Jan 2024 – Oct 2024 · 9 mos · United States · Remote

• Vicarious is a Series-B cybersecurity startup in vulnerability management, my role focused on transforming the company’s go-to-market strategy by implementing a channel-first approach.
• Restructured the U.S. sales org to streamline operations and increase efficiency. Built a $3M sales pipeline through partnerships with channel partners. On track to double 2023 revenue, from <$500K to $1M ARR
• Recruited and onboarded 3 new channel sales team members, replacing the original direct sales team, who successfully signed 30 new channel partners.
• Developed and executed a go-to-market strategy targeting MSPs, resulting in the acquisition of 10 new MSP partners that signed on a consumption-based model.
• Managed a cross-functional team, including sales, SE’s, CSR and CSE’s.
• Oversaw a total of 8 employees, with plans to scale up to 15.

Apr 2021 – Oct 2023 · 2 yrs 6 mos

• Global Solution Sales Highlights:
• Successfully delivered the go-to-market sales strategy for banking and financial services customers, achieving 30 new logos and $5M ARR within 24 months. Exceeded Net New Recurring Revenue target for FY22.
• Built a new global sales team with 3 direct reports and 20 indirect as part of a matrix org. Launched a newly formed Solution sales team responsible for selling complex offerings focusing on new business.
• Sourced and hired a new team of sales specialists, built the first sales playbook for team, and established a feedback loop with PM & PMM to drive high-velocity lead generation programs
• Incremental responsibilities in Cloud GTM starting Oct 2022:
• Full P&L ownership of Utimaco’s Cloud Alliances business. Focus on building scalable routes to market through AWS, Microsoft, Google, Huawei, and IBM to reach customers and solve their cloud security challenges. Responsible for design, build, and implementation of co-sell strategy.
• Initiated integration with Microsoft Purview leading to Utimaco's nomination to Microsoft Intelligent Security Association (MISA).
• Developed and executed a successful co-selling program that resulted in $2M in new sales.
• Launched 4 offerings across Microsoft and AWS marketplaces. Executed co-branded campaign with Microsoft which resulted in 25% increase in the pipeline for EMEA and 3 new logos worth >€500K
• Initiated, led, and orchestrated a partnership with a competitor resulting in a $1.2M deal.

Oct 2019 – Mar 2021 · 1 yr 5 mos

• Responsible for product-lead growth & driving revenue through development of new PaaS/IaaS/SaaS offerings. Reporting to CTO.
• Orchestrated & successfully executed the acquisition of UK-based startup MYHSM.com after presenting a “Buy vs Build'' business case.
• Established a strategic technology partnership with which helped consolidate Utimaco's presence in B&FS.

Apr 2018 – Oct 2019 · 1 yr 6 mos

• Over-achieved team revenue target (127%) during first FY. Recognized as Global Sales Leader of the Year.
• Established first customers in the PNW region. Sourced, hired, trained AE to take over.
• Earned 2 major new accounts in the first six months: An EV Manufacturer and a global consumer electronics company who replaced competitors' products with Utimaco.
• Negotiated and closed record deal with OEM account that had been in the pipeline for 2+ years.

Nov 2016 – Apr 2018 · 1 yr 5 mos · San Francisco Bay Area

• Produced comprehensive sales & marketing collateral, including case studies, thought leadership articles, sales tools, and industry analyst reports which lead to receiving a technology innovation award by Frost & Sullivan.
• Developed strategy and roadmap for global GTM training. Created, delivered and trained teams on product knowledge, customer engagement and role-specific skills.
• Partnered with Field Sales & ISR teams to define lead journey process between marketing, sales and channel partners. Developed and implemented the company’s first lead rating & scoring model.
• Implemented summer internship programs and built a new team (“Marketing Lab”). This new approach to talent attraction resulted in marketing team receiving an award from MarTech Conference for its innovative org chart.
• Executed the integration of mkt automation (HubSpot) and CRM (Salesfoce).
• Shaped new hire training process. Improved content delivery leading to a smoother onboarding.

May 2016 – Nov 2016 · 6 mos · San Francisco Bay Area

• Designed and executed the highest rating digital demand generation programs leading to a 5X increase in qualified meetings (SQL).

