Summary
Overview
Skills
Work History
Education
Certification
Trainings
Affiliations
Technologyproficiency
Languages
Software
Quote
Interests
Timeline
BusinessDevelopmentManager

Ana Luengo

Plantation,Florida

Summary

Strategic sales partner and leader with a proven track record of delivering and driving GTM strategies and sales operations. Experienced in business transformation, sales projects/programs that drive growth and optimize business results on a national and global scale. Strong B2B SaaS background, presentation and communication skills, and collaboration proficiency to maximize effectiveness of internal field and partner organizations in fueling continued growth across complex and competitive environments. Known for empathetic nature, energy, and passion. Greatest happiness comes from contributing to success of individuals and organizations, helping them achieve their goals. Strives to inspire, empower, and make a difference professionally, always remaining driven, reliable, and loyal.

Overview

17
17
years of professional experience

Skills

  • Strategic Global Project/Program Management
  • Sales Operations
  • Sales & Marketing Strategy
  • Corporate & Cross-Functional Communication
  • Organizational Development
  • Logistics operations management
  • Cross-functional Team Coordination/Collaboration
  • Self-motivated with a strong sense of personal responsibility
  • Strategic Planning
  • Operations Management
  • Work effectively in fast-paced environment
  • Skilled at working independently and collaboratively in a team environment

Work History

Senior Manager, GTM Strategies

Tableau, a Salesforce Company
03.2023 - 09.2024
  • Managed Global large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.
  • Achieved Global operational excellence by streamlining processes and implementing best practices.
  • Balanced competing priorities efficiently while maintaining focus on critical tasks requiring immediate attention.
  • Partnered with Executives like our CRO and/or VP of Sales to create, sponsor and execute Global strategic initiatives
  • Demonstrated exceptional adaptability in navigating complex situations or rapidly changing environments with ease.
  • Strategically identify scaled areas of opportunities and creatively solve for those gaps - often through enablement strategy and execution, special projects and more.
  • Utilized data-driven insights to make informed decisions that resulted in higher returns on investments.

Senior Manager, Sales Enablement

Tableau Owned by Salesforce
07.2021 - 03.2023
  • Established strong relationships with clients and stakeholders, ensuring long-term partnerships and repeat business
  • Collaborated closely with peers from other departments to drive organizational success jointly as one cohesive unit
  • Led cross-functional teams to achieve project milestones and deliver high-quality results, +$120M Pipe Generation
  • Headed creation and execution of multiple sales enablement programs
  • Partnered with Sales Managers across AMER to identify knowledge and performance gaps across sales teams
  • Executed and lead Sales and Leadership learning programs to drive skill development . Total of 18 sessions in 6 weeks and 4 sessions in 2 weeks.
  • Mentor junior staff member for skill and development and career progression within the organization

Senior Manager – Sales Engagement, Sales Effectiveness Organization

CITRIX SYSTEMS
01.2019 - 07.2021
  • Company Overview: Dedicated 16-year career positioning this American multinational software company to achieve continued growth across complex and competitive environments
  • Chosen to strengthen the overall effectiveness of new and promoted sales managers, directors, and vice presidents in driving continued competitive growth across the Americas, EMEA, and APAC region
  • Collaborate in streamlining sales programs, delivering strategic account planning and opportunity management training, and enhancing sales playbooks and sales messaging
  • Partner with Sales Readiness, Product Readiness, and Marketing teams of all levels on the design, development, and adoption of new strategic programs across the 3,000+ Global Sales Organization
  • Manage the logistics for the delivery of sales methodology training sessions across the Americas, EMEA, and APAC regions
  • Define success metrics, and collaborate with Data Specialists to monitor program results
  • Work with Human Resources to align onboarding processes with new corporate onboarding strategies
  • SUCCESSES & RESULTS: Planned and delivered the New Sales Manager Workshop, a 3-day training programs to 30-40 sales leaders yearly that resulted in above average NPS scores
  • Educated and mentored sales managers, directors, and vice presidents on best practices, resources, and tools for pipeline development, sales forecasting, and territory planning
  • Transitioned the New Sales Manager Workshop to a virtual delivery model in response to the COVID-19 pandemic
  • Restructured the schedule to accommodate sales leaders in multiple time zones, reduced presentation timeframe, and implemented interactive questions and group discussions to strengthen engagement and collaboration
  • Evolved as the go-to-person on 5 sales workshops
  • Collaborated with subject matter experts to develop and deliver critical content based on KPIs and business needs
  • Partnered with the Chief Marketing Officer to revise the Citrix value proposition to enable sales force to communicate the effectiveness of Citrix products and services in supporting clients to securely Work From Home during the pandemic
  • Collaborated with Communications team to introduce new messaging to sales force, and served as point of contact to sales force for any questions
  • Provided support to peer with Selling into the C-Level workshop for entire sales force
  • Dedicated 16-year career positioning this American multinational software company to achieve continued growth across complex and competitive environments
  • Provided strong leadership to enhance team productivity and morale.
  • Led cross-functional teams to achieve project milestones and deliver high-quality results.
  • Established strong relationships with clients and stakeholders, ensuring long-term partnerships and repeat business.
  • Improved team performance by providing comprehensive training and fostering a collaborative work environment.
  • Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.

