CARLOS MELENDEZ AGUILAR
San Jose,SJ
Summary
- Dynamic, multicultural and bilingual manager with strong management, interpersonal and team building skills. Experienced in:
- Management, Channel.development, planning, training, tracking of performance and support to sales
- Launch, coordination and follow up of multi country initiatives.
- Cross group collaboration projects. Involvement of internal and external resources. Motivational and team leadership.
- Goal-driven sales professional with solid background in account management, sales and service.
- Extensive experience in Health and Public Finance Industries.
- Highly motivated to increase revenue through proactive lead generation and cross-selling opportunities.
Overview
34
34
years of professional experience
Work History
Enterprise Account Executive
Microsoft Corporation
03.2013 - Current
- Grow business for Enterprise Customers Portfolio
- Drive growth in assigned accounts/territory supporting Microsoft’s strategy
- Continuously learn and drive innovative industry, Solution Area and Digital Transformation solutions to BDM’s and TDM’s to win share, increase customer value and drive growth
- Leverage entire v-team to identify digital transformation drivers and customer priorities
- Drive increased customer and partner satisfaction
- Manages Enterprise sales team in accordance with Microsoft Solution Selling Process.
Country Manager- Microsoft Honduras&Nicaragua
Microsoft Corporation
01.2011 - 12.2012
- Grow the business for both countries setting the strategy and leading the team to execute
- Build people and organizational capabilities to consistently deliver
- Accountable for short and long term business performance in both countries
- Deliver on quarterly accountability for billed revenue, adjusted revenue, net revenue, gross margin and contribution margin for all lines of business
- Define and execute marketing strategy for different segments and products
- Coordinate the support of regional resources for local initiatives according to the priorities of the country
- Manages the enterprise sales team in accordance with Microsoft Solution Selling Process
- Company’s Legal Representative and Site Manager in the countries
- Establish and maintain high level relationships with Government and Key Enterprise Customers.
Partner Account Manager – Microsoft El Salvador
Microsoft Corporation
07.2008 - 12.2010
- Regional reference for the development of distribution channel, creating a strong resellers ecosystem with a complete product&service portfolio
- Manage the relationship of key managed partners in the country, including Certified Technical Education Centers and Distributors
- Design and Implement the strategy required to meet technical and sales skills of managed reseller’s portfolio in the penetration of Corporate Accounts
- Promote and support the development of solution and services offerings of key resellers according IT industry trends
- Identify regional partners that can locally offer solutions and services to end customers
- Train reseller’s sales force and launch spiffs campaigns to incentive demand generation
- Demonstrate comprehensive understanding of reseller business and selling models.
License Partner Account Manager Caribbean & Central America – Microsoft Multicountry Americas
Microsoft Corporation
07.2005 - 06.2008
- Awarded in the Latin-American region for the design and execution of a channel optimization project
- Manage a multicultural and multicountry partner ecosystem to exceed revenue and penetration targets
- Support Key Licensing Partners in Caribbean and Central America to develop licensing solutions and services according their role
- Design and Implement tracking tools to measure performance of Licensing Partners
- Develop Business Plans and manage high level business relationships with key resellers
- Orchestrate efforts with internal&external resources to execute licensing campaigns through our partners.
Partner Account Manager Enterprise Central America – Microsoft Central America
Microsoft Corporation
07.2003 - 06.2005
- Responsible for the development and management of the distribution channel to cover the corporate segment, setting alliances to have a complete portfolio of products&services
- Support Key Partners in Central America to develop enterprise solutions and services based in technology trends
- Support resellers to identify and develop strategic opportunities in the Enterprise segment in order to reach the regional revenue goal
- Develop Business Plans and manage high level business relationships
- Responsible for competitive and strategic Partner recruitment.
Branch Manager Microsoft Honduras
Microsoft Corporation
07.2002 - 06.2003
- Grow the business in the country setting the strategy and leading the team to execute
- Build people and organizational capabilities to consistently deliver
- Deliver on quarterly accountability for billed revenue and overall business metrics
- Define and execute marketing strategy for different segments and products
- Company’s Legal Representative and Site Manager in the country
- Establish and maintain high level relationships with Government and Key Enterprise Customers.
