Enrique Tovar

• New Ecommerce Business Generation: Responsible for generating new ecommerce business opportunities through cold calling, partnership AMB campaigns, events, and proactively identifying tech and commercial needs to introduce our ecommerce solutions.
• Discovery and Qualification: Lead discovery calls with potential customers, qualify opportunities, and coordinate with our tech team to define business requirements and strategy using the MEDDPICC methodology.
• Partnership Development: Continuously seek new partners for our partnership catalog, ensuring alignment with our tech capabilities, deal size, and territorial focus.
• Marketing Collaboration: Work actively with the marketing team to create new case studies, commercial presentations, and align with outbound marketing efforts.
• Strategic Planning and Coordination: Collaborate closely with board members to define contract deal sizes, map commercial efforts by quarter, and classify the stages of open opportunities to determine next steps.

Collaborate with account managers and territory managers to develop tailored approaches for new account engagement.
Employ market intelligence to identify emerging trends and client needs, informing strategic decisions.
Drive the negotiation strategy to ensure mutually beneficial agreements with clients.
Cultivate strong relationships with key stakeholders, both internally and externally.
Align closely with the marketing team to leverage insights from Check Point interactions.
Generate a consistent average of over 15 high-quality meetings per week across the territory.
Qualifications:

Proven track record of successful business development in the SOLA and Mexico region.
Proficiency in strategic planning, project management, and negotiation techniques.
Strong understanding of market dynamics and trends in the cybersecurity industry.
Excellent interpersonal and communication skills for effective relationship building.
Result-oriented mindset with the ability to meet and exceed targets.

Consistently exceeded quarterly quotas through diligent prospecting efforts, strategic account management, and persistence in closing deals.

Responsible for driving incremental business growth and organizing sales efforts, including sourcing, establishing, and building relationships for Moonshot Partners.

Key Responsibilities:

• Business Growth: Develop and execute business plans to onboard key brands into our elite digital transformation programs.
• Opportunity Qualification: Identify and qualify new opportunities, effectively handling complex objections.
• Outbound Process Creation: Create and manage a significant outbound process using sales engagement tools. Implement creative strategies to drive prospect engagement through cold outreach (cold calling, cold emailing, LinkedIn prospecting).
• Technical Demonstrations: Lead technical demonstrations, presenting solutions, and evaluating commercial requirements.
• Presentation Development: Translate complex technical concepts into accessible and compelling presentations.
• Client Engagement: Contribute to successful client engagement and solution adoption.

Primary Focus Areas:

• Customer Research: Conduct comprehensive research to understand customer needs and market trends.
• Strategic Planning & Project Management: Develop and manage strategic plans and projects to drive business growth.
• Market Intelligence: Gather and analyze market data to inform business strategies.
• Negotiation Strategy & Pipeline Progression: Develop negotiation strategies and manage sales pipeline progression.
• Objection Handling: Effectively address and overcome customer objections.
• Time Management: Prioritize tasks and manage time efficiently to meet business objectives.
• Cross-Functional Relationships: Foster strong relationships with Account Executives (AEs) and other teams.
• Reporting & Dashboard Creation: Generate detailed reports and dashboards to track and communicate performance metrics.

Role Summary: Responsible for driving incremental growth for Tacit Knowledge, now a Grid Dynamics company., executing and developing a business plan to acquire key brands and industries into our exclusive partners portfolio. Generated leads in Europe, North America, and LATAM.

Key Responsibilities:

• Leveraged various strategies to drive growth, including selling, networking, and acting as a business development representative.
• Developed and executed business plans to acquire key brands and industries into Grid Dynamics' exclusive partners portfolio.
• Generated leads across Europe, North America, and LATAM regions.
• Managed databases (Zoominfo, Rocketreach, Sales Navigator) to retrieve accurate prospect information.

Job Responsibilities:

Portfolio Management:

• Oversee and manage the LTL (Less-than-Truckload) customer portfolio.
• Focus on providing excellent service for Chicago and California local freight operations.

Rate Negotiation:

• Negotiate rates with 3PL (Third-Party Logistics) partners to ensure competitive pricing and profitability.

Customer Quoting:

• Prepare LTL rate quotes for customers, ensuring accuracy and timely delivery.

Operational Coordination:

• Coordinate closely with internal dispatch and airfreight services to ensure smooth operations and customer satisfaction.
• Collaborate with cross-functional teams to address any operational challenges and optimize efficiency.
• Managed timely and effective replacement of damaged or missing products.