Nov 2014 – Oct 2015 · 11 mos

• Responsible for generating demand (acquisition), maintaining the leadership and level of sales in Mexico, Central America and Caribbean territory for the Identity Assurance Business unit.
• During this role I was involved in the following projects:
• ● IT Security: Secure Online Banking Solutions including 2FA systems with tokens (OTP & soft tokens), biometrics, adaptive detection systems, etc.
• ● Digital Identity for government employees: Converged access (physical and logical), smartcard issuance, SSO and digital certificates and PKI enablement.
• Relevant Accomplishments:
• ► Turned around low performing “Identity Assurance” division by designing marketing campaigns with increased response rate and focusing on upselling existing customers resulting in 130% growth YOY.
• ► Represented Latin America in internal product life-cycle councils where I established foundations for region-specific solutions by participating in the strategic planning and contributing to roadmap definition for future products.

Aug 2010 – Oct 2014 · 4 yrs 2 mos

• HID Global manufactures products, services and solutions related to the creation, management, and use of secure identities in a variety of markets that include physical access control; IT security (strong authentication/credential management); card personalization and government/citizen ID.
• Responsible for maintaining the leadership and level of sales for the Mexico territory. Provide services to channel partner such as on site seminars, visits to their customers (end users), project design aid and any other sales/marketing activities.
• My experience in the Identity and Access Management industry includes projects related to:
• ● Electronic Physical Access Systems, Building Automation and visitor management.
• ● RFID and Biometrics.
• ● Card Personalization and Issuance such as Employee/Student Badge ID, National & Citizen ID.
• ● IT Security: Strong Authentication (2FA), Credential Management (PKI) and Digital Identity Projects.
• Relevant Accomplishments:
• ► Increased sales by 30% in region in collaboration with three colleagues; personally achieved 160% of sales quota. Closed 3 major high value deals, including record deal of US 1MM.
• ► Recognized as HID’s Sales Person of the Year 2013, as well as Top Sales Performer for Americas and Mexico’s #1 Salesperson.

Sep 2008 – Jul 2010 · 1 yr 10 mos · Mexico City, Mexico

• AXTEL is the 2nd largest Mexican telecommunications company that provides broadband Internet, pay TV and telephony, as well as IT solutions for companies, financial institutions and government.
• As a Key Account Manager in the Corporate/Enterprise Business Unit, I was responsible for maintaining a $55 MM account and grow the relationship with the largest financial group in Mexico, Banamex, part of Citi.
• My experience in Telecom includes projects with:
• ● Landline (Fixed) Voice Services and Unified Communications (UC) equipment.
• ● MPLS networks and Fast-Ethernet connection across branches and buildings.
• ● IT Managed Services.
• My major accomplishment were:
• ► Provided customer with 15% savings in operational expenditures by developing the first “Pay-Per-Use” enterprise broadband communication system for data centers, an innovative solution to reduce data replication costs.
• ► Closed record deal, resulting in a 5 year contract worth more than US 1MM.

Jul 2007 – Dec 2007 · 5 mos · Greater Melbourne Area

• Rectifier Technologies Pacific (RTP) is a manufacturer of rectifiers and complete power systems based in Australia.
• As a sales intern I executed different activities to help the sales department improve their relationships with customers, including mapping out the current order-entry process and provide recommendations for improvement, supported the sales team by translating documents and collateral into Spanish and designed materials for new campaign.
• ► Designed new marketing brochure targeted at utilities industry.

Feb 2005 – Jun 2007 · 2 yrs 4 mos · Mexico City, Mexico · On-site

• Unisol is a is a value-added Wholesale Distributor focused in IP Technology Solutions for the Electronic Security and Telecommunications Industries in Latin America.
• I began my career in Unisol as Sales advisor / SDR and then later on as Vendor Manager for Unified Communications.
• My responsibilities included managing the relationship with vendors, developing pricebooks for reseller channel, providing subject-matter expertise to other sales advisors and resellers and delivering training & seminars to customers.
• ► Contributed to reseller channel increase of 25%.