Manuel Calderon

  • Mexico City, Df Mexico

Other Skills

Speaker at Tech Events:

Gartner The Future of e/Mexico: Database Trends

ESCOM IPN/ Develpment of New Generation Applications

Tecnofin/Portal Application Integration


Teaching courses on diferent subjects since ITIL, Database Administration, Unix Operating System, Programming Languajes, Application Functionality just to mention a few

Core Competencies

 Strategic Market Planning

Business Development

Territory Management

Customer Acquisition

Customer Penetration

Global Accounts

National Accounts

Engagement Management

Partner Development

Managing Churn

Channel Sales Strategies

Consultative Selling

Direct Selling

Sales Best Practices

Opportunity Management

Procedure Development

Contract Negotiations

Strategic Alliances

Tech Presales

Team Building

Performance Improvement


Cost Management

Recruiting  Consultant and Sales Employees


Marketing Development

New Business Development

Cost Analysis

Process Design

Productivity Improvement

Systems Utilization

Relationship Building

Reseller Management

Prospect Research

Account Blueprinting

Market & Competitive Analysis


Results Oriented Technical Sales Professional with strong exposure to C Level and deep knowledge of the Hardware and Software (Technology and Applications) Market. These characteristics allow me to act as a Business/Application Architect as well as a Customer Advocate to establish the right dosage of technology infrastructure and components and Business Alignment wich in turn constitutes the main compelling reason to decide to adopt new technology into an organization.

A very valuable asset I can count on is the knowledge of technologies and products mainly databases, networking (currently held a CCDA Certification), integration, BI & Datawarehousing, ITIL (currently held a V3 and Trainer Certification) and Security which combined with softskills become in a bridge between the C and the Operational level that has allowed me to diagnose and build very complex business opportunities and to fill the pipeline with short and medium projects as well.

As a Manager of Information Management, I´ve been involved in all of the stages to be taken carefully in count such as : Infrastructure since project inception define/recommend, Database, Application, Network, Administration, Application definition and placing & Lifecycle and finally Business and Strategy.


Financial:I was the responsible for developing and handling the relationship with most of the banks, stock brokers and Insurance Companies for different Tech Suppliers on different roles like Project Manager, Business Development Manager, Channel Manager and Account Representative; i.e. Banamex, Bancomer/BBVA/Bancomer, Serfin/Santander Serfin, Bital/HSBC, Banorte, ixe, Inbursa, among others and lately, 7 of the new banks including: Autofin, Financiera Compartamos, Consultoría Internacional, Volkswagen Bank, BX+, Multiva and Interacciones just to mention a few.

Telco:Responsible for the Telmex account (Telmex/Telcel(America Movil)/Seccion Amarilla/Telnor/at Sybase and HQIS, developing the relationship and selling different “turn key like” initiatives integrating and integrated with Business Partners such as Motorola, HP among others.

Accounts: Telefonica, Avantel, Axtel, Alestra, Alcatel, Ericsson among others and establishing partner approaches with companies such as Nokia for embedded applications.

Industry & Manufacture:Ran the Sector as Channel Manager for Oracle integrating global accounts to the territory; developed and managed initiatives to start up industries and geographies inside of that territory privileging partners by creating partner ecosystems able to co exist and handle opportunities clustering partners having relationship and specialty Partners reducing sales cycles in most than 30% time and efforts.

As a Business Development Manager managed the relationship with Bimbo, DESC and Cemex for Sybase.

Retail:  Cifra/Wal Mart, Comercial Mexicana, Soriana, Casa Saba, Gigante (1995-2001), Sears, Liverpool just to mention some of the accounts I´ve been managing as Account Manager.

Public Sector: I’ve been collaborating and managing in Public Sector Sales with PEMEX, CFE, IMSS, ISSSTE, Segob, SAT, ISOSA, CNBV, Nafinsa among others since 1991 for different companies at different stages on my professional life allocating and managing partners and sales teams into another decentralized organizations belonging to government such as Capufe and State Governments such as Gobierno de Guanajuato, Jalisco and Sonora.

Work History

Work History
Mar 2008 - Present

Sales Director

Intelligent Solutions, S.A. de C. V.

Sales Executive in charge of developing a healthy pipeline and the Sales Objective for the Company

Definition andExecution of the Sales Model covering all of the stages for Product Line and the offering of the Services accordingly with customer profile and goals enabling our services as a real driver for our customers success, helping them to fulfill their company objectives as well as making them effective and efficient.

