Socio | Director Comercial en Acacia TI Servicios

Con más de 20 años de experiencia en el sector tecnológico y comercial, actualmente me desempeño como Socio y Director Comercial en Acacia TI, empresa especializada en soluciones de red, ciberseguridad, cloud computing y comunicaciones unificadas. Nuestro enfoque se centra en proporcionar respuestas innovadoras y flexibles que optimicen costos y aumenten la eficiencia operativa de nuestros clientes.

Mi trayectoria incluye una sólida experiencia en ventas, desarrollo de negocio y gestión de cuentas en el sector de las telecomunicaciones, tanto a nivel nacional como internacional. Cuento con excelentes habilidades de comunicación y una marcada orientación al cliente, lo que me permite identificar con precisión sus necesidades y generar propuestas que maximizan su productividad y rentabilidad.

A lo largo de mi carrera, he liderado y formado equipos comerciales de alto rendimiento, desarrollando estrategias complejas que requieren la colaboración de equipos multidisciplinares, cubriendo el ciclo completo de ventas: desde la evaluación de prospectos hasta el cierre de contratos. Además, me especializo en detectar nuevas oportunidades de mercado y crear alianzas estratégicas con socios internacionales para ofrecer soluciones informáticas de vanguardia.

Especialidades:

Consultoría en Comunicaciones.
Soluciones en Telecomunicaciones.
Servicios IT.
Gestión de Equipos y Ventas.
Ciberseguridad y Cloud Computing.

Juan Manuel Cazalla Rodriguez

Claro Colombia

Claro is a leading service provider of world class Digital Solutions and ICT services to businesses of all sizes around Latam region. Claro operates in 18 countries across the region, and serves more than 350.000 corporate and government organisations. 

Responsible for growing ICT and Digital Solution Claro´s business for the enterprise segment, in the Colombian North geography. Accountable for growing enterprise revenues and achieving sales targets.

Gerente Segmento Estratégico // Corporate Sales Manager

We help our clients make strategic decisions aimed at improving their value by overcoming business challenges together, from the strategic definition to the implementation of the defined actions. Nae provides organizations with personalized solutions that make it possible to manage key aspects of their operations and increase their competitiveness by providing fundamental information for decision making and improving productivity.

Responsible for growing NAE’s business in the Latin-American North Cone geography as well as for helping strategic customers to develop its key business goals and long and mid-term strategies.

Gerente de Desarrollo de Negocio // Business Development Manager

COLT Technology Services

Responsible for managing an Indirect Sales Channel with associated annual revenue of € 7.5 million. Responsibilities include: 
•Growing constantly Managed IT, Cloud, Data Centre and Telecom COLT solutions pipeline generation and sales through partners, ensuring they exceed targets every month, also driving opportunities and closing sales with limited assistance
•Develop and coach partner sales team capability to successfully sell COLT's solutions; manage executive relationships with partners and major customers
•Responsible for driving new business, building customer loyalty, supporting and promoting corporate strategy and initiatives into partner ecosystem, and developing and executing account plans for both, partners and major customers

Selected achievements:

•Exceeded sales quota by 121% in 2015, 101% in 2014, 105% in 2010 and 125% in 2009
•First place ranking in the 2009 COLT Sales League for Channel Managers in COLT Europe (Inner Circle member).
•Managed and developed the partner of the year as well as the higher BR growth partner in 2014 and 2015
•Developed and sold an Managed IT outsourcing project, one of the most important deals in 2015 in the Spanish Mid-Size Market Division, 470.000 € of Contract Value in IT components.

Gerente de Ventas TIC // ICT Sales Manager

Responsible for managing MNC’s and large local corporations with associated revenue of € 7 million per year. Lead Account Development Programs with the key focus being development and retention for existing customers and acquisition for prospects. Identifying the relevant decision makers in these complex organizations, establishing and maintaining contact with them, in order to position COLT in its added value solutions. Developed tactical plans to increase cross selling levels (Managed IT Solutions, Data and Voice) for the assigned customers. Worked in association with Marketing department to prepare customized action plans for new venture development within assigned prospecting list. Negotiating at senior (C and E) levels with all potential and existing customers.

Selected achievements:

•Contributed to a 21% increase in revenue over the previous year’s levels in Key Accounts for 3 consecutive years
•Increased the service usage rate from 60% to 85%.  (The number of customers now utilizing more than one of COLT’s services)
•Closed a 1.000.000 € - Contract Value Data Centre Services outsourcing project with a leading company in online business development, to provide it with a state-of-the-art IT platform to support its online core business
•Contributed to the selling of the most important project ever in Barcelona’s COLT office. I prepared part of the bid document for a public government institution tender to provide it with a fully managed solution to support its centralized internet access service, 80000 mail accounts, backup / storage services and network infrastructures. This was a 20 € million Contract Value project.

Gerente de Cuentas Globales // Global Account Manager

Responsible for Supervising the Pre-Sales team in the Spanish branch. I was responsible for providing technical support to fifteen Sales Representatives. Responsibilities included preparing bid documents for Managed IT & telecommunications solutions, on-site customer presentations, and post-sale project management. Major projects included: 

·	Sold and implemented an European Voice IP-VPN network, a 360.000 € of Contract Value project, to a leading industry company
·	Led the pre sales team that advised and supported a leading Spanish newspaper, Data Processing Centre outsourcing project. (540.000 € of Contract Value) 
·	Sold a 200-site MPLS VPN network to  an important Spanish Supermarket chain. (1080.000 € of Contract Value)
·	Implemented a 90-site VPN network for a leading Spain food company. (720.000 € of Contract Value)

Gerente de Ingeniería de Clientes // Pre Sales Manager

Cable & Wireless Communications

Responsible for providing strategic technical support to the Major Accounts Sales Team for IT and Telecommunications projects such as: Frame Relay, ATM or IP based VPN’s, Internet access solutions including BGP4 projects, and Hosting & Housing solutions. Preparation of Bid documents.

Consultor Preventa // Pre Sales Consultant

Procecon, S.A.

Procecon S.A. is a leading IT company offering Variable Information Laser Printing (bar codes) and software development services to the Lottery industry.  Procecon prints 40% of the Colombian lottery tickets.

I was Responsible for Procecon technical facilities which includes the printing plant and IT platform. Developed and implemented the preventive / corrective maintenance plan for the company’s entire hardware system. Coordinated the technician team (3 people) to accomplish the following functions: help desk support, business application maintenance, contract management, among others. Contributions:

•	Contributed to the implementation of ISO9000 policy at the printing plant
•	Contributed to the reducing of the plant’s operational costs by 15% using the optimisation of work shifts, supplier contracts and maintenance plans

Gerente de Mantenimiento Hardware y Software // Hardware & Software Maintenance Manager

Gerente Regional Costa Norte | Large Corporation B2B Sales Manager | Promotor de proyectos de Transformación Digital en grandes corporaciones privadas y públicas | MBA - PDE INALDE

Executive with over 20 years of experience in the ICT sector, specializing in sales, presales, and business development, with a solid international track record in Latin American and European markets. Extensive experience managing large public and private corporations customers, leading strategic commercial initiatives that deliver value to clients, shareholders, and stakeholders.  

Renowned for leadership in high-performing sales teams and the implementation of customer-centric strategies designed to maximize positive impact on customer experience and business outcomes.

A specialist in both direct and indirect sales strategies, with a proven ability to drive sustained growth, innovate in execution, and build strong relationships with clients, strategic partners, coworkers and peers.

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The Battle

Juan Manuel Cazalla Rodriguez

Edwin Morales Bermejo

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