Oscar Gutierrez Pulido Email & Phone Number

Mexico City, Mexico

Mexico City, Mexico

In charge of driving IOT technical sales closure for Enterprise customers. - Drive the technical aspect of sales opportunities. Discover and address business needs and link them to technical features.- Provide customer demo of our Cloud-based dashboard and mobile Apps.- Promote API and 3rd party application integrations- Make sure all customer security questions are addressed

Mexico City Area, Mexico

In charge of opening a new market for Alchemy Systems who is the leader in the digitalization and automation of front-line worker cloud-based training within the manufacturing and retail industries.- Solution selling to drive new business generation, lead qualification and opportunity closing within a new territory (LATAM) for Alchemy; frequently interacting with high level decision-makers at the CxO, VP and Director levels.- Value selling consultant aiming to solve our prospect’s real business problems like high employee turnover, low production yields, regulatory, go-to-market challenges, compliance and workplace and food safety incidents. - Build ROI models and business justifications to replace existing training and enablement models based on increased worker productivity, less time devoted to training, reinforcement mechanisms, lower social security risk premiums and decreased worker turnover- Customer discovery, remote and in-person demonstrations, solution design, written proposal creation, contract negotiation and sales closing.- Interact with Product Line Managers and Business Unit executives to drive product localization needs including local regulation requirements as well as provide local competitive intelligence.- Create and execute local marketing programs including live demos, webinars, LinkedIn content sharing etc. to increase brand awareness, create funnel and identify MQLs.

Mexico City Area, Mexico

Managed the development and implementation of the software sales strategy aligned with company objectives by geography and account segmentation. Transitioned the sales model from a fixed model income to recurring revenue one and identified and developed the channel partners to scale this change. Strategically planned and executed the Go-To-Market actions. Built and drove team performances by providing regular direction, coaching, mentoring, constant inspiration, and leading by example. - Successfully grew by 15% Y/Y bookings and achieved 118% sales plan through effective strategy planning and partner enablement, as well as effective coordination and management of the local and regional leadership teams. - Kick started a partner transition to a software centric sales model by developing the first recurrent revenue plan for a top multinational partner.- Achieved a 31% total revenue transitioned from a fixed to a recurring revenue offering. - Significantly increased the signed Enterprise Licensing Agreements (ELAs) with a Total Contract Value (TCV) of over USD $10M by delivering comprehensive value propositions and financial ROI models to partners and sales teams. - Efficiently augmented the transition to recurring revenue by certifying 6 partners in EA sales and training 100+ individuals on new software sales programs (ELAs, Cisco ONE, Collaboration Flex Plan). - Represented the company at several major events, including IBM’s “Cumbre de Servicios”, Cisco Live!, Cisco’s EBC in San Jose, CA to create customer awareness about the latest trends.

Mexico City Area, Mexico

Drove the business development planning and execution of initiatives to grow and shape a strong customer base in IT networking and security. Managed a large and diverse customer base, driving net-new revenue, service adoption, and market penetration within the Mexican and LATAM’s markets. Developed and executed against a territory plan leading to the creation and maintenance of a robust sales pipeline for growth within our existing customer base. Oversaw numerous accounts concurrently and strategically. Accelerated customer adoption through ongoing education and engagement. - Initiated and deployed strategic marketing, sales, and partner business plans to maintain market share in Cisco’s core markets (Enterprise Routing, Switching and WLAN) and to become the most significant player in the cyber security arena. - Strategically represented the company at media and public events to establish solid engagements with strategic partners. - Upheld Cisco’s market leadership in Routing (92%) and Switching (68%) (per IDC) by leveraging key business differentiators to large opportunities and by developing a strong Tier-2 and Service Provider channel.- Successfully enhanced the WLAN market share from 58% to 62% (IDC) by focusing on mobility solutions development and by accelerating the local integration of the Meraki acquisition resulting in 30% CAGR in bookings in three years. - Constantly grew the Cyber Security funnel from $200k to $13M USD in 3 years and market share from 20% to 28% (IDC). - Established strategic alliances with security-focused partners (aka boutiques), key distributors, and SOC providers to drive revenue generation.- Launched Cisco’s first Installed Base refresh program (IBLM) across LATAM through effective planning and leadership of the international and cross-functional team of systems engineers, marketing, and product specialists.- Secured the award of Cisco LATAM’s Business Development Manager of the year in 2012 and 2015.

Mexico City Area, Mexico

Reported to the LATAM Partner Sales Director.Develop partners in LATAM to sell Cisco’s newer and most advanced technologies like Telepresence, Cyber Security, Collaboration and Physical Security. Managed a budget of more than USD $200k to co-invest in training, partner development and marketing activities.Achievements:- Developed and executed co-investment plans worth over USD $1M with 4 partners in Brazil, Mexico and Argentina, ending with a 15:1 ROI. By understanding the local sales priorities and by working with the leadership team in each partner developed an actionable MOU with each partner to fund sales and marketing development activities.- Grew partner ATP specialization for Telepresence from 0 to 6 partners in LATAM and achieved over $5M in bookings, through a collaboration model among partners, SPs and Cisco.- Successfully launched the Collaboration v4.0 system in LATAM with training, customer and media events in Mexico, Brazil, Argentina, Chile and Colombia becoming the number one player in the enterprise voice market in LATAM. - Achieved CAGR of 35% in Advanced Technology bookings, by leveraging a mixture of remote & local collaboration, and creating productive relationships with the local leaderships and channel managers of Brazil, Mexico, Argentina, Chile, Colombia and Costa Rica.

Mexico City Area, Mexico

Mexico City Area, Mexico

Master Of Business Administration (M.B.A.)

MBA

Engineer’S Degree, Computer Science And Networking

Activities and Societies: Local AIESEC chapter treasurer. Elected as Treasurer of the Computer Science Mayor Student Board, "Password".