Partner Account Manager Microsoft El Salvador
Microsoft Corporation
08.1999 - 06.2002
- Responsible for the development and management of the partner channel, setting alliances to have a complete portfolio of products&services
- Manage the relationship of key managed partners in the country, including Certified Technical Education Centers and Distributors
- Design and Implement the strategy required to meet technical and sales skills of managed reseller’s portfolio in the penetration of Corporate Accounts
- Promote and support the development of solution and services offerings of key resellers according IT industry trends.
Financial & Administrative Manager - Superintendencia de Pensiones
08.1997 - 07.1999
- Key member in the creation of the Institution
- Responsible for the Administrative, Financial, and Human Resources areas
- Develop and maintain the procedures and policies of the Institution
- Design and implement the organizational and functional structure
- Responsible for the budget assigned to the Institution.
Operational and System Manager – Televip S.A. de C.V.
05.1994 - 07.1997
- Leader for the reconversion process of the company
- Responsible for the technology strategy
- Lead, plan and manage the IT and operational areas
- Develop and implement training company programs
- Supervise, design and implement software development projects
- Responsible for communication, system and call center areas.
Senior IT Consultant – Price Waterhouse
01.1991 - 01.1994
- Support multiple companies in the development of IT projects (audit, software development, HR Apps)
- Analysis, design, program and implement system applications
- Audit general procedures and applications
- Develop Strategic Planning Projects
- Reconversion processes.
Education
Master in Business Administration -
Francisco Marroquin University
Economy and Business Administration -
FEPADE/ESEADE
High Management Program (PAG) -
Economy and Business Superior School INCAE
Alajuela, Costa Rica01.1998
Human Resources Diploma -
Economy and Business Administration Superior School FEPADE
01.1997
System Engineer -
Politecnica University
01.1992
Skills
- Sales Presentations
- Key Account Management
- Customer Relationships
- Client Support
- Solution selling
- Objection handling
- Upselling strategies
- Strategic Initiatives
- Account Management
- Territory Management
- Contract Negotiation
- Industry Expertise
- Strong relationships
- Account planning
- Business development and planning
- Client Relationship Building
- Sales expertise
- Teamwork and Collaboration
Languages
Spanish
Native language
English
Advanced
C1
Timeline
Enterprise Account Executive
Microsoft Corporation
03.2013 - Current
Country Manager- Microsoft Honduras&Nicaragua
Microsoft Corporation
01.2011 - 12.2012
Partner Account Manager – Microsoft El Salvador
Microsoft Corporation
07.2008 - 12.2010
License Partner Account Manager Caribbean & Central America – Microsoft Multicountry Americas
Microsoft Corporation
07.2005 - 06.2008
Partner Account Manager Enterprise Central America – Microsoft Central America
Microsoft Corporation
07.2003 - 06.2005
Branch Manager Microsoft Honduras
Microsoft Corporation
07.2002 - 06.2003
Partner Account Manager Microsoft El Salvador
Microsoft Corporation
08.1999 - 06.2002
Financial & Administrative Manager - Superintendencia de Pensiones
08.1997 - 07.1999
Operational and System Manager – Televip S.A. de C.V.
05.1994 - 07.1997
Senior IT Consultant – Price Waterhouse
01.1991 - 01.1994
Master in Business Administration -
Francisco Marroquin University
Economy and Business Administration -
FEPADE/ESEADE
High Management Program (PAG) -
Economy and Business Superior School INCAE
Human Resources Diploma -
Economy and Business Administration Superior School FEPADE
System Engineer -
Politecnica University
Similar Profiles
Richard McGiboneyRichard McGiboney
Senior Cloud Solutions Architect at Microsoft CorporationSenior Cloud Solutions Architect at Microsoft Corporation
Rakshith ShettyRakshith Shetty
SAP Functional Delivery Lead at Microsoft CorporationSAP Functional Delivery Lead at Microsoft Corporation
Shivender Pratap SinghShivender Pratap Singh
Technical Trainer at MICROSOFT CORPORATIONTechnical Trainer at MICROSOFT CORPORATION
Shelly GuoShelly Guo
Partner Engineering Director at Microsoft CorporationPartner Engineering Director at Microsoft Corporation
Carolina Villalobos ChacónCarolina Villalobos Chacón
Workforce Staffing & Performance Manager at IBMWorkforce Staffing & Performance Manager at IBM