Ayudo a empresas B2B & SaaS entre Seed y Serie A creando sus motores de Revenue en Latam

Octapus has a mission: to become the number one B2B Cybersecurity and Cloud infrastructure solution in Latin America. After an M&A of two companies with complementary services, my objective is to unify a GTM strategy for different countries on the continent. What we've done so far: -Unified commercial portfolio for Cloud & Cybersecurity services into a one single narrative. We have successfully closed new hybrid deals and proved our thesis of complementary services to be on the money. -Directed the new SaaS Akila's monetizing strategy, benchmark and product launch as well as onboarded beta testers and early adopters first cohorts. -Created a positioning & messaging strategy for both Marketing and Sales teams to attract new customers. -Completely revamped Octapus's brandbook lifting brnad perception and UX from potential customers. -Unified Growth team under one banner both for cultural cohesion and establishing a single source of information for revenue observability purposes. -Created an opportunity forecast model depending on baseline quotas with a Bottom-un process. -Hired and trained BDRs to accelerate pipeline creation rate. -Automated workflows to increase productivity and decrease average sales cycles.-We have amplified our organic presence both in Google and Linkedin to acquire higher visibility within our industry. -Launched a Paid Marketing strategy to increase TOFU potential leads

Let me do this with a bit of context. So I Begun my previous position by creating the BDR area in Melonn. We did this with an experiment of 4 people in Colombia and 4 people in Mexico. Thanks to this we increased DemGen by 28% overall in both countries. With this we proved we could scale this model, ¡We did!Also I begun aligning Marketing and Sales by creating dynamics to measure Data and having synergy in our prospect handoffs and contributed with them in the buyer persona and buyer journey mapping. With this ,we reduced the response time to our leads by half each Q (we did all this thanks to an SLA with right game rules and still workin on it). I also focused on taking my strategies through Marketing, Sales and Seller Growth to decrease siloed behaviors, increase the conversion rate through deal stages and use both BDRs as Revenue enablement teams to accelerate revenue as well as supporting marketing ops. My KRs were focused on having a one source of information for our teams, forecasting properly with a sales velocity model and I'm looking to get full adoption on new prospecting tools, increasing PPR and encourage our teams to find bigger whales. We worked with a Revenue enablement team that could help our BDRs and Reps to improve qualification and how to specifically talk to each of our prospects. By the time I Left Melonn, BDRs were responsible for 40+% closing rates from AEs (that's beautiful).

I’m doing here what I love most: building and growing a whole area in two countries. I’m designing the structure, training the people and generating demand with the help of many talented peers. Our goal is to accelerate the sales cycle and forming a strong valuable and capable team. Here are some of the things I’m doing: In Charge of creating the BDR department for MelonnIn Charge of Hiring a team of BDRs in both Colombia and Mexico and training them in sales methodologies. In charge of creating architecture and workflow logic to keep track of the area's KPIs via CRM and other tools. In charge of designing outbound strategies for demand generation for Melonn and passing the baton to Account Specialist for closing. In charge of CRO at top of the funnel and sales SLA standardisationIn Charge of increasing pipeline's current state for Account Specialists through meetings month over monthIn charge of implementing the use of tracking Gong-like tools such as Aircall and Modjo to accelerate ramping time for specialist and BDRs. Creating Topics and evaluations on teams to improve commercial speech and meeting generation rate.

I am in charge of leading a specialized sales team driven to achieve commercial monthly goals. In charge of training and powering the team in different selling techniques such as GAP Selling, Triangle selling among other selling models used in Startups. This to generate repeated operations with fast paced and great performance. In charge of achieving KPIs on the area, devising strategies to get higher engagement from customers. Achieved 55+ Tx. $2,5M MXN (average ticket) In Charge of structuring alignment between areas such as Sales, Marketing and Product in overlapping projects such as field events Aimed to conversion. Directly contributed in 90+ Tx made in Field events.Co-created the newest sales and marketing field events playbooks, structuring processes and ownership as well as KPIs.

In charge of designing the logistics and supply strategy for the company. Directing supply team’s pipelines and forecasts. In charge of opening operations in Colombia and Mexico. In charge of creating partnerships with different agents that facilitate Marcopolo’s operation towards final consumer. In charge of creating onboarding process for partners.Negotiating fees and benefits from service suppliers as well as partners within the chain of productivity. In charge of directing and implementing strategies concerted with CEO to get new business for the company.Support CEO in fundraising strategy as well as pitch deck collaboration (We raised a great amount in our first seed, pre-money) Support and collaborate in product design based on insights and B2B sales expertise.

Fortalecer alianzas y PR para mejorar posicionamiento y experiencia de marca.Consolidar la marca a través de campañas que permitan afianzar la preferencia entre los consumidores.Liderar un equipo con sub áreas de Business intelligence & strategy y Digital & media. Soportar planeación estratégica de la compañía y sus divisiones para consecución de metas. Dirigir fuerza de ventas, seguimiento y supervisión de equipo comercial a través de métricas e indicadores para la consecución de metas establecidas por gerencia.Liderar crecimiento en ventas durante dos años, resultados medibles y con tickets promedios de venta en crecimiento tanto en canal digital y tradicional. Diseñar estrategia de Marketing e innovación, Pricing y comunicación del portafolio para canales de ventas digital y tradicional. Responsable de liderar la creación y administración del canal digital de ventas a través de proceso de transformación digital, responsable de encadenar y soportar los eslabones productivos del canal para logística optima de funcionamiento. Liderar innovación de procesos organizacionales para fortalecer y aumentar las ventas del área así como ejecución y optimización de presupuesto del área.

-Dirigir y coordinar las compras a proveedores internacionales -Administrar y ejecutar el presupuesto de compras anuales de la empresa. -Coordinar logística y documentación desde origen hasta destino de la carga entre agentes logísticos, agentes de carga e intermediarios aduaneros-Planificar nacionalizaciones desde zona franca para suplir inventario en tiendas y en agencia mayorista.-Búsqueda directa de proveedores en China, Korea, Taiwan, Canada (2-3 viajes al año).-Renegociación de contratos y tarifas con proveedores internacionales dependiendo de las instrucciones de gerencia para mantener competitividad en lineas de producto.-Apertura de clientes en otros países de Latinoamérica para reexportación de mercancía.-Declaraciones a Banco de la República de operaciones internacionales a traves del IMC. -Negociación y compra de divisas con el IMC respectivo para envío de fondos al exterior.

Director y cofundador de la empresa, liderando la estrategia de mercadeo, fuimos escogidos para el programa de incubación del año 2013 en el programa de NETXP LABS Auspiciado por INNPULSA, Allí nos fue transferido el conocimiento para escalar una empresa. desarrollo de métricas de tracción y crecimiento, generador de indicadores (KPIS) para control, gestión y corrección. Director encargado del desarrollo de imagen corporativa, creación del concepto, importación y puesta en marcha de la maquinaria necesaria para que este emprendimiento se desarrollara.

Envío de Prealerts a clientes en otros países y agrupación de documentación para clientes de exportaciones. Comunicación con agentes en destino (Asia, Africa, America) con especificaciones de carga, tiempos de salida y llegada (ETD Y ETA). Seguimiento de novedades durante el transporte y recepción de cargas.