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Rafael
Consulting Business Development | México & Centroamérica
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Competencies
Experiencia demostrada en Work Flow Automation.
Experiencia demostrada en portfolio management.
Experiencia demostrada en Customer Engagement.
Experiencia demostrada en Sales Operations.
Experiencia demostrada en Analytics.
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Summary
Consulting Business Development | México & Centroamérica buscando nuevas oportunidades
Experience
Consulting Business Development | México & Centroamérica
Spearheaded regional P&L management and revenue growth strategy across a ~$110M enterprise portfolio, ensuring profitability, pipeline health, and forecast accuracy.. Defined and executed go-to-market (GTM) strategies for enterprise accounts within the banking, retail, and consumer sectors, driving +7% YoY growth.. Structured and closed enterprise sales deals up to $8M, leading complex C-level negotiations with CIOs, CFOs, and executive committees.. Orchestrated cross-functional teams, including sales, pre-sales, architecture, and partners, to deliver Cloud, SaaS, and AI solutions aligned with digital transformation goals.. Displaced competitors such as SAP and Oracle in high-value digital transformation programs, strengthening market positioning and account expansion.
Director of Business Development
Drove enterprise sales strategy and pipeline development across LATAM, increasing deal velocity and conversion rates.. Identified and developed new business opportunities, contributing to regional revenue growth and strategic account expansion.. Supported the execution of go-to-market initiatives, aligning sales, pre-sales, and partner ecosystems.. Participated in C-level engagement processes, supporting deal structuring and negotiation in complex sales cycles.. Positioned Cloud and SaaS solutions within enterprise environments, contributing to digital transformation programs.
LAM Strategic Top Accounts
Managed a ~$210M regional portfolio with full P&L responsibility, driving retention, expansion, and enterprise revenue growth across LATAM.. Exceeded annual quotas of $100M+, managing a ~$40M pipeline through disciplined pipeline management and data-driven decision-making.. Led go-to-market strategy and commercial governance, optimizing pricing, discount strategies, and contract structuring.. Negotiated and closed multimillion-dollar SaaS and Cloud deals (up to $6M), engaging directly with C-level stakeholders.. Strengthened competitive positioning by displacing SAP, Salesforce, and Microsoft in complex enterprise technology environments.
Strategic Account Manager
Oversaw a ~$210M regional portfolio with full P&L responsibility, driving retention, expansion, and enterprise revenue growth across LATAM.. Surpassed $100M+ annual quota, managing a ~$40M pipeline through disciplined pipeline management and data-driven forecasting.. Directed go-to-market (GTM) strategy and commercial governance, optimizing pricing, discount structures, and contract negotiation.. Structured and finalized multimillion-dollar Cloud and SaaS deals (up to $6M), engaging directly with C-level stakeholders.. Enhanced competitive positioning by displacing SAP, Salesforce, and Microsoft in complex enterprise technology environments.. Governed and expanded Oracle’s top enterprise accounts in retail and consumer sectors, maximizing organic growth and long-term client value.
New Business USA, Canada, México & Central América
Built and scaled regional operations, developing a go-to-market strategy across North America and LATAM within a ~$100M addressable market.. Penetrated new markets and secured strategic accounts, closing deals up to $2M with companies such as Costco.. Designed commercial strategy and territory planning, improving pipeline quality and win rates through data-driven insights.. Led complex SaaS and omnichannel solution sales cycles, coordinating cross-functional teams and multi-stakeholder negotiations.
New Business Manager
Drove go-to-market (GTM) strategy across the U.S., Canada, Mexico, and Central America, accelerating market entry and regional expansion.. Developed and scaled the sales pipeline, generating new business opportunities and improving conversion rates in enterprise accounts.. Positioned SaaS and omnichannel solutions within the retail and consumer sectors, strengthening competitive differentiation.. Orchestrated end-to-end enterprise sales cycles, coordinating cross-functional teams and multi-stakeholder negotiations.. Cultivated strategic accounts from inception, enabling revenue growth and fostering long-term client relationships.
