Rafael Perez Coca Email & Phone Number

Mexico

Operations Director, analysis and control of business indicator that lead the organization to achieve targets with optimal operational cost. Financial and operation metrics (ROI, Revenue / Cost, Profit (Pre-Tax-Income), Sales efficiency (Sales cycle), Customer Satisfaction (NPS), Delivery indicators (Headcounts, Logistics, etc.).Define, promote and apply business transformation strategy / initiatives to create an excellence performance behavior by the team. Setting a constant business process improvement.Sales Executive, define and implement sales strategies based in customer needs, technological trends and sales portfolio.

Ciudad De México, México

I am collaborating as agent in Ecosystem Latin America that is a technology and business driven company adding value expanding innovative solutions in the Latin America market, based on its Partners knowledge, experience and professional contacts network.https://www.ecosystem-latinamerica.com

Ciudad De México Y Alrededores, México

* Responsible for offerings business and portfolio management across Latin America.* Executed the development and deployment of global offerings in a timely manner based on the strategy and prioritized business requirements.* Owner of Solution Design area and the transformation team to implement a new contract management system to simplify process and contribute to the revenue and market share growth.* Had 73 resources in Latin America and I worked with international teams from China, US, Switzerland, France and Austria.* 5 corporate audits rated “Satisfactory” for the process and its execution, 2 in Brazil, 2 in Mexicoand 1 in Chile.

Ciudad De México Y Alrededores, México

* Leaded the practice development integrating a cross functional and globally dispersed team of Offering Owners and Project Managers. I was on charge of leading the Offering Development practice, develop global and local Offerings and secure their deployment.

Ciudad De México Y Alrededores, México

* Had to ensure Strategy was implemented / Fill the “Execution Void”, Translated into actions.* Communicate it throughout the organization; Help the effective actions out in place to execute it; Facilitate the Executive team to deliver faster and better decisions while building strong execution capabilities.* Drive immediate change; Facilitate the change initiatives required to execute the strategy; Ensure that strategic decisions are aligned with the strategic goals.* Main Executive advisor for all Performance View and Business Indicators reported to Headquarters; Ensure all Action Items / Plans are being informed / tracked and closed as expected.* Worked as middle point with the different functions (Resource Manager Latin America, Delivery Executive, Solution Design Team, Sales Executive, Incentives Team and Business Systems).* Made business analysis to identify issues root causes and scenarios to avoid them.* Used Market Intelligence tools to perform market analysis to identify market opportunities and/or threats.

Ibm México

My key responsibilities were:* Support and execute overall growth strategy, by leading all Brand Management activities with focus on managing Sales, Portfolio and Marketing by offering (Hardware, Hardware OEM, Software Services, Managed Technical Support Services and Technical Support Offering). * Sales execution and support by offering:- Lead and support Complex Solution Managers on complex solution engagement, including customer calls. - Lead Business Development Managers / Complex Solution Managers to achieve offering sales targets.- Build sales outlook/performance view by offering interlocked with sales team.* Support pipeline management and ensure data quality.* Lead portfolio management.* Assess market information (segmentation, market size, competitors and opportunities).* Capture new service needs by interlocking with Customers, Solution & Design, Market Intelligence, Global Technology Services and Technical Support Services sales/channels team.* Ensure marketing, sales, delivery and operations readiness for new services/capabilities/offerings. * Develop and announce global/local offerings (goals, market target, solution, statement of work (SOW), business case, investments, pricing, route to market and sales enablement). * Manage offering life cycle (results tracking, offering updates and withdraw).* Lead marketing initiatives.* Internal/External communication, sales enablement/training and demand generation.I collaborated to close important projects like renewal of Walmart contract and new clients under a new maintenance approach adding managed services; Chedraui, ING, Banco de México, Pepsi, Citi Banamex, Banco Ixe, Cinemex, Santander-Produban.+ 2009 120% Signings Quota+ 2010 100% Signings Quota+ 2011 100% Signings Quota

Ciudad De México Y Alrededores, México

* Responsible for the relationship with a group of customers (Santander, Scotiabank, GNP, ING-AXA and Metlife), Built executive relationship at the top level of the organization, defined sell strategy and coverage model to increase participation in services projects. Managed direct and indirect resources to serve the client’s needs, created a communication channel between local efforts and headquarter’s (Madrid, Toronto and New York) initiatives and coordinated the sell effort of the IBM solutions, hardware, software and services.* Put in place a management system to control the opportunity identification and the sell cycle progression.* Be part of the IBM Mexico executive board and I participated in the Global accounts management system, also I had a Latin America cadence to be in sync with the opportunities progression.* Worked in a matrix report organization.Main projects:- New Outsourcing contract was close GNP after two years following this project.- Continuity and increase outsourcing contracts with Scotiabank and Metlife through the identification and development of new request services (RFS).- Infrastructure projects and services (cabling, on site and remote support for different platforms and software).- Application development services, Software factory.- Corporate license agreement.- Server Consolidation for midrange (Unix) and mainframe computer.- Storage solution.- Branches hardware infrastructure (Intel Servers).+ 2007 90% Quota – 68.8M+ 2008 100% Quota – 85.9M

