Jaume Ayerbe

Chief Revenue Officer at Nalanda Global
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Contact Information
us****@****om
(386) 825-5501
Location
Greater Madrid Metropolitan Area, ES
Languages
  • English Native or bilingual proficiency
  • Spanish Native or bilingual proficiency
  • Catalan Native or bilingual proficiency
  • Portuguese Limited working proficiency

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Laila Hamouda

I had the privilege of working with Jaume for several years. He is able to balance strategy and tactical levels, he always contribute to the marketing organization with outstanding initiatives and strategic vision. He is one of this professional that makes the difference, he is inspiring, encourage, and overachieve any goals.

Markus Buehl

It was always a pleasure to work with Jaume. He is such a positive person, who simply won't let any obstructions or problem count in any way. Always focused, always reliable, Jaume is a benefit for any team.

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Credentials

  • Groundbreak 2022 | Going Global: Building a Platform for International and Multinational Organizations
    Procore Technologies
    Nov, 2022
    - Nov, 2024
  • Groundbreak 2022 | Real Results: Building Successful Safety Programs
    Procore Technologies
    Nov, 2022
    - Nov, 2024
  • Be SaaS
    Sage
    May, 2021
    - Nov, 2024
  • Goal Setting: Objectives and Key Results (OKRs)
    LinkedIn
    Apr, 2021
    - Nov, 2024
  • COVID-19 Contact Tracing
    Coursera
    May, 2020
    - Nov, 2024
  • ExO Foundations
    OpenExO
    Mar, 2020
    - Nov, 2024
  • Enterprise Design Thinking Practitioner
    IBM
    Jun, 2019
    - Nov, 2024
  • Entrepreneurship 1: Developing the Opportunity
    Coursera
    Oct, 2018
    - Nov, 2024
  • Entrepreneurship 2: Launching your Start-Up
    Coursera
    Oct, 2018
    - Nov, 2024
  • INF246x: Enterprise Security Fundamentals
    edX
    Oct, 2018
    - Nov, 2024
  • Interfacing with the Arduino
    Coursera
    Jan, 2018
    - Nov, 2024
  • Interfacing with the Raspberry Pi
    Coursera
    Jan, 2018
    - Nov, 2024
  • The Arduino Platform and C Programming
    Coursera
    Jan, 2018
    - Nov, 2024
  • The Raspberry Pi Platform and Python Programming for the Raspberry Pi
    Coursera
    Jan, 2018
    - Nov, 2024
  • Introduction to Digital Currencies
    University of Nicosia
    Dec, 2017
    - Nov, 2024
  • Introduction to the Internet of Things and Embedded Systems
    Coursera
    Dec, 2017
    - Nov, 2024
  • CYBER504x: Network Security
    Rochester Institute of Technology
    Nov, 2017
    - Nov, 2024
  • CYBER502x: Computer Forensics
    Rochester Institute of Technology
    Jul, 2017
    - Nov, 2024
  • Marketing in a Digital World by University of Illinois at Urbana-Champaign
    Coursera
    Jun, 2017
    - Nov, 2024
  • CYBER501x: Cybersecurity Fundamentals
    Rochester Institute of Technology
    May, 2017
    - Nov, 2024
  • Certificate for Cybersecurity: Technology, Application and Policy
    MIT School of Engineering
    Oct, 2015
    - Nov, 2024
  • Information Technology Infrastructure Library Foundation (ITIL)
    EXIN
    Oct, 1999
    - Nov, 2024
  • ISO 24801-2 Autonomous Diver
    PADI
    Jul, 1997
    - Nov, 2024
  • Certified in Risk and Information Systems Control (CRISC)
    ISACA
    Sep, 2011
    - Nov, 2024
  • Microsoft Certified Systems Engineer (MCSE)
    Microsoft
    Jan, 1997
    - Nov, 2024
  • edX Verified Certificate for Digital Branding and Engagement
    edX
  • edX Verified Certificate for Introduction to Computer Science and Programming Using Python
    edX
  • edX Verified Certificate for Machine Learning for Data Science and Analytics
    edX
  • edX Verified Certificate for Marketing Analytics: Marketing Measurement Strategy
    edX

Experience

  • Nalanda Global
    • Spain
    • Internet Publishing
    • 100 - 200 Employee
    • Chief Revenue Officer
      • Mar 2022 - Present

      Nalanda is the leading Supplier Risk Management platform. We manage all the documentation of Contractors to avoid the risks of subcontracting laws all across the globe to avoid any possible liability. We collect and validate all kinds of documents to avoid the risk of default and ensure the viability of different companies as well as their workers and machinery or vehicles involved in a project. We approve companies, ensuring their due diligence, compliance with the law, data protection, equality, human rights, CSR and quality. We also have an electronic billing service, online shopping and a business directory, our Orange Pages. Show less

  • ICEO Technologies
    • Spain
    • Technology, Information and Internet
    • 1 - 100 Employee
    • Partner
      • Feb 2022 - Present

      ICEO empowers ambitious startups to turn into successful businesses for our society. ICEO empowers ambitious startups to turn into successful businesses for our society.

