Jonny A. López Sandoval

Work History

Consulting Sales Engineer - LATAM

Ericsson Enterprise Wireless Solutions

Mexico City

02.2023 - 01.2025

Increased sales revenue by consistently meeting and achieving sales targets quarter by quarter from 0 to 100%, through effective client presentations and product demonstrations.
Lead technical relationships with business partners and key customer accounts, acting as the Technical Account Manager identifying customer needs, pains and use cases in order to identify business opportunities
Adapt verbal and written communications according to diverse audiences, objection management and negotiation skills; with the ability to interface with a diverse stakeholders, markets and industries
Promote Ericsson's Enterprise technology with value-added pitches, integrating market and/or vertical innovative technology alliances developed by the organization or identifying others appropriated for the assigned territory
Interact with global technical teams, sharing knowledge and escalating regional unique needs and use cases so that product research and development get appropriate feedback according to the local market
Developed customized proposals that demonstrated a clear understanding of client requirements and offered compelling solutions to meet their unique needs.
Optimized sales pipeline management by regularly reviewing progress against goals and adjusting strategies as needed to stay on track towards annual objectives.
Built and maintained strong relationships with internal stakeholders, including product management, engineering, and customer success teams to ensure seamless coordination on sales initiatives.
Assisted marketing team in creating targeted collateral materials that effectively communicated product benefits to potential customers.
Submitted booking forecasts, monthly highlights and CRM entries.
Organized regular meetings with existing clients to address their needs and identify upselling opportunities.
Delivered compelling product presentations and demonstrations to prospective clients, showcasing unique features and benefits.
Participate with verbal and written communications for media press and branding awareness initiatives including podcast and social media posting.

Sr. Sales Engineer LATAM

Ericsson Enterprise Wireless Solutions

Mexico City

02.2021 - 02.2023

Participate actively building LATAM business operations from scratch providing my knowledge and regional experience to setup a commercial and technical ecosystem able to transact within the vendor's ecosystem assisting with recruiting and enabling more than 15 business partners per year.
Investigated competitor technical specifications, product data and industry standards and continually developed knowledge of product offerings.
Proposed technical solutions and developed at least three use case prototypes that addressed most common customer requirements and generated sales.
Mastered company product line and configured live product and software demonstrations.
Actively participated in trade shows and conferences as a company representative, generating leads that contributed to overall revenue growth.
Collaborated with product development teams to identify and address customer needs, leading to improved product offerings.
Maintained detailed records of all sales activities using CRM software to track progress towards goals.
Optimized territory management by strategically allocating resources and prioritizing high-potential accounts for maximum impact.
Delivered sales presentations matching audience level of expertise to explain products and services to customers.
Responded to specific customer requests, including RFP responses and industry-specific solutions.
Exceeded annual sales targets through diligent prospecting, relationship-building, and closing of key deals.
Proposed technical solutions and developed prototypes that addressed customer requirements and generated sales.
Responded to specific customer requests, including RFP responses and industry-specific solutions.
Delivered top presentations at industry conferences, raising brand awareness and generating leads.

Implementation Services Director

RT4 México

Mexico City

01.2018 - 04.2020

Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
Lead around 25 engineers to provide high quality implementation, technical support and project management services for new and existing customers in contact center/customer experience solutions, CRM Integrations, Backend, API's and Middleware developments, data networking solutions, cybersecurity, voice/video collaboration applications and virtualization platforms, among others
Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.
Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
Oversaw implementation and development of projects, minimizing operational deficiencies and driving customer satisfaction.
Act as single point of contact in complex projects for customers escalations and objections
Monitoring SLA's, supervise several implementations at the same time, as well as being able to assure customer satisfaction and retention while exceed their expectations
Translate the C-Level business requirements into technical action plans involving all the required resources, internal or external according to the business demands, implementation of company's cloud solutions initiative related to IaaS, CCaaS and UCaaS offers
Develop the career paths of direct reports, and provide technical training to achieve and maintain the highest level of some vendor's business partner programs required by the company to provide support, and implementation services
Improve team's efficiency to prevent extra costs, taking care of company's profit at the same time that projects execution granting customer satisfaction
Evaluated employee performance objectively using established metrics, leading to fair compensation adjustments based on meritocracy principles.
Lead large and complex customers projects by solving implementation issues and challenges, supported by strategic thinking and management skills, in order to achieve operational goals with business acumen
Secured key partnerships that contributed to the company''s overall growth strategy and market reach.
Transformed organizational culture to embrace continuous improvement, leading by example and mentoring teams.
Recruited, hired, and trained initial personnel, working to establish key internal functions and outline scope of positions for new organization.
Cultivated and strengthened lasting client relationships using strong issue resolution and dynamic communication skills.

Advanced Solutions Architect, Caribbean & Latin A

Avaya Inc.

Bogota

07.2017 - 05.2018

Regional technical consultant leader in major accounts and big deals across the Caribbean and Latin America region, supporting and enabling sales, engineering and technical delivery teams into Avaya's advanced solutions related to customer experience (CC), application integrations, voice, video, collaborative workspace and networking
Scope and deliver professional services (consultancy and support) of Advanced Solution Architectures to customers and partners
Developed comprehensive documentation for technical specifications, project plans, and user guides, streamlining communication across teams, this include Requirements Analysis, Planning, System Architecture/Design, Installation, Configuration, Development/Integration, Testing, Deployment, Troubleshooting, Tuning, Ongoing Support/Refinement and Knowledge Transfer
Responsible for positioning new Avaya's technologies or initiatives across the region such as Cloud, Customer Experience and Digital Transformation to solve customer's business Challenges
Promoted collaboration between cross-functional teams by serving as a liaison between sales, pre-sales and stakeholders during all phases of business development.
Provided support during customer implementations and applied industry best practices.
Facilitated smooth hand-offs between pre-sales and post-sales teams, ensuring seamless transitions for customers.

