Alejandro Orta Sr. Sales and Business Development

Senior Business Development Manager - LATAM

SAS

May 2022 - Current (4 years 5 months)

- Generate qualified opportunities through prospecting a territory using Linkedin Sales Navigator, Zoominfo, and Salesloft.
- Qualify opportunities thoroughly and accurately forecast timeframes to close business
- Maintain a focus on incremental sales of SAS software to prospective customers

Enterprise Sales Account Manager

BMC Software

May 2019 - Mar 2021 (1 year 11 months)

- Communicate with customers on a regular basis and develop strategies to ensure engagement success.
- Prepare and monitor weekly, monthly, and quarterly sales forecasts to facilitate the achievement of sales goals. (Salesforce CRM).
- Earned a reputation for developing a consultative selling relationship with customers, based on trust and product knowledge (Services management, automation, security, DevOps)

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South of LATAM Account Manager

MICROFOCUS

Aug 2016 - May 2017 (10 months)

- In charge of: Developed all the commercial cycle for COBOL/MAINFRAME solutions in south of latin america region (Peru, Bolivia, Paraguay,Uruguay) with focus on growth and renewal into the financial services industry, with a rate of 70% achieve.
Micro Focus provides innovative software that allows companies to develop, test, deploy, assess and modernize business-critical enterprise applications. With reduced cost and risk, Micro Focus' software enables customers' business applications to respond rapidly to market changes and embrace modern architectures.

I.T and Commercial strategy consultant

freelance

Jan 2016 - May 2018 (2 years 5 months)

- Developed a sales strategy for an e-learning startup company based on digital methodologies.
- Conducting evaluation and selection of a new project management solution to an engineering and construction company:
- Build and evaluation framework (process gathering, key process validation, solution requirements)

Regional Account Manager Latin America and Caribbean Region

Absolute Software

Dec 2013 - Dec 2015 (2 years 1 month)

• Manage sales full cycle, solution architecture, demonstrations, RFP's influence and responses, attend conferences, and support channels and partners in major deals.
• Conducted partner and channels sales and technical enablement.
• Supporting customers with endpoint management, security Management, service asset, mobility and system management approach.
• Training partners (OEM) and resellers (Sales and technically)
• Business Development for Peru, Chile, Colombia, Ecuador, Panama, and Mexico
• Colombian education government deal (3 MM US$)
• Mexican education government deal (500KUS$)
• Peru financial services (150KUS$)

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Senior Sales Executive - freelance

B2B Sales Executive

Oct 2010 - Nov 2013 (3 years 2 months)

- Information technology business development (Software and Consulting Services) for banking, insurance, and manufacturing sectors, generating leads in excess of USD 1 MM and identifying and qualifying sales prospects through cold calling, networking.
- As much as US700K in revenue generated in Business Analitycs services implementation projects to multinational CPG companies, based on SAP BI solutions.
- Developed a commercial consulting training in SAP Business Analitycs solutions representing an increase of 50% in sales results

• Earned a reputation for developing a consultative selling relationship with customers, earning new business based on trust and product knowledge.
• Expanded territory sales by contacti

SAP BusinessObjects Sales Specialist

SAP

Jun 2009 - Aug 2010 (1 year 3 months)

• Engaging pre-sales consultants to discover, identify and meet customer requirements towards achieving qualified business opportunities. Enabling channel partners to sell SBO portfolio and support, while generating sales in excess of US$ 1000k.
• Managing SAP BusinessObjects software products sale process and services, as well as providing business solutions at the CXO level, while exceeding quarterly quotas above US$ 500k in SMB segment.

Business Intelligence & Middleware Account Manager Venezuela Colombia

Oracle

Apr 2007 - May 2009 (2 years 2 months)

- Drive Oracle Middleware solutions and Business intelligence license revenue in through prospecting, design solutions based in SOA framework, selling and negotiating.
- Manage Oracle relationship with targeted accounts (TELCOS and OIL&GAS Companies); positioning Oracle solucions offerings; identify and manage sales opportunities to achieve quota
- Manages accounts including the entire sales process from business development prospecting and qualifications through contract negotiations, demos, poc, signing, and post-sales support.
• Leverages the Oracle sales model to maximize revenue growth and increase local market share.
• Yearly quota over-achivement (2007 - 120%, 2008 - 257%)

Business Innovation Account Manager

Xerox de Venezuela

Oct 2005 - Mar 2007 (1 year 6 months)

• Development business and Design Content Management Solutions strategies for Oil and Gas
• Industries (PDVSA)
• Support the services implementation projects to achieve revenue, profit and customer
• satisfaction plans.
• Maintain a positive relationship with the services sales force to ensure a large base of qualified prospects, as well as developing new prospects independently.
• Prepare proposals that include all products and services offered by Xerox Global Services with emphasis on transitioning customers into more advanced technical solutions.
• Sold Oil and Gas content management project as a part of Knowledge Management program
• Trained new employees and advice on Imaging and software

A

Business Development Manager

ACONTE - Business Objects

Aug 2003 - Aug 2005 (2 years 1 month)

• Develop relationship with prospects, new and existing customers via cold calling, account visits, networking events and sales presentations.
• Implement Sales strategies to include activities as: sales calls, promotions, email campaigns, and any other creative activities to drive sales.
• Challenge organizations to think "outside the box", and provide product/ service expertise to potential clients.
• Responsible for growing revenues and profitablility through client development

E

Account Manager

Equipex - SAP Partner

Jan 2002 - Aug 2003 (1 year 8 months)

- Develop opportunities for each software vendor that company represent. BMC Software IXOS Software, those are SAP´s Complementary partners.
- Communicate with customers on a regular basis and develop strategies to ensure engagement success.
- Earned a reputation for developing a consultative selling relationship with customers, earning new business based on trust and product knowledge.

B

Business Development Consultant

Baan de Venezuela, S.A.

Nov 1995 - Dec 2001 (6 years 2 months)

• Coordinating with Account Executives in identifying and targeting clients for E-business Solutions.
• Developing selling solutions for simple and complex business opportunities.
• Developing Executives and Technical Demos for Ebusiness, CRM, and Business Intelligence Solutions to prospect and clients.
• Developing Presales and Technical Training as instructor to consultant in several Latin American countries.
• Developing go-to-market strategies for E-Business and Portal solutions.
• Presales and Post Sales support in BaanERP and EBusiness solutions.

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I.T Consultant

Coopers&Lybrand consulting

Nov 1993 - Oct 1995 (2 years)

• IT consulting Practice for development projects in several industries, using different analysis and developmental methodologies.
• Familiarity with best practices and methodologies.
• Develop strategies to align IT with business goals.
• Evaluates customer business mission, objectives and requirements.
• Leads efforts to conceptualize, design and initiate projects.
• Develop and deliver executive presentations to customers outlining findings and recommendations in proposed design, implementation, and management of the identified solutions.

Alejandro Orta

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Alejandro Orta

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