CLAUDIA MARTÍNEZ ROBLES

Pre-Acquisition (VMware Focus):

• Multi-Channel & Alliance Strategy: Led multi-channel routes to market across distributors, resellers, system integrators, hyperscalers, and OEMs.
• High-Impact Revenue Contribution: Managed the region’s largest distributor and drove technical and commercial enablement for top-tier partners, representing 30% of VMware’s annual revenue in Mexico.

Post-Acquisition (Broadcom Integration & Commercial Expansion):

• Full-Cycle Commercial Management: Expanded scope to perform end-to-end Account Executive functions for the Commercial segment, overseeing partner/distributor forecasting, quoting, end-user negotiations, and deal closing.
• Distribution & Channel Scaling: Managed the complete distribution ecosystem, overseeing 3 distributors and 47 active tier-2 partners.
• Customer Success & Adoption Framework: Launched the ecosystem-wide "Adopción 101" initiative to implement adoption frameworks, enhancing post-sale engagement, solution consumption, and customer retention.
• Services Model Transition: Navigated and facilitated the shift toward Broadcom’s evolving services model in coordination with US and LATAM teams, streamlining portal onboarding, visibility, and quota fulfillment.
• Partner Sales Academy: Developed the framework and content for a commercial enablement program focused on sales methodology, value proposition delivery, and advanced objection handling, establishing the foundation for partner scaling.

• Developed customized programs enhancing talent development for IT industry in Mexico, collaborating with clients such as Dell, EMC, HPE, and Cisco.
• Recruited and selected talent, coordinated and executed programs, incorporated soft skills workshops, generated performance reports aligned with SMART objectives, and developed individualized career plans.
• Achieved 80 graduate completions, with 99% meeting objectives, securing employment for at least 2 years, and maintaining affiliation with vendor brand for a minimum of 5 years.
• Recognized by HPE, Cisco, and partners as a development program that cut learning curve by one year.
• Facilitated coaching process for each trainee, fostering personal and professional skills development throughout the program.
• Conducted final program with Cisco, concluding in October 2020.

• Closed projects worth approximately $500,000, contributing to revenue growth.
• Positioned NetApp brand against competitors, enhancing brand visibility across accounts in Mexico.
• Trained distribution channels on vendor technology and sales presentation techniques, improving partner engagement.

• Achieved approximately $12 million in sales within solutions and new business area during final fiscal year.
• Secured 10 strategic alliances with key vendors, enhancing product offerings and market competitiveness.
• Created and led high-performing sales and pre-sales team, significantly strengthening Avnet's distribution presence and driving revenue growth.
• Reduced revenue dependency on IBM from 99% to 80% over four years, diversifying income streams and increasing business resilience.
• Established Avnet as a leading value distributor in Mexico and initiated Latin American expansion.
• Developed distribution channel programs with emerging partners to enhance market reach.
• Managed an average of 8 direct reports, fostering a committed team environment.
• Received 'Big Dog Award' and twice won 'Excalibur' sales award while contributing to EMC recognizing Avnet as best distributor in Latin America in 2009.

• Consulted on IT projects in telco market and led presales engineers, enhancing solution alignment with customer needs.
• Assisted sales team in securing major accounts including Telmex, Telcel, Iusacell, and Telefónica, contributing to significant revenue growth.
• Recognized as best pre-sales engineer globally, winning 'Sunrise' award for excellence in sales for five consecutive years.
• Led internal quality process for mission-critical solutions and proposal development, improving proposal accuracy and effectiveness.
• Reduced rework and increased customer satisfaction, boosting sales margins.
• Developed pre-sale engineer training programs in Mexico and Latin America, coordinating with corporate in the US.
• Executed customer database management and event organization as marketing assistant while completing degree.