Marcos Castro Lopez
Experienced Account Manager
Buenos Aires
Summary
Senior Sales Executive with a proven track record of driving business growth and establishing strong partnerships in Latin America. 15 Years of experience, demonstrating expertise in business development, consultative selling and strategic leadership. Known for pioneering successful marketing and branding strategies, having deep understanding of the LatAm business environment and have effectively catered to the objectives and culture of US Multinationals. Background in Chinese IT companies further enhances the ability to navigate diverse markets driving exceptional results.
Overview
15
15
years of professional experience
Work History
Account Manger Local Government & Public Transport
Huawei Argentina
Buenos Aires
10.2022 - Current
- Developed and maintained relationships with key clients by providing personalized service, resulting in several big deals opportunities in huge Government Customers such as Nacion Servicios, Aerolineas Argentinas, Municipalidad de General San Martin, INDEC and other Local Government and Decentralized Agencies
- Developed a comprehensive marketing plan to increase brand awareness and drive customer acquisition among Transportation and Logistics Companies
- Developed a customer segmentation strategy that allowed for targeted marketing campaigns and improved customer engagement
- Developed and maintained an up-to-date knowledge of the company’s products and services
- Negotiated and closed deals with clients, resulting in an average of 75% savings on contract and licences renewals vs main competitor.
- Provided comprehensive reporting on account performance, enabling clients to make data-driven decisions about future investments.
Business Development Manager
Cipherlab Ltd.
Buenos Aires
04.2021 - 09.2022
- Successfully initiated and established the Argentina branch, demonstrating entrepreneurial acumen and strategic leadership
- Identified and onboarded six potential Channel Partners within two months, comprising Distributors, Resellers, and Support partners
- Conducted comprehensive training, ensuring partners were certified and equipped to drive business growth
- Proactively prospected 25 accounts, securing projects valued at 650K
- Exceeded the sales quota for H221 by an exceptional 385%, showcasing outstanding sales and negotiation skills.
- Reached out to potential customers via telephone, email, and in-person inquiries.
Senior Project Manager
San Juan's Environmental Protection Agency
Buenos Aires
05.2018 - 01.2021
- Successfully coordinated and managed the Second International Conference about Urban Solid Waste Management, attracting 3500 attendees from 89 different countries
- Oversaw and coordinated five different technical teams, including Facilities, Video and Streaming Services, Connectivity, Catering, and Transportation, ensuring the smooth execution of the event
- Achieved a significant 45% reduction in event costs by improving tender documentation and implementing shorter payment terms, optimizing budget utilization
- Enhanced operational efficiency by implementing Agile Methodologies and Six Sigma Practices, resulting in a 30% reduction in administrative cycles
- Pioneered the complete elimination of paper usage during the registration and accreditation process by implementing QR and Contactless Technology, contributing to an environmentally friendly and efficient event operation.
- Maintained schedules to meet key milestones at every project phase.
Technology Services Sales Specialist
Hewlett Packard Enterprise
Buenos Aires
02.2014 - 07.2017
- Led business development efforts for SMB accounts in Argentina, Uruguay, Paraguay, Chile, Bolivia, and Peru, overseeing the HPE Support and Consulting Portfolio
- Successfully reactivated more than 240 inactive accounts by conducting comprehensive prospecting and mapping exercises
- Significantly increased the penetration rate of HPE Support Portfolio by an average of 135%, enhancing the market presence
- Achieved remarkable quota accomplishments, sustaining 150% achievement for Fiscal Years 14 and 15, and reaching 132% quota achievement for Fiscal Year 16.
- Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.
Account Manager
Mitrol
Buenos Aires
05.2012 - 01.2014
- Enhanced the Account Database by realigning the scope of engagement, with a focus on new verticals such as utilities, finance, and services
- Successfully recruited Telefonica de Argentina as the primary Distribution Partner, establishing a long-lasting commercial relationship and elevating Mitrol's brand awareness
- Sold 1,000 new contact center positions within two years, catering to world-class companies like HIBU, Ituran, Red SOS, as well as national companies including OSDEPYM and Martinez de Alzaga
- Continuously conducted market research to identify and capitalize on new business opportunities
- Developed and implemented a new branding strategy that resulted in a refreshed and modern corporate image, contributing to brand visibility and recognition.
- Boosted client retention by developing and implementing comprehensive account management strategy.
Inside Sales Representative
Hewlett-Packard
Buenos Aires
03.2010 - 03.2012
- Pioneered vertical startup, establishing and leading Education Technology sector
- Successfully recruited and trained channel partners, specializing in educational IT solutions
- Forged strong partnerships between HP and prominent Chilean educational institutions, including Universidad Central, Universidad Andres Bello, Universidad Catolica, DUOC, INACAP, Laureate Group, and various K12 institutions
- Consistently achieved exceptional quota accomplishments, surpassing targets with notable achievements: 236% in H2 2010, 182% in H1 2011, 186% in H2 2011.
- Enhanced customer satisfaction through attentive service, addressing concerns promptly, and offering tailored solutions.
Education
Licenciado en Comercialización -
Universidad de Ciencias Empresariales y Sociales
Buenos Aires, Buenos Aires 04.2004 - 11 2009
Bachiller Especializado en Lenguas Extranjeras - undefined
Instituto de Enseñanza Superior en Lenguas Vivas "Juan Ramón Fernandez"
Buenos Aires, Buenos Aires 03.1996 - 12 2001
Skills
Business Strategy
Consultative Selling
Learning Agility
Business Development
B2B Sales
Account Management
Teamwork and Collaboration
Account development
Customer Service
Languages
Spanish
Proficient
C2
English
Proficient
C2
Portuguese
Intermediate
B1
French
Intermediate
B1
References
Silvia Luz Kuo, Cipherlab Ltd., silvia.kuo@cipherlab.com.tw, +886 910 046 441
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Work Preference
Work Type
Full TimeContract WorkPart TimeLocation Preference
RemoteOn-SiteHybridTimeline
Account Manger Local Government & Public Transport
Huawei Argentina
10.2022 - Current
Business Development Manager
Cipherlab Ltd.
04.2021 - 09.2022
Senior Project Manager
San Juan's Environmental Protection Agency
05.2018 - 01.2021
Technology Services Sales Specialist
Hewlett Packard Enterprise
02.2014 - 07.2017
Account Manager
Mitrol
05.2012 - 01.2014
Inside Sales Representative
Hewlett-Packard
03.2010 - 03.2012
Licenciado en Comercialización -
Universidad de Ciencias Empresariales y Sociales
04.2004 - 11 2009
Bachiller Especializado en Lenguas Extranjeras - undefined
Instituto de Enseñanza Superior en Lenguas Vivas "Juan Ramón Fernandez"
03.1996 - 12 2001