Erick Esquivel
Commercial Manager Cloud Solutions - Mexico & Central America at VIVO CONSULTING- Claim this Profile
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English Native or bilingual proficiency
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Spanish Native or bilingual proficiency
Topline Score
Bio
Credentials
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Microsoft Certified: Azure Fundamentals
MicrosoftSep, 2020- Oct, 2024 -
Microsoft Certified Systems Administrator (MCSA)
MicrosoftFeb, 2004- Oct, 2024 -
Microsoft Certified Systems Engineer: Security (MCSE)
MicrosoftJan, 2003- Oct, 2024 -
Certified Information Systems Security Professional (CISSP)
(ISC)²Jan, 2004- Oct, 2024
Experience
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VIVO CONSULTING
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Guatemala
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Professional Services
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1 - 100 Employee
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Commercial Manager Cloud Solutions - Mexico & Central America
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Jan 2020 - Present
Engagement of strategic enterprise accounts’ sales and marketing strategies, business development and marketing demand generation activities for the SAP Ariba cloud portfolio of products and solutions for the banking, digital payments, and CPG industries.Lead the sales maturing strategy of opportunities creating new products, negotiation, contracts signing, pipeline management, and forecasting in compliance with the company’s internal policies and sales group.Work in collaboration with presales specialists to architect innovative, reliable, and insightful solutions that addresses customer needs. Ensure 100% of opportunities, customer interactions, and negotiation be registered in our CRM for sales operations compliance policy.Negotiate with CFO’s and CPO’s the subscription and services contracts to ensure the financial health and compliance of the business deals monetization.
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Licensing Assurance
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United States
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IT Services and IT Consulting
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1 - 100 Employee
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Business Development Manager
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Aug 2015 - Jan 2020
Built strong relationships, business development and proactive engagement understanding customer needs with current and prospective clients to find new revenue-generating opportunities.Delivered services proposals, negotiation, licensing compliance, and best practices to decision making executives (C-Level) of our SAM service, the economic impact and compliance in their Licensing and Subscription contracts with software vendors like Microsoft and SAP. Got to negotiate with the customer executives our solutions contracts and ensure that all legal requirements followed their internal policy.Developed 100% business cases to show the economics and ROI, audit impacts, negotiation, and savings opportunities for customers of their current licensing contracts.Pipeline Management operations of 300% ratio coverage to ensure the proper marketing, sales, and legal operations, forecasting and opportunity management to meet monetization sales goals.
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Microsoft
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United States
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Software Development
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700 & Above Employee
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Account Technology Strategist
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Mar 2014 - Jul 2015
Developed a long-term Business-to-Information Technology Strategy & Deployment Roadmaps, while orchestrating Microsoft and Partner Resources for key customers in Guatemala.Built proactively new engagements and a network of Trusted Technology Relationships with Technical & Business Decision Makers, CIO, CISO and CTO as well as business unit decision makers within their organizations Drove 110% growth by Competitive Displacement, initiating capability-led conversations, leveraging the Microsoft Account Planning and Microsoft Solution Selling Process.Focused on long-term sustainable growth through the deployment and usage of Microsoft technologies by their customers (Cloud, Hybrid and On Premise).Gathered and provided 360-insight of Information Technology profile, cloud penetration, licensing, partner, and competitive landscape of key customers to the entire sales v-team.Areas of expertise: (a) Office 365 sales cycles and deployment acceleration, (b) Azure deployment planning, especially in clearing security blockers, (c) advanced analytics sales cycles policy, (d) Power BI positioning and deployment and (d) Windows deployment planning.
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SAP
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Germany
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Software Development
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700 & Above Employee
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Solution Advisor
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Sep 2011 - Mar 2014
Engagement, team member, coordination, teamwork, and support of the sales operations team in delivering presentations that must position the sales message, differentiate SAP, and leave a strong and positive impression to audiences which can include Senior Company Executives (C-Level).Worked proactively for the Banking and Payments industry, personalizing demos to meet the needs of prospective customers to ensure the right solution offered to solve business challenges and increase sales.Team member of the value engineering teams for initial executive meetings, competitive landscape, communicate and negotiate the business requirements to the implementation team to ensure a smooth transition.Developed and executed proactively business development initiatives working with partners where appropriate to identify opportunities at our assigned accounts. Joined and collaborated with Banking and Payments sales teams for initial insight, organization, innovation, training, executive meetings, negotiation, and strategy definition. Involved in sales and negotiation of opportunities of at least $1 million dollar in revenue for the Key Accounts.