Direct and Mentoring  Sales Managers to create and develop  strategies and Business Plans to generate, manage and close solid Sales Opportunities for different products and services including:

Telecommunications Solutions

Telstrat Suite of products including Voice Recording and Capture for Contact Centers

Datacenter and System Integration

Different Initiatives Based on Infrastructure Services along with Consolidation, Virtualization and Application Integration Initiatives that allow companies be more successful.

ERP Selling

Mainly focusing into  a broad services portfolio including business alignment, infrastructure assessments on Storage and Infrastructure Planning and Tuning, Network and Security services and System Integration using and not using middleware products.


 System Migration and ERP adoption. Having in mind system integration and user interaction on the most important business processes between legacy and data (structured and unstructured).

Web based and mobility initiatives including SMS strategies for Business Applications

Technology Selling

Other Tech Solution for the manufacturing, financial, telco and others business sectors including just to mention a few:  RFID, Manufacturing Floor Automation until ESB Automation , Fix/Swift Engines

Managing Consultant, ITSM

(March 2008 to March 2009)

Responsible for a broad range of day-to-day operational and developmental activities:  conducted consulting engagements, provided training classes, participated in strategy, marketing, sales and authored several proposals.  I am also acted as the IT Service Manager in which capacity I have implemented several ITIL processes, deployed mobile email, and implemented an increased level of application automation aligned to business activities including vendor sourcing and Service Level Management

Nov 2007 - Feb 2008

Freelance Consultant

Senior Sales Consultant

Covering all of the stages for the sales process acting initially as a Business Development Manager taking advantage from my knowledge of the market and Business Contacts inside the Account or the Partner Network.

Interacting with Sales Managers and Sales Directors to create strategies and Business Plans to generate, manage and close solid Sales Opportunities for different products and services including:

Datacenter and System Integration 

Different Initiatives for Infrastructure Consolidation, Virtualization, EAI considering actual and future business needs for the Total IT Organization

IT Service Management

Working as a consultant, I have been providing Information Technology Service Management services, focusing on helping clients make smooth, meaningful changes to improve operational efficiency and improve IT service delivery to business units.All work is based on industry best practice, including the Information Technology Infrastructure Library (ITIL), international standards such as ISO:20000 the ISEB suite of standards and data from industry evaluators such as Meta and Gartner.

Managing Consultant, ITSM

(March 2008 to March 2009)

Responsible for a broad range of day-to-day operational and developmental activities:conducted consulting engagements, provided training classes, participated in strategy, marketing, sales and authored several proposals.I am also acted as the IT Service Manager in which capacity I have implemented several ITIL processes, deployed mobile email, and implemented an increased level of pplicationsautomation to business activities including vendor sourcing and Service Level Management.

ITIL Service Management Instructor

Provision of ITIL Foundations training in association for an established, EXIN and ISEB, ITIL “Authorized Training Provider”.Clients have included the CFE, Different States Government, Tech providers such as Avaya, and some Financial GroupsIn order to identify areas in which I need to improve, I track student satisfaction (95%), average mark (75%) and student pass rate (94%), well above the industry average.

Designer/Architect – ITSM v3 Infrastructure Project

Developed the design specification, for an infrastructure project SW/HW/NW and applications project which will provide end-to-end IT Service Management based on ITIL® v3.The underlying architecture of this application includes a Server Consolidation, Centralized Storage, Effective Network Services Delivery and Secure Application Environment, Intra and Extranet Access and a Support Oriented Layer of Services.

 Proposed and introduced different Tech solution for private and public organizations based mainly on architectural issues having influence into the most important business processes inside the organization, regarding:


Managing Identity Management initiatives and corporate web security initiatives.


Asses and propose the use of different network appliances to increase the effectiveness on the delivery of some of the critical network services inside an organization considering security, capacity and availability, increasing the efficiency and managing projects for the adoption and start up of contact/service centers, recording voice and data information, information integration and service delivery satisfying SLA´s Requirements.


System Migration and ERP adoption. Having in mind system integration and user interaction on the most important business processes between legacy and data (structured and unstructured); along this year have been assessing Core Banking integration based on Temenos and the integration to Back office and Legacies to give support to Business Processes.

Adoption of mobile and pervasive technologies to add efficiency and opportunity to businesses allowing the introduction of technologies such as RFID, PDA supported applications, EAI and use ofsynchronized two face committed databases to enable data acquisition and analysis serving as an entry point to different integration initiatives in STP, B2C or B2B approaches or just to expand ERP capabilities.

Tech :

Running projects based on technology adoption, open initiatives, covering topics such as Security, Storage, Data Warehousing, DB Migration, Architecture Design, Information Lifecycle, Networking and Integration.

