ALVARO MONTOYA
Madrid
Summary
Skilled Business Development leader offering 20 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Senior Business Development Manager Public Sector
Telefonica Tech.
07.2020 - Current
- Experienced Business Development Manager with strong background in IoT, Big Data, and AI. Proven record of accomplishment in identifying business opportunities in Public Sector with Telefonica's SaaS solutions stack. Skilled in strategic planning, partnership development, and team leadership. Up to date with industry trends and dedicated to solving complex business challenges using technology. Accustomed to look after ongoing projects for relationship-building, upselling, cross-selling, and ensuring client satisfaction. Developed new proposals, contracts and procedures to draw in more clients and streamline work operations. Managed revenue models, process flows, operations support and customer engagement strategies.
Business Development Manager Enterprise Clients
Telefonica Tech.
01.2020 - 01.2022
- In charge of identifying and creating new business opportunities for enterprise customers, building, and maintaining client relationships. Developing strategies to promote Telefonica´s solutions or services in IoT and Big Data, in utilities, retail, manufacturing and logistics verticals. Managed diverse portfolio of accounts, consistently exceeding revenue targets through upselling strategies and exceptional customer service. Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
Business Development Manager Airlines IT Division
MINSAIT (INDRA)
05.2016 - 06.2020
- Contributed to MINSAIT Airlines IT division's profitability by helping airlines position themselves competitively through digital transformation solutions
- Specifically focused on enhancing global direct sales and optimizing indirect costs
- Equally focused on order intake from new business, as well as in project execution, to retain and grow existing business.
- Launched new product lines by conducting extensive competitor analysis and identifying gaps in existing market offerings.
- Facilitated business by implementing practical networking techniques.
Head of Bids, Spain & Portugal
BOMBARDIER INC.
04.2008 - 05.2016
- Direct all bidding activities and functions across region
- Establish bid strategies and effective resource management tactics to convert opportunities into profitable contracts.
International Bid/Project Manager
BOMBARDIER INC.
01.2008 - 01.2012
- Led creation and securing of high-quality winning bids for company
- Worked directly with customers and internal parties to ensure all needs and strategic, financial, and commercial requirements were met within bid structure, as well as parameters in terms of risk, margin, and strategic fit.
Export Area Manager, Eastern Europe
FLORES VALLES.
09.2006 - 04.2008
- Managed major accounts across Eastern European region for laboratory furniture and equipment division.
Sales Associate
IRIS INC.
09.2003 - 07.2006
- Supported sales processes and product upgrade campaigns in U.S And Canada.
Education
MBA - Digital Marketing Program
The Power MBA
Madrid01.2021
Bachelor of Science - General Management
Florida Atlantic University
Boca Raton, Florida01.2003
Skills
- Leadership, strategic planning, innovation in the digital realm technology deal-making, public cloud infrastructure , partnerships, Enterprise Software, cloud-based technology solution selling
- MS Office Suite, Salesforce, Google Suite, AWS Cloud Practitioner
- Sales Presentations
- Marketing Strategy Development
- Competitor Analysis
- Google Adwords
Accomplishments
- Exceeded sales target (5%) by winning the implementation of a Data Lake , use cases & advanced analytics techniques IA, deep learning, machine learnin g, with Spain´s Ministry of economy and digital transformation, SGAD ( €15 M )
- Delivered a yearly 6% increase in revenues selling Telefonica´s SaaS solutions built on mobility insights from Telefonica mobile network (Tourism Insights) to Spanish Statistical Institute, INE (€0,7M)
- Attained new business with Generative AI solution for the State lawyer agency, Abogacía del Estado, to implement a solution helping lawyers to analyze existing legal documents to understand their structure, language, and clauses to generate summarizing cases (0,6 M€).
- Won a contract to deploy a NB-IoT integrated communication SaaS solution for water metering, alongside big data, and AI services layers for Madrid´s water utility company (€25M).
- Consolidated an opportunity for implementing Telefonica´s smart city air quality solution.
(HW+SW) to monitor CO2 emissions with a BI & Data Analytics dashboard (3M€).
- Secured an opportunity with a technology retailer in Spain to understand visitor habits & stores´ density areas with computer vision technology to increase stores´ productivity (€0,3M).
Websites
Certification
- AWS Cloud Practitioner Essentials Introduction to the AWS Cloud, 06/2020
- AWS Cloud Practitioner Essentials AWS Core Services, 06/2020
- NIIF 15 Revenue Recognition IFR, 11/2019
Languages
Spanish, English, Swedish
Timeline
Senior Business Development Manager Public Sector
Telefonica Tech.
07.2020 - Current
Business Development Manager Enterprise Clients
Telefonica Tech.
01.2020 - 01.2022
Business Development Manager Airlines IT Division
MINSAIT (INDRA)
05.2016 - 06.2020
Head of Bids, Spain & Portugal
BOMBARDIER INC.
04.2008 - 05.2016
International Bid/Project Manager
BOMBARDIER INC.
01.2008 - 01.2012
Export Area Manager, Eastern Europe
FLORES VALLES.
09.2006 - 04.2008
Sales Associate
IRIS INC.
09.2003 - 07.2006
MBA - Digital Marketing Program
The Power MBA
Bachelor of Science - General Management
Florida Atlantic University
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