Spearheaded new business plans by business segments and countries, set regional and individual sales goals, established territories.
Worked with Adobe’s marketing and channel to put together regional reseller meeting.
Established systems (SalesForce) to manage sales leads and customer contacts.
Elevated Latin American account with growth of 75%.
Launched a distribution plan for educational institutions, developing a licensing scheme and pricing for this market, resulting in increased market share.
Grew Adobe dealer representation by 75% over two year period, improving channel business.
Planned and coordinated trade shows, reseller meetings, and execute marketing projects.
Prepared business plans and overachieved in the execution of these plans on a yearly basis, growing the Adobe business YOY in the region by 105%, 65%, 15%, and 98%
Established a technical support and customer Adobe service center in Mexico through a third party vendor.
Full responsibility for licensing truce campaign, enforcement actions, settlements and served a primary point of contact for local BSA & SPA lawyers in country, sales increased by 145% during 12 month campaing.
Successfully created and executed a business plan to introduce Adobe in Mexico after the acquisition of Aldus, including public relations activities, advertising, product road-shows, seminars, anti-piracy activities, and reseller training.
Lobbied and spokesperson with local governments, press, business and technology forums.
Launched Apple enterprise and government program, and implemented policies and procedures for the region resulting in detecting local opportunities.
Planned, developed and participation in the largest SW licensing business in the region $1M to INEA in Mexico.​
Built strong relationship with 30 named resellers and established strategies in order to close key business opportunities.
Organized briefings in Apple’s headquarters in California, and in country with key executives from selected accounts, industry groups and associations representatives.
Increased local partners business by 100% in 18 months.
Authored a strategic marketing plan that served as the basis for accelerating Apple’s penetration through licensing program in coordination with BSA.
Acquired portfolio of 100 accounts that included newspapers, advertising agencies and media corporations, through implemented marketing program, created a pipeline of $12M.
Developed and executed 3 year educational business plan for Mexico, including ROI justification resource allocation, P/L analysis.
Identified and signed direct business with 25 HED and K-12 institutions in 12 months.
Responsible for growing HW & SW business in education from zero to $4M in 18 months.
Worked with Apple’s corporate legal, finance and marketing teams to ensure plan complied with Apple.
Established local team of 5+ people, including sales, marketing and technical support.
Apple biggest business in the region, surrendered to Colombian government, with sales of $4M, Telecentros project.
Elevated Latin American account sales by $5M (growth of 275%), despite challenges presented by an aging company.
Delivered first-ever Quark enterprise business in its history of the region.
Developed the System Integrators model for Enterprise division; closed of 10 accounts in different countries: Brasil, Mexico, Bolivia, Argentina, Venezuela, etc.
An established regional One Latam team of 25+ people, expert associates by specialty.
Closed early win, Time Inc. (Mexico), services and software (Workflow, DAM, WCM, Planning, Coaching).
Achieved sales of $1M during the first 18 months (40% services & 60%software).
Development a One Latam plan to help media companies in their transformation processes to accelerate their current and new digital businesses, compensated the traditional media business deceleration; using the most efficient platforms for monetization
Positioning data analytics vendors in Latin America and Spain, penetrating new countries such as Spain, Mexico, Peru, etc., laying the foundation for raising sales by 150% in 12 months
Highly accomplished sales management, marketing and business development leader with 15+ years of experience and expert skills in creating robust demand generation programs to drive sales and enhance international market growth. In-depth experience increasing sales and market share for U.S. based companies in Latin America and Spain.
Experienced in developing business strategies that increase operational effectiveness; drive consumer, business and government customer engagement, conversion growth, satisfaction, monetization and retention, all while increasing revenue, ROI and profitability. Proven skills in building and managing cross-functional teams of high-performing professionals; track record in defining and exceeding sales and lead generation goals, guiding marketing, and integrating new platforms and technologies.
Guillermo Diaz de Leon
INTERNATIONAL SALES / MARKETING / BUSINESS DEVELOPMENT LEADER
Phone:
+1 305 794.2203
Email:
Address:
Miami, FL 33146
​
www.linkedin.com/in/guillermodiazdeleon
​
EDUCATION
UNIVERSIDAD IBEROAMERICANA
Master of Business, Marketing
Bachelor of Science, Computer Science
UNIVERSIDAD DEL VALLE DE MEXICO
EXPERIENCE
CORE COMPETENCIES / KEY SKILLS
Sales/Marketing Leadership
Sales Team Training & Mgmt.
Complex Project Management
Business P&L Management
Multinational Market Expansion
Market & Channel Development
CRM · Microsoft Office · Salesforce · Siebel TAS
· Reddin 3D · Brikman 360
Key Account Management
Written/Verbal Communication
Territory Startup/Turnaround
C-Level/Mid/Jr. CRM
Demand Generation
Cross-Functional Team Mgmt.
