Rodrigo Mendoza Email & Phone Number

Madrid, Es

Madrid, Comunidad De Madrid, España

Madrid Area, Spain

Looking after all channels in the SEEMEA region, my goal is to help our partners become strategic to their customers' businesses by enabling them to streamline the management of security policies while reducing the time and cost to implement network changes by up to 80 percent.Tufin leads the market in Security Policy Orchestration solutions, automating and accelerating network configuration changes while assuring security and compliance. Tufin provides IT organizations with the power to enforce security policies across complex, multi-vendor enterprise networks, whether they are physical, cloud or hybrid.

Reporting to the Global Sales and Marketing Director, I was responsible for generating and developing new business opportunities in EMEA by creating, fostering, and expanding relationships with identified channel partners and alliances.

Spain

Kinalia was my first contact with the start-up world, together with senior colleagues I had collaborated with in the past. Founded in 2014, Kinalia Soluciones brings new mobile marketing experiences closer to the mobile user, leveraging on the latest technologies around big data and geolocation. As a partner and BDM, I had the opportunity to contribute to the fist stages of the company, from defining the GTM to raising capital and engaging the first prospects.

Spain

Reporting to both the Southern Europe Sales Director and the Southern Europe Channel Director, the role involved managing all channels in Spain including VARs, VADs, MSPs, alliances and subcontractors, with a focus in generating incremental pipeline through both new and existing partners.In addition to indirect revenue generation, direct account management was also part of my responsibilities for some specific product lines and verticals. Key achievements:• Up to 2.5m€/year in new licenses. Reaching targets constantly within 90% and 125%• Bringing the channel vs direct sales revenue from 35% to 60% in less than two years• Closing the first Enterprise License Agreement in Spain at a large Systems Integrator, negotiating at C level directly with the customer• Building the Spanish Dell Software distribution Channel from the ground up (prospecting distributors, qualifying them, creating individual business plans, and enabling their teams).• Building a dedicated channel for the Security LOB in 2013, signing up and certifying new specilized partners, which already hit their targets in the first year• Implementing the Service Provider program and closing the first deals in Spain• Rolling out the Quest Partner Circle (QPC) program in 2011, migrating all named partners from the previous program, while recruiting and certifying new partners• Migrating all QPC partners to Dell Partner Direct in 2013 and recruiting new software partners from the Dell program, enabling and certifying them in the software competencies

Emea

Reporting to the Director of EMEA Channel Sales, I was responsible for generating incremental business in the Emerging Markets region (15+ countries between EMEA and India) by means of engaging with large SIs and MSPs that were not part of the Quest’s partner landscape. This net new business allowed the team to continuously overachieve its target, thus becoming the most profitable BU in EMEA.100% quota achievement between 2006 and 2009.The role involved:• Prospecting each region in order to find the SIs/MSPs that best aligned to Quest’s GTM• Negotiating and signing new contract frameworks (or localising worldwide ones where necessary)• Coordinating internal sales and presales forces with distributors and new partners • Creating a target account plan and a business plan with specific revenue goals for new SIs• Sales-enabling and providing high-level support for these new partners, keeping a fluent communication channel with management

Emea

Looking after 15+ countries between EMEA and India, I was responsible for keeping Quest's local distributors enabled and certified in the Performance Monitoring, Database Management and Identity and Access Management LOBs from the Quest Software portfolio.Along with this task, I was also responsible for helping our partners close large deals with their strategic customers.The role involved doing onsite customer visits, delivering technical trainings, demos and presentations, as well as acting as a public speaker in the main national vendor events.

Spain, Brazil, Mexico

I was responsible for the design and implementation of a web-based application that would manage the trading of finance products at Banco Santander. Once the application was deployed in Spain, I was tasked with the roll-out in Brazil and Mexico.The role involved coordinating the technical and functional teams of both countries with the headquarters in Madrid. Strong management skills were required along with a solid technical background and a thorough understanding of the customer’s processes.

During the first eighteen months I was responsible within a multidisciplinary team, for the analysis and design of web-based applications for a large multinational telco.Once those projects were finished I changed my role to ERP consultant (JDEdwards, financial module), working at a national logistics company. The project involved studying the customer’s order processing system and implementing it into JDEdwards.

Working for the Security and Defence department, I was responsible for the design and development of a new data model for the Radar, Command & Control division.

Master'S Degree, Computers Engineering

Last year of Master in Computer's Science as an exchange student

Engineer'S Degree, Computers Engineering