Fernando Ortega Email & Phone Number

Miami, Florida, United States

Miami, Florida, United States

Miami, Florida, United States

Miami/Fort Lauderdale Area

• Responsible for leading the business in Latin America, building the right partner ecosystem, assembling the sales team.• Leads sales team to maintain a forward, robust pipeline that ensures consistent goal achievement.• Develops new business opportunities through research, and client meetings; delivers highly effective and bespoke sales proposals in response to a client brief; generates ideas and solutions in response to clients request or pro-actively to drive revenue.• Coach and drives insight-based, customer-centric sales behaviors that results in effective campaigns that produce measurable results for clients.• Demonstrates positive, effective and productive intra-divisional actions and dialogue that promotes leadership, cooperation and growth.• Contributes to sales campaign strategy, implementation, and ongoing business strategy development through deep knowledge and understanding of the market, categories, event business, and trends.• Develops creative strategies to leverage market opportunities to address client needs.• Drives effective Sales Excellence Rhythm of Business (ROB) covering forecasting, pipeline development/management, scorecard management, GTM strategy.• Coordinates resource utilization to build customer relationships, drive sell through and retain existing business.• Works in stretch alliance with Microsoft Team throughout the region to cover the financial enterprise Market.

Ft Lauderdale , Florida

• Responsible for managing the Sales of the Microsoft Dynamics Business throughout Latin America, including a full range of software focused on delivering business insights that matter to both business leaders and their customers. The main functions for my role are, Business Management with a sales target by year of $85 million in revenue, Customers Satisfaction and Employee management. • Interfaced with customer project stakeholders, including C-level management and directors, to elicit business and functional requirements.• Established sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.• Managed and nurtured relationships with key internal stakeholders regarding current and future projects to support revenue growth, customer service goals, process efficiencies and CRM best practices.• Developed a strategic roadmap for growing the sales and distribution capabilities of LATAM focusing on industry best practices and current/emerging trends.• Managed assigned project management tasks to ensure project realization according to approved scope, budget and schedule.• Drove effective Sales Excellence Rhythm of Business (ROB) covering forecasting, pipeline development/management, scorecard management, CRM/GSX (Global Sales Experience) accuracy, top deal reviews, win/loss review.• Established a Rhythm of Business, ROB, which is set of meeting to review different topics, in each meeting we have predefined agenda, attendees and logistic. • Effectively incorporated client delivery schedules and operational changes into future revenue forecasts and revenue timeline considerations.

Venezuela

• Responsible for leading and managing the CCG business in Venezuela, providing tough leadership and strategy, resulting to winning the largest deal in Venezuela during FY13 and constant growth in the CCG business. • Executed proactive strategies aimed at building a high performance team in order to improve bench strength while focusing on attracting, developing, and retaining talent.• Collaborated with all areas of organization to ensure superior customer support and coordination of product development with strategic customer and market needs; worked across businesses within Venezuela to leverage synergy opportunities.• Developed staff through coaching, participating in client meetings, feedback, training and career path opportunities.• Utilized a comprehensive knowledge of the industry, the competition, and the client to develop and execute value added strategies that generated business and strengthened our position in the marketplace.• Defined and drove sales operations excellence by focusing on process improvements and increasing productivity within the sales team. • Managed and continuously improved the availability of information, tools, processes and systems to ensure field personnel have access to accurate and timely customer and product information.• Developed business strategy/plan (inclusive of the partner strategy) that aligns the customer’s key business initiatives with Microsoft’s business objectives in a partner portfolio approach.• Maintained and grew the retail business. During FY13 we grew 200% YOY and also closed a biggest deal in Venezuela USD 13mm with a named Account. We closed in this year 59.2% VTB, 28.8% YOY in OEM field. The entire CCG business growth was 41.5% YOY.

Venezuela

• In charge of subsidiary Corporate Accounts (CA) business strategy and execution for our SMSP Enterprise business customers, focus on revenue growth, market share, and Customer and Partner Experience (CPE) of Microsoft products and solutions in both Commercial and Public Sector accounts.• Led the subsidiary in CA customer segmentation, coverage & territory assignment, shared resource capacity planning, quota setting and territory sales planning in coordination with Field Sales Excellence organizations.• Led, drove and managed all internal activities to support the sales cycle as a thought leader from initial qualification to contract closing.• Provided guidance to partner prospects throughout the acquisition process including technical and business due diligence, contract negotiations to closure.• Communicated, implemented and executed all sales activities and strategies to maximize sales revenues in line with corporate objectives.• Provided leadership & vision to sales organization; led annual strategic planning process for group, set objectives, and support team in pursuit.• Engaged technical decision makers, product teams, policy makers, and business leaders of existing and potential customers to understand customer business & strategy.

Venezuela

• In charge of the subsidiary Dynamics strategy through all segments with special focus on revenue growth and partner execution. Doubled the Dynamics business in Venezuela during the execution.• Led the sales strategy in the Andean region for all the EPG Accounts, achieving customers like Bancaribe, Banco de Guayaquil, Empresas Publicas de Medellin, Banco Pichincha, etc .• Responsible for the creation of a solid and Robust Partner Ecosystem in Venezuela, activated in ERP and CRM as well.• Translated high level business requirements into functional and technical specifications and managed changes to such specifications through system development and quality assurance testing.• Performed problem identification & resolution for issues related to specific module(s), functional and business areas.• Engaged with project teams to gather assets, best practices and guidance from our customers in an effort to integrate and/or improve our methodologies and end customer experience.• Contributed to the overall planning and execution of projects and issue resolution including the development of approaches, identifying resources, and developing time lines.

Venezuela

• In charge of all the Pre-Sales activities within the LATAM region.• Responsible for activating indirect markets as Ecuador and Peru, recruiting the partners and building the ecosystem to maintain the business.• Built & delivered custom presentations & demonstrations to customers and prospects by matching specific client business requirements into effective technical solutions.• Identified and assessed customer business and technical requirements and positioned the company's solutions accordingly with consultative technical selling techniques.• Provided comprehensive support of the sales process, assisted sales executives with any aspects of the sales process, including but not limited to opportunity qualification, relationship building, due diligence and requirements gathering.• Leveraged relationship with operations teams to ensure excellent service delivery, leading to client satisfaction and retention.• Participated in the entire sales and implementation lifecycle; from helping to secure the sale and delivery of the solution to ensuring that sales turn into successful client projects.