Faja de Oro, México, Mexico
MBA, Industrial Engineer and Specialist in Corporate Finance. Sharp analytical mind. Good skills in listening to and understanding people’s needs in order to deliver them feasible high-value recommendations to address their problems or challenges.
• Corporate Challenge: Increase the deal´s ticket by offering a multi-pillar proposal and improve the close rate. • Professional Challenge: Close Rate of developed Big Deals >= 50% • Strategy: Translate the technological capabilities of the applications into business conversations with the customer’s C-level. Deep understanding of the business drivers, which are provided by the technology, that offers financial benefits that are needed for a Project Evaluation. Strong relationship with the customer C-level, team leadership among Latin American peers, rapid understanding of the customer´s industry and business strategy, focus on key decisions and make decisions works, practical alignment between Oracle´s applications portfolio and the customer needs, convincing financial models which help the customer to understand the proposed business initiatives´ economic benefits, high impact presentations as an executive approach to show the strategic sources of value in applications and technology, continuous readiness of Oracle´s products, networking with product specialists. • Results: I was directly requested by either the Country Managers or the Sales Directors of Tier 1 and Tier 2 countries (Brazil, México, Chile, Colombia, Argentina) to support their strategic value-based selling processes . During this period of time I helped the company to close more than $150 M USD across Latin America. Oracle´s Top Talent Executive.
• • Corporate Challenge: Increase the ticket of the Apps Value Selling Processes. Become the customer trusted technology advisor. • Professional Challenge: Help to convert the transactional deals into Big & Strategic Deals (>$5 M USD) • Strategy: Bright understanding of the Technology Industry´s value proposition, identify the source of customer strategic value in the SAP proposed products, outstanding command on financial analysis, high impact presentations to a C-level Audiences • Results: I supported deals that generated >$13 M USD. I exceeded my goal in 160%
• As Key User I implemented and defined the Controlling –SAP® CO- module, and the CO functional relationships among the rest of the ERP’s applications as well –FI, AA, SD, BPC, PM, TR-, achieving it's implementation in a record time for the banking sector: 10 months. I slashed the monthly end-period closing time for Controlling processes, and the monthly Cost Analysis Report for the Cost & Profit Centers, Bank´s Branches and Private Bank Offices as well; from three weeks to five days. I analyze the profitability of key clients - current and potential - as tools for the design of retention and attraction programs.