Digital Twin Solution for Process and Building Industries

Responsibilities:• High Tech Software Sales Process (on premise, cloud)• Implementing Enterprise Design, Engineering, Procurement and Construction Systems• Excelence in Customer Relationships• Accelerate Digital Transformation• Digital Twins Implementation

Responsibilities:• To foresee all aspects of the business (revenue and employees) in the PPM industry in the region (México & Central America).• To maintain customer relationships and loyalty.• To overpass the revenue income plan of the country.• To manage both direct and indirect sales with distributors.• Sales budget of 3.2M to 8.4M USD, with 16 direct reports and 2 distributors.Main achievements:• I doubled the income from EPC’s (over 15M USD in software and services for 8 years) for Clean Fuels Projects (both Gasoline and Diesel) from PEMEX Corporate Engineering (later on known as DCO and TRI). • I promoted and signed the largest multi-year contract ever signed in México of 4.3M USD for 5 years (2009-2013) with a single customer with IMP (Mexican Petroleum Institute), making better relationships with the government.• I increased the income over 200% coming from PEMEX by promoting, negotiating and signing an OEM Agreement with them (through PPI, formerly ITS in Houston) so that PEMEX E&P was able to invest 1M USD worth of software in 2009 to standardize its engineering models proving our company international recognition and making better government deals.• I Increased the revenue from Central American customers in about 50% from 2010 that was assigned to us by getting deals from Sherwin Williams in El Salvador, Puma Energy (Trafigura) in Nicaragua, Recope and ICE in Costa Rica, Ecotek in Panama.• I tripled the attendance of clients and prospects by creating and organizing the Mexican Intergraph Users Community by doing 2 annual events of 1-day each starting in 2008.• I improved the happiness of our employees as well as their behaviour with customers and getting a better business vision by setting up a deal with ICAMI for Improving Managerial Competences Program for my direct reports, as well as Developing Leaders Program for 3rd level of the organization.

Responsibilities:• To increase the customer base by making plan each year (the plan also included corporate contribution starting in 1999; quota was changed from booking to revenue starting in 2002).• To be able to position hardware (up to 1998) and software solutions in specific industries: oil & gas, BIM, energy and mining.• Foresee all aspects of the business (revenue and employees) in the PPM industry in the region (México).• Sales budget of 1.8M to 4.4M USD with 10 direct reports.Main achievements:• I got global recognition so that the mother company Intergraph Corporation was able to enter the offshore market (not only industrial plants onshore) by selling the first Plant Design System worldwide (inside Intergraph) for offshore platform design back in 1996/1997.• I doubled the income from plant design software by convincing the Assets from North-East Marine Region from PEMEX E&P to standardize on Intergraph design software solutions to use 3D model designs for operations & maintenance back in 1999.• I got recognition to Intergraph to be elected No. 1 Vendor of Choice for engineering software standard to be used for further engineering projects in PEMEX PEP and later on with the other 3 subsidiaries by creating and managing the team (national and international) that won the benchmark created by PEMEX E&P (among 4 competitors) back in 2003.• I set up the relationship with PEMEX PEP personnel to define and include technical specifications that resulted in the Standard/Norm/Ruling/Law Document NRF-107. Done in 2004 and published in 2005 with revisions every 5 years.• I innovated the way of doing business in Mexico by selling over 1M USD worth of services for PEMEX’s engineering projects by creating and managing the team that designed, developed and customized the application software to comply with PEMEX ruling document NRF-107 for each project.

Responsibilities:• To increase the customer base by making plan each year (starting 1995, quota included training and services).• To be able to position hardware and software solutions in specific industries: manufacturing, mechanical design and automotive-parts, government and infrastructure, mapping and cartography, utilities, oil & gas.Main achievements:• I got worldwide recognition by selling the first Windows NT based Plant Design System sold in the Americas from Intergraph in 1994.• I sold the first Plant Design System in México for a large EPC (Engineering, Procurement and Construction) company in Mexico, to ICA Fluor back in Aug/1994 (up to date ICA Fluor standardizes on Intergraph solutions).• I consolidated Intergraph as the No. 1 Industrial Plant Design Software Vendor in México and Latin America by convincing and selling another Plant Design System to Bufete Industrial (largest EPC in México) back in Apr/1996.• Establecí el récord de clientes mexicanos asistiendo a la Reunión Anual de Usuarios Internacionales de Intergraph en EUA al convencer y acompañar a 30 personas de diferentes clientes directos en 1996, manteniendo una excelente relación con ellos y mejorando su lealtad para la empresa.• I set up the record of Mexican Customers attending the Yearly Intergraph International Users Meeting in USA by convincing and escorting 30 people from different direct customers to attend in 1996, keeping and excellent relationship with them and making them loyal to the company.• I increased over 300% the sale of hardware making Intergraph be recognized in the hardware market in México by selling Windows NT Servers and high-end Workstations to both private and government institutions since 1996.

