I sent a new campaign to the chosen accounts that my AE selected. Based on that, I requested the creation of contacts of those accounts to my BDA.. Weekly Pipeline/Forecast review with the manager and the team. Tuesdays, Wednesdays & Thursdays, calling like there’s no tomorrow. Fridays, check the work done and plan the new campaign for the following week with AEs. In 2017 I was working on HTT and Professional Services market on the CBU low and high segment (Commercial or mid-range companies, from 100 to 350 and 350 to 1000 employees). That year I won as top performer in the second quarter, travelling to Split/Croatia with the rest of the winners. In 2018 I was working on a geo-based market (basque country) as well as engineering and construction (for the rest of Spain) on the CBU low and high segment. That was the year I won as the top performer of the third quarter and got to travel to Malta with the rest of the winners. Objectives here were 40 calls per day, pipeline generation of about 220K € to 350K € per month, having 10 to 12 opptys and monthly p b ushing at least 8 of them to next steps together with AEs and getting compensated.
animaDronFounder of animaDron
Apr. 2015Spain, MadridAerial Photos & Videos | Marketing Promotion | Entrepreneur | Own Company | Real Estate, Construction, Hospitality, Vacation Rentals In 2015, talking with a customer in Homeaway, he mentioned that “he was waiting for the drone pilot to take photos of their vacation rental property”. I was very curious, so I decided to research, ended in buying my first drone as a hobby and started doing some aerial filming. This curiosity led me to create my own website, a small brand that offers aerial photos and videos with drones for all industries. My main focus is Real Estate & Construction, to show the properties that are ready for renting / selling or to check the status of a construction project. I continue working with these projects, using certified pilots and creating an end to end hyperlapse filmography on real estate projects. I was working with SEM campaigns for a while but now my website brings me leads through SEO, so I don't actively work on outbound activities there.
Expedia GroupSouthern Europe Programme Operations Lead – Global Business Development
Apr. 2014 - Jan. 2017Madrid Area, SpainPartner Management | Partner Program | South Europe Market | Marketplace Growth | XML Integration Projects | Project Manager | Marketing Strategist | Reporting & Dashboards After some years on the Sales team as Account Executive and Team lead, I decided to take a horizontal jump to the Partner program of HomeAway. They opened the position, so I was the first Partner Operation Manager for Southern Europe. I was managing partner activities for Spain, Portugal, Italy and the UK market. I had around 13 partners which I was having joint events with as well as presentations & lead generation. My purpose here was to achieve more vacation rentals DDBB on the Homeaway website, connecting through XML integration to these tech partners and get published their DB on HomeAway site. On the Tech Partner side, integrate with their large vacation rentals DDBB with HomeAway whereas on the Property Manager side, do events to show the benefits for the industry that the Homeaway website would bring, integration benefits for them and get more of their vacation rentals published. I was reporting to the Partner Director in Austin, Texas. Every year, we arranged a 3 days big event there with Key Partners to have a roundtable full-day presentation for and with them, to show what’s coming on the website and understand the market’s needs. I was working with Sales Engineers to get those Partners connected, with Sales Teams to get more PMs companies published and vacation rentals listed and with Support Team Tier 1 & 2 for connection issues. Each event we realized had 10x to 20x results on the generated pipeline. More than 15+ events every year for each of the 4 markets.
Expedia GroupFRBO (For Rent by Owner) Iberia Sales Team Leader
Apr. 2013 - Apr. 2014Madrid Area, SpainSales Team Lead | Sales Trainer | Team Building | Salesforce user | Reporting & Dashboards | Call Center Being the 1st rep as Account Executive for the Spanish market in HomeAway, led me to become the 1st Team Leader on the team. I was helping my colleagues to achieve their targets creating bonus schemes based on the objectives they achieved. The team was composed of 8 sales reps, 6 seniors and 2 new joiners coming from the Professional Services (Insurance) market. I created a Dashboard for daily follow up of the activities on the CRM (Salesforce) where they could also follow up on their achievements. Aligned with the Sales Director, we were building strategies to get the best mix of average ticket per subscription purchase. I trained the 1st outsourcing agents of a Call Center dedicated to call leads that subscribed to the website but didn’t purchase. Later, I created the weekly DDBB that they needed to use for their work.
Expedia GroupProperty Manager Account Executive
Sep. 2010 - Apr. 2013London, England, United KingdomAccount Executive | Business Development | Sales Development | Outbound Calls | Vacation Rental, Hospitality My work here was to talk with Property Managers or companies with a large number of vacation rentals properties and manage the relationship to get those properties live on our website, so they get bookings. I was the 1st Sales Rep for the Spanish Market, aligned with the Director to set up targets. My achievements were around 110% to 120% generating 300K € per year. Creating and managing Relational Database of property managers, including profiles of existing leads and accounts. I Trained first Sales reps for renewal first-year customers. and provided general support to the Sales Team (i.e., product knowledge, sales strategies, pitch, objection handling, reporting). I helped generate a Sales Cheat Sheet that provided quick accurate sales results of the Sales FRBO team regarding revenue, products sold and accumulated discounts.
K2 Partnering SolutionsSAP Project & Consultants Recruiter (Spain & LatAM)
Feb. 2010 - Aug. 2010London, United KingdomAccount Executive | Business Development | Sales Development | Outbound Calls | Technology Industry | SAP My first “run or die” position where we worked around 10 to 12 hours per day. My objective here was to call companies to get SAP projects ongoing and offer our consultants’ research services. Once I got the project, I used the 50K candidates DDBB of the system to get the consultants that qualified for that project. If there was nothing in the database, I used Job Portals to get the Candidate, call them, show them the project and make an offer based on daily salary. The daily numbers here were an average of 100 calls or more, with 2,5 hours on the phone, 2 Business opportunities generated by week (SAP open projects in companies) and 2 new CVs in the system every day. I was working for the Spanish and LatAm markets (Spanish speakers SAP consultants).
Freelance ContractorReal Estate Broker
Jan. 2006 - Jan. 2010Carabobo Area, VenezuelaMy job was to look for properties on sale, helping them to get customers through real estate websites, assisting with bank-related documents so that the final customers would achieve a Mortgage Loan and follow that process until they sign the property. Working with high-end properties on the market and great commissions. Achieving 2 to 3 big sales per year.
SofosEnterprise Business Development Representative
Oct. 2003 - Apr. 2006Carabobo Area, VenezuelaMy first Suit & Tie / Tech job. Here I was calling companies to look for projects on SAP R1, doing discovery calls, having meetings with C-Levels and getting financial info to check if they have a budget for an expensive project of SAP Licenses and 12 to 18 months of Consulting. I developed the pipeline and sales forecasts for the new Israel product purchased by SAP, SAP B1.
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