Ciudad De México Y Alrededores, México

* Responsible for the relationship with a group of customers (Santander, HSBC, Banorte, Banco Azteca, GNP and Inbursa), built executive relationship at the top level of the organization, defined sell strategy, marketing and coverage model to increase participation in services projects. Managed direct and indirect resources to serve the client’s needs, created a communication channel between local efforts and headquarter’s (Madrid and London) initiatives and coordinated the sell effort of the IBM solutions, hardware, software and services.* Put in place a management system to control the opportunity identification and the sell cycle progression.* Be part of the IBM Mexico executive board and I participated in the Global accounts management system, also I had a Latin America cadence to be in sync with the opportunities progression.* Worked in a matrix report organization.Main projects:- Infrastructure projects and services (cabling, on site and remote support for different platforms and software).- Business Recovery Services.- Wincor ATM’s infrastructure hardware and services.- Application development services, Software factory.- Security solution for customer.- Corporate license agreement.- Server Consolidation for midrange (Unix) and mainframe computer.- Storage solution.- Branches hardware infrastructure (Intel Servers).+ 2005 100% Sales Quota – 69.8M+ 2006 90% Sales Quota – 42M

Ciudad De México Y Alrededores, México

* Responsible for the relationship with the Santander-Serfin’s (later Santander) middle and top executives, for the identification, qualification and close of business opportunities. Also responsible for build and control the teamwork that is responsible to offer and deliver a solution to the customer needs (Hardware, Software, Services or a mix of them).During these years I had to work with local and Spanish executives because the Santander acquisition of Serfin. Any acquisition had to be approved by the headquarters in Madrid, Spain and some of them were under an auction process.Main projects:- Infrastructure projects for the new computer site in the city of Querétaro.- Infrastructure services (cabling, on site and remote support for different platforms and software).- Wincor ATM’s solution to replace complete install base (more than 2,000 machines).- Application development services, Software factory, Treasury and Risk areas.- Security solution for customer internet access.- e-learning Services for branches training and certification.- Support services to integrate Puerto Rico & Colombia operations in México datacenter.- Datacenter migration services, movement from Mexico city to Queretaro. - Corporate license agreement (3 years contract).- Server Consolidation for mainframe computer.- Tapes solution with new robot technology.- Branches hardware infrastructure (Intel Servers) for Linux solution.+ 2001 100% Sales Quota - Cancun ’02 - 15.5M+ 2003 100% Sales Quota – 21.2M+ 2004 100% Sales Quota – 23.3M

Ciudad De México Y Alrededores, México

* Responsible for the relationship with the Bancomer’s (later BBVA Bancomer) middle and top executives, for the identification, qualification and close of business opportunities. Also responsible for build and control the teamwork that is responsible to offer and deliver a solution to the customer needs (Hardware, Software, Services or a mix of them). During these years I had to work with local and Spanish executives because the BBVA acquisition of Bancomer.Main projects:- Multivendor services for branches and corporate buildings.- Infrastructure services (cabling, on site and remote support for different platforms and software).- Business Recovery Services.- Printing outsourcing.- Application development services.- Datamart for Treasury area.- Internet Solution (credit card information on the web).- Mortgage solution (mortgage loans origination).- System Management and Security solution.- Corporate license agreement.- Messaging and Groupware solution.- Server Consolidation for midrange (Unix) and mainframe computer.- Networking hardware.- Branches hardware infrastructure (Intel Servers).- Storage high-end and mid-range.- Lap-top to Specialized Banking Division.+ 1993 Special Recognition+ 1995 100% Sales Quota – Orlando ‘96+ 1997 100% Sales Quota – Rome ’98; 27M+ 1998 100% Sales Quota – Bahamas ’99; 35M+ 1998 Fast Start – France ’98 World Cup+ 2000 100% Sales Quota – 43M

Ciudad De México Y Alrededores, México

I had under my responsibilities the administrative cycle of sales from order entry to invoice collection. I had internal relation with areas like order-entry, legal, finance, accounting, account receivable, warehouse and external relation with clients.1991 Las Hadas Administrative Conference.1992 Ixtapa Administrative Conference.

Ciudad De México Y Alrededores, México

I was under a scholarship program (Beca) and my principal responsibilities were to support the collection and administrative areas making analysis and reports.

Ciudad De México Y Alrededores, México

I was responsible to support the General Manager and external accounting firm to make all the operations and accounting reports.

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