FRANCISCO MANUEL MUÑOZ PERRONI
Tableau Country Manager/ Regional Vice-president
Naucalpan,Mexico
Summary
With over 20 years of experience and a proven track record in lead generation, business relationship cultivation, and sales operations management, I have excelled in top technology companies. My leadership skills drive high performance teams and foster strong relationships with C-level executives in major accounts. I am well-versed in solution-based marketing and sales strategies, always focused on delivering results with a personal touch. My expertise spans data management, financial planning, and go-to-market strategies, with successful stints at IBM, Oracle, SAP Info, and Tableau. Consistently achieving annual sales targets, I take pride in providing enthusiastic sales and customer service. Through effective communication and negotiation, I deliver superior quality customer service. Leveraging extensive product knowledge, I innovate solutions that drive customer loyalty, retention, and revenue. Additionally, I possess strong skills in training, managing, coaching, and mentoring sales and customer service associates. Interacting adeptly with staff at all levels of the organization and the public sets me apart as a highly capable professional.
Overview
23
23
years of professional experience
6
6
years of post-secondary education
2
2
Languages
Work History
Country Manager / RVP
TABLEAU SOFTWARE
Mexico City
06.2020 - Current
- Responsible for managing all Mexico operations, this involves taking responsibility for Sales, Presales, profit, renewals, and quality targets
- Responsible for the commercial strategy of Enterprise & Commercial Industries
- Developing strategies for the generation and execution of big deals & Coverage of territory
- Clear strategy for renewals in Mx
- Big Deals Methodology
- Go to market coordinated with Salesforce teams
- S107% of quota achievement in New Business (ACV) on FY 2021
- S140 % of quota achievement in New Business (ACV) on FY 2022
- S189 % of quota achievement in New Business (ACV) on FY 2023
- S108 % of quota achievement in New Business (ACV) on FY 2024
- S106 % of quota achievement in New Business (ACV) on FY 2024
- +95% of renewals rate
- Main customers: IMSS; Banamex, Grupo Salinas, Cemex, Grupo Modelo (ABInBev), Toyota, America Movil, La Comer, Jose Cuervo, Telmex, Sanborns, Santander, Citibanamex, Coppel, Femsa Oxxo, CEMEX, Palacio de Hierro, Konfio, Kavak, Nowports, Circle K, Telmex
- Increasing our Average Deal size more than 50%
- Startups coverage strategy
- Growing more than 50% Year over Year & New logos
- Increasing Demand Generation deals more than 35%
- Managed budgets, financial planning, and forecasting to optimize profitability for the country operations.
- Established strong relationships with key industry players for business growth and expansion.
- Increased market share by developing and implementing effective sales strategies.
Financial Services Sales Director
CAPGEMINI MÉXICO
Mexico City
01.2020 - 06.2020
- Responsible for the sale of consulting services in the enterprise sector of Financial Services for Mexico and Latin America
- Development of strategic alliances such as SAP, Google, AWS & Salesforce
- Development of new digital transformation services businesses
- Sale of largest service deal in financial services at BCP (Banco de Crédito de Perú)
- Closing the first Capgemini deal in Seguros Monterrey NYL
- Opening of new businesses in GNP Seguros and Banorte
Applications Vice-President
ORACLE DE MÉXICO, SA DE CV
Mexico City
10.2018 - 10.2019
- Responsible for all Oracle's Applications Sales Strategy in Mexico
- Include ERP, EPM, SCM, HCM and CX Solutions
- With 10 Sales Director in my charge with 63 Sales Reps
- Align the entire Knowledge & Sales Team to execute our sales strategy with discipline using our internal systems (CRM)
- Generation & Execution of Big Deals Strategy with Solid Business Cases (more than 65% of our revenue comes from deals greater than $500K ARR)
- Define main demand generation & Marketing Activities
- (IAB, Soy Logistico)
- Closing meetings with main customers
- More than $23MUSD sold in FY'19
- Q4 FY'19 was the best Q with more than $10M USD of booking with more than 60 transactions on this Q
- Increase Sales Reps participation in total revenue
- 20% growth in Supply Chain Solutions (Biggest in LAD)
- Apps MX is the most profitable region in LAD
- Relationship with the main Oracle installed base Customers like, Televisa, Bimbo, Aeromexico, Alsea, Cinemex, Cinepolis, Farmacos Especializados, Farmacias del Ahorro, Liverpool, Femsa (Oxxo), SMNYL, GNP Seguros, Metalsa, Banregio, Banco Base
Applications Senior Sales Director
ORACLE DE MÉXICO, SA DE CV
Mexico City
01.2017 - 10.2018
- Responsible to Sale Applications portfolio (ERP, EPM & SCM) in Retail & Financial Services Industries
- 7 Sales Reps in my team
- More than 180% of quota achievement in FY'18 Closing ALSEA that was Biggest deal in LAD
- We did systematic practice in both industries closing deals like: Financial Services: Seguros Monterrey New York Life , Lockton, E-Global, Banco Base, HDI Seguros, Banregio, GNP, Interproteccion, Libertad Servicios Financieros
- Retail: Alsea, CMR, Waldos Dollar Mart, Super Kiosko
- Built a high-performing sales force through rigorous recruitment processes and ongoing performance evaluations.
