Majadahonda, Community of Madrid, Spain
Passionate and committed Senior Sales Operations Executive and Business Process Expert with over 18 years of experience in different industries building solid and long-term relationships with top leaders, peers and customers. As a curious human being who embraces change as an opportunity, I adapt easily to diverse multicultural environments with different approaches promoting an excellent atmosphere at the workplace. Throughout my career I have led and contributed to the planning and execution of successful strategic initiatives with great problem-solving capabilities to achieve business growth while advocating a customer-centric mindset. Being a data-driven and business-oriented people person, I believe in the powerful combination of human capital and intelligent business through simplified processes. When I am not working, you can find me preparing for mid and long-distance triathlon races or cycling courses. Challenges reinforce, motivate and keep me inspired
➢ GTM strategy and deployment • Responsible for the territory segmentation and distribution • Participating in strategic Quota and Target-setting process as part of the global cross-functional team ✓ Awarded with high-performance recognition for the execution of the territory model in EMEA ➢ Forecasting & Reporting • Weekly forecast preparation and deal status reports for the Region. Direct report to the Sales President and leadership team • QBR´s preparation to help the C-levels to make the right decisions • Guiding and supporting sales leaders and account executives to success and target attainment ✓ Contribution to the outstanding 60% ACR growth in EMEA in FY24 ✓ Promote and ownership of the Aviso Forecasting tool and the creation of Salesforce dashboards to support the meetings ✓ Successfully launched weekly Sales Office Hours for the field. Training, advice and promotion of the best practices ➢ Deal Progression • Covering all the stages of the sales cycle from lead to booking • KPI´s identification and tracking. Risk evaluation ✓ Key contribution to enhancing the best practices in the deal setup in EMEA and globally ➢ Marketing & Partnerships Integration and Collaboration • Lead assignment and boost lead generation ✓ Succesful participation in the AWS Summit with more than 100 qualified leads
➢ Deal Execution and Forecasting • Guide, monitor, motivate and listen to a highly qualified group of Sales Managers and Operations leaders • Advocate the business transformation to a Cloud Mindset • Integration of the Customer Success Group within the new Operational LACE Model • Collecting the best Renewal Practices and setting the standard KPIs • Build an Operations Community within EMEA Services to Introduce the Global Operational model and tools • Communication to the C-Level EMEA South, the entire Sales field and Operations with new processes and tools updates • Launch of the CRM Harmony Quote as an advocate of the Sales field. Leading the Change Management activities • Deployment of the real-time forecasting tool in Sales Analytics Cloud (SAC) • Include Predictive Machine Learning in the Forecasting tool ✓ CRM Training for Business Operations and Sales teams for more than 1000 users ✓ Awarded as member of the EMEA South Renewals Operations Team ✓ Improved efficiency in Forecasting processes and meetings +15% ✓ Successful Workshops for Sales Managers across different countries. Regional best practice Award 2020 ✓ Sales Survey feedback +7% DE and +10% FC processes YoY above Global. 60% Harmony Quote adoption in the 1st year leading the ranking among all Regions ✓ Total Revenue +30% in EMEA South Region ➢ Demand Management & Sales Planning ✓ Territory Planning Practice increased by 40% vs previous year ✓ Contribution to the launch of the 1st version of Global Demand Management Framework as a standard guide to generate pipeline ➢ GM Office South Europe & Francophone Africa • Preparing C-Level meetings with Customers and Partners to reach new agreements, solve problems and build long-term relationships • Engagement between SAP and its Partners Ecosystem • Improve the long-term relations with the Partners and ensure they reach the targets. Promote meetings and events • Regional Top Deal Reviews tracking to evaluate Updates, Next Steps, and Risk
• Focus on the strategy of the Business Unit and P&L with the VP of Services. Support the achievement of the KPI’s (Revenue, Contribution, Headcount, Utilization, Project profitability) with outstanding accuracy in each forecast • Drive the engagement between Sales and Finance teams improving the quality of the pipeline • Propose and implement processes simplification and standardization by the execution of the best sales practices • GTM Set up and quota assignment for the Services Sales Team ✓Revenue growth by 40% and Sales team increased by 20% 2016-2018 ✓Spain awarded as Services Market Unit of the year In EMEA&MEE ✓Streamline the utilization and efficiency of the Consulting team close to 100% assignment ✓Pipeline health 20% improvement
• Board Committee member for bespoke business solutions and contributing to the strategy of the agency • Supported CEO of Spain with QBR´s reported to EMEA Exco • Budget and Forecast preparation. Identifying Revenue deviations and set overheads control • Member of the New Business Board team analysing the prospects and measuring the revenue impact • Fee negotiation with clients to ensure profitable agreements • Support processes automation & standardization ✓ Ideate a cost-effective Time Sheet System to measure client profitability ✓ PBT performed a sustained double digit Growth overtime 2008 -2016
• Audit team member at Santander Group • Compliance and accuracy review of financial statements proposing adjustments if needed • Risk analysis of credit lines granted to end customers ✓ Successfully launched and Implemented the Sarbanes & Oxley (SOX) audit processes