Jose Antonio Hernandez Mayobre
About
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Sales & Growth | Business Development | Go-To-Market Strategy | Driving penetration and profitability for Technology companies across LATAM
Latin America
Résumé
Jobs
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Territory Manager MidMarket/Enterprise LATAM public Remote experienceMetaMapApr 2022 - Current (4 years 2 months)- Quota attainment of 120% over a target of US$750K ARR in 2022, and 110% YTD of US$1M in 2023. - Convertion rate of +50% off accounts from Discovery stage to Closed Won. - Two strategic alliances with local partners were established in the Venezuelan territory in 2023 bringing 4 strategic end customers in the Banking sector. Responsible for Sales and Growth in Colombia, Venezuela, and the Caribbean Territory Lead sales efforts across Colombia, Venezuela, and The Caribbean, mainly in the Financial, Fintech, Insurance, Crypto, and Transportation sectors. Discover and qualify new leads. Guide opportunities through the sales funnel from initial discovery to successful closure. Upselling and Cross-selling to existing accounts. Identify and est- Regional Business Unit Leader (Remote) public Remote experiencePrysmian GroupJul 2020 - Dec 2021 (1 year 6 months)- - Commercial alliance establishment with two of the main distributors in the region, with a purchase commitment established for the entire year 2021 for a Gross Sales Value of USD 2.8M. - - Acceptance as direct suppliers of three important companies in the technology sector in the region, thanks to a B.U. strategy alignment to overcome existing tensions in the management of end customers and distributors simultaneously. Technology Solutions Business Unit Leader for Colombia and Ecuador Incorporation of the Technology Solutions Business unit of the Prysmian group into the company's local structure, reporting directly to the Headquarters. Definition of a strategic short term actionable plan, aligned with the corporation's objectives, for t
- PSales Manager LATAM (Remote) public Remote experiencePerfectVisionNov 2018 - Mar 2020 (1 year 5 months)- Increase in the region's customer base and pipeline by 50% in 2019 - Incorporation of the company as a strategic provider to main providers of telecommunications services in the region such as Claro and Telefónica. - Alignment of the company towards new market trends, according to the specific technological needs of each client. - Key Account Management (Colombia, Ecuador and Perú) Key account management and new customers development in the LATAM Technology sector. Responsible for the company’s commercial development in Latin America, focusing on Colombia, Ecuador, and Peru markets.
- AAccount Executive (Remote) public Remote experienceAdmazing CoJan 2018 - Apr 2022 (4 years 4 months)- Agreements with three of the largest digital advertising agencies in Colombia, to advertise in AdMazing in the 2H of 2018 (Starcom, Ariadna, OMD) for market leader brands, among them Alquería, CocaCola, Samsung. - Inclusion of three Enterprise accounts in the portfolio of clients in Colombia, which in 2019 have accounted for 40% of turnover in the country. Account Executive Market research, prospecting, and strategy definition/deployment for the commercialization of the platform developed by the company (SaaS) in Mid-market and Enterprise accounts. Diversification of the company's client portfolio, through the acquisition of new clients and strategic partners in new business sectors, generating interest in the deployment of campaigns in
- IKey Account ManagerICO GroupOct 2014 - Oct 2018 (4 years 1 month)- Diversification of the clients portfolio, adding 2 new strategic industry sectors (Banking and Consumer Goods) as representatives in the annual sales (10% and 15% respectively). - Sales goals accomplished by 120% (3 years average). - Key Accounts Managed share developed from 10% to 60% of the companies consolidated billing. - Key Account Manager / New Businesses and Customers Development Market study and research of the Latin American Technology sector, to determine strategic opportunities in which the company can add value to our customers with product and equipment supply, specialized services, cloud-based solutions, SaaS, and consulting, especially in the commercialization of the CRM: Salesforce and Mobile Apps development. Relationshi
- ICommercial CoordinatorICO GroupOct 2013 - Sep 2014 (1 year)- Consolidation of the company as a strategic partner of Telefónica Group. Positioning this client as the key customer of the entire organizations (sales share 80% in 2014) through the commercialization of Salesforce CRM - ICOGrouper of the year (Employee of The Year Award) with the opportunity of being relocated in one of the abroad branches of the company. - Sales and product team coordination for strategic accounts. Management of the commercial team divisions (sales and product), to attend strategic customer's business opportunities. Planning: Selection and training of each team member, planning and execution of the commercial activities (account planning, campaigns, budgets). Organization: Resource management, definition of responsibili
- IBusiness EngineerICO GroupMay 2011 - Sep 2013 (2 years 5 months)- Sales goal accomplished by 160% in 2013. - Establishment of two strategic alliances with market leader solution providers (JDSU and Alcatel Lucent), to reinforce the product portfolio and consolidate de company as a Tier 1 provider - Strategic Accounts Leader Relations: Build strong and lasting relationships with small, corporate and enterprise level clients in the Latin American Region. Establish strategic partnerships with suppliers, software developers, major manufacturers, and service providers around the globe, to provide innovative solutions suited to the customer needs. Identification of strategic business opportunities aligned with the company's interests. Operation: Deliver accurate solutions (solution discovery in the market, cu
Education
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- NMastering Sales, Selling Skills and Sales OperationsNorthwestern - Kellogg Executive Education, USAOct 2022 - Jan 2023 (4 months)
- Executive MBAInalde Business SchoolJul 2017 - Jul 2019 (2 years 1 month)
- UTelecommunications EngineeringUniversidad Católica Andrés Bello (U.C.A.B.).Oct 2005 - Oct 2010 (5 years 1 month)