Languages: Fluent (written and verbal) English and Spanish; basic knowledge of Portuguese
ACHIEVEMENT HIGHLIGHTS
ONE LATAM
Perform as consultant for clients of consulting firm offering products and services to a vast array of companies and organizations with publishing needs. Prepare plans to improve clients’ current systems and processes; create plans to help media companies transform processes to accelerate new and existing digital business; utilized the most efficient platforms for monetization.
Analyzed audience online content views to improve site performance and enhance opportunities for E-commerce; provided ways for publishers, agencies and brands to learn more about their online audiences. Implemented processes to improve site experiences for visitors and customers; delivered well-defined audience engagement metrics and data beneficial to clients’ advertisers. Key Achievements:
-
Established regional team of 25+ people consisting of expert associates, by specialty; develop and methods and improvements in production with ideal products and systems integrations.
-
Closed an early sales contract with Time Inc. (Mexico), including services and software (process workflow, digital asset management, web content management, financial planning and coaching).
-
Contributed to company in terms of sales leadership performance; achieved sales of $1M during the first 18 months (40% services & 60% software).
-
Analyzed site audience data to determine navigation profiles; implemented processes allowing clients to personalize content, improving relevance for readers of editorial and advertising.
-
Improved profitability; positioned data analytics vendors in Latin America and Spain; penetrated new countries, including Spain, Mexico, and Peru; laid foundation for increasing sales by 150% in 12 months.
2011-2017
Partner
APPLE
Latin American Sales Education Manager, 2005 – 2007
Drove new growth efforts and optimized expansion, demand generation and revenue growth; built strong channel relationships and continued to evolve channel strategy. Established local team of 5+ people, including sales, marketing and technical support; worked with Apple’s corporate legal, finance and marketing teams to ensure plans complied with company’s regulatory guidelines. Key Achievements:
-
Developed and implemented 3-year educational business plan for Mexico, including ROI justification for resource allocation, P/L analysis.
-
Identified and signed direct business with 25 higher education and K-12 institutions in 12 months; grew hardware and software business in education from zero to $4M, in 18 months.
Latin American Vertical Markets Manager, 2004 – 2005
Established high potential channel relationships; cultivated relationship with 30 named resellers and established strategies to close key business opportunities. Created optimal customer buying experiences and built sustaining lifetime relationships with customers; enhanced customer satisfaction and loyalty.
Key Achievements:
-
Increased local partner’s business by 100% in 18 months; after developing and implementing new, strategic marketing program; acquired portfolio of 100 accounts, including newspapers, advertising agencies and media corporations, created a pipeline of $12M during 2004-2005.
Latin American Enterprise & Government Manager, 2002 – 2004
Served as media spokesperson and lobbyist; raised awareness through local governments, press, business and technology forums. Launched Apple enterprise and government programs; implemented policies and procedures for region; identified local business opportunities. Key Achievements:
-
Planned, developed and participated in largest software licensing business in the region; $1M to INEA and $4M to Compartel (hardware and software).
Recognized for efforts as Apple Manager of the year in FY’04.
2007-2010
Sales Manager, Latin America
1992-2002
Mexico & Latin America
ADOBE
Latin American Sales Manager, 2000 – 2002
Defined strategies for Direct Sales and Channel Sales in Latin America and the Caribbean; closed sales for e-Paper solutions, Web solutions, Cross Media and Video. Spearheaded new business plans, set regional and individual sales goals, established territories; elevated Latin American accounts with growth of 75%
North Latin America Regional Sales Manager, 1997 – 2000
Launched a distribution plan for educational institutions; developed licensing scheme and pricing in market and increased market share. Grew Adobe dealer representation by 75% over
two-year period; improved channel business, grew Adobe
business in region, year-over-year; earned Adobe President’s Club award, 1998.
Additional:
Served as Mexico Market Country Manager, 1994 – 1997;
Mexico Account Market Manager, 1992 – 1994
QUARK
Delivered sales in Latin America for desktop software and enterprise solutions; established presence of Quark in region. Redesigned distribution and partners’ network; developed System Integrators model for enterprise division. Recruited new partners to become part of the Quark Alliance (used VAR model).
Key Achievements:
-
Delivered first-ever Quark enterprise business in the history of the Latin American region; closed 10 accounts in different Latin American cities in Brazil, and Mexico, Venezuela, Barbados and Bolivia.
-
Implemented processes to revive accounts for aging company; increased Latin American account sales by $5M, a growth rate of 275%.
-
Recognized as Manager of the Year in FY 2008.
2002-2007
Sales Manager, Latin America