  • Sage
    • United Kingdom
    • Software Development
    • 700 & Above Employee
    • SMB Direct & Enterprise Market, Director
      • May 2021 - Mar 2022

      Expanded responsibilities to lead the SMB Direct Sales organization along with the Enterprise Market, doubling up the number of direct reports, ensuring the customer journey from new customer acquisitions to servicing and renewing existing ones. Having an analytical approach to become a great SaaS company, recruiting as needed, building the cadence to achieve the performance and growth goals with predictability.

    • Enterprise Market, Director
      • Oct 2019 - May 2021

      Promoted to the Business Unit Director position to drive success through the whole customer journey. Expanding responsibilities from the Sales team to Presales Engineering, Sales, Professional Services, Customer Success. Managed workforce to align the headcount with the SaaS strategy, hiring the missing talent and coaching existing ones. Ensuring customer success with industry-leading satisfaction ratios, while improving the financial indicators like renewal ratios, and annual recurring revenues. Show less

    • Enterprise Market, Head of Sales
      • Dec 2018 - Sep 2019

      Head of Sales for the Enterprise Market division in Spain, providing ERP and Treasury Management solutions. Led New Customer Acquisition, as well as Customer for Life programs to ensure customer success. • Acquired a myriad of companies to sustain growth across the market. • Achieved annual recurring revenue goal, with double-digit YoY growth rate, by enhancing the Sales Team processes and supporting functions. • Ensured predictability required for publicly traded companies by building and improving company culture.• Modernized sales processes, including the agile deployment of Salesforce, to establish a culture on par with a FTSE 100 traded company. Show less

  • Hdiv Security
    • Spain
    • Computer and Network Security
    • 1 - 100 Employee
    • Board Member | Investor
      • Feb 2016 - Nov 2019

      Serving as a non-executive advisor to Hdiv Security. Led the seed round to incorporate the company's first venture capital. Advised on the transition to a subscription model and building a WW channel. Hdiv Security delivers an innovative, cloud-ready, real-time, runtime application self-protection that is easy to implement. Simply put, the best protection against OWASP Top 10 threats with a future-proofed, open-source solution. We pioneered application self-protection. Today, leading global enterprises in banking, government, retail, technology, and aerospace rely on Hdiv for the strongest protection against (zero-day) application security threats. In May 2022 Datadog announced the definitive agreement to acquire Hdiv Security. Show less

  • cyel ag
    • Switzerland
    • Computer and Network Security
    • CEO & CCO
      • Jul 2016 - Dec 2018

      Recruited as the first external employee, as the Chief Commercial Officer to launch Swiss cybersecurity startup incorporated by German defence contractor Rheinmetall AG and a Swiss IT Security boutique. Developed branding and go-to-market strategy for a range of new cybersecurity solutions based on a paradigm shift called moving target defense. Recruited the core team with individuals from 8 different nationalities. Acquired the first key customers across 4 continents in only two years. • Promoted to Chief Executive Officer in July 2017 after a successful company launch in late 2016 and product launch in early 2017 at the RSA Conference in San Francisco. • Received 3 awards for the innovative product line. • Acquired by a German traded company. Show less

  • Logtrust (is now Devo!)
    • United States
    • IT Services and IT Consulting
    • 1 - 100 Employee
    • VP Sales, Iberia & LATAM
      • Feb 2016 - Jul 2016

      Logtrust is a Big Data, SaaS-based platform that allows companies of any size to gain Real-Time operational insights and business intelligence. The company was invested by Atlantic Bridge and then Insight Partners growing from MVP to Growth and Scale-Up globally. I was hired to build from scratch the Latam organisation to enter the region. Logtrust is a Big Data, SaaS-based platform that allows companies of any size to gain Real-Time operational insights and business intelligence. The company was invested by Atlantic Bridge and then Insight Partners growing from MVP to Growth and Scale-Up globally. I was hired to build from scratch the Latam organisation to enter the region.

