Daniel Ortola

Executive sales professional with 30 years of experience in the IT industry, focused in leading sales teams, regionally distributed, for software companies. Today, I manage Latin America. Many years of working and travelling throughout many countries in Latin America, USA and Europe, taught me to adapt to different cultures and idiosyncrasies. I think this is a fundamental skill for the sales professional, and it is only achieved with many years of presence in the region. I lived in Mexico, Bolivia, Chile, Spain and Argentina. Responsible for building lasting relationships with large clients in all sectors, partners and channels; with the ability to develop and execute strategies in very competitive markets, driving positive change through strong leadership abilities, which translated into a strong culture of integrity, transparency and teamwork. As part of my professional career, I had full P&L responsibility experience. I was in charge of one country (Country Manager, Oracle, Bolivia) and one region (General Manager, Progress Software, South America) as head of the company, just to highlight some milestones. I’m bilingual (English + Spanish), and I have dual citizenship, from Spain and Argentina. Over the years I have developed my own methodology for handling complex business processes: It is a mix between "Spin Selling", "MEDDPICC", “TAS” and "Command of Message", in which I focus on detecting the client's business problem, who are the roles within the client (who is the decision maker, the sponsor and the End user, for example) and what differentiates me from my competition to win the project. From 2014 to 2018, as a Certified Sales Trainer, I learned and mastered the methodology to understand customer needs and challenges, and evolved from a sales professional to a trusted advisor to my customers. I have also worked as a Sales Coach for many sales representatives in Latin America. I have experience as a University professor. Since 2017 I give support classes to first year students of the Engineering and Bachelor's careers at the Instituto Tecnológico de Buenos Aires (ITBA).