Sebastian Junco

Interest

 - Family

 - Friends

 - Sports

 - Business

Summary

I'm a professional formed on commercial departments of world class technology like SAP, Oracle, Red Hat and Microsoft. I’ve led account executive teams, developed deals directly and indirectly through channel partners. I’ve managed large partner nets and I've defined demand generation processes to ensure a constant flow of revenue. I’m specialized on sales channel management and building successful relationships with partners and customers. I’m a well organized executive with a track record that demonstrates self-motivation, creativity and initiative to achieve both personal and corporate goals.

Work History

Work History
Jan 2008 - Sep 2009

Business Manager

SAP ARGENTINA

Business Manager. Responsibilities: Responsible for sales in the LoB SAP BusinessObjects at SAP Argentina and Uruguay. Define a commercial strategy that achieves our annual revenue goals. Generate a partner ecosystem with capabilities of positioning, presales and delivery of our solutions to reach capillarity on the territory. Build a close relationship with our partners. Define and execute a plan with the marketing department to help us communicate our products to the market. Analyze and understand our market to identify business opportunities. Plan the demand generation actions that ensure a constant business flow. Achievements: • Established alliances with the 3 major partners on the market to reach a high level positioning and delivery of our solutions.• Defined a competitive offering to penetrate the "Small & Medium Enterprise" market.• Generated the highest volume of new customers in the company. Won the first EPM deal on LATAM.• Reached a 73% of sales growth compared to previous year.• Executed demand generation actions that provided us 2X pipeline for the next FY.

May 2006 - Dec 2007

Sales Manager

Oracle & Red Hat VAD
Responsibilities: Create and consolidate a competitive sales team, based on a clear commercial strategy that enables the achievement of the company goals. Lead a commercial team integrated for three account executives and three channel managers. Support the partners net with the demand generation processes and assist them on their sales cycles. Maintain and improve the relationship with our partners.Achievement: • Defined a commercial strategy and achieved our quota of USD 4.000.000 on license revenue. • Redefined the commercial structure and the "go to market" to reach our customers with a specialized approach. • Increased 54% the average deal size rate. • Increasing 30% the cross selling ratio by improving the "demand generation process".
Feb 2005 - Apr 2006

Channel Manager

Oracle & Red Hat VAD
Responsibilities: Define a commercial strategy aligned with the territory requirements. Maximize the coverage in the region. Develop aligned and committed business partners. Build strong long term relationships with our channel partners. Design, plan and execute demand generating processes that constantly nurture of deals our partners. Work with Marketing to define and execute all the marketing programs. Lead and coordinate the commercial team integrated by an account executive, an inside sales and the sales force of 140 partners.Achievements: • Redefined the “demand generation process” to increase the business flow on each sales channel. • Recruited 12 strategic channel partners to improve our coverage on the territory. • Created a plan for reactivate dormant channels. With this plan we've closed deals on 21 channels more than the previous year.• Increased on 45% the new customer ratio.
Dec 2002 - Jan 2005

Account Executive

Business Objects Partner
Responsibilities: Develop deals on install base and new accounts from prospecting. Build strong business relationships with customers. Conduct professional group presentations, produce professional proposals, and perform professional sales negotiations. Maintain appropriate detailed records for each account. Provide accurate and complete reporting on sales forecasts. Execute and follow up each sale cycle to achieve the company goals. Achievements: • Reached the 140% of annual quota of new customers.• Led and responded complex RFPs for important projects. • Managed seven major accounts that produce the 70% of our revenue goals. • Achieved 100% of annual quota of license revenue, consulting and training services too.
Jan 2001 - Nov 2002

Training Instructor

Business Objects Partner
Responsibilities: Give training curses to customers to impulse Business Objects and Microsoft technology as the business intelligence platform in the market.
Oct 1998 - Nov 2002

Project Manager

Business Objects Partner
Responsibilities: Manage business intelligence projects. Identify needs based the strategic goals of our customer, define the action plan, determine the scope and assign resources to accomplish the project. Follow up the Project portfolio. Generate upselling over the install base.
Jul 1997 - Sep 1998

BI Responsible

Banco Velox SA

Responsibilities: Identify management information needs to the commercial and finance departments. Design and implement the management information and decision support systems. Collaborate with the areas planning and control management to consolidate the information and identify deviations of the business strategy.

Feb 1996 - Jun 1997

Tendencies Analyst

AVON ARGENTINA SACIF

Responsibilities: Consolidate and analyze historical commercial information to identify regional and stationary tendencies that allow us efficiently estimate the company sales volume. Collaborate with the area supply chain management to adjust the investment plan. Develop commercial reports to justify the stock status post estimations.

Education

Education
2007 - 2007

Executive Program

IAE - Universidad Austral, Buenos Aires
Mar 1997 - Oct 2003

Bachelor Degfree

Universidad de Belgrano

Skills

Skills

Team Motivation

Account Planning

Territory Planning

Account Management

Channel Management

Sales Management