  • AlienVault
    • United States
    • Computer and Network Security
    • 1 - 100 Employee
    • VP Sales, Iberia & LATAM
      • Feb 2014 - Jan 2016

      Directed sales initiatives for US cybersecurity startup invested by Trident Capital and Intel Ventures, focusing on Latin America as an emerging market, and Spain and Portugal as a mature market. Managed local and remote sales and pre-sales teams. Spearheaded two-tier approach to address diverse nature of countries, their regulations, and unique risks. • Started operations in 6 brand new countries. • Leveraged existing relationships with senior executives to recruit Westcon as distributor to benefit from significant regional footprint in the region. • Selected local Value-Added Resellers (VARs), including Telco giant Telefónica as key regional partner and significant customer for Spain. • Trained VARs in technologies and sales methodologies. • Overachieved yearly goals 128% by sharpening competitive skills of sales teams and local VARs. Show less

  • HP
    • United States
    • IT Services and IT Consulting
    • 700 & Above Employee
    • Sales Manager Iberia, HP Enterprise Security Products
      • Feb 2010 - Feb 2014

      Established new sales unit based on acquired market-leading products from ArcSight, Fortify, and TippingPoint. Spearheaded HP’s entry into ALM market after they acquired Mercury, an Israeli company. Drove revenue in commercial and enterprise spaces by developing sales programs, building pipelines, supporting big deals, and driving alignment with the global marketing team. Developed and implemented strategies to address challenges, which were both internal and external, beyond delivering revenue numbers and cost management. Built brand penetration by speaking at key events. Managed $171 million in revenues.• Entered enterprise security market while leveraging the breadth of the HP ecosystem.• Realigned go-to-market strategy from niche vendors in various technical segments to an integrated value proposition.• Enabled positive change management by improving sales team mindset with relevant training, motivation, and focus.• Consolidated operations by merging 4 teams under one roof. Show less

    • Sales Enablement, HP Software EMEA
      • Jan 2007 - Feb 2010

      HP Software, the global leader in Business Technology Optimization, 6th largest software company and operates as a business unit of Hewlett Packard.The Sales Enablement Team is responsible for making sure the Sales Forces (from Sales Directors and Account Managers to Value Added Resellers) are ready to deliver their best. This includes coaching them in Skills Readiness, Solutions Readiness and Commercial Readiness. Orchestrating professionals joining from merged companies like Mercury, Peregrine, Opsware, to name but a few, while re-focusing the legacy HP OpenView sales force.• Created enablement toolset and structure to ensure sales can articulate to customers the full capabilities of the rapidly expanding portfolio• Deployed consistent sales management processes, for increased forecast accuracy and pipeline analysis• Drove universal adoption of the Business Value Engagement Methodology, to increase average size of large deals from $1.5m to $5m Show less

    • Manager, Business Development, EMEA
      • Nov 2003 - Jan 2007

      As the Europe, the Middle-East and Africa head of a Business Solution within the HP Software Global Business Unit, I’m responsible of the “Go to Market” aligning marketing, sales, pre-sales and channels. I’m accountable for the year-on-year revenue growth, i.e. quota achievement, leading a team of multifunctional professionals while coaching the local teams and engaging partners across the 7 regions. I should not only review the funnel and opportunities towards owning the forecast for the senior managers but prioritize the limited resources to the most relevant opportunities.In doing so, I’m directly involved with the field in all major countries understanding the needs of each local team and helping develop their skills. The role involves frequent travel to directly engage with top global accounts across verticals, as well as to engage with our top partners in the regions to endorse and support joint development plans when not presenting in top events. Show less

  • VENALICIUM S.L. ESPAÑA
    • Advertising Services
    • Chairman of the Board
      • Jul 2009 - Dec 2013

      Advising on Inbound Marketing, online media, social networks, gamification, digital marketing and anything covering the intersection of technology and business. Venalicium SL helped move one of his customers, a pure online Gambling outlet (poker, casino and sports betting), from the long tail to mainstream operation, Top 5 by revenues, while relaying on 'guerrilla' budget, to increase the average revenue per user 4x and the customer base 11x, along reducing the churn rate. Advising on Inbound Marketing, online media, social networks, gamification, digital marketing and anything covering the intersection of technology and business. Venalicium SL helped move one of his customers, a pure online Gambling outlet (poker, casino and sports betting), from the long tail to mainstream operation, Top 5 by revenues, while relaying on 'guerrilla' budget, to increase the average revenue per user 4x and the customer base 11x, along reducing the churn rate.

  • NetIQ
    • United States
    • Software Development
    • 1 - 100 Employee
    • Iberia Subsidiary Founder, Country Manager
      • Feb 2001 - Oct 2003

      Recruited to start-up the Iberia Subsidiary, with responsibilities in the Spanish and Portuguese market. In an evolving position, as the business matured, I took over a number of roles being accountable for: * Consolidating a customer base of 60+ companies, including the largest Telecommunications and Financial Institutions. * Built a solid channel with the largest distributors and value added resellers including both the top consulting firms and system integrators, and local practices to deliver scalable solutions. * Managed PR initiatives and strategies to establish a trustable brand image. * Account planning in tough market times and limited resources This position allowed me to transition from individual contributor to people manager, and develop sales & sales management skills. Reporting to the EMEA VP of Sales helped me to mature in international business and working with senior executives. Show less