Consulting Sales Engineer, Central America, Caribbean & Andean

Avaya Inc.

Bogota

11.2014 - 06.2017

Provide technical support in sales presentations, product demonstrations and installations becoming the customer's trusted advisor
Identify appropriate solutions for customers, and produce RFI/RFP technical documentation and responses related to the proposed architecture
Collaborate with marketing and channel partner organizations to create and actively participate in a comprehensive account plan for sales/presales enablement, as well as support sales in achieve revenue targets, including assisting Sales reps in qualifying customers and developing sales plans, account roadmaps and proposals tailored to each customer's technology environment
Managed a diverse portfolio of clients across various industries to ensure maximum exposure of company offerings in the market.
Utilized advanced technical knowledge to gain a competitive edge in the market by effectively showcasing product capabilities in comparison to competitor offerings.
Achieved consistent year-over-year growth (+100%) in territory sales by proactively identifying new opportunities and strategically expanding business relationships within existing accounts.
Led product demonstrations and participate in building the experience center that articulated unique selling points, facilitating deeper understanding among prospects.
Delivered technical presentations matching audience level of expertise to explain products and services to customers.
Position the proprietary product portfolio within the open source market trends related to the Openstack ecosystem being able to explain how it fits with the SDx technologies
Engaged in industry events and conferences, expanding network and uncovering new business opportunities.

Business Development Architect

Axity (Formerly Getronics)

Bogota

11.2009 - 10.2014

Design, engineer and integrate multiple end-to-end solutions from Cisco’s product portfolio including, routing, switching, WLAN, datacenter networking, cybersecurity and collaboration technologies as well as services related to those solutions, such as installation, support and maintenance.
Sizing of managed services with competitive service models using applicable standards and methodologies related to the Project Management Institute (PMI®), the Information Technology Infrastructure Library (ITIL®), Cisco Lifecycle Services and PRINCE2®.
Developed custom proposals that showcased the unique value proposition offered by products and services, leading to higher conversion rates.
Worked closely with sales team on understanding customer requirements, promoting products and delivering sales support.
Mentored junior team members in sales techniques, improving overall team performance in lead generation and conversion.
Gained extensive knowledge of products and services to provide best-in-class sales engineering solutions.
Cultivated and maintained strong relationships with partnered vendors to ensure competitive positioning.
Increased company's market share by developing targeted marketing strategies for specific industries.
Assisted in closing deals by addressing customer objections and demonstrating the value of proposed solutions.
Improved overall sales effectiveness by working closely with marketing teams to develop targeted collateral materials, campaigns and trade shows.
Coordinated cross-functional efforts to ensure timely delivery of proposals, meeting tight deadlines consistently.

Bid & Pricing Consultant II

Axity (Formerly Getronics)

Bogota

04.2008 - 10.2009

Preparation of economic offers for customers and integration of products and services into a single offer integrating multiple providers, vendors, products and services according to customers requirements, as well as build and keep up to date the costs models (P&L) required for the sizing of proposals
Collaborated with cross-functional teams to successfully deliver comprehensive solutions for clients.
Evaluated complex RFPs to determine feasibility, scope, and resource requirements for successful execution.
Developed compelling proposals to secure new business opportunities in competitive markets.
Maximized profitability, conducting in-depth analysis of competitor positioning and pricing strategies.
Improved overall bid quality by creating and maintaining a library of standard responses, templates and pricing models for tailor made proposals.
Managed multiple bids simultaneously, ensuring timely submission and adherence to strict deadlines.
Collaborated with cross-functional teams to gather critical information for proposal development.
Provide knowledge transfers to sales/pre-sales teams regarding new product and technology releases related to Customer Engagement and Collaboration Solutions, Networking and Cybersecurity, including managed services models and company business initiatives

Field Service Representative

Axity (Formerly Getronics)

Bogota

09.2006 - 04.2008

Technical Team Leader for execution of multiple projects, monitoring them and conducting daily basis reports on status and progress as well as attending the daily huddles of those projects
Train and coach new hires by providing them with the required knowledge to execute assigned projects across several regions in accordance with customer's requirements and deadlines
Enable end users in the use of new enterprise collaboration technologies and managing the change management adoption process related to the new tools implemented as a result of the project execution
Tier 2 technical support and field service tasks in addition to the management of the assigned service tickets within committed service level agreements (SLAs) and documentation in the incident management tool
Delivered exceptional service under tight deadlines, ensuring that critical equipment was operational for client projects.
Coordinated with cross-functional teams to streamline service delivery, improving overall project timelines.
Improved customer satisfaction by promptly addressing support tickets and providing accurate solutions.
Collaborated closely with cross-functional teams to ensure seamless integration of new systems into existing infrastructure.
Facilitated smooth transitions between legacy systems and newly-implemented technologies.
Configured and executed system software changes.

Summary

Overview

Work History

Consulting Sales Engineer - LATAM

Sr. Sales Engineer LATAM

Implementation Services Director

Advanced Solutions Architect, Caribbean & Latin A

Consulting Sales Engineer, Central America, Caribbean & Andean

Business Development Architect

Bid & Pricing Consultant II

Field Service Representative

Education

MBA - Business Administration And Management

Diploma - Organizational Leadership And Management

Diploma - Business Administration And Management

Digital Transformation Specialist - Business Analytics

Bachelor of Computer Information Systems - Engineering

Skills

Websites

Languages

Hobbies

Timeline

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