Jose Roberto (JR) Manzano

Head of Sales for North America, responsible by Siemens Process
Automation So ware solutions for Simulation, Engineering and
Operations. Our portfolio includes gPROMS for Process Modeling,
COMOS for Engineering Design and PlantSight for Operational
Intelligence.

Managing a dedicated sales team providing support to clients across
diverse industries such as Oil & Gas, Chemicals, Life Sciences, Mining,
and Food & Beverage. Our overarching mission is to deliver cutting-edge
solutions that empower our clients to enhance their work ow e ciency
and tackle complex challenges. With our comprehensive consultancy
portfolio, we assist clients in prioritizing their needs and selecting the
most relevant technologies, ensuring that we deliver purpose-driven
solutions

Responsibilities comprised strategic planning and go to market for 3
major industries: O&G, Chemicals and Pharmaceuticals. Responsible by
a high caliber sales team (direct and indirect), pre-sales, customer
success, marketing and demand generation.

Main accomplishments:

• Strong "after pandemic" growth being recognized as the best growth
  among over 15 countries in 2022
• Responsible for profound transformation in the current go to
  market strategy, implementing new sales methodologies (Challenger
  Sales), creating a customer success team, and bringing a new
  technology stack for inside sales and demand generation.
• Implementation of tools for sales automation (Expandi.io),
  marketplace intent tracking (Bombora) and automated demos
  (Consensus). Use of ChatGPT to improve market messaging and
  support SDR's and AE's to be more effective in handling objections
  and positioning our solutions in the marketplace.
• In the culture and mindset, focus in building a hunting strategy
  connecting SDR's and AEs in strategic workflows for new suspects
  accounts acquisition.
• Designing and developing business plans for market research and
  trend analysis to help the company achieve its business goals and
  objectives
• Responsible for budget allocations, hiring and ring decisions. High
  commitment with business sustainability and growth, with P&L
  responsibility.
• Motivating staff to achieve their set targets and operational goal
• Two awards in Sales growth and innovation in 2022 and 2023

As the leader of a cross-functional team comprising so ware engineers,
enterprise account executives, and technical sales engineers, my primary
responsibility is to spearhead the promotion, commercialization, and
implementation of so ware solutions in the eld of Computer-Aided
Design and Computer-Aided Engineering (CAD/CAE) for the process
industry. Our focus areas encompass Oil and Gas (O&G) as well as
Mining sectors.

Main responsibilities:

General Sales and P&L Management: Oversee all aspects of sales
operations and Pro t and Loss (P&L) management, ensuring the
achievement of revenue and profitability targets.

Sales Forecasting and Strategic Planning: Lead the development of sales
forecasts and the formulation of strategic plans to drive growth and
market expansion.

Go-to-Market Strategy: Develop and execute effective go-to-market
strategies tailored to the defined industries, ensuring the alignment of
sales and marketing efforts.

Business Alliances and Partner Management: Cultivate and nurture
partnerships and alliances that enhance our market presence and extend
our product/service offerings.

Executive Relationship Building: Foster relationships with C-level
executives and key stakeholders in major accounts to drive business
growth and secure long-term partnerships.

New Market Penetration: Define and implement strategies to penetrate
new industries, leveraging market research and insights to identify
opportunities for expansion.

Main accomplishments:

Successful Company Integration: Orchestrated the seamless integration
of our company into Siemens a er the acquisition, ensuring the
retention and onboarding of all employees.
Sales Training and Coaching: Implemented the Challenger
Methodology in sales training and coaching, equipping the sales
organization with the tools needed to excel in a challenging market, even
during a recession.
Go-to-Market Strategy: Formulated a comprehensive Go-to-Market
(G2M) strategy to strengthen various sales channels, effectively utilizing
the entire company sales force to promote our solutions.
Sales Organization Restructuring: Implemented a sales organization
restructuring initiative, incorporating the Challenger approach, which
led to a remarkable performance boost, with sales team performance
increasing by over 50%.

• Responsibilities: Software Implementation Projects: Overseeing the successful execution of software implementation projects, ensuring they are delivered on time and within scope
• Pre-Sales Presentations: Conducting persuasive pre-sales presentations to potential clients, showcasing the value and capabilities of our software solutions
• Proposal Development: Crafting compelling proposals that align with client needs and objectives, setting the stage for successful project engagements
• Project Management: Utilizing Siemens PMI methodology to effectively manage projects from initiation through completion, optimizing resource allocation and project efficiency
• Customer Support: Providing dedicated and responsive customer support to address inquiries, resolve issues, and ensure client satisfaction
• International Projects: Managing international projects, navigating diverse markets, and coordinating cross-border initiatives
• Accomplishments: Largest Project Achievement: Successfully delivered Petrobras, a monumental project valued at over $20 million over a span of 7 years
• International Project Success: Achieved success with several international projects, including P&G, DuPont, and Alstom, demonstrating the ability to excel on a global scale
• Annual Project Responsibility: Held responsibility for managing projects worth USD 4 million annually, demonstrating consistent project delivery and financial management
• Services Gross Margin Excellence: Achieved a services gross margin exceeding 30% within the solution business, highlighting strong financial performance and profitability.

• Responsible by managing multimillion services contracts and leading software implementation teams
• Main projects delivered: - COMOS implementation for Petrobras - COMOS implementation for Eletronuclear - COMOS implementation for Siemens - PMI preparation course at FIAP - all PM usual activities in all disciplines.

• Software consultant: - Software development - Software customization - Customer support - Installation, configuration, troubleshooting - Team management

• CAD/CAM/CAE Analyst
• Support for engineering tools.

• System Analyst working on SAGRE project for Telefonica (GIS system for Telecom Companies)
• Main activities: - AutoCad designers coordinator - Visual Basic Programming - Customer relationship
• Besides Telefonica, activities also with Embratel, Telemar (Oi), Brasil Telecom, and GVT (Global Village Telecom).

• Responsible by Microstation designers
• Several projects for the Telecom industry (mainly SAGRE project for Telefonica).

• Trainee and Autocad designer, working on several projects for the Telecom industry.