Fundación Universidad de Carabobo (FUNDAUC)

Instituto de Estudios Superiores de Administración (IESA)

UCAB - Universidad Católica Andrés Bello

Enterprise Sales  -  Business Development  -  Strategic Alliances & Partner/Channel Sales  -  SaaS/PaaS  -  AI/ML  -  CX/CS  -  CRM  -  MDM/EMM

São Paulo, São Paulo, Brazil

Pulsus SaaS is a Top Notch Platform of Mobile Device Management (MDM) / Enterprise Mobility Management (EMM), that is certified by Google as Android Enterprise Recommended (Short List of World Class EMM Solutions endorsed by Google).
At Pulsus I am reporting directly to the CEO leading the company Go To Market Strategy to drive the  International Business Growth/Expansion, responsible for Business Development, Strategic Alliances/Partnerships/Channels and the Direct Sales Motion for Growth Hacking.
            

    
    

    
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Pulsus

Global Director of Sales & Business Development

Leading the sales execution with Key Accounts by establishing executive level relationships, cultivating existing relationships and creating additional adoption.
Orchestrating the Go To Market Initiatives to increase the market share and penetration of the Sunshine Conversations API Platform & Zendesk Core Products across the region.
Ensuring incremental growth in monthly recurring revenue (achieving Revenue and Profitability targets), new logo acquisitions and encouraging customer retention and expansion through a consultative selling approach where I understand customers' needs, use cases  and strategic plans to ensure successful deployments in phased projects (multi-year journeys).
Cross group collaboration with several areas of the organization (Marketing, Product Management, Customer Success and Strategic Alliances/Partners Division to ensure a sustainable growth & a healthy business development of my Sales Territory.
Results:  Full-FY2020: 107.76% / Full-FY2021: 155.18%
            

    
    

    
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Zendesk

Latam Senior Enterprise Account Executive

Leading Enterprise Sales for Zendesk's Sunshine Conversations Platform in Latin America.

Sunshine Conversations is an advanced messaging platform (REST APIs Platform) that empowers businesses to have more personal conversations with their customers by giving every team the same view of the ongoing conversation, the ability to engage with customers on any channel, be it for sales, service or marketing.

Latam Enterprise Account Executive

I represent Guang Yi Company Limited in Latin America.
Responsible for increasing Guang Yi´s Business/Foot Print in the region, through my extensive professional network in the IT & Telecom Industries.
- End to End/Two-Way commercial relationship with Distributors, Resellers and Carriers to Purchase and Re-Sell Smartphones, Tablets and Modems.
- Overseeing COMEX Operations (Third party Orchestration) to move the goods wherever they are required (Latam to Hong Kong and from Hong Kong to the World)
-  Planning + Establishing, Measuring and Reporting All Latam Biz KPIs to our Head Quarter in China.
Results: I was able to close business transactions for USD 3.85 Million (H2 CY2018) and 4.62 Million (H1 CY 21019)
            

    
    

    
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Guang Yi Company Limited

Latam Sales & Business Development Director

Major Responsibilities:
-  Building long lasting business relationships with new prospects and existing customers, through consultative selling techniques, discovering their needs and key initiatives to become their trusted advisor and pitching them the right solutions (needs-based selling).
-  Selling directly to Key Accounts and with/through Partners the BlackBerry SaaS Enterprise Software Product Portfolio (UEM Cloud, AI/Cybersecurity and Secure Collab. with DRM).
-  Building/Growing a healthy Sales Pipeline through targeting/prospecting/hunting new logos and pursuing cross selling, up selling and renewal opportunities on existing customers.
-  Account Planning, Co-Selling and Collaborating with Channel Partners to increase the penetration in the assigned Sales Territory, and ensuring our successful participation in Public Tenders and Enterprise RFPs.
-  Leveraging & Orchestrating targeted marketing campaigns to generate new qualified leads
Major Achievements:
-  Co-Selling & Demand Generation/Multi-touch Marketing Campaigns to quickly build up a sizeable pipeline of BlackBerry Enterprise Software Solutions.
-  Sold in: FY17 US$ 2.67M (83% quota attainment) / FY18 US$ 3.54M (~33% YoY Growth)                                                                                           
            

    
    

    
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BlackBerry

Latam Senior Sales Manager

- Responsible for Enterprise Sales @LHQ (Mobile HW & SaaS Security Solutions)
o Mobile HW Sales: Target US$ 325 M (23% above plan in 2014) & US$ 687 M (9% above plan in  2015 & 45% YoY Growth)
o Manage the commercial relationship with B2B Teams @Head Quarters of: America Movil (AMX), Telefonica and TIGO/Milicom
-  Recruited, Trained/Enabled and Managed the Enterprise Mobile Business Team in Latam (13 People in Sales, Pre-Sales and Product Management Roles)
-  Launched the Partner Program for Mobile B2B SaaS Cybersecurity Solutions + recruited/enabled the most important partners across the region (SIs, VARs/Resellers & Carriers). 65+ KNOX Resellers/Implementers in Latam.
-  Launched from scratch the KNOX Family of Products and Services in Latam positioning Latam as the most successful emerging market WW (2 Latam Subs in the Top 10)
            