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Molinos Modernos
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Guatemala
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Food and Beverage Manufacturing
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700 & Above Employee
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Project Management & Continuous Improvement Manager
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Nov 2009 - Sep 2011
Led proactively the review of business processes to suggest new products and process improvements to gain scale, accountability, performance, compliance, and efficiency in the business units’ organization.Management, negotiation, follow through, encouraging, training, mentoring, stakeholder management, and evaluation of the performance and economics of 100% of diverse complex projects managed in my team to be within budget, time, and resources.Managed the Corporate Balanced Scorecard Analytics Project and operations that allowed the Senior Leadership Team organization to track and measure the accountability, compliance, and execution of the defined corporate strategy.Led the HR and CRM business systems consulting implementation projects and operations for the organization, managed to deliver the project within schedule and on budget.
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Microsoft
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United States
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Software Development
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700 & Above Employee
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Developer Evangelist for North Central America
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May 2007 - Sep 2009
Proactively defined, follow through, and implemented the marketing initiative that increased and scaled the performance of Microsoft Developer Network Subscriptions penetration compliance to all Tier 1 Universities in Guatemala, El Salvador, and Honduras (20 universities)Supported the wave launch of SQL/ANALYTICS/WINDOWS/VISUALSTUDIO getting the dedication and commitment of 21 influencers. Overachievement of attendance in 200%.
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Senior Technology Solutions Professional
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Jul 2005 - Apr 2007
Delivered all the training, sales, and innovation activities for the Application Platform (SQL Server, Business Analytics, Enterprise Performance, Biztalk Server, Visual Studio, Python, and R). Led and developed Proof of Concepts and Architectural design sessions for 100% of opportunities managed by the sales teams.Increased SQL sales by 40% in Fiscal Year 2006 for the Information Technology groups of our customers.Led an inclusive strategy that helped us win back a banking customer from Linux/MySQL to Windows/SQL Express in Dominican Republic. Got the Commercial Software Initiative Champion award and the Latin America Industry Solutions University award.
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Account Technology Strategist
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May 2000 - Jun 2005
Led and supported the sales team doing Proof of Concepts and Architectural Design Sessions for network, mail, and security infrastructure.128% of Quota Attainment in Fiscal Year 2002.Management, collaboration, engaging, negotiation, inclusion, and coordination of the partner that implemented the online banking system of the largest bank of Guatemala. Selected as a team member of the Network Security Elite Team for Guatemala, helping in the negotiation for new partners for the Security competence. Managed to recruit 3 new partners.
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Chief of Research & Development
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Oct 1996 - May 2000
Research of new technologies that allow the bank to gain efficiencies and business value to all business units. I also was the Project Manager that led different teams for the implementation of new projects.Security: I led the team that implemented all the initiatives required to obtaing the ICSA TruSecure certification for the bank.Infrastructure: I led the team that implemented all the network services for the bank: Windows Domains, Mail Servers, Web Servers, and Internet Banking. Migration from Wang to UNIX SVR4: I supported the migration project from WANG to UNIX.
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Consultant / Support Engineer
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Feb 1990 - Oct 1996
Support Engineer for the WANG, NOVELL, UNIX and MICROSOFT technologies. My main focus was to provide support to the operating systems and network infrastructure. I also was a Consultant in charge of the deployment of Integration Software for banks.Setup and Configuration of the integration software in Banco de Paraguay in order to integrate their banking application with the Switch company Bepsa.Training delivered in Ecuador and Mexico to CCA partners that were resellers of AS/400 software
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Education
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2011 - 2013
Tulane University - A.B. Freeman School of Business
Master's Degree, Business Administration and Management, General -
2011 - 2011
Tulane University - A.B. Freeman School of Business
Minor, Entrepreneurship -
2010 - 2011
Universidad Francisco Marroquín
MBA, Marketing -
1990 - 1994
Universidad Francisco Marroquín
BS, Management Information Systems, General
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