Juan Pablo Cifuentes
Industrial Engineer - Sales Leader
Bogotá,DC
Summary
Industrial Engineer with more than 24 years of professional experience. I have executive value selling experience and senior sales management experience, leading high performance teams, exceeding sales targets and building customers for life relationships with the highest satisfaction levels
Overview
23
23
years of professional experience
5
5
years of post-secondary education
1
1
Language
Work History
Sales Director
MQA
Bogota, Colombia
04.2019 - Current
- MQA is an SAP Gold Partner, Google, Vtex and Kyndryl partner https://mqa-bc.com
- Lead the sales and marketing teams
- Lead executive relations with customer C-levels and decision makers, and maintain the highest customer satisfaction levels
- Manage alliance and partner relationships with SAP, Vtex, Google and Kyndryl
- Define go to market strategy for all industries and solutions
- Manage digital sales strategy
- Responsible for marketing strategy and demand generation programs
- Meet or exceed sales and gross margin budgets
- Define new solutions and products to include in the sales portfolio
- Key Accomplishments:
- Double digit growth in cloud subscriptions
- Double digit growth in Retail-Fashion industry
- Triple digit growth in manufacturing industry
- Triple digit growth in digital sales solutions
- MQA sales team achieved the SAP LAC Award for Partner Excellence 2020
Sales Director
SAP
Bogota, Colombia
08.2014 - 03.2019
- Build and lead Sales Team responsible for driving SAP’s software and subscription revenue
- Deliver incremental New Name customers and revenue to SAP
- Define go to market strategy with partners and establish market coverage based on industry specialization and line of business focus
- Develop and execute a competitive sales business plan to drive consistent revenue streams and achieve market growth goals
- Allocate appropriate resources and targets considering territory potential, coverage needs and channel capacity & capability
- Inspire and influence internal and external stakeholders, experts and other resources not under direct control, helping to remove obstacles and goal achievement, including the Executive Sponsorship of ‘Must-Win Deals’
- Drive Digital Sales strategy, from market coverage, demand generation, pipeline management, and sales cycle progression
- Key Accomplishments:
- My team achieved year over year double digit growth in the in 2016 and 2017 and 2018
- More than 136% quota achievement in 2016, I earned the Winner Circle award in SAP
- Triple digit growth, year over year in 2017 and 2018 in Cloud subscriptions
Software Sales Snr. Manager
Oracle
Bogota, Colombia
08.2012 - 11.2013
- Manage sales team for software licenses sales, including all Oracle SW Portfolio, for Chile, Argentina, Uruguay, Paraguay and Bolivia in Oracle Direct
- Design and create business plans for distributors, value added resellers and system integrators, to expand coverage and market penetration
- Run short, medium- and long-term campaigns to promote sales and generate pipeline
- Responsible for keeping the sales team focused in the market, identifying key requirements and needs from clients and delivering the IT solutions that respond to, and exceed, value expectations from them
- Lead, execute and communicate sales strategy in order to keep sales employees motivated, creating a high performance and collaborative environment
- Responsible for weekly, monthly and quarterly forecast
- Granting weekly execution, articulating and interfacing with pre-sales and sales support teams in the countries and at the regional level
- Key Accomplishments:
- Chile licenses sales grew 113% year over year FY13 vs
- FY12
- Argentinean sales team increased productivity by seller 1.8 times
- 90% growth in the Oracle Applications portfolio
Sales Manager
IBM
Bogota, Colombia
10.2009 - 07.2012
- Services sales manager for Colombia, Venezuela, Argentina, Chile and Mexico in IBM.com
- Manage the services sales team and assure that business objectives, sales targets, SLA and growth metrics were achieved
- Forecast and execution progress communication, local and regional interface with country service areas, back office and service delivery areas
- Achieve customer satisfaction and operational excellence metrics
- Grant financial integrity, budget planning, execution and business controls attainment
- Key Accomplishments:
- New contract signings grew 119% year over year in the region 2010 vs. 2009
- Developed an on-demand contract channel, operated online. It simplified operational load for customers and increased customer satisfaction indexes
- I promoted a skilled based culture that led 80% of my team to obtain technical and sales certifications
- Customer satisfaction indexes in Mexico, Chile and Colombia increased by 9 points, by focusing on customer needs and trouble resolution procedures and easiness to operate with IBM.
Sales Manager
Lexmark
Bogota, Colombia
10.2006 - 09.2009
- Responsible for Customer Services Business Unit sales in Argentina, Chile, Colombia, Venezuela, Ecuador, Peru, and Puerto Rico
- Responsible for channel recruitment and development
- New product lunch and price management
- Responsible for spare parts and advanced service strategy and inventory management
- Responsible for warranty claims and service delivery
- Responsible for Authorized and Designated Service Providers
- Business unit P&L management and attainment
- Key Accomplishments:
- Drove services revenue growth of 39% year over year in 2009
- Signed new channel partners for spare parts sales in Colombia, Ecuador, Puerto Rico and Miami to cover Central America and the Caribbean
- Developed and implemented a marketing program for Distributors and Tier1 Partners
- Over 20 products lunched, including advanced SLA’s (Service level of agreement), outsourcing management and extended maintenance contracts in Colombia, Chile, Argentina and Peru
- Reduced costs by 28% by adjusting contracts with Service Providers
Operations Manager
Northern Business Group, Lexmark
07.2004 - 09.2006
Operations Manager
Hewlett-Packard
09.2002 - 06.2004
Direct Sales operations leader
Hewlett Packard, Compaq
07.2000 - 08.2002
Business specialist
01.2000 - 06.2000
Server Options sales specialist
07.1999 - 12.1999
Channel Marketing
06.1997 - 06.1999
Education
BBA - Industrial Engineering
UNIVERSIDAD DE LOS ANDES
Colombia 01.1994 - 12.1998
Skills
Strategic account development
Relationship building
Solution selling
Goals and performance
Territory Management
Strategic planning
Business development and planning
Coaching and mentoring
Go to Market strategies
Partnership development
Timeline
Sales Director
MQA
04.2019 - Current
Sales Director
SAP
08.2014 - 03.2019
Software Sales Snr. Manager
Oracle
08.2012 - 11.2013
Sales Manager
IBM
10.2009 - 07.2012
Sales Manager
Lexmark
10.2006 - 09.2009
Operations Manager
Northern Business Group, Lexmark
07.2004 - 09.2006
Operations Manager
Hewlett-Packard
09.2002 - 06.2004
Direct Sales operations leader
Hewlett Packard, Compaq
07.2000 - 08.2002
Business specialist
01.2000 - 06.2000
Server Options sales specialist
07.1999 - 12.1999
Channel Marketing
06.1997 - 06.1999
BBA - Industrial Engineering
UNIVERSIDAD DE LOS ANDES
01.1994 - 12.1998