Ignacio Ayala Courrech Email and Phone Number

Developing new and expanded business relationships with clients and business partners and selling solutions to selected accounts.

Planning and Execution of actions for solution placingAdvisory and promotion of sensitive solutions helping customers to defend and integrate mainframe z Systems with new and disruptive technologies Integration, DevOps, Private and Hybrid Cloud, open source and API for Mainframe

Mainframe Business Unit responsible and all aspects of sales cycle management for assigned maintenance renewal contract transactions.Achievements: • Developed and executed the sales strategy and brand re-positioning by defining territory and customer-specific action plans, resulting in 500% up in pipeline, re-establishing the company credibility of two key customers (Retail, Telco, Banking & Gov), and integrating a new CA’s partner to the BU’s ecosystem. • Planned and executed action plans based on business sense priorities ensuring customer retention and renewals achieving the first half goals in 105%, equivalent to 80% of planned renewals, increasing the average in 106% per customer while recovering the renewals’ overdue wallet by 15%.

Sales strategist Senior and Mainframe solutions planner, challenged on complex IT environments and security on IT. Leveraging the professional experience on project management and execution and consulting services. Managing a team of Consultants Sr.Achievements: • Created and executed an sales plan for new security and output management solutions for Mainframe market, bringing to Mexico the representation of LRS, positioning within 6 key customers (Retail, Telco, Banking & Gov) increasing the pipeline in 800% • Developed and implemented a specific project management model for the largest bank in Mexico and integrated and lead a team for Service Level Assurance services and managed the execution achieving the 4.9 satisfaction rate (on a 5 scale) ensuring 100% expected incomes.

Regional head of commercial operations, executing analysis and strategic planning of sales, managing execution and refining corporate product programs effectively according to organizational goals to increase annual revenue , focused on the portfolio of modernization, migration, development, COBOL and testing projects of application quality.Achievements: • Developed a strategy focused on existing customers, a plan to identify for new opportunities, with specific actions for each customer and for the region by offering alternatives for Mainframe Applications Modernization and supporting the existing COBOL market. Overachieving the sales goal in 180% qualifying to 100% Quota Club. • Developed a strategy of sales and penetration to new customers to position the brand at executive levels, offering Mainframe solutions obtaining the first new sale in the second largest bank and in the region plus a service project.

Responsible of new sales of Control-M and mainframe-platform customers. Including strategic planning, prospecting, direct sales responsibilities, and in collaboration with partners positioning BMC multi-platform and Mainframe solutions portfolioAchievements: • Developed and executed a regional commercial strategy through partners, exploiting strengths, industry experience and customer profile, obtaining 5 new customers in 6 months, , and a pipeline with 15 new companies, enabling an ecosystem with partners and Inside Sales in collaborative mode. • Developed and executed driven key customers strategy, focused on the contract protection, quality assurance and optimal adoption of the solutions, over achieving objectives by 125%,, increasing penetration with new solutions, displacing competition growing contracts values from 110% up to 200%. • Developed a strategy with specific action plan for those target accounts and special attention, with clear objectives to increase contract value, so I achieved an increasing by 1000% the contract value, extending the coverage from national to regional.

- Served as key team member in prospecting and developing new business, managing strategic client accounts.Main customer accounts included savings and micro-finance institutions. - Effectively offered solutions for core banking, anti-money laundering, fraud prevention, cash management andlogistics, internet and mobile banking, and banking process products.- Worked in pivotal role in the team that closed the largest cash management deal since 2006.- Utilized an aggressive timeframe to identify and qualify prospects, negotiate, and close deals within a complexmarket segment.

- Spearheaded competitive market and information management sales efforts for Central America andCaribbean.- Collaborated closely with IBM business partner to develop selling solutions, build innovative strategies, managesales, and distribute systems. - Achieved the significant milestone of exceeding first-half 2008 quota by 200%

- Held responsibility for the telecommunications vertical market in a multi-country territory, successfully directingthe largest telecommunications account in Latin America.- Created and implemented regional partner strategy/related processes for Northern Latin American region.- Earned a solid, proven history of success selling electronic business solutions and services and mainframes.- Performed research and strategic analysis to identify and manage potential major accounts and collaborationsin telecommunications market.- Operated channel partnerships and recovered a lost alliance with major partners in Venezuela and Puerto Ricowhile building a new legal and commercial frame to solidify collaborations.- Achieved designation into the President’s Quota Club in 2004, by 125%.

- Served as presales manager, holding responsibility for sales support, professional services, customer care, andtechnical advisory of all of Sterling Commerce Solutions. Specialized in mainframe and distributed systems.- Worked diligently to achieve high levels of client service satisfaction, delivering critical exchange frameworksolutions for major banking corporations. Provided critical business application support to 80+ customers.- Designed creative strategies to deliver professional services and consulting over disparate operating platforms.- Oversaw a team of technical personnel to assist in providing appropriate client delivery sales solutions.

Managed technical staff for a recognized Mexican consulting company and representative of the major software companies in USA: IBM, Candle, BMC Software, Sterling Software, Sterling Commerce, Beta, and others.Managed staff of 5 Senior Consultants; oversaw all pre-sales and post-sales resources, including customer-service conflict resolution.* Strategic Planning for product penetration and package solutions.* Customer care services* Professional services