Responsibilities:• To increase the customer base by making plan each year (started with quota and commissions since 1990; quota was composed of booking of hardware and software systems without training and services).• To be able to position hardware and software solutions in specific industries: manufacturing, mechanical design and automotive-parts, government and infrastructure, mapping and cartography, utilities, oil & gas.Main achievements:• I got my first sale over 1M USD in Jul/1990 by winning the benchmark with Cerrey including hardware, software and services for boiler design and manufacturing.• I got the first sale from Intergraph to PEMEX by winning the benchmark with Corporate Administration Area to provide hardware, software and services for the Corporate Geographic Information System (SICORI) with over 1M USD in Dec/1991.• I made the relationship possible between PEMEX and SDN (Military Ministry) so that SDN was able to use the GIS system for national security purposes at PEMEX site.• I created an excellent reference account with PEMEX SICORI to get new projects later on with IFE (Elections Institute), Telmex (Telephone Company), CFE (Electric Utility), SEP (Education Ministry).• I doubled the income from the Treasure Department of Mexico City (DDF) in 1992 from the initial investment as the first cadastral application sold back in 1988, after receiving the assignment of the account in Aug/1990.• I increased the sales to other 6 companies of the SPICER Group, also belonging to DESC Group, after receiving the assignment of ETRAC (Ejes Tractivos) as a large automotive-parts fabricator since Aug/1990.• I positioned Intergraph as an important player in the mechanical, auto-parts and automotive industries.

Responsibilities:• To maintain the Northern Region customers (GIS-Grupo Industrial Saltillo, Hylsa, Vitro and Hyl).• To get new customers (without any quota or commissions yet).Main achievements:• I maintained the confidence from the customers in the solutions we sold by letting them purchase maintenance and additional seats of hardware and software for advanced computer aided design, analysis and manufacturing,• I grew the office in Monterrey, from 2 to 8 people, including sales, support and service personnel for local customers.

Responsibilities:• To learn more about the application software offerings (electronics design, mechanical design, mapping/cartography, plant design, utilities and communications, architectural design).• To Help and Support the National Sales Manager in anything needed.Main achievements:• I helped to reduce costs of hiring advanced application engineers by starting to do demos myself to customers in different application software (electronics, architectural, mechanical).• I prepared and wrote quotations and proposals to customers (both government and private).• I created strong customer relationships and created confidence in customers as trusted advisor due to superb technical knowledge that made the General Manager thinking in me to replace the Sales District Manager in Monterrey when he resigned.

Main Achievements:• Self-trained/learnt IGDS for electronics and circuit boards design (for Indetel customer), as well as for mechanical design (for Hylsa and Ford Motor Company customers), also for mapping/cartography (Dominican Republic Telephone Company, formerly CODETEL, Governments of El Salvador and Nicaragua customers), for engineering and plant design (CFE customer) and architectural design (DM Nacional and PM Steele); being able to train new customers without major investment from the company• Recognized by customers asking me to be the trainer for additional courses• Took 3-month training at the headquarters in Huntsville, Alabama during summer 1996 to avoid losing too much time from the University• Trained Systems Administration Training to CODETEL people at Dominican Republic• Set up a complete system by myself at El Salvador Government Agency

Main Achievements:• Developed an Inventory Control System to manage technical documents, application manuals and software media (magnetic tapes) reducing the cost of purchasing new ones in 50%• Self-trained of the Interactive Graphics Design System (IGDS) offering the company a new resource for customer training without any investment• Prepared and set up all software for demo purposes avoiding wasting of time from advanced customer engineers