Director Mexico & North of Latam
INFOR MÉXICO SOFTWARES
Mexico City
09.2014 - 12.2016
- Responsible for all Indirect & Direct Sales strategy for Mexico & North of Latin America (Central America, Caribbean, Colombia, Venezuela & Ecuador)
- I took Infor's Operations after 3 years complicated and we did a quickly action plan to revert this situation, I lead an strategy based in 3 pillars ( Generation, Installed Based, Net New)
- Align all teams in to the Organization, Sales, Presales, Consulting Services, Support & HR
- New Demand Generation strategy coordinated with pre sales & services teams
- 53 deals closed in Q4 FY'15
- 103% Quota achievement in FY'16
- 202 Deals Closed in FY'16, increased 35% the average deal size
- 39 New logos in all region, 25 in Mx & 14 in NoLA (Jersey, NAD, F.Ahorro, Andrea, Arichuna, Eurofarma, Chase Distributors, Dragón, Cubasa, Sablón, Herdez, Quala,Panama Ports, Laboratorios Sanfer)
- 24% Growth YoY; (27% in Mx Direct, 41% Mx Indirect, 68% NoLA Direct, 7% NoLA Indirect)
Supplier Portfolio Sales Director (Ariba)
SAP MÉXICO Y CENTRO AMÉRICA, S.A DE C.V
Mexico City
02.2013 - 09.2014
- Responsible for the development and performance of all sales activities in assigned LOB
- Staffs and directs a sales team and provides leadership towards the achievement of Objectives, profitability and growth in line with company vision and values
- Responsible for the performance and development of the Account Executives, People Coaching
- Demand Generation; weekly forecast review, follow up at sales activities
- Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive's sales and activity performance
- Executive meetings with decision makers, negotiation skills and close deal
- 140% of achievement in 2013, 102% achievement in Half 1 2014
- Started operations in Mexico closing: Grupo Kuo, Grupo Merza, Vitalmex, Volaris, Grupo Alen, Mexichem, Rotoplas
- Hired, trained and built high-performing team of sales representatives.
Sales Manager
SAP MÉXICO Y CENTRO AMÉRICA, S.A DE C.V
12.2009 - 01.2013
- Define and execute the business strategy in a territory of 20 named accounts, mainly providers of Logistics, Healthcare and Professional services companies
- Complying with sales goals, having as principal objective to close new accounts for SAP offering innovating solutions like Electronic Medical Record
- Forecasting Monthly and Accurately
- Managing the end to end sales process for SAP Portfolio software solutions and services
- The creation and execution of a territory business plan focused on developing prospects, pro-active up and cross-sell campaigns
- Owning the territory as a 'business unit' focusing on direct and indirect sales to end users
- 105% of achievement of 2012 annual sales quote ($3.5 MUSD) 110% of achievement in Half 1 in 2013
- Key Customers: Savi Distribuciones, Grupo Vitalmex, Consupago; Cablemas, Novavision SKY, Grupo Gondi, PEMSA, Grupo Gonher
Applications Account Manager
ORACLE DE MÉXICO, SA DE CV
06.2006 - 12.2009
- Define and execute the business strategy, as well as to coordinate sales team to position the solution in a defined territory, to show added value to the customers to obtain investment in solutions
- Execute a quarterly business plan and sales strategy for assigned Territory
- Develops and implements account plans that drive the attainment of business objectives and effectively balance short term and long term priorities
- Managing the end to end sales process for Oracle Applications solutions
- Strong Indirect Sales through Business Partners
- Annual sales Quote Achievement of 110% in 2009, 150% in 2008, 107% in 2007
- Key Customers: Royal & SunAlliance, Employee, Rivera Gas, Sports World, PROCESAR, Grupo R
- Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.
