Luis Fernando Rodríguez Guerrero
Bogotá
Summary
Experienced high-tech professional with a proven track record of guiding customers through digital transformation in the LATAM market. Possesses deep knowledge and experience across multiple industry segments. Highly skilled in Enterprise Software, Cloud, Sales, Partner Management, CRM, and Go-to-market Strategy. Expertise in designing and implementing business strategies and driving business development to achieve short and mid-term results. Proven ability to develop high-performance teams through effective coaching and direction. Strong interpersonal skills, enabling the creation of excellent internal and customer relationships. Results-oriented, adept at managing high-pressure environments, self-motivated, adaptable to change, and eager to embrace new challenges and opportunities for learning. Consistently surpasses annual sales quotas and possesses an advanced level of English.
Overview
19
19
years of professional experience
Work History
Territory Sales Account Manager
Dell Technologies
12.2021 - 06.2024
- Strategically build and nurture robust customer relationships in the field, ensuring an exceptional customer experience for both existing and potential clients
- Develop a profound understanding of clients' business objectives and solution requirements
- Drive an increase in share of spend across the Dell Technologies portfolio, covering a spectrum of technology solutions, including servers, storage, networking, software, security, and led services
- Take ownership of assigned territories and/or accounts, executing meticulous account planning and sales forecasting
- Collaborate with cross-functional resources and virtual teams to ensure seamless alignment across the organization
- Engage directly with decision-makers at client facilities, overseeing primary duties with a focus on providing sales leadership and expertise, particularly on large, sophisticated opportunities
- Achieved a sales target of 185% (18.5M) for FY22
- Achieved a sales target of 140% ($28M) for FY23
- Achieved a sales target of 118% ($18M) for FY24.
LATAM Sales Executive
Darktrace
01.2020 - 12.2021
- Effectively identified and promoted Intelligent Automation (IA) Cybersecurity solutions to secure new customers in Colombia, Peru, and Central America
- Managed the entire sales cycle from initiation to closure
- Established and cultivated strategic relationships with both existing and new partners
- Conducted solution demonstrations for prospects and meticulously qualified new opportunities, contributing to the growth of the business
- Drove demand generation through webinars and events through partners
- Achieved 183% of FY21 (1.2M), with 5 new logos for LATAM.
Territory Manager
Microsoft Colombia
01.2019 - 10.2019
- Leads the Enterprise territory accounts segment into the digital age, navigating both Cloud and On-Premise solutions with a challenger mindset
- Orchestrates and guides virtual teams, comprising specialists in Modern workplace, Azure, and Dynamics solutions, ensuring the successful closure of opportunities that result in transformative business outcomes
- As a Business Relationship Owner, establishes a coalition of support with customers across IT and business sectors
- Defines specific business outcomes and acts as a Team Mobilizer and Orchestrator, effectively directing account teams and assigning clear opportunity ownership in close collaboration with partners
- Serves as a Digital Transformation Leader and champion of Operational Excellence, driving, and managing opportunities across the 4 Digital Transformation pillars and 4 Solution Areas
- Demonstrates a consistent and repeatable achievement of revenue and consumption targets
- Manages and develops territory planning, keeping the customer database updated
- Installs and develops customer service strategies, identifying new alignments with regional distribution channels to ensure seamless operational efficiency
- Achieved 130% of FY2019 and Achieved 170% in Q1 2020.
Territory Manager
SAP Colombia
01.2015 - 01.2019
- As a Territory Manager in the SAP Licenses Division, specializing in both SaaS and On-Premise solutions, I play a pivotal role in identifying sales opportunities within the SAP install base and among new customers
- My responsibilities include orchestrating commercial sales resources and partners to effectively manage sales transactions
- I work directly with customers, capturing leads, progressing them into sales opportunities, and ultimately converting them into revenue
- Functioning as a Trusted Adviser, I establish powerful relationships within the assigned territory, orchestrating activities and organizing sales of the portfolio, which encompasses ERP, Procurement, HR, CRM, SCM, and more
- I execute prospecting efforts to maximize coverage, discovering leads and opportunities through both direct and indirect channels
- Leading Territory Planning in collaboration with relevant units such as marketing, sales specialists, partner managers, and operations, I ensure a comprehensive approach to customer base management
- Additionally, I drive Pipeline Generation and Execution by developing opportunities, structuring and qualifying leads, managing the pipeline, and moving opportunities along the sales cycle to successful closure
- Previous positions include serving as a Senior Education Sales Account Manager and Partner Education Manager for North Latin America (Colombia, Ecuador, Venezuela, Central America, and the Caribbean)
- Achieved 170% of FY19 (1.3M) and achieved more than 150% of FY2015 (5M); FY2016 (5.6M); FY2017 (6M); FY2018 (6.2M).
