Ivan Dario Giraldo Riaño

Customer Success Director/Consultant

Bizagi LATAM

Jul 2022 - Dec 2023 (1 year 6 months)

• Latam banking and public sector strategic clients growth responsible. Mexico, Central America, Colombia, and Ecuador. • Onboarding, demand to deploy model adoption, expansion roadmap planning based on customer goals, and team orchestration for execution/support/product improvement. • Trusting relationship building, executive contact point. • Avoid/manage churn rates, CSAT, NPS, Customer Lifetime Value, Days Sales Outstanding, and others. • Coaching the sales team on each step in the cycle to close healthy deals. Market trends and innovation guide. • VoC and reference success cases building. • Reporting to Global Customer Success VP in the UK.

Sales

Automation Anywhere

Oct 2021 - Jul 2022 (10 months)

• Development of new businesses through relationships at directive and executive levels. Industry, banking, retail, and telco sectors among others. • Managed fifty key existing customers and greenfield growth. • I got first place on quota achievement on H1.

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Independent Contractor - Business Development

Rocketbot

Nov 2020 - Oct 2021 (1 year)

Opening the market for a Chilean RPA software startup. Supporting demand generation, prospecting, qualification, and development of business opportunities. Achieving the fastest closing of a new business in two weeks, resulting in the third largest sale for the company.

Partner Development Specialist

Oficomco S.A.S

Jul 2019 - Oct 2020 (1 year 4 months)

I was responsible for achieving the sales quota for the business unit at a regional level, as well as for the technical and commercial enablement of the sales team. My focus was on the Digital Transformation portfolio for Colombia, Mexico, and Brazil, particularly in fostering relationships with strategic manufacturers of solutions such as Robotic Process Automation (RPA) and chatbot technologies, including Automation Anywhere, UIPath, Rocketbot, and Botmaker, as well as Advanced Analytics and automation for Industry 4.0. My strategy was aligning our DX unit on solutions that yielded significant results, strengthened the partnership with AWS, and focused on achieve RPA sales for the first time regionally. In my first year, we successfully

Advanced Services Sales Specialist

Ricoh Latin America Inc

May 2018 - Feb 2019 (10 months)

I was in charge of positioning and promotion of strategies for the new Ricoh Advanced Services portfolio focused on Digital Transformation. This includes key offerings in IT (such as Ctera, Cisco Hyperflex, Cisco Meraki, AWS Amazon Web Services, Manage Engine, and Lenovo), Analytics (Tableau and Qlik), Big Data (Cloudera), Robotic Process Automation (IBM Automation Anywhere and Kofax), Chatbots (IBM Watson), and Enterprise Content Management (Axentria, Laserfiche, SoftExperts, IBM Digital Business Automation, Records Manager, and Kofax Advanced Capture). I have also been responsible for training and supporting sales teams (direct and indirect) in Colombia on these technologies. This initiative aimed to address the existing gap in printing

Sales Consultant - Business Development

Rollup Consulting S.A

Mar 2016 - Jan 2018 (1 year 11 months)

Development and implementation of first cloud-based Analytics and Financial Planning applications - Qlik and Adaptive Insights (Workday). I obtained the first nine clients in one year, selling software licensing and subscriptions as well as consulting services, including implementing Nexsys' cloud financial planning solution in Latin America. In addition, I closed two contracts for outsourced consulting services in IBM TM1 and Cognos with an Ecuadorian business group. Compared to 2016, this represents a 50% YoY growth in billing. SPIN sales methodology training for the team and Scrum, Kanban in sales.

Member the Board/Industrial Partner/Sales Director

Arkadin

Jul 2012 - Mar 2016 (3 years 9 months)

• Supported the company acquisition and merging process. • Led the RoLatam team video collaboration sales, achieved 10x growth, and made the first big deal in the region.

Strategic Account Manager

Power Quality Solutions

May 2011 - Apr 2012 (1 year)

I developed infrastructure and electrical backup solutions for the telecommunications and financial sectors, focused on accounts with mission-critical processes in the banking and telecom sector. I exceeded sales goals by achieving 140% and 116% quota. I also implemented marketing strategies, as part of the brand and website redesign. Additionally, I was in charge of the expert section “The Challenge of Electrical Protection in Latin America,” by Datacenter Dynamics during 2011.

Technology Director

Solinoff Corporation S A

Sep 2010 - Apr 2011 (8 months)

I was in charge of launching the new technology division. The project involved establishing relationships, selecting and managing tech vendors, from physical infrastructure, active equipment, automation and home automation systems, as well as interactive and large-format displays, videoconferencing, and unified communications. Additionally, I provided training and support for the sales team and the design and architecture teams.

Commercial Manager

BMind

Jun 2009 - Aug 2010 (1 year 3 months)

• Consolidation of the education segment offer (Oracle University and Red Hat). • Creating and developing licensing and consulting businesses in Oracle information management, Quest database management solutions (Toad - Foglight - Spotlight). • Relationship with software vendors, business monitoring and demand generation strategies. • Development of business opportunities routed by a team of client executives from Intergrupo S.A. and Oracle Direct.

Oracle Product Manager

Nexsys

Oct 2007 - Mar 2009 (1 year 6 months)

• Attracted, trained, and enrolled 250 new channels opening mid market segment for Oracle Technology. • Developed a business plan with 50 to close their first deal.

Microsoft Commercial Software Initiative - Subject Matter Expert

Atento Colombia

Apr 2007 - Sep 2007 (6 months)

Duties and achievements I was responsible for training and providing commercial support in competitive strategy for Microsoft SMS&P (Small and Medium Solutions and Partners) across the Andean region, which includes Colombia, Ecuador, Peru, and Venezuela. My goal was to compete with free open-source software alternatives like Linux, Red Hat, and other distributions. During the first quarter, we exceeded our objectives by more than 200% by coaching Microsoft Account and Channel Managers in the region. I trained the sales team on handling objections and effective competitive sales techniques, and provided support in closing deals. Siebel CRM.

TN Avaya Project Manager - Presales

Telenorma Colombia S.A

Sep 2005 - Apr 2007 (1 year 8 months)

Project management and implementation of Avaya IP Office and Avaya PBX systems. VoIP consulting, support for Bosch - Avaya Tenovis legacy systems, and product training for sales team. Pre-sales.

Communications and Videoconference Support Coordinator

Siemens

Apr 2002 - Aug 2005 (3 years 5 months)

August 2004 - September 2005 Communications Senior Support Engineer Siemens Outsourcing of voice services Grupo Empresarial Bavaria. Administration of telephone network and telephone IP centrals (Siemens, Bosch and Panasonic) nationwide. Provide telephone support services at the facilities of the management of Bavaria - SAB Miller and address the technology and telecommunications needs of the members of the group's board of directors, company owners, and relatives. November 2002 - August 2004 Videoconference Network Coordinator Siemens Outsourcing of telecommunications services Schlumberger - Siemens. Manage the videoconferencing system for Ecopetrol S.A. Coordinate nationwide support and events. Responsible for the maintenance of videoc

Ivan Dario Giraldo Riaño

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Ivan's behavioral traits
Ivan's likely patterns of behavior, thought, values, and emotion. Based on the HEXACO model, OCP instrument, and Torre’s own research.