October 2015 – July 2016 “VECTI SA de CV”
Territory Account Manager
•VECTI is a mexican company that`s have partnership with very vendors like: VMware, Netapp, IBM, Lenovo, Microsoft , Cisco, Veritas, Symantec y Redhat mainly,
•I´m was the principal sales person who is in charge of penetrate mayor customers to help VECTI to glow in accounts where they never have never sold, so my objetive or challenge is to sale $2MUSD in this FY16.
•I already have at this Q1FY16 sold $400,000 USD in new customer for Vecti like HSBC Bank, where I provide to the customer a solution to backup virtual maquines (VmWare MS) true a Netapp Storage apliance, my actual pipeline is another $500,000 USD based on new proposal to diferent customer where the offerings are based on SW Vmware (VSAM, NCX), and Converged Solutions HW (Veritas Storage, Cisco switches and Lenovo Servers).
•Also another proyect and challenge that i´m working for my actual company is to provide professional services to diferent large companies like: Grupo Televisa, Bancoppel, Grupo GNP, Profuturo who are customers that I now very well and I have sold in the past very good solutions and generate very good renevue for my prior companies, because the see Cesar like a really trusted advisor and I have earned their trust like a person in particular, that`s is one off my quialities that help me to talk directly with decisión makers into the customers.
August 2014 – August 2015 “Oracle de México”.
Account Manager Sales Solutions for Top Super Accounts
•Responsible for top Oracle Top Supper accounts solution selling, my primaries objetives are to expanding existing Oracle Portfolio HW: Enterprise Servers,nStorage Solutions, Tapes Solutions & Networking. SW : Increase the market penetration of Integration, Enterprise Service Bus, Customer Data Hub, Virtualization, Clustering and HA Solutions.
•Also as a AM is to detect, sale and quote all the IT Services for each global proposal to the customer including: Manage Services, Cloud Services, DRP, PS, Installation and Maintenace, into the existing TSA Accounts and New Estrategic Accounts.
•My roll is to be the primary contact Sale Rep in the Top Oracle Super accounts in my terrirory “Media & Entertainment and Telcos) like: Grupo Televisa, Televisa Networks and Televisa Telecomm (Bestel, Cablemas & Bestel), Grupo Carso (Telmex & Telcel), Telefonica, Axtel, Grupo FEMSA, Grupo GNP, ProFuturo, among others big customers, like grupo CARSO.
•Also another strategy objetive that is part of my roll is to penetrate and development new competence accounts (medium and large) with the entiry Oracle porfolio in the asigned territory (DF, Metropoly area, and Monterrey city).
•In my first FY in Oracle I achieve the 89% of my sales quote asigned in new sales and growing the installed base in the TOSA ($3.8 MUSD)., this results was made based on my professional – sales capabilities to winning the customer confiability thru demostrate the benefits on Oracle Solutions Portafolio and -make or become for them a really Trusted Advisor into the key customer influencers and decision makers into the customer internal organization like: CIO, CFO, CEO, etc.
•Other roll play that I`m resposable as a sales rep is to ensure that all achived sales are well documented, signed and executed for the other team members of Oracle like: PS and Delivey organization,etc to complete the sale circle and customer satisfaction in order to do the Oracle revenue recognition in the date expected.
August 2011 – September 2014 “Hitachi Data Systems Mexico”
Senior Sales Rep and Channel Account Representative
•Responsible for selling all HDS products (Hardware, Software & Services) and 3th party product through direct and indirect (channels) model into the assigned territory-accounts (Insurance, Financial, Communications, Telecommunications, Government and Monterrey Territory.
•Focus on commercializing Solutions for Virtualization, Cloud, Storage, and Big Data.
•Built alliances with specialized companies and channels for 3 party solutions (CommVault and Quantum, for example).
•My responsibilities include to Identifying which reseller or channel will be the HDS champions in each client opportunities and create a virtual district of reseller reps, Focus on face to face time with direct accounts (decision makers) and reseller reps in order to build mindshare for HDS Products, use other HDS or partner resources when appropriate to participate active in the sales circle into the direct accounts and with the resellers accounts, using very high strategic Business knowledge to make the customer advisor in the decision maker thru Effective relationship building focus on ROI and TCO to the final customer at decision levels (CIO, CEO and CFE) and for Hitachi FCT goals – achievements.
June 2010 to September 2011 “Attachmate / NETIQ”
Account Executive LA, Central America & Caribbean
•Responsible for expanding sales portfolio on four BU lines (Attachmate/NETIQ/Novell and Suse), in particular in the areas of: Cloud Computing, Identity Management, Integration, Security, Enterprise Systems and Application Management, IT Process Automation and Emulation Solutions.
•Responsible for selling the Cloud Enabling Mainframe Applications for customers like: Grupo Modelo , Servicios Liverpool, BMV, Nueva Fabrica de Vidrio (DIFA), Sanofi, Grupo ADO, NADRO, First Bank PR, Citibank PR, Jamaica, Trinidad and Tobago & Costa Rica, Puerto Rico Telephone Co (CLARO & PRT) PR, Evertec PR, Santander PR, Banco Nacional of CR..; with very important revenue achieved thru new contracts / acquisitions (software solutions and professional services) and maintenance renewals plus value added proposals like SASS.
