Alejandro Orta Goitia
Santiago de Chile
Summary
Sales and business development executive with 15 years of experience working with C suite executives driven solutions and business values into Analytics (AI/ML), ERP, ITSM, DevSecOps, Cloud SaaS platforms, and Business Intelligence environments and industries (Financial services, Manufacturing, Retail/CPG, Telco, Energy, Gov) building customer relationship through confident, honestly and adding value to the business outcomes. My experience is focused on defining and executing B2B commercial strategies, territory management, penetration of new markets, demand generation, channel management, and closure of deals using methodologies based on the valued selling process and qualification framework as MEDDICC, solution selling, into technology companies to meet local and regional goals in LATAM. With excellent interpersonal communication, presentation, persuasion, negotiation, and goal oriented. In addition to Spanish, I communicate well in English and working knowledge of Portuguese.
Overview
16
16
years of professional experience
8
8
years of post-secondary education
2
2
Languages
Work History
Senior Business Development Manager LATAM
SAS
Santiago de Chile, Región Metropolitana
05.2022 - Current
- SAS is the leader in business analytics software and services, and the largest independent vendor in the business intelligence market
- Generate qualified opportunities through prospecting a territory using Linkedin Sales
- Navigator, Zoominfo, Salesloft
- Fulfill a wide range of requests for information from prospective customers
- Qualify opportunities thoroughly and accurately forecast timeframes to close business
- Maintain a focus on incremental sales of SAS software to prospective customers
- Identifies and develops new opportunities
- 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 createscompelling proposals that effectively 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.
Territory Sales Account Manager
BMC
Santiago de Chile, Región Metropolitana
05.2019 - 06.2021
- 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, earning new business based on trust and product knowledge (Services management, automation, security, DevOps)
- Design and execute a marketing campaign to reach new market and account
- Definition and execution of campaigns that support the generation of pipeline (outreach, cold call, follow-up)
- Content design for marketing campaigns
- 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
- Overachieved annual quota
Freelance
I.T Commercial Strategy Consultant
01.2016 - 05.2018
- Developed a sales strategy for an e-learning startup company based on digital methodologies
- Define sales territories
- Define buyer persona and target accounts
- Define sales process
- Review and redesign key sales messages Sales coaching to new ISR
- 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)
South of LATAM Account Manager
Microfocus
Caracas, - por favor elegir -
08.2016 - 07.2017
- Lead and developed all the commercial cycle for COBOL/MAINFRAME solutions in south of LATAM region (Chile, Peru, Bolivia, Paraguay, Uruguay) with focus on growth and renewal into the financial services industry, with a rate of 70% achieve.
Sales Account Manager LATAM
Absolute Software
12.2013 - 10.2015
- Manage sales full cycle, solution architecture, demonstrations, RFP's influence and responses, attend conferences, support to 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, Mexico
- Colombian education government deal (3 MM US$)
- Mexican education government deal (500KUS$)
- Peru financial services (150KUS
Sales Executive
Venezuela
10.2010 - 04.2013
- Business development (Software and Consulting Services) for banking, insurance, and manufacturing sectors, generating leads of more than US1.000K and identifying and qualifying sales prospects through cold calling, networking, and relationship development
- As much as US$700K in revenue generated in Business Analytics services implementation projects to multinational CPG companies, based on SAP
- Analytics solutions
- Developed a commercial consulting training in SAP Business Analytics solutions representing an increase of 50% in sales results
- Earned a reputation for developing a consultative selling relationship with customers, earning new business based on trust and product knowledge.
BusinessObjects Sales Specialist
SAP
06.2009 - 08.2010
- Engaging pre-sales consultants to discover, identify and meet customer requirement towards achieving qualified business opportunities
- Enabling channel partners to sell SBO portfolio and support, while generating sales more than US$ 1MM
- 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.
Middleware Strategic Account Manager
Oracle
04.2007 - 05.2009
- Drive Oracle Middleware solutions and Business intelligence license revenue through prospecting, design solutions based in SOA framework, selling, and negotiating
- Manage Oracle relationship with targeted accounts (TELCOS and
- OIL&GAS)
- Positioning Oracle solutions 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-salessupport
- Leverages the Oracle sales model to maximize revenue growth and increase local market share
- Yearly quota over-achievement (2007 - 120%, 2008 - 257%)
Business Innovation Account Manager
XEROX, Venezuela
10.2005 - 03.2007
- Development business and Design Content Management Solutions strategies for Oil and Gas Industries
- 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 develop new prospects independently
- Prepare proposals that include all products and services offered by Xerox
- Global Services with an emphasis on transitioning customers into more advanced technical solutions
- Led sales process for a content management project in Oil and gas industry as a part of the corporate knowledge management program
- Trained new employees and advice on Imaging software products, technical issues, and sales techniques
Education
Big Data And Analitycs Diploma - Information Sciences
The Valley Digital Business School, Analytics
Santiago De Chile 05.2022 - Current
MBA - Administration
The Power School
05.2021 - 04.2022
Business Adminitration Specialist - Business Administration, Business
Universidad 'Santa María
Venezuela 01.1999 - 01.2001
Portugues -
Instituto De Cultura Venezolano Brasileño Portugues
01.2016 - 01.2017
English as Second Languaje - undefined
Southern Polytechnic State University
01.2001 - 01.2001
Associate of Science - Informatics
Instituto Universitario De Tecnología VenezuelaTécnico Superior Universitario En Informática
01.1987 - 01.1991
Skills
Business development strategy
undefinedTimeline
Big Data And Analitycs Diploma - Information Sciences
The Valley Digital Business School, Analytics
05.2022 - Current
Senior Business Development Manager LATAM
SAS
05.2022 - Current
MBA - Administration
The Power School
05.2021 - 04.2022
Territory Sales Account Manager
BMC
05.2019 - 06.2021
South of LATAM Account Manager
Microfocus
08.2016 - 07.2017
Portugues -
Instituto De Cultura Venezolano Brasileño Portugues
01.2016 - 01.2017
Freelance
I.T Commercial Strategy Consultant
01.2016 - 05.2018
Sales Account Manager LATAM
Absolute Software
12.2013 - 10.2015
Sales Executive
Venezuela
10.2010 - 04.2013
BusinessObjects Sales Specialist
SAP
06.2009 - 08.2010
Middleware Strategic Account Manager
Oracle
04.2007 - 05.2009
Business Innovation Account Manager
XEROX, Venezuela
10.2005 - 03.2007
English as Second Languaje - undefined
Southern Polytechnic State University
01.2001 - 01.2001
Business Adminitration Specialist - Business Administration, Business
Universidad 'Santa María
01.1999 - 01.2001
Associate of Science - Informatics
Instituto Universitario De Tecnología VenezuelaTécnico Superior Universitario En Informática
01.1987 - 01.1991
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