Sebastian Ulloa
Deal Management
San José
Summary
Insightful Manager with experience directing and improving operations through effective employee motivational strategies and strong policy enforcement. Resourceful Manager offering history of success coordinating and monitoring operations across various departments. Highly committed with hardworking mentality to maintain quality of services and products. Talented leader with analytical approach to business planning and day-to-day problem-solving.
Overview
10
10
years of professional experience
8
8
years of post-secondary education
2
2
Languages
Work History
Deal Manager
VMware
11.2021 - Current
- Improved team productivity through the introduction of project management tools and methodologies such as Kan Ban Systems.
- Trained junior staff members on best practices for effective deal management and negotiation techniques.
- Optimized revenue generation with strategic pricing and contract terms adjustments.
- Collaborated with cross-functional teams for seamless deal structuring and negotiation.
- Assisted in the development of sales proposals, addressing client concerns and requirements effectively.
- Leveraged advanced analytical skills to evaluate potential risks associated with proposed deals, providing valuable insights that informed decision-making processes.
- Coordinated with legal, finance, and operations teams to ensure smooth completion of transactions.
- Developed strong relationships with key stakeholders, establishing trust and credibility among clients and colleagues alike.
- Provided guidance on complex contractual issues, ensuring compliance with company policies and regulations throughout negotiations process.
- Successfully managed multiple high-priority deals simultaneously while maintaining strict attention to detail and deadlines.
- Enhanced client relationships through proactive communication and timely responses to inquiries.
- Partnered with cross-functional and international teams at different levels to execute deals.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Drove sales by developing multi-million dollar contract sales.
Senior Deal Management Analyst
VMware
06.2016 - 11.2021
- Collaborated with cross-functional teams to identify opportunities for process improvement and increased efficiency.
- Assisted in decision-making processes by presenting accurate, data-driven recommendations to stakeholders.
- Supported sales team in achieving revenue targets by ensuring smooth progression of deals from initiation to closing stages.
- Trusted advisor to Sales Executives on pricing, quoting, product configuration and best approach on specific transactions.
- Drove deals from beginning to end while assisting on securing the necessary approvals with all of the stakeholders.
Renewals Sales Operations Analyst
VMware
12.2013 - 06.2016
- Boosted sales efficiency by streamlining processes and implementing data-driven strategies.
- Optimized sales pipeline management, resulting in improved lead conversion rates and deal closure times.
- Implemented territory planning initiatives that led to more efficient coverage of target markets by the sales team members assigned geographically.
- Improved interdepartmental communication by establishing clear channels for information-sharing between sales, marketing, and product teams.
- Identified opportunities for upselling and cross-selling through thorough market research and customer segmentation analysis.
- Reviewed contracts for accuracy and validity of cost and quote information, contacting customers directly to resolve issues when appropriate.
Education
Master In Airport And Aeronautical Administration - Air Transportation
ITAerea Aeronautical Business School
Madrid - Spain 01.2021 - 03.2022
Human Resources Technician - Human Resources Management
Universidad Americana (UAM)
San José - Costa Rica 01.2019 - 12.2019
Juris Doctor -
Universidad Hispanoamericana
San José - Costa Rica 09.2013 - 11.2019
Skills
Negotiation expertise
Contract Management
Problem-Solving
Multitasking Abilities
Attention to Detail
Teamwork and Collaboration
Timeline
Deal Manager
VMware
11.2021 - Current
Master In Airport And Aeronautical Administration - Air Transportation
ITAerea Aeronautical Business School
01.2021 - 03.2022
Human Resources Technician - Human Resources Management
Universidad Americana (UAM)
01.2019 - 12.2019
Senior Deal Management Analyst
VMware
06.2016 - 11.2021
Renewals Sales Operations Analyst
VMware
12.2013 - 06.2016
Juris Doctor -
Universidad Hispanoamericana
09.2013 - 11.2019