    
    

    
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Samsung Electronics

Team Lead (Senior Manager) - Latam B2B Sales (IT & Mobile Division)

- Developed & Implemented the new Latam Team strategy/Organization and continue growing and evolving the partner ecosystem in Latam (launched/Implemented the most successful and high impact developer contest in RIM´s history)
-  With my team I ensured that the most important ISVs were fully knowledgeable of BlackBerry Platform & help most important local brands building their apps for BlackBerry
-  I led a team of 4 Full Time Employees and 2 vendors (total 6 people)
-  Launched BlackBerry Applications Store ensuring a successful go to market and Led the Carrier Billing Integration Projects America Movil &Telefonica (leading to exponential downloads growth)
-  In Brazil I worked on a Mobile Payments Project with Claro, Bradesco, Mastercard and G&D (Giesecke & Devrient). I interacted with key internal & external stakeholders to secure all operational aspects required to successfully go to market were taken care
-  83% of the Top Brands across all major markets under my responsibility, were engaged and completed B2C Apps/Services on BlackBerry heavily promoting them
            

    
    

    
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Latam Head of Strategic Alliances & Business Development

- I launched the new partner program and built from scratch the Partners Ecosystem for BlackBerry in Latin America (SIs, VARs & ISVs). I did the Partner Engagement, Recruitment and secured Enablement/Certification of 207 partners ensuring they were able to:
o Develop Line of Business Solutions built for BlackBerry
o Sell, Implement & Support BlackBerry Enterprise Server
o Engage directly with Enterprise Customers and Carriers across the region
-  Sold 40.000+ devices running mobile solutions in Enterprise (Revenue Generated > US$ 10M). This partner Ecosystem generated 57+ success stories in different verticals across the Top 7 markets of Latin America, positioning BlackBerry as the absolute leader in the B2B Solutions Arena.
            

    
    

    
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Latam Sr Alliances & Business Development Manager

Nurturing and Leveraging the strategic partnership/relationship with the Telefonica Carrier Group, orchestrated and  launched the full blown BlackBerry Portfolio of Devices and Services across 14 countries, managing to position BlackBerry as the Smartphones Market Leader back in 2007.
Designed &  Supervised the Execution of key Go to Market Initiatives & Online/Offline Multi-Touch Marketing Campaigns to drive BlackBerry sales in Enterprise, Commercial and SMB segments not only with Telefonica but with other 3 Carriers (TIM Brazil, Entel Chile and Personal Argentina).
During my tenure, We managed to Grow the business 30%+ QoQ (4 Quarters in a row).
            

    
    

    
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Sr Carrier Sales/Relationship Manager for Telefonica Latam (14 countries)

- I planned, defined and executed the regional Go to Market Strategies to over achieve my annual SW Sales Target = $25,9 MM in Microsoft core products across Colombia, Ecuador, Peru and Venezuela, with my team I managed to grow faster than all Latam Subsidiaries in Small Business (19% YOY Growth) and finished the year 7% above plan (~ 24% of MS business in the Andean Region)
o Pillars to Succeed:
-  Effective implementation of a campaign called “Build Your PC” that helped to increase the Win Pro Mix up to 59% and to have the best Office attached rate in the World = 60%
-  Broad Channel training and engagement through distributors and additional third parties. We reached directly 3100+ System Builders in 4 countries + sponsored all major Distributors´ road shows
            

    
    

    
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Microsoft

Partner Development Manager Andean Region (COL-VEN-PER-ECU)

Through careful follow up and execution of the Annual Plans with my 12 Managed Partners + plus broader programmatic training and engagement of 70 Tele-Managed Partners, I was able to:
-  Grow Managed & Tele-Managed Revenue 35% YOY, contributing to 65% of the total sales in Mid-Market
-  I grew partner satisfaction (NSAT) more 37% YOY mainly due the implementation and justification of the TPAM Position

Partner Account Manager VARs/System Builders

- All formal Interactions with relevant audiences like IT Pros, Developers, Journalists and Key Decision Makers from all segments for Demand Generation, Training and Product Launches were planned and executed through my department/team (12 direct reports)
-  I managed to execute more than 720 Events per year saving up to 9% due economies of scale. We generated more than 960 qualified leads and trained 1300+ people from channels in the first year, and more than 21.800 people in total came to Microsoft Events in 2 years
-  I implemented a framework/service to measure effectiveness and satisfaction with  Microsoft Events that was recognized as a WW best practice for replication by HQ
            

    
    

    
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Marketing Services Manager

- Territory of 1200+ Accounts from 50 PCs to 1500 PCs, and my challenge was to sell US$ 6.3 Million in Microsoft core products through Microsoft Partners and Deploying Programs/Campaigns/Demand Generation Events to prospect and drive business opportunities though a team of 5 Insight Sales that were directly reporting to me
Results:
-  I increased open license penetration from 50% to 65%
-  I grew Insight Sales Team from 1 to 5 people increasing 170% YOY the revenue generated through this team
-  Achieved 80% of my Revenue target at the end of the first fiscal year 
            

    
    

    
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Angel Aldana

Angel Aldana