Applications Sales Representative, Oracle Direct (Inside Sales)
ORACLE DE MÉXICO, SA DE CV
09.2004 - 05.2006
- Started this Applications Division in Mexico
- Defined and execute the commercial strategy in territories with each Account Executive
- Execute Campaign calls to demand generation
- Develops and implements Territory plans that drive the attainment of business
- Perform outbound sales activities such as cold calling, lead follow-up, sales qualifications, and offer Oracle Applications
- Pipeline Development
- Strong Indirect Sales through Business Partners
- Annual Sales Quote Achievement of 102% 2005, 125% in 2006
Sales Representative Telecoverage IBM.com
IBM DE MÉXICO, COMERCIALIZACIÓN Y SERVICIOS
10.2001 - 11.2004
- Leading the process of follow-up and closure of business opportunities in accounts of distribution and services sector, as well as coordinate demand generation campaigns with some business partners
- Lead the team of demand generation executives of primary territory
- Coordination of marketing campaigns with the sales team and business partners
- Grow up of 10% in demand generation of revenue
- Improvement of the demand generation process achieving 35% of win rate
Education
MBA -
Universidad Anahuac México
Mexico City 01.2017 - 01.2019
Bachelor Degree - Accounting And Finance
Universidad Del Valle De México
Mexico City 08.1997 - 06.2001
Skills
Customer service
Revenue generation
Sales forecasting
Network development
Customer relationship building
Sales closing
Performance improvement
Customer service
Professional Achievements
- 2014, Coaching for Challenger // Corporate Executive Board
- 2013, Manager as a Coach // Gnoatto Consultoría Internacional SAP UNIVERSITY
- 2010, SAP FUNDAMENTALS // ACADEMY SAP México
- 2009, Oracle Business Accelerators for E-Business Suite: Installation // Oracle University online
- 2008, Oracle Business Accelerators for E-Business Suite
- 2008, Implementation. Oracle University online
- 2008, Negotiation Skills // Karras Institute
- 2007, Sales Advance Certified for PeopleSoft, JD Edwards // Oracle University online
- 2003, SSM Methodology by IBM University, Orlando Fl
Personal Information
- Age: 46
- Nationality: Mexican
Timeline
Country Manager / RVP
TABLEAU SOFTWARE
06.2020 - Current
Financial Services Sales Director
CAPGEMINI MÉXICO
01.2020 - 06.2020
Applications Vice-President
ORACLE DE MÉXICO, SA DE CV
10.2018 - 10.2019
Applications Senior Sales Director
ORACLE DE MÉXICO, SA DE CV
01.2017 - 10.2018
MBA -
Universidad Anahuac México
01.2017 - 01.2019
Director Mexico & North of Latam
INFOR MÉXICO SOFTWARES
09.2014 - 12.2016
Supplier Portfolio Sales Director (Ariba)
SAP MÉXICO Y CENTRO AMÉRICA, S.A DE C.V
02.2013 - 09.2014
Sales Manager
SAP MÉXICO Y CENTRO AMÉRICA, S.A DE C.V
12.2009 - 01.2013
Applications Account Manager
ORACLE DE MÉXICO, SA DE CV
06.2006 - 12.2009
Applications Sales Representative, Oracle Direct (Inside Sales)
ORACLE DE MÉXICO, SA DE CV
09.2004 - 05.2006
Sales Representative Telecoverage IBM.com
IBM DE MÉXICO, COMERCIALIZACIÓN Y SERVICIOS
10.2001 - 11.2004
Bachelor Degree - Accounting And Finance
Universidad Del Valle De México
08.1997 - 06.2001
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