GILBERT VARGAS
14229 Dalhousie Road, San Diego,USA
Summary
Strategic Account Executive with a proven ability to generate $1.5M in annual recurring revenue through executive-level sales and strategic account management. Successfully negotiated multi-year contracts worth $5M, consistently surpassing sales targets. Expertise in contract negotiation and effective communication enhances operational visibility for enterprise clients.
Overview
25
25
years of professional experience
Work History
Strategic Account Executive
TeamViewer
Goppingen, Germany
10.2021 - Current
- Drove value positioning of remote management solutions within strategic accounts generating over $15B annually, achieving average (I)ARR of $500K and multi-year contracts exceeding $2M.
- Engaged CISO, IT Security, and Operations leaders to transition environments to SSO and 2FA, establishing audible security metrics on user activity and endpoint connections.
- Spearheaded rollout of AI Session Summary and usage metrics for a multinational entertainment client, improving operational visibility.
- Expanded transactional sales into enterprise-wide deployments across IT, Operations, Manufacturing, edge computing, and customer-facing devices.
- Developed value metrics achieving 35% TTR and reducing POS downtime losses significantly; improved issue resolution rates for DNA sequencing devices by 29%.
- Led executive-level engagements, coordinating cross-functional teams including SMEs, executive sponsors, and customer success.
- Executed targeted territory and account plans, delivering tailored messaging aligned with client challenges.
- Created AI-driven customer use case profiles adopted company-wide in AMS Enterprise & Strategic Sales, enabling executives to visualize ROI and accelerate secure enterprise adoption of TeamViewer solutions.
Director of OEM Sales, Account Executive
OpenText
Waterloo, CAN
09.2016 - 10.2021
- Lead OEM and embedded sales strategy for Western US and APAC, generating $12M+ in annual software, support, and professional services revenue.
- Promoted to Director in 2019 to lead a high-performing OEM team focused on strategic growth and innovation.
- Delivered year-over-year sales growth by building account plans, coaching AE teams, and driving multiyear customer commitments.
- Successfully managed C-level relationships and strategic partnerships, resulting in accelerated deal cycles and early contract renewals.
- Presidents Club honoree (2017) for exceptional sales performance.
Sales Account Executive | OEM
Dell EMC
07.2015 - 09.2016
- Managed top 25 strategic OEM accounts, ensuring smooth transition to OpenText while maintaining customer satisfaction.
- Exceeded revenue targets with $5M in net new software and services and $7M in recurring annual revenue.
- Achieved consistent sales performance; honored as Presidents Club member in 2015 and secured one new enterprise logo each quarter for six consecutive quarters.
- Led negotiations and closed complex Enterprise License Agreements across content management and collaboration solutions, driving significant growth.
Sales Account Executive
Fujitsu America
Mountain View, California
12.2014 - 06.2015
- Supported the launch of Fujitsu’s capture software business unit, collaborating cross-functionally with hardware sales teams.
Senior Account Executive
Reveille Software
Alpharetta, GA
02.2013 - 12.2014
- Surpassed 106% of annual sales target in first year, securing four new Fortune 500 accounts including USAA and Optum.
- Built partner programs and joint go-to-market strategies with large ECM companies.
- Designed and implemented an inside sales team model for channel expansion.
Account Executive, Channel Account Executive
EMC Corporation
Hopkinton, MA
12.2005 - 01.2013
- Exceeded annual targets for profitable sales volume and strategic objectives by 160%-260%.
- Grew net license revenue from $2.5M to $8.5M over four years through strategic partner enablement and direct sales.
- Recruited and enabled 20+ partners, resulting in a $6M+ recurring revenue stream.
- Managed national partner enablement roadshows and resolved channel conflicts with strategic alignment.
Sales Account Representative
Captiva Software Corporation
San Diego, CA
09.2001 - 12.2005
- Exceeding objectives of $1-$4 million in revenue year after year.
- Focused on key vertical and horizontal applications of enterprise intelligent capture solutions.
- Developed a foundation of business development, marketing communication execution.
- Cross sold with Content Management, Archive, and Storage.
United States Marine Corp, Reserves
01.1989 - 01.1995
- Highly motivated and remained as a Squad Leader throughout basic training.
- Quickly became an essential part of Headquarter and Support Battalion composed of Officers and military leaders.
- Volunteered for all major campaigns throughout service.
- Honorable discharge with high recognition of service.
Education
BS - Marketing
San Diego State University
San Diego, CA01.1999
Skills
- Sales leadership and competencies
- Strategic account development
- Executive selling and negotiation
- Deal structuring and coaching
- OEM and channel partnership management
- Strategic alliance management
- MEDDPICC methodology
- Sandler sales techniques
- Enterprise software solutions
- Managed and cloud services
- SaaS and PaaS offerings
- Hybrid and on-prem solutions
- API integration expertise
- Remote access solutions
- Secure connectivity technologies
- IoT technology applications
- Supply chain solutions
- Content and process management
- Enterprise content management systems
- Document capture techniques
- Content services expertise
- Analytical skills and communication
- Data-driven decision making strategies
- Value articulation skills
References
Available upon request and offer confirmation.
Volunteer Community Service
- San Diego Mountain Bike Association, San Diego, CA, Volunteer Trail Steward, Event Support, Trail preservation and annual event support
- Budd Family Annual Christmas Bike Build, San Diego, CA, Volunteer Bike Builder, 01/01/16, Present.
- San Diego Food Bank, San Diego, CA, Volunteer, 01/01/20, 01/01/23, Bundling and distributing food bags.
- Rancho Peñasquitos Recreational Soccer League, San Diego, CA, Volunteer Coach, 01/01/18, 01/01/20.
Timeline
Strategic Account Executive
TeamViewer
10.2021 - Current
Director of OEM Sales, Account Executive
OpenText
09.2016 - 10.2021
Sales Account Executive | OEM
Dell EMC
07.2015 - 09.2016
Sales Account Executive
Fujitsu America
12.2014 - 06.2015
Senior Account Executive
Reveille Software
02.2013 - 12.2014
Account Executive, Channel Account Executive
EMC Corporation
12.2005 - 01.2013
Sales Account Representative
Captiva Software Corporation
09.2001 - 12.2005
United States Marine Corp, Reserves
01.1989 - 01.1995
BS - Marketing
San Diego State University
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