Senior Partner Account Manager – Commercial Business Accounts, Southeast Area

CITRIX SYSTEMS
01.2017 - 01.2019
  • Promoted to expand revenue growth across 3 major Electronic Medical Records (EHR) accounts—Cerner Corporation, McKesson, and Allscripts and their customers
  • Core member of the Partner Management team charged with driving cohesive healthcare solutions to the Healthcare Public Sector business
  • Requested by Vice President to train and guide 8 Citrix resellers’ sales teams to grow portfolio of products throughout the Southeast territory
  • Tracked and ensured Citrix partners’ sales teams complied with certifications requirements
  • Planned and organized large training programs to educate partners’ sales teams on new promotions and products
  • Educated new partner sales representatives on technology, Citrix sales methodology, and best practices to grow deals
  • Aligned and enabled Citrix sales representative with partner sales representatives from large organizations
  • Mapped portfolio offerings into strategies to enable field representatives to increase productivity
  • Conducted joint-partnership business planning with partners to discover new opportunities and achieve objectives
  • Planned and coordinated joint-active selling strategies to optimize up-selling and cross-selling opportunities
  • SUCCESSES & RESULTS: Increased partner revenue by 30% for Q2 of FY 2018 by training and enabling teams in growing pipeline and business
  • Granted 100% Club FY 2013-2017 and exceeded $30M quota for 4 consecutive years—202% in FY 2014, 105% in FY 2015, 111% in 2016, and 105% in 2017
  • Built strategic relationships with Independent Software Vendor’s sales team to map major accounts that led to expanding revenue growth by 50%
  • Strengthened overall account and customer retention by driving the resolution of technical issues at customer sites following the rollout of new custom application enhancements
  • Facilitated communication between Citrix and customers’ product teams to conduct joint system testing to identify issues, and rollout next release of Citrix products
  • Achieved 10% of $10M quota for FY 2017 across channel sales business in the Southeast territory
  • Worked with partners to manage and grow the pipeline
  • Conducted portfolio planning and provided sales coaching

Inside Enterprise Manager – US Intelligence & Classified Accounts

CITRIX SYSTEMS
01.2008 - 01.2013
  • Chosen and charged with growing company’s footprint across US Intelligence Community accounts
  • Based upon success, given additional responsibility to achieve competitive growth within DoD accounts
  • SUCCESSES & RESULTS: Assumed full responsibility for the US Navy account for FY 2013 following the department of Enterprise Relationship Manager
  • Defined the strategy, partnered with Citrix resellers to close deals, and exceeded goals by 20%
  • Instrumental in capturing $17M contract with the US Army and displacing the competition
  • Evolved as a top performer and attained all quotas for 5 consecutive years
  • Citrix 100% Club FY 2008-2013, Citrix IEM of the Quarter Q4 FY 2011 & Q1 FY 2011
  • Citrix President’s Club FY 2009 – Top 20% Performer

Education

Bachelor of Business Administration -

BARRY UNIVERSITY
Fort Lauderdale, FL
01.2011

Certification

  • Citrix Certified Sales Professional, CITRIX SYSTEMS
  • Sales Methodology Training, WILSON LEARNING

Trainings

· Aspiring People Leader

· Accelerate (Leadership Program)

· Habits of Highly Effective People

· Emotional Intelligence

· Speed of Trust

· Fearless Feedback

· Presenting Up

· Storytelling

Affiliations

  • Women in Technology
  • Leukemia Lymphoma Society (LLS)
  • Women in Distress Thrift Store Hurricane Irma Collection, Key West
  • Neighbor Volunteer Office, Sweep Fort Lauderdale Beach
  • Junior Achievement of South Florida

Technologyproficiency

  • SAP
  • Salesforce
  • MS Office Suite
  • Concur
  • Workday
  • Slack
  • Teams
  • Zoom

Languages

Portuguese
Native or Bilingual
Spanish
Full Professional
English
Full Professional

Software

SAP

Salesforce CRM

MS Office Suite

Concur

Workday

Slack

Teams

Zoom

GoogleMeet

Quote

Far and away the best prize that life offers is the chance to work hard at work worth doing.
Theodore Roosevelt

Interests

Travel

Family

Adventures

Different Cultures

Food

Timeline

Senior Manager, GTM Strategies

Tableau, a Salesforce Company
03.2023 - 09.2024

Senior Manager, Sales Enablement

Tableau Owned by Salesforce
07.2021 - 03.2023

Senior Manager – Sales Engagement, Sales Effectiveness Organization

CITRIX SYSTEMS
01.2019 - 07.2021

Senior Partner Account Manager – Commercial Business Accounts, Southeast Area

CITRIX SYSTEMS
01.2017 - 01.2019

Inside Enterprise Manager – US Intelligence & Classified Accounts

CITRIX SYSTEMS
01.2008 - 01.2013

Bachelor of Business Administration -

BARRY UNIVERSITY

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Ana Luengo