Summary
Overview
Work History
Education
Skills
Certification
Languages
Timeline
Generic
Sebastian Avila

Sebastian Avila

Asten,4

Summary

Motivated and results-oriented sales and operations leader with over 10 years of experience driving revenue growth, optimizing operational processes, and leading high-performing teams.


My goal is to help organizations grow by developing and implementing sales strategies, forecasting revenue, and aligning organizational objectives with business goals.


Overview

13
13
years of professional experience
1
1
Certification

Work History

Google Cloud SMB, Sales Operations

Google
11.2023 - Current
  • Led Strategic Planning and Forecasting: key role in developing and executing the strategic direction of the 200+ individual Google Cloud SMB sales organization.
  • Managed Compensation and Reporting Systems: collaborate with engineering teams to enhance compensation and business forecast reporting platforms by developing, implementing, and testing changes to ensure accurate and efficient reporting processes. Resulted in improved compensation deployment times (from 2 months to 1 month).
  • Delivered Actionable Data-Driven Insights and Strategic Partnerships: Strategic partner to the Managing Director of NORTHAM Google Cloud Sales to align organizational objectives, processes, and tactics with broader company goals and key performance indicators (OKRs).
  • Facilitated Cross-Functional Collaboration : collaborate with various teams, including engineering, sales, and leadership, to ensure alignment and effective execution of strategic initiatives. Resulting in successful execution of 2 strategic planning cycles.

Senior Manager Sales Operations

VMware
11.2018 - 11.2023
  • Leadership and Team Management: provided leadership and direction to a cross-functional Sales Operations team, including Sales Operations Managers, Data Analysts, a Project Manager, and a Compensation Specialist. Through my tenure, 5 of my direct reports were promoted to leadership or senior contributor roles within 2 years.
  • Led Strategic Planning and Alignment : as strategic partner to the VP of AMER Channel and Commercial Sales, providing data-driven insights and recommendations to align organizational objectives with broader company priorities.
  • Streamlined Target Setting : was responsible for the design, implementation, and administration of compensation plans for the sales organization. This included collaborating with stakeholders to determine appropriate incentive structures, ensuring alignment with sales goals, and managing the compensation process.
  • Consulted in Operational Strategy and Trusted in Execution : played a key role in translating strategic plans into operational realities. He led the change management process, developed programmatic rollout plans, and oversaw the implementation of new initiatives, platforms, and processes across the organization.
  • Cross-Functional Collaboration and Stakeholder Management: collaborated with peers and executive leaders in global processes, fostering a culture of collaboration and shared goals.

Sales Operations Manager

VMware
06.2016 - 11.2018
  • Process Automation and Best Practices: Spearheaded the implementation of reporting automation and best practices enablement across various teams. The role involved managing expectations, establishing clear roadmaps, and collaborating closely with teams responsible for data management, forecasting, and compensation platforms.
  • Stakeholder Management: Responsible for managing relationships with internal partners in Marketing, Finance, and Sales. Served as the primary point of contact for external partners for all matters related to SDDC Sales Operations.
  • Sales Performance Management: Responsible for establishing performance standards and specific actions to drive sales activities at the territory level, consistent with predefined success criteria.

Sr Sales Ops Analyst

VMware
10.2014 - 06.2016
  • Revenue Forecasting and Reporting: Responsible for the administration, management, and reporting of revenue forecasting, utilizing VMware's established methodologies and forecasting tools. The role included driving the adoption of these tools and dashboards within his assigned regions.
  • Sales Performance Optimization: Responsible for establishing standards of performance and specific actions to drive sales activities at the territory level, ensuring alignment with predefined success criteria for the sales organization.
  • Territory Management and Sales Planning: Partnered with Sales Management on business planning and the go-to-market strategy for their respective sales areas.

Inside Account Representative

Tech Data
02.2013 - 10.2014
  • Outperforming sales targets: Responsible for managing daily sales interactions for a VAR (Value-Add Reseller) portfolio averaging $500K quarterly revenues. Role involved building relationships, understanding their needs, and presenting relevant product solutions.
  • Business Development: A key aspect of this role was business development, which involved pursuing slippage accounts and acquiring new business. Focus on proactive outreach, lead generation, and closing deals to drive revenue growth.
  • Partner Program Expertise: served as a subject matter expert (SME) for various partner programs, covering product lines from major technology vendors such as Lenovo, Intel, Cisco, Brocade, Symantec, VMware, HP, Samsung, and Dell leveraging a deep understanding of partner program benefits, requirements, and processes to effectively guide and support VAR partners.
  • CRM Solution Development and Implementation: developed a Customer Relationship Management (CRM) solution specifically for the SMB Systems and Peripherals team. Responsible for the training and implementation of this solution within the Costa Rica SMB sales office. CRM implementation increased sales by over 20% quarter over quarter for new hires introduced to the CRM, compared to prior new hire classes that did not receive CRM training.
  • Mentorship and Training: took on a mentorship role, providing new hire training and onboarding support for multiple new hires.
  • Technical and Sales Proficiency: completed over 20 Intel technical and sales certification courses.

Customer Service Representative

Amazon
09.2012 - 01.2013
  • Customer Support Delivery: was responsible for delivering quality customer service experiences to users in the Amazon.com US marketplace. Involved handling a high volume of customer inquiries through various channels (e.g., phone, email, chat) and resolving issues efficiently and effectively.
  • Order and Platform Support: role encompassed providing generalist support related to orders and the Amazon.com platform. This could include assisting customers with order tracking, returns, refunds, account management, and navigating the website or app.
  • Technical Troubleshooting: provided first-tier technical troubleshooting for the Kindle platform. Required an understanding of Kindle devices and software to assist customers with common technical issues and guide them towards solutions.
  • Mentorship and Coaching: mentored and coached his peers in best practices for customer service and internal resource utilization.

Education

Certification - Business Administration and Management, General

INCAE Business School
Costa Rica
12.2016

Bachelor of Science - Business Administration and Management, General

Universidad Autónoma De Centro América
Costa Rica
12.2015

Skills

  • Organizational Planning & Execution
  • Executive Partnership & Strategic Support
  • Strategic Project Management
  • Sales Operations Leadership
  • Go-to-Market Strategy Development
  • Data Analytics and Reporting

Certification

  • Prince2 Foundation
  • PPR Level 1 Pickleball Coach
  • Intel Technology Expert

Languages

Spanish
Native or Bilingual
English
Native or Bilingual
German
Limited Working

Timeline

Google Cloud SMB, Sales Operations

Google
11.2023 - Current

Senior Manager Sales Operations

VMware
11.2018 - 11.2023

Sales Operations Manager

VMware
06.2016 - 11.2018

Sr Sales Ops Analyst

VMware
10.2014 - 06.2016

Inside Account Representative

Tech Data
02.2013 - 10.2014

Customer Service Representative

Amazon
09.2012 - 01.2013

Certification - Business Administration and Management, General

INCAE Business School

Bachelor of Science - Business Administration and Management, General

Universidad Autónoma De Centro América

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Sebastian Avila