Diagnose and assess Technology issues from an architectural perspective to Companies in preparation to embrace the installation and set up of diferent technological initiatives such as the adoption of an ERP System, integration, consolidation, DRP, SOA or cover some normativity standards.

Advise and recommend business continuity strategies for TEMENOS platform. Adjusting processes, operations and maintenance.

May 2006 - Oct 2007

OPMA Tech Channel Manager

Oracle de México, S.A. de C.V.

Channel Manager

As a Channel Manager, I was directly responsible for the development of the Manufacturing and Construction Sectors, main responsibilities involved

Developed and coordinate a Demand Generation Board strategy between Oracle and the Partner Network to validate and qualify, assign and manage opportunities by implementing a model which totally involves the company and channel; privileging channel specialization. This also includes the Partner Assignation and Partner Reporting Schemas.

Discovery detection and managing of Sales Opportunities for all the different Tech lines of business comprising: Integration and Middleware, BI, Security (Identity and Core Management), High Availability and Databases.

Integration:Includes the use of technology to build interfaces between any existing applications based on a Business Need to establish the responsive information flow control initiative inside a given infrastructure architecture. This could be SOA/BPEL based or using another integration method based on EAI, B2BAI, Portal or Web Services AI, or even, a combination of them.

Developed and coordinated specialized programs to go through accounts with strong relationship with companies like SAP due to tho infrastructure dependence. I called this as "The Basis Program" including channel specialization on specific aspects that benefit their actual and future investment generating opportunities on the database and database options market space.

Having the sector with a strong prescence of ERP Systems, developed specialized programs to provide products and services ad hoc to benefit those organizations with services such as consultancy, benchmarking and migration options among others...

Coordinate and manage all of the presales needs for each of the projects inside the sectors in charge, involving different Oracle divisions into the Sales Process and the Oracle Partner Network.

Information acquisition on different products, solutions or business needs to be enhanced by using Oracle products and services, including testimonials, one on one direct calls or customer present demonstration on Customer experience regarding the use of products or services.

Determine the Business solution to propose to the customer and conduct actions such as Proof or Concept, Conduct Customer Visits to Reference able Sites or HQ Customer Visit Center

Coordinate License Management Services to update customer status and quality audit when needed

Development of proposals, pilot projects and marketing information for the Enterprise Integration themes, inside, outside and across Business Partners.

Recruited and developed the Channel using Oracle Partner Network and associates and all of the activities for planning, business planning development and follow up for sales processes.

Design and execute the program to promote the specialization among the channel regarding New Technology adoption and the ownership of Oracle Lines of products and the alignment with their particular Business Objectives giving as a result the reviewed Business Plans to build and grow the Partner ecosystem.

Business Development

Managed engagements and relationships for Global Accounts

Development for Industry initiatives such as RFID for Warehouse Management and Manufacturing Floor Automation.

Research on Industry trends for different sectors and development for Business Plan bundling product and services exploring from the different solution available at the market between Oracle Associated Partner Network and Oracle product and services.

Provided Support to other managers in account development activities towards Oracle Managed Accounts.

Marketing & Strategic Planning

Generated Account Plans and articulate action items to detect and evaluate different business needs where Oracle Technology and Business Alignment coincide for each of the named accounts and obtained the synergy from the IT Team to get some of the initiatives as alive projects and developed a proactive and cooperative way to work between Partners, Oracle and Customer

Development and assistance on the planning of the different campaigns and events established for the sector

Follow on for the event generated leads on the qualification regarding viability, level of satisfaction for customer expectations

Customer Service

Played a Key Role increasing Customer Retention as well as Satisfaction Rates(CSAT)

Handled Client Relationship Management including promoting enduring relationships

Jul 2004 - Apr 2006

Tech Sales Director

High Quality Integrated Systems

Developed and executed business plan establishing the Professional Services Offer since demand generation until managing the delivery of the services.

Initially began just taking care of the Professional Services and soon took care of all of the Sales Engagements developing opportunities for Expansion 500´s Accounts such as: Telmex, América Móvil, Avantel, CFE and top Financial Groups among others.

The services portfolio included Enterprise System Integration using Bus Architectures, Straight Through Process models mainly Banking applications; B2B Integration and Integration projects Using Web Services and SOA Based Integration.

Migration processes for big databases beginning since the HW Sizing (Server and Storage) until the application placement in a totally new environment and –as in most of the cases- attached to an Integration Project.

Jan 2002 - Jun 2004

Senior Sales Manager

Managed Installed Base Named Accounts which includes most of the accounts the company held coordinating all of the sales processes inside them including: Sales Activities performed by the Sybase Sales Representative for the Account, all of the Presales Efforts using local or corporate resources to deliver them, Naming and introducing specialized channel to support particular business initiatives and establishing join sales processes with another software, hardware or services vendors.

