Rolin Zumaran
Sterling,USA
Summary
Sales experiences of 16 years from an individual contributor to hire, train, manage high performance teams in the Americas meeting direct sales quotas and partner participation. Cross matrix interaction and reporting as well as early funding organizations experience. Direct and indirect (partner driven) Licensing models for both SaaS, open servers and legacy mainframe application programs for Commercial and Public Sector initiatives.
High performance training to manage projects, customer experiences and multi-cultural client touch points in the company such as pre-sales, marketing and business development. A necessary experience when managing projects, P&L and budgets to achieve corporate goals. People make great companies and successful delivery of products and services, technology is a great contributor to clear and funded business cases needed to help companies make a difference. New logo clients and existing accounts have been part of the success stories in both Public Sector and Commercial markets. Further, client experiences meeting sales quota have been in verticals such as financial, manufacturing, healthcare and supply chain logistics based on great use cases and solutions. Director of Sales with track record of leading high-impact initiatives and optimizing business processes. Adept at fostering strategic partnerships and guiding cross-functional teams to achieve organizational goals. Demonstrated ability to leverage critical thinking and problem-solving skills to drive innovation and growth.
Overview
22
22
years of professional experience
Work History
Vice President Business Development - Americas
Sightline Systems
01.2022 - 02.2024
- Company Overview: A SaaS platform solution for performance Analytical Artificial Intelligence in real time for Legacy, Data Centers, Mining, Utilities, Manufacturing and Aquaculture that includes integrated technologies such as machine learning, AI, Regression Analytics, root cause and others
- Brought in to review new markets and existing accounts to turn around two years of business development in the Americas with zero deals closed
- Careful review of product, people, processes
- Developed a Go to Market Strategy outside the US based on partnerships with large system integrators with corporate clients in public sector, manufacturing and IT organizations
- Modified sales processes and hired a new team to support Latam partners
- Orchestrated the expansion of Sightline in Mexico, Colombia and Brazil through a channel program based on Integrators such as Claro Colombia, Sonda and Stefanini among others
- Re-calibrated sales processes to reflect the sale of a platform in need of a use case to drive the deal
- Modified CRM processes to report on use case discovery and pilot agreed steps as key sales indicators to forecast new deals
- Developed the aquaculture Go to Market plan based on Salmon Chilean operations experience and build the Execution team to bring deals with over 5,000 new prospects
- Impart in the initial contact approach to prospects the security, flexibility and experience of 30 years when becoming a subscriber under a SaaS model to Sightline’s new Aquaculture app and platform analytics
- A SaaS platform solution for performance Analytical Artificial Intelligence in real time for Legacy, Data Centers, Mining, Utilities, Manufacturing and Aquaculture that includes integrated technologies such as machine learning, AI, Regression Analytics, root cause and others
Senior Director Partners/Channels Latin America
Appian Corporation
01.2018 - 01.2022
- Company Overview: A SaaS low-code platform that includes integrated technologies such as RPA, BPM, Case Management, Document management, AI among others
- Spearhead all of the Organization’s sales processes and business development with complete P&L accountability, including managing all front-end activities and expanding the sales representative network across Latin America
- Held complete accountability for managing budgets, training programs, marketing efforts, human resources, customer service, and business development
- Orchestrated the expansion of Appian through a channel program across U.S., Mexico, Colombia, and Brazil
- Closed client/partner contracts that included training, annual revenue planning, vertical focus for sales and distribution of Appian Partners such as Indra, Accenture, Sonda, VR Group, KPMG, and EY among others
- Managed key clients with partners delivering implementations of solutions to Santander Bank, BBVA, CitiBanamex, HSBC, Colombian Army, Marinha do Brasil, Colpensiones Colombia and Grupo bimbo among others
- Organized and attended presentations and GO-TO sales efforts with partners in verticals such as Public Sector, Manufacturing, Supply Chain, Utilities and Financial Services
- A SaaS low-code platform that includes integrated technologies such as RPA, BPM, Case Management, Document management, AI among others
President
OpenLegacy, Inc.
01.2014 - 01.2018
- Overview: Help company achieve a $60M valuation. OpenLegacy is the developer of a revolutionary digital-driven SaaS integration platform for connecting application between legacy systems, mainframes, applications, and databases to Front end Java and Data driven platforms
- Oversaw the strategic planning, implementation, and direction of all Operations and Sales, with complete accountability company performance, including budget management, total profit and loss responsibility, and overall performance enhancement, while acting within the scope of company objectives and policies to accomplish overall goals
- Trained management employees, developed effective sales strategies, and ensured that sales quotas for the territory were met
- Duties included sales, purchasing, inventory control, CRM, sales training, and management
- Key clients in Latam and the US were Banamex/Citi, HSBC Canada, Santander Mexico, Compass in North Carolina and Grupo Chedraui Mexico
- Oversaw budgets, staff, and executives
- Worked with board members to plan and implement a short-, mid-and long-term strategy for the company
- Overseeing the complete operation of the company and ensuring all goals were met
- Established and carried out organizational or departmental procedures, goals and policies
- Analyzed budgets and financial reports
- Represented the organization in forums, conferences and negotiations as the top executive personnel
- OpenLegacy is the developer of a revolutionary digital-driven SaaS integration platform for connecting application between legacy systems, mainframes, applications, and databases to Front end Java and Data driven platforms
National VP: Sales
SOFTWARE AG Inc.