Telco Key Account Manager
Oberthur Technologies
01.2012 - 01.2015
- Sales Account Manager for Mobile network operators in the Andean Region (Colombia, Venezuela, Ecuador, and Peru) focused on finding new business contracts, opened new business units, established and maintained long-term high-level relationships with enterprise customers to facilitate the creation and adoption of new businesses
- Drive the development and implementation of strategies-oriented sale products (SIM cards / VAS) solutions
- Achieved a target of 120% ($12M) for FY14 and 145% ($10M) for FY12.
Territory Sales Representative
Oracle
01.2010 - 01.2012
- Work as Territory Account Manager focused on small and medium business retailers and distributors industries in Mexico positioning Oracle products and solutions that includes (ERP, Supply Chain, BI, HHRR and CRM)
- Leading territory plan for retail and distribution industry in Mexico, Proven sales track record in consultative solution selling
- Possess strong account management skills with CFO, CIO, CEO coverage
- Define market strategies for the assigned sales territory
- Build trusted partnerships with key business partners across Mexico that focuses on net new customer acquisition activities that deliver results and growth
- Led the negotiation process to market DEMANTRA, a software solution to predict the demand of distributors Achieved a target of 120% ($12M) for FY14 and 145% ($10M) for FY12.
Territory Account Manager
SAP Colombia
03.2009 - 11.2010
- Work as Territory Manager for SAP Enterprise accounts to the Medium Industry sector in Ecuador, Argentina, Chile, and Peru
- Identify sales opportunities within SAP install base customers and new names
- Orchestrate commercial sales resources and partners to manage sales transactions
- Work directly with customers to capture leads, progress them into sales opportunities and convert into revenue
- Orchestrate activities in the assigned territory and organize sales of the assigned portfolio (ERP & BI)
- Execute prospecting efforts to maximize coverage within the assigned territory and discovering leads and opportunities through direct and indirect
- Generated sales results of 120%, for which I received recognition as Perfect 10 in Latin America for the year 2010
- Achieved a superior performance in sales for the fourth quarter of 2009, obtaining recognition for Role Opening in 2010.
TSG Inside Enterprise Account Manager
Hewlett Packard Enterprise
01.2005 - 03.2009
- Act as the account manager for telecommunications industry in Colombia
- Understands the customer's IT and business objectives, priorities, requirements, and challenges, and adds value by implementing HP's strategy
- Accountable for pipeline building, deal closing and orchestrating the deal team
- Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business
- Develops and engages with the extended partner ecosystem to maximize HPE's presence in the account
- Other positions held: Global Sales Account Manager for Latin America - Territory Account Manager Central America
- K-talent Hewlett Packard 2008
- Q3 best sales performance September 2008
- Q2 best sales performance July 10, 2008.
Education
Strategic Marketing Specialization -
CESA - Colombia
01.2008
Bachelor of International Business -
Politécnico Grancolombiano- Colombia
01.2004
Skills
- Account Management
- Technical Sales
- Demand Generation
- Sales Strategy Leadership
- Product Demo
- IT Sales
- Field Sales
- Business Development
- Cross-Functional Collaboration
- Territory Development
- LATAM Market Knowledge
- Territory Management
- Channels and Distribution Knowledge
- Business Management
Languages
English
Bilingual or Proficient (C2)
Spanish
Bilingual or Proficient (C2)
Timeline
Territory Sales Account Manager
Dell Technologies
12.2021 - 06.2024
LATAM Sales Executive
Darktrace
01.2020 - 12.2021
Territory Manager
Microsoft Colombia
01.2019 - 10.2019
Territory Manager
SAP Colombia
01.2015 - 01.2019
Telco Key Account Manager
Oberthur Technologies
01.2012 - 01.2015
Territory Sales Representative
Oracle
01.2010 - 01.2012
Territory Account Manager
SAP Colombia
03.2009 - 11.2010
TSG Inside Enterprise Account Manager
Hewlett Packard Enterprise
01.2005 - 03.2009
Strategic Marketing Specialization -
CESA - Colombia
Bachelor of International Business -
Politécnico Grancolombiano- Colombia
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