Developed and trained channel to keep in touch and managed business opportunities regarding different lines of product such as Banking Systems, Business Intelligence, iAnywhere, Enterprise Application Integration and Data Warehousing mainly.

Jan 1998 - Dec 2001

Benchmarking Practice Manager

Gartner Mexico

Managed and conducted all of the processes since the prospecting being responsible of all of the Sales activities until the delivery phases being also responsible and in times participating on the delivery activities and coordinated all of the stages and delivery commitments with the support of the HQ and Brazil Offices depending on the assessment in progress.

 Developed and executed the business plan to introduce the Gartner Benchmarking Practice in Mexico, beginning with basic assessment such as ITOA (Information Technology Overview Analysis) in packages or modules to diagnose only certain infrastructure areas and continued until the practice was profitable managing TCO and different assessments in many of the Expansion 500´s listed companies.

Introduced TCO, e-Business, Applications Value Sizing and BPO Advisory Services Practices into de Mexican market and has in charge of the engagement  for the most important customers of Gartner in Latin America.

May 1994 - Dec 1997

Senior Sales Consultant Manager/Business Develpment Manager eBusiness Manager

Baan Mexico

Developed business opportunities into the ERP Space specifically those accounts which infrastructure was comprised by HP-UX as the operating System and Informix on the Data Base.

Introuduced the Toptier Portal and the Baan Data Navigator Portal... Same that was after acquired for SAP and converted in SAP Portals -main component of

Conducted integration processes into different companies nationwide making remarkable one for GE Joint Venture in Mexico with Grupo Prolec (Today Prolec GE)  Integrating SAP and BaaN

Developed and supported a number of sales processes and additionally architected and managed the relationship with the infrastructure suppliers for infrastructure/Technology components such as Vantive, Informix solving almost any of the customers objections

Sep 1988 - Apr 1994

Sr Sales Consultant

Hewlett Packard de Mexico, S.A. de C.V.

Sr. Business Consultant in charge of a number of projects and sales opportunities based on Consultative Approach

At the retail sector linked ICL with HP to integrate POS with HP3000 and Lately HP9000 based systems establishing the Business Continuity scenario for the first retail mission critical platform in Mexico way over IBM and NCR initiatives.

Discover and managed in conjunction with Sales a number of tech initiatives since Credit Card Automation processes to supermarkets (Soriana/Bancomer, Cifra/Bancomer/Banamex/Prosa) and HP9000 system migration from HP3000.

Held some technical and consultative positions like:

FOS Engineer

HP3000 System Engineer

Project Center Consultant

HP9000 Consultant

Educational Center Manager in charge of the Open Systems Curricula


1984 - 1988





Business Intelligence

Have conducted teams to architect and develop BI Solutions using diferent software products including Oracle Business Inteligence Enterprise Edition (OBIEE), Business Objects, Cognos.Some of these projects have required to dig lots of data and for that reason required to use  ETL Tools such as Informatica and DataStage just to mention some...  

Unix Operating System

Knowledge about diferent Unix flavors such as HP-UX, AIX,Solaris and Linux managing since the architecture level through configuration and tuning machines or clusters to run ERP´s or 3rd party application involving database instances, storage strategy design and sizing and installation and preparation of middleware to join system to a superior architecture level; including some virtualization initiatives such as use of zones, containers, Ldoms and specialized file system issues among other technical resources.    

Databases and Databases Options

Knowledge of Database engines of top Software Providers such as Oracle, IBM, Sybase, Progress Software and lately Sun Microsystems (now Oracle MySQL) just to mention some.   Tech understanding and knowledge of the different versions, architectures, facilities and tech components since the Storage Needs and related  technologies until the placement of partition, distribution, planning and tuning and configuration of options to handle XML, Java, replication or some other capabilities   Configured and Installed different database options such as Partitioning, Oracle RAC, Data Vault and Data Replication, Platform Migration, optimization& consolidation, High Availavility responsive to satisfy SLA´s on the Availability Management process and Disaster Recovery Planning, engine preparation for different applications such as Content Mangement, Data Warehousing, ERP and High Transactional Throughput.

Application Integration

Enterprise Application  Integration in many of their different presentations such as EAI, B2B, STP, Portal Based,  SOA/BPEL, Web Services or a combination of some for different Business Initiatives such as Document Management, Process Server, Transaction continuous Workflow or particular Business Automation Function or Discipline to provide Service Continuity



Certified ITIL Trainer


ITIL Foundations V3


Cisco CCDA

Cisco Systems