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Work Background
SASSenior Business Development Manager - LATAM
May. 2022ChileSAS is the leader in business analytics software and services, and the largest independent vendor in the AI/ML and advanced analytics market. Through innovative solutions, SAS helps customers at more than 70,000 sites improve performance and deliver value by making better decisions faster. Since 1976 SAS has been giving customers around the world THE POWER TO KNOW®. • Generate qualified opportunities through prospecting a territory using Linkedin Sales Navigator, Zoominfo, and Salesloft. • Qualify opportunities thoroughly and accurately forecast timeframes to close business
• Maintain a focus on incremental sales of SAS software to prospective customers
• Identifies opportunities for business expansion and develops and manages relationships in strategic markets and accounts that further business development activity.
• Works with marketing, sales, and R&D groups to translate business development strategy into specific initiatives.
• Develops strategic direction from market information and create compelling proposals that differentiate SAS from our competitors.
• Analyzes industry trends and other market information to identify opportunities
• Proactively communicates domain knowledge to sales colleagues and other non-technical sales functions that empower the field to identify opportunities and successfully position SAS offerings.
BMC SoftwareEnterprise Sales Account Manager
May. 2019 - Mar. 2021Chile• Lead all the assigned territory commercial actions (GTM, marketing, sales) • Develop and execute strategic selling plans for the assigned accounts • Communicate with customers on a regular basis and develop strategies to ensure engagement success. • Prepare and monitor weekly, monthly, and quarterly sales forecasts to facilitate the achievement of sales goals. (Salesforce CRM). • Earned a reputation for developing a consultative selling relationship with customers, based on trust and product knowledge (Services management, automation, security, DevOps) • Design and execute a marketing campaign to reach new markets and account
• Definition and execution of campaigns that support the pipeline generation (outreach, cold call, follow-up) • Use of digital tools for lead generation and campaign creation (LinkedIn Sales Navigator, Lusha) • Sales team coordination to execute proof of concept and customized demos
• Lead negotiation to complex sales deals
• Overachieved annual quota
MicroFocusSouth of LATAM Account Manager
Aug. 2016 - Aug. 2017Caracas Area, VenezuelaMicro Focus provides innovative software that allows companies to develop, test, deploy, assess and modernize business-critical enterprise applications. With reduced cost and risk, Micro Focus’ software enables customers’ business applications to respond rapidly to market changes and embrace modern architectures. In charge of:
Developed all the commercial cycle for COBOL/MAINFRAME solutions in south of latin america region (Peru, Bolivia, Paraguay,Uruguay) with focus on growth and renewal into the financial services industry, with a rate of 70% achieve.
freelanceI.T and Commercial strategy consultant
Jan. 2016 - May. 2018Venezuela/USA/Remote• Developed a sales strategy for an e-learning startup company based on digital methodologies. • Define sales territories • Define buyer persona and target accounts • Define the sales process • Review and redesign key sales messages
• Conducting evaluation and selection of a new project management solution to an engineering and construction company:
• Build and evaluation framework (process gathering, key process validation, solution requirements) • Write a RFI/RFP • Lead an evaluation process (meeting, demos, vendors relationship)
Absolute SoftwareRegional Account Manager Latin America and Caribbean Region
Dec. 2013 - Dec. 2015(Remote)• Manage sales full cycle, solution architecture, demonstrations, RFP's influence and responses, attend conferences, and support channels and partners in major deals. • Conducted partner and channels sales and technical enablement. • Supporting customers with endpoint management, security Management, service asset, mobility and system management approach. • Training partners (OEM) and resellers (Sales and technically)
• Business Development for Peru, Chile, Colombia, Ecuador, Panama, and Mexico • Colombian education government deal (3 MM US$)
• Mexican education government deal (500KUS$) • Peru financial services (150KUS$)
Sales ExecutiveSenior Sales Executive - freelance
Oct. 2010 - Nov. 2013Venezuela• Information technology business development (Software and Consulting Services) for banking, insurance, and manufacturing sectors, generating leads in excess of USD 1 MM and identifying and qualifying sales prospects through cold calling, networking, and relationship development.
• As much as US700K in revenue generated in Business Analitycs services implementation projects to multinational CPG companies, based on SAP BI solutions.
• Developed a commercial consulting training in SAP Business Analitycs solutions representing an increase of 50% in sales results
• Earned a reputation for developing a consultative selling relationship with customers, earning new business based on trust and product knowledge.
• Expanded territory sales by contacting new clients
SAPSAP BusinessObjects Sales Specialist
Jun. 2009 - Aug. 2010Caracas, Venezuela• Engaging pre-sales consultants to discover, identify and meet customer requirements towards achieving qualified business opportunities. Enabling channel partners to sell SBO portfolio and support, while generating sales in excess of US$ 1000k.
• Managing SAP BusinessObjects software products sale process and services, as well as providing business solutions at the CXO level, while exceeding quarterly quotas above US$ 500k in SMB segment.
OracleBusiness Intelligence & Middleware Account Manager Venezuela Colombia
Apr. 2007 - May. 2009• Drive Oracle Middleware solutions and Business intelligence license revenue in through prospecting, design solutions based in SOA framework, selling and negotiating.
• Manage Oracle relationship with targeted accounts (TELCOS and OIL&GAS Companies); positioning Oracle solucions offerings; identify and manage sales opportunities to achieve quota • Manages accounts including the entire sales process from business development prospecting and qualifications through contract negotiations, demos, poc, signing, and post-sales support.
• Leverages the Oracle sales model to maximize revenue growth and increase local market share.
• Yearly quota over-achivement (2007 - 120%, 2008 - 257%)
XEROX de VenezuelaBusiness Innovation Account Manager
Oct. 2005 - Mar. 2007Caracas, Venezuea• Development business and Design Content Management Solutions strategies for Oil and Gas
• Industries (PDVSA)
• Support the services implementation projects to achieve revenue, profit and customer
• satisfaction plans. • Maintain a positive relationship with the services sales force to ensure a large base of qualified prospects, as well as developing new prospects independently.
• Prepare proposals that include all products and services offered by Xerox Global Services with emphasis on transitioning customers into more advanced technical solutions. • Sold Oil and Gas content management project as a part of Knowledge Management program
• Trained new employees and advice on Imaging and software products, technical issues, and sales techniques
ACONTE - Business ObjectsBusiness Development Manager
Aug. 2003 - Aug. 2005• Develop relationship with prospects, new and existing customers via cold calling, account visits, networking events and sales presentations.
• Implement Sales strategies to include activities as: sales calls, promotions, email campaigns, and any other creative activities to drive sales.
• Challenge organizations to think "outside the box", and provide product/service expertise to potential clients.
• Responsible for growing revenues and profitablility through client development
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