  • Microsoft
    • United States
    • Software Development
    • 700 & Above Employee
    • Senior Account Manager, Services
      • Nov 1996 - Jan 2001

      Joined the Enterprise Service Group to help establish Microsoft as a trustworthy vendor in the corporate IT market. Working with named accounts my primary role was to ensure fully satisfied customers and a continued degree of mutual commitment. As the most senior contributor, I was playing a leading role to ensure the highest standards in every delivery mentoring new hires. Through consistent performance, rating high on every review (year and mid year) I was promoted from junior positions to ultimately becoming a Senior Account Manager. I helped to introduce worldwide standards on operations management. I was part of the community developing MOF (or Microsoft Operations Framework, with an ITIL Certification dating back in 1999) This position allowed me to mature in the enterprise space, developing relationships and a trusted advisor role. It helped me develop deep understanding of a number of verticals, including Financial Services, Government and Utilities. Show less

  • Tecnocom
    • Spain
    • IT Services and IT Consulting
    • 700 & Above Employee
    • Technical Support Specialist
      • Jan 1994 - Nov 1996

      Scorpion Sistemas SA, later acquired by Tecnocom, was one of the leading distributors for connectivity and mainframe, mid size systems to desktop solutions. From TCP/IP connectivy on a variety of platforms like VMS, VAX, HP 9000, MVS or even Windows itself which were not including a TCP/IP stack at the time; to terminal emulation to access your AS/400, 3270, X Windows, VTx systems from the comfort of your Windows desk. I acted as liaison between the enterprise customers and the original manufacturer support in the US - including WRQ now Attachmate, or TGV now Cisco - breaking the language and knowledge barrier to drive the satisfaction and continued adoption of the solutions. Show less

  • Radio i Televisió Olimpica de Barcelona'92
    • Barcelona Area, Spain
    • Telecommunications Engineer
      • Jun 1992 - Aug 1992

      Radio i Televisió Olimpica de Barcelona'92 Telecommunications Engineer for the official television crew covering the summer Olympic Games of Barcelona 1992. I worked side by side with the NBC crew producing and broadcasting the baseball competition. Games were played at night to care for america's audience, plus english was the sole language spoken at job, being myself the only bilingual around. An extremely rewarding early work experience. Radio i Televisió Olimpica de Barcelona'92 Telecommunications Engineer for the official television crew covering the summer Olympic Games of Barcelona 1992. I worked side by side with the NBC crew producing and broadcasting the baseball competition. Games were played at night to care for america's audience, plus english was the sole language spoken at job, being myself the only bilingual around. An extremely rewarding early work experience.

Education

  • IESE Business School
    MBA, Economics, Management, Marketing
    2001 - 2003
  • Universitat Ramon Llull
    Engineer’s Degree, Electronics, Telecommunications
    1988 - 1994
  • Le Cordon Bleu Madrid
    Diploma Cocina Española - Diplôme Cuisine Espagnole, Culinary Arts/Chef Training
    2021 - 2022
  • Massachusetts Institute of Technology
    MITProfessionalX, CyberSecurity
    2015 - 2015
  • Sphere
    Applying the Challenger Sale
    2022 - 2022
  • Trailhead by Salesforce
    Sales Operations, Salesforce Operations
    2021 - 2021
  • New York Institute of Finance
    Introduction to Supply Chain Finance & Blockchain Technology, Financial Planning and Services
    2020 - 2020
  • University of Helsinki
    Elements of AI, Artificial Intelligence
    2019 - 2019
  • University of Nicosia
    INTRODUCTION TO DIGITAL CURRENCIES, Banking and Financial Support Services
    2017 - 2017
  • Udacity
    Digital Marketing Nanodegree, Digital Marketing
    2018 - 2018
  • Columbia University in the City of New York
    DS102X: Machine Learning for Data Science and Analytics
    2016 - 2016
  • University of California, Berkeley
    BUSADM466.1x Marketing Analytics: Marketing Measurement Strategy, Marketing
    2016 - 2016
  • University of Illinois at Urbana-Champaign
    Marketing in a Digital World, 84,9%
    2016 - 2017
  • China Europe International Business School (CEIBS)
    International Marketing, Business Administration
    2005 - 2005
  • Curtin University
    MKT1x Digital Branding and Engagement, Marketing
    2015 - 2016
  • Florida Atlantic University
    Marketing, Online Marketing
    2000 - 2000
  • University of California, San Diego
    Introduction to Big Data
    2015 - 2016
  • ESIC: Business & Marketing School
    Postgraduate, Marketing Plan
    2000 - 2000
  • Berklee College of Music
    OHARM-100x Introduction To Music Theory
    2015 - 2015

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