Christian Castillo
Summary
Hands-on Vice President with 17+ years of increased responsibility, 8+ years leading high-performing sales teams, and over-delivering results for hyper-growth companies with aggressive revenue targets. Deep background in a diverse set of SAAS models, with expertise selling to C-suites in the software and high-tech industries. Decisive and collaborative team builder/problem solver. Focused on long term wins for customers and shareholders alike.
Overview
24
24
years of professional experience
Work History
Regional Vice President – Account Management, Software and High-Tech
ORACLE | NETSUITE
01.2020 - Current
- Leading a U.S. West Vertical selling the entire ERP platform to B2B software and high-tech. Averaging 20% YOY ARR growth.
- At or above quota for fiscal years 2019, 2020, 2021. Vertical Lead MVP 2021. Average Quota; 30M in net new ARR
- Delivering ARR in a “land and expand” model across 1K+ customers in a portfolio size of $170M in recurring ACV
- Successfully promoted a 6 year direct report to peer level RVP in 2021. Actively mentor new RVPs across the organization
- Providing strategic and tactical support for 40 directs, including 5 front-line managers
- Regularly collaborate with sales enablement, marketing, product, Executive Leadership, and value-added teams to maximize return on sales process
- Maintained a 4% or less resignation rate through COVID pandemic
Sr. Manager – Account Management, Software and High-Tech
ORACLE | NETSUITE
01.2015 - 01.2020
- Led a quota bearing account management team of 13 directs and one Regional Manager.
- Led team through 2016 Oracle Acquisition with 0% attrition successfully meeting quota targets
- 156% of quota FY19, 133% in FY18 / 9 consecutive quarters of quota achievement.
- Achieved 24%+ YOY ARR growth in FY18 ($6.6M total ARR), 24% in FY19 ($11.5M)
- Worked with AVP to stand up an industry customer advisory board driving our top 20 customers to participate in an annual, 2-day event between product management and key business partners
Sr. Account Manager, Software and High-Tech
ORACLE |NETSUITE
01.2013 - 01.2015
- 1M+ quota: President's Club and Quota attainment 2014 & 2015
- Responsible for retention, upselling/cross selling, and renewal contract negotiation.
- Areas of focus; Financials, Professional Services Automation, HRIS, Billing, Revenue Managment, Procurement, and eCommerce.
Strategic Account Manager - National Outside Sales
SAJAN INC.
01.2006 - 01.2012
Manager, Call Center
HUDCO CORPORATION / D.B.A ROTO-ROOTER
01.2004 - 01.2005
National Accounts Manager – Inside Sales
ROTO-ROOTER CORPORATION
01.2000 - 01.2004
Education
B.A. - Communication Studies -
THE UNIVERSITY OF IOWA
01.2004
Entrepreneurial Program Certificate -
THE UNIVERSITY OF IOWA COLLEGE OF BUSINESS
01.2004
Skills
- Coaching
- Recruiting & Team Building
- Company Goal Alignment
- Cultivating and Establing real Connections
- Networking
- Forecasting
- High-Stakes Negotiation
- Sales Planning
- Data Driven Management
- Emotional Intelligence
Timeline
Regional Vice President – Account Management, Software and High-Tech
ORACLE | NETSUITE
01.2020 - Current
Sr. Manager – Account Management, Software and High-Tech
ORACLE | NETSUITE
01.2015 - 01.2020
Sr. Account Manager, Software and High-Tech
ORACLE |NETSUITE
01.2013 - 01.2015
Strategic Account Manager - National Outside Sales
SAJAN INC.
01.2006 - 01.2012
Manager, Call Center
HUDCO CORPORATION / D.B.A ROTO-ROOTER
01.2004 - 01.2005
National Accounts Manager – Inside Sales
ROTO-ROOTER CORPORATION
01.2000 - 01.2004
B.A. - Communication Studies -
THE UNIVERSITY OF IOWA
Entrepreneurial Program Certificate -
THE UNIVERSITY OF IOWA COLLEGE OF BUSINESS
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