•Implemented Strategic Account Planning discipline for this top account and for the channels who sell and support the Central & Caribbean Territory.
"AXTEL" Government Sales Director From 2008 to 2010.
•My responsibilities were the top Governments Accounts management and development with special focus increase the sales of the entire AXTEL portfolio based on Communications and Network Solutions for following Sectors: Education, Medium Ambient, Telecomm, Culture, Infrastructure, Oil and Gas.
•My contribution was a total of new $5 MUSD, on new sales closed during the FY08 and FY09; this excellent results was achieved for me (as a director of this sector) and my sales team, in the following customers: SSA, SCT, CAPUFE, SEPOMEX; PEMEX, CFE, CONAGUA, SEMARNAT, SAGARPA, SEP, TELECOM & CONALEP.
•My personal objective was and it is increasing the revenue of the organization in 35% in the Government sector, I leader a 20 direct report sales team with excellent result for the company using my 18 year experience in integration, operation and knowledge in the IT technologies.
“IBM de México” Sales End User Executive From 2007 to 2008
•Responsible for sale the entire SPL portfolio (Managed Services, Banking Solutions, Networking Solutions, and Cloud Solutions.
•Highly participated in the development of a sale strategy to penetrate the retail and financials markets with the Brand Solutions thru accounts manager and assigned partners and 3 party vendors.
•Applies the experience sales skills to engage and close opportunities with key decision makers to contribute and ensure the commitment quote assigned in the SPL.
•Ensures smooth transition from the sales stage to the delivery stage (handoff from sales team to implementation team.
“Avaya Communications” Sales Client Executive From 2005 to 2007
•Specializes in all product line and services in a assigned accounts/ territory and carries a corresponding quota. In the FY06 I achieve revenue for the company on top the quota assigned that was $1.2 MUSD. I exceeded this quote for a total of $1.8 MUSD.
•In the FY07, I achieve revenue/sales for $2.5 MUSD YTD, with new orders in products, software and services.
•As an account owner builds and grows the relationship with the customer; May also be
called on to develop and present sales proposals in new customers opportunities, identifies opportunities in current customers/accounts and typically works to close the
sale and has in-depth knowledge of a specialized product and product lines for the customers.
•As Client Executive Representative, I have the responsibility of the sales offering with a strategic focus on customer value needs and expectations. Also I was responsible for development of strategic activities like: Demand generation of service and product portfolio, Validation and qualification of the opportunity, Action plan elaboration of the client's opportunity, Proposal generation, help customer as advisor to take better decisions on the basis of his needs of business and I turn those needs into solutions.
“SUN Microsystems de México” Channel Manager and Sales Technical Manager From 2000 To 2005
As Channels Manager and Technical Manager, I develop and established a strategic business plan for
The business associates, obtaining important results as:
•Implement a new model of solution channel and covering that it allowed to evaluate the strengths and areas of each associate's opportunity, being able to determine based on their experience, knowledge of the solutions, consulting resources and investment, capacity to establish sales action plans together with the practice managers to evolve to the new model of business focused for solutions sales.
•Elaborate and formalize the sales professional services and solutions briefcase, including the list of proprietary services to be implanted exclusively by Sun; which contribute to 65% of the country quota, standardize the internal costs and the sales prices of thirds associate’s delivery services. Establish a new model of hiring professional services based on annual contracts volume, including discounts rates based on costs reduction, incrementing the Sun’s profitability as well as the associates in 20%.
“SAP México y Centro América” Pre-Sales Basis Consultant K4 From 1997 To 2000
•Collaborate with the SAP Basis consulting group, as the technical leader during 2 years of the implementation of the SAP R/3 project for the customer CFE-ASARE, beginning in 3.0F version with success upgrade to 4.0B version, being this one of the most large and successful implementations in Latin America with the biggest users number (6,500), in a landscape conformed by training, development, quality and production in a high availability campus cluster (Mexico-Guadalajara).
•Participate during the next year as Quality Assurance Technical Leader in projects, using the ASAP methodology in important implementations for industrial groups like: Grupo Desk, Grupo Maz, Grupo IUSA and Grupo GIRSA.
“AT&T / NCR de México” Pre-Sales Systems Senior Engineer From 1989 To 1997
•Achievements: Begin my professional career as scholarship during 2 years period, I lived for 6 months in the development plant in Columbia S.C. and Dayton Ohio, USA. Achieving certifications in innovative technologies like:; Unix V.4 Advanced Administrator (Columbia S.C, USA), Cisco Certified Internetwork Expert (Atlanta, USA), MCSE certification in Windows NT 4.0 server. Participate actively in benchmarks, migration projects, design and implementation LANs and WANs with excellent results that positioned NCR as one of the most avant-garde technology company during one decade in México.
•Implement with success solutions based on wireless communications using the WaveLan/Wavepoint (nets of radio frequency with technology spread spectrum) technology for different customers like:: Grupo CIFRA, Grupo Aurrera, Tiendas Gigante, Bancomer, Banamex, and Banorte.