02.2002 - 03.2012
- Company Overview: An enterprise software company with over 10,000 enterprise customers in over 52 countries
- Served in five different leadership roles, providing expert guidance to the organization and contributing successfully across numerous large-scale sales initiatives
- Identified new sales opportunities and built client relationships
- Developed a high-performing team by hiring, training, and providing strong mentorship, coaching and guidance
- Achieved region goals through cross-functional management of teams with Software AG’s operating divisions in USA, Germany, and LATAM; introduced product and consulting services to the US and Latin America-based organizations, including Coca-Cola (US/Mexico), MAPFRE (Puerto Rico/Spain), Heineken (Holland/Mexico), BBVA (Spain/Venezuela), CitiBanamex (US/Mexico) and Colombia Tax authority among others
- Increased revenue across the region and regained strategic relevance with customers
- Built and trained a solution-selling team delivering multi-year deals through direct team selling; partners contributed additional revenue and services to LATAM clients
- Led Business priorities workshops to align customers’ business and IT groups on critical mission projects
- Planned, funded, staffed, and directed multiple business and technical initiatives to develop compelling and synergistic applications, acquire new clients, and drive expanded and repeat solutions
- Negotiated strategic partnerships and sponsorships with leading supply chain and financial institutions
- Represented the company as a public speaker at industry and corporate conferences
- An enterprise software company with over 10,000 enterprise customers in over 52 countries
Education
Associate of Arts - Business Administration And Management
IPAE
Lima, Peru01.1983
Skills
- SaaS Solution Sales
- Artificial Intelligence
- Solution Selling
- Leadership
- Team Building
- Customer Success
- Budgeting
- Forecasting
- P&L
- Project Management
- Program Management
- Supply Chain
- Procurement
- Logistics
- AI Solutions
- IIOT Solutions
- Licenses and Services Contract Negotiation
- Public Sector
- Manufacturing
- Partnership Development
- High performance team training
- Strategic leadership
- Operational Excellence
- Process Improvements
- Business Development
- Strategic plans
- Revenue Generation
- Digital Transformation
- Corporate presentations
- Recruiting and Hiring
- Budget Preparation
- Operational leadership
- Procedure Implementation
- Performance Improvement
- Office Management
- Client Relationship Building
- Employee Coaching
- Management Team Leadership
- Results Orientation
- Contract Negotiation
- New Business Development
Skillsandabilities
Management of complex sales multi-year contract negotiations for Legacy and SaaS platform solutions. Partnership projects with Medium and Large integrators such as Ernst & Young, Tata Consulting, Infosys and Accenture among others in multiple verticals. SaaS Solution Sales of Artificial Intelligence driven applications delivering automation of analytics, trends and predictability. Extensive travel and cultural appreciation for customers locally in the US as well as Globally with clients and partners in Asia, Europe and Latin America., 15 years of experience as an individual contributor selling software and hardware Solutions with Professional Services, 12 years managing sales and presales professionals selling Software to new logos and customer accounts. Member of management teams with cross matrix organizations., Solution Selling, Leadership & Team Building, Customer Success, Budgeting / Forecasting / P&L, Project / Program Management, HR Operations, Supply Chain, Procurement & Logistics, AI and IIOT Solutions experience, Licenses and Services Contract Negotiation, Oil & Gas, Public Sector, Manufacturing, Partnership Development, USA and Germany, 01/07 - 12/07
Leadership Experience
Member of different organizations supporting school based programs introducing internships and 'a day in a tech company' events.
Club Sales recognition
High performance and sales attainment award of 150% with presentations in Cape Town South Africa.
Languages
English
Native or Bilingual
Spanish
Native or Bilingual
Portuguese
Limited Working
Timeline
Vice President Business Development - Americas
Sightline Systems
01.2022 - 02.2024
Senior Director Partners/Channels Latin America
Appian Corporation
01.2018 - 01.2022
President
OpenLegacy, Inc.
01.2014 - 01.2018
National VP: Sales
SOFTWARE AG Inc.
02.2002 - 03.2012
Associate of Arts - Business Administration And Management
IPAE
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