Country Manager & Sales Director / Artificial Intelligence
Spearheaded the expansion and market penetration of AIS Group's AI solutions, achieving substantial growth in the assigned country.. Formulated and executed strategic sales plans to drive revenue, collaborating with marketing and product teams to tailor offerings to market needs.. Established and maintained robust relationships with key clients and stakeholders, ensuring high customer satisfaction and fostering long-term partnerships.. Served key clients including: BBVA, Banorte, Grupo Financiero Libertad, Banamex City Bank, etc.
Director general
Managed full P&L of a ~$30M business unit, delivering +25% YoY growth and >40% cumulative revenue expansion.. Defined and executed go-to-market strategy for AI and advanced analytics solutions, positioning them as core drivers of digital transformation.. Structured enterprise deals averaging $4M–$5M (up to $7M), leading C-level negotiations within financial institutions and large enterprises.. Led cross-functional teams of 15+ specialists across sales, data science, and consulting to deliver AI-driven business solutions.. Implemented predictive analytics and automation frameworks, enhancing operational efficiency, risk management, and ROI for clients.. Expanded strategic accounts across banking, manufacturing, and technology sectors, strengthening long-term enterprise relationships.
SALES VICEPRESIDENT LATIN AMERICA
Directed and managed sales operations across Latin America, driving revenue growth and market share expansion in diverse markets.. Developed and implemented comprehensive sales strategies, aligning with regional market trends and customer needs to achieve business objectives.. Built and led high-performing sales teams, providing mentorship and support to enhance performance and achieve sales targets.. Fostered and maintained strong relationships with key clients and stakeholders, ensuring exceptional service and customer satisfaction.
COMMERCIAL DIRECTOR
Developed and executed comprehensive commercial strategies, driving revenue growth and market expansion.. Managed key client relationships and partnerships, ensuring high levels of customer satisfaction and loyalty.. Led cross-functional teams to optimize sales, marketing, and business development efforts, aligning them with company objectives.
DIRECTOR OF BUSINESS AND GROWTH
Spearheaded strategic initiatives to identify and secure new business opportunities, driving significant revenue growth and market expansion.. Developed and executed comprehensive business development plans, aligning with organizational goals and market demands.. Cultivated and maintained strong relationships with key stakeholders, including clients, partners, and industry influencers, to foster long-term business partnerships.. Conducted thorough market analysis and competitive research to inform strategic decision-making and identify emerging trends and opportunities.. Served key clients including: Apple, BBVA, América Móvil, General Motors de México, Grupo Bimbo etc.
Sales General Director
Led strategic sales initiatives, resulting in significant increases in annual revenue and market share growth.. Developed and implemented comprehensive sales training programs, enhancing team productivity and improving customer retention rates.. Leveraged CRM systems to analyze sales data, identifying key market trends and optimizing sales strategies for maximum efficiency.. Established and maintained strong relationships with key clients and stakeholders, driving long-term business growth and customer satisfaction.. Oversaw the recruitment, training, and performance management of a high-performing sales team, consistently achieving quarterly targets.
General Director
Directed organizational strategy and operations, ensuring alignment with long-term business goals and driving overall growth and profitability.. Implemented effective policies and procedures, enhancing operational efficiency and maintaining high standards of compliance and governance.. Managed cross-functional teams, fostering collaboration and optimizing performance to achieve key business objectives.. Developed and maintained strong relationships with key stakeholders, including clients, partners, and board members, to support organizational success.. Analyzed financial reports and performance metrics to inform strategic decision-making and resource allocation, ensuring fiscal responsibility and sustainability.
Country Manager & Sales Director / Artificial Intelligence
Spearheaded the expansion and market penetration of AIS Group's AI solutions in the assigned country.. Formulated and executed strategic sales plans to drive revenue, collaborating with marketing and product teams to tailor offerings to market needs.. Established and maintained robust relationships with key clients and stakeholders, ensuring high customer satisfaction and fostering long-term partnerships.. Served key clients including: BBVA, Banorte, Grupo Financiero Libertad, Banamex City Bank, etc.