Download PDF

Work History

Aug 2015Present

Presales Manager - Latin America

Hewlett Packard Enterprise Security Software Solutions
  • On charge of the Sales Engineering team in Mexico, Brazil,  and rest of Latin America  for HPE Security and Compliance Solutions:
    • Applications Security - HPE Fortify
    • Data Centric Security - HPE Atalla and HPE Voltage
    • Security Analytics and Operations Security - HPE Arcsight
  • Focus in 4 main aspects for the development of the team: 
    • Pipeline and Lead Generation: This aspect is oriented to guide the SEs to interact with marketing, sales, partners, current customers or friends from other companies or previous jobs in order to identify new business opportunities through different ways (branding events, lead generation events, campaigns, customer care visits, etc) and doing basic and/or deeper/advanced qualification
    • Deals influence: The contribution from the SE team to the deals and customer facing activities by excelling at execution of presentations, demonstrations, PoCs, customer care visits, performance assessment, health checks, workshops and socializing with the technical influencers. All of these activities always done in coordination with the Sales Reps and Channels in order to avoid any conflicts
    • Channels and Distributors: An aspect oriented to the development of the channels through channel enablement, channel adoption, help on opportunities and the channel development in 6 different skills:
      • Qualification - The ability to qualify an opportunity with key discovery questions in a basic and advanced form - Sales and Presales
      • Presentation - The capacity of articulating a proper and own speech when talking about the HPE Security portfolio - Sales and Presales
      • Demonstration - The technical and sof skills for demonstrating the HPE Security solutions to the customers and prospects - Presales
      • RFx - The ability to receive an RFx document, identify the key technology aspects and respond it in a professional way
      • PoC - The qualification, planning, execution and closure of successful PoCs that could counterpart our competitors and have a satisfied, comfortable and confident customer in our HPE Security solutions
      • Solution Sizing, Design and BoM generation: The skills to identify the customer needs, pains and risks in order to design a solution with the HPE Security components. Based o this solution, we generate a Bill of Materials to help the sales rep to generate a quotation
    • Self Management: The internal activities that a Sales Engineer must perform for his/her professional/technical/personal development:
      • Update of relevant activities (channels and customer care, PoCs, support, escalations, etc)  around opportunities, customers, channels and distributors in SalesFroce
      • Attend of team meetings and 1:1s
      • Contribution to the Protect724, internal portals and mailing lists by posting documents, technical articles, use cases, answering questions
      • Attend company training for the HPE Security products
      • Foreing Language Learning (english, spanish, portuguese)
      • Internal training for compliance or soft skills development
Nov 2011Jul 2015

Applications Security Sales Engineer - Latin America

Hewlett Packard Enterprise Security Products (ESP) - Applications Security - Fortify
  • Help from the technical trenches to increase the performance and thus the business results through working with sales managers, channel partners, marketing and clients to drive sales, cross sales and up sales.
  • Provide pre-sales technical support and demonstrations, proposal designs, bill of materials (BoM) and support
  • Deliver technical and commercial product training and skill transfer to HP presales teams and channel partners
Jan 2011Oct 2011

Delivery Manager

Capgemini
  • Management of Grupo Bimbo account in order to achieve the highest customer satisfaction, through successful solutions delivery
  • Identify upsell and cross-sell opportunities for additional users, software modules and professional services
  • Formulation and delivery of client-specific presentations, demonstrations, financial analysis and statements of work
Jun 2009Dec 2010

Systems Director

Comercializadora AsteriscoGato S.A. de C.V.

  • Planning, implementation and support  of Fixed Telephony platform, services and systems 
  • Coordinated the analysis, design and construction of top up applications (web, mobile and through handsets)
  • Provided monthly reports to company's owners in order to monitor the efficiency of operations
  • Deal with Secretaria de Comunicaciones y Transportes (SCT) reporting requirements and legal department
Nov 2006May 2009

Applications Architecture Manager

ProceSAR S.A. de C.V.
  • Responsible for the applications architecture strategy and execution of the proposed initiatives and tools efficiency of operations in order to help the company to comply with CONSAR official requirements and continue with BDNSAR operation grant
  • Evaluation of SOA Technology and SOA development services providers (Oracle, IBM, TIBCO, Sun, Progress, Deloitte, everis, Accenture, Neoris, Intellego, Xpertal, Xcomit)
Sep 2002Oct 2006

Software Development Manager

Grupo Salinas - Unefon
  • Management and delivery of related to International roaming, Provisioning, Customer Care and Billing, Telemarketing, Sales, Location Based Services, Mobile Content Billing (Brew), integration with other systems (Elektra, TV Azteca, Banco Azteca). On charge of software development standards definition and training, technologies evaluation and special projects
  • Enabled Unefon’s International Roaming business with Verisign iRoam platform implementation
  • Analyzed, designed and created the Unefon’s provisioning platform in order to replace the legacy Nortel’s and Schlumberger provisioning systems and processes. This platform had several XML-based services (for example cellphone activation) composed of transactional interaction with cellular network platforms: MSC, Billing, AAA/Radius, SMSC and PTT
  • Implemented the company’s first Electronic Invoicing platform using the Federal Tax laws and definitions
  • Implemented and maintained the company’s customer care platform and its prepaid/postpaid plans support
Mar 2001Aug 2002

Systems Developer

GasoPLUS S.A.de C.V.
  • Developed and administrated the GasoPLUS Clients Website and its infrastructure
  •  Integrated the remote (Dallas) Tandem Billing Platform with the GasoPLUS website in order to create the real time Balance Inquiry web page
  • Validation and testing of the POS software developed for the GasoPLUS Verifone Points of Sales
Nov 1999Feb 2001

Datawarehouse Software Developer

América Móvil - Telcel
  • Responsible for the maintenance, support & development of the corporate reporting application built with Power Builder and Redbrick
  • Analyzed, designed and implemented the automatic update of the corporate reporting application to avoid manual updating. The update model created was adopted in the billing and collection systems in Telcel

Education

Skills

Solution Selling
Java Development
Presales
Applications Security
Software Development /Team Management
English Language
Middleware and Integration Software
Cloud, Virtualization and Distributed Computing
Applications Architecture
Business Development / Relationship Management
Negotiation

Certifications

Jan 2015Jan 2018

CSSLP

International Information Systems Security Certification Consortium (ISC2)
Certified Secure Software Lifecycle Professional - License 01180356
Apr 2014Mar 2017

CISSP

International Information Systems Security Certification Consortium (ISC2)
Certified Information Systems Security Professional - License 473587
Apr 2014Mar 2017

Certified Ethical Hacker (CEH)

EC Council
Jun 2008Present

Foundation Certificate in IT Service Management

EXIN, License 97301

Interests

Movies, blogging, camping, sports, family, kids education