Guillermo Manresa
Madrid
Summary
Sales Executive with over 10 years of sales experience in IT, cloud technology, and finance. International work experience within multinational companies, and deep knowledge of the B2B IT industry. Negotiation of end-to-end solutions, including cloud, security, software, IoT, AI, hardware, etc. A trusted advisor who leads the design and execution of the customer's commercial strategy and negotiation, selling the right solution at the right time, and ensuring every deal is compliant and profitable. A clear focus on what customers need. Moving one step ahead, being sure that we provide value for our customers and partners. Extensive experience in business management, being responsible for revenue, profitability, risk, growth, and customer satisfaction of a portfolio of Tier 1 international customers. Meeting and exceeding sales targets year after year.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Key Account Manager - Google Cloud
Altostratus Part of Telefonica Tech
Madrid
01.2025 - Current
- Responsible for managing and growing most important customer relationships (Verticasl: Finance, Retail, Energy, Healthcare, Media)
- Working closely with clients to ensure satisfaction and develop strategies to increase revenue
- - Build and maintain relationships: Primary point of contact for top tier key clients (Ibex35) working with them to understand its needs and concerns
- - Develop and execute plans: Creating strategies to meet client goals and maximize profitability
- - Negotiate and close deals: Conduct high-level negotiations to secure new business and close deals
- - Resolve issues and complaints: Address client concerns and work to resolve issues
- - Seek referrals and testimonials from successful deals
- - Collaborate with internal teams: Work with product development, sales project management, delivery, and other departments to deliver tailored solutions and meet client needs
- Key achievements:
- - Closed a multi-year, $10million deal with a major retail company, exceeding the quarterly revenue target by 22%
- - Successfully onboarded a large media agency as a new cloud customer, expanding the company's market share in the public sector
Customer Success Manager - AWS
Altostratus Part of Telefonica Tech
Madrid
01.2024 - 01.2025
- Promoted to lead the CSM team for AWS business with some of our key customers:
- - Identified upsell and cross-sell opportunities to drive revenue growth and customer value
- - Led cross-functional teams to drive successful implementation and adoption of customer success strategies
- - Managed relationships with key accounts to ensure retention and satisfaction
- - Analyzed customer data to identify trends and opportunities for improvement
- Key Achievements:
- - Increased annual recurring revenue (ARR) from a strategic account by 30% through successful upsell of advanced analytics and AI/ML services
- - Drove a 50% increase in the consumption of platform as a service (PaaS) offerings within key accounts, demonstrating the value of cloud-native development
Senior Sales Executive - Google Cloud
Altostratus Part of Telefonica Tech
Madrid
07.2022 - 01.2024
- - Develop and execute against a territory sales plan that leads to the creation and maintenance of a robust sales pipeline, including opportunities in existing accounts as well as driving net new business in untapped customer's
- - Grow and articulate compelling value propositions around GCP technologies and services
- - Accelerate customer adoption through education and engagement
- - Collaborate with Google Cloud teams to extend reach and drive adoption
- - Managed over 20 large accounts and met or exceeded revenue and goal targets
- - Developed and implemented strategic sales plans to expand market share
- - Negotiated business contracts with high-profile clients to secure long-term partnerships
- Key achievements:
- - 2023: 140% Annual Sales Quota achieved
- - Organized and led a Learning Bootcamp for a Key Customer to help its teams acquire the necessary technical knowledge about public Cloud environments
- - Won a competitive bid against major competitors, securing a landmark cloud migration project with a national healthcare organization
Apple Financial Services Program Manager
Apple
Madrid
06.2019 - 07.2022
- - Leading and developing the B2B Apple Financial Services Program for Iberia
- - Maximization of sales and revenue opportunities to deliver annual growth targets, analysing figures, and providing insights to drive business
- - Responsible for main key national accounts such as, Telefónica Solutions, Orange, and MediaMarkt
- - Network expansion of key internal and external partners, and other business decision-makers in customers' accounts to grow sales
- - Definition, development, and coordination of Apple Sales Campaigns for Distribution Channel Partners
- - Definition and negotiation of complex commercial terms, and lead the strategy for the negotiation approach by engaging with business stakeholders
- - Daily collaboration with multiple internal departments such as Legal, Operations, Finance, and Risk
- Key Achievements:
- - Exceeding Sales targets with an outstanding performance (New Business Volume from 150k € (Y1) to 6M € (Y3)
- - Increase of 220% YoY new business volume at Telefónica account
- - Create a new entire partnership ecosystem, including more than 8 new partners/dealers
Business Development Representative
Altostratus Part of Telefonica Tech
Madrid
01.2018 - 06.2019
- - Detect new business opportunities and increase the actual portfolio of clients
- - Established and maintained strong relationships with key decision-makers (CIOs, CTOs) within strategic accounts, fostering long-term partnerships
- - Lead generation, opportunity identification, definition and qualification, promotion, negotiation, and closing opportunities
- - Collaborate with different Google Teams and internal departments to investigate, analyze, and create the best solutions for each customer using Google Cloud Platform technologies
- - Drive business presentations and develop commercial proposals for major accounts
- Key Achievements:
- - Key Account (Ibex 35) RFP winner to become its technology partner (NBV of 1M €/year)
- - Increase of 180% YoY new business volume with new clients
- - Increase of 200% in cross-selling solutions
Financial Account Manager
Hewlett Packard Enterprise
Dublin
06.2016 - 12.2017
- - Drive customer satisfaction as the first point of contact for customers in named accounts
- - Coordinate, follow-up, and reconcile key activities for deal processing to complete payment across multiple functions within HPE
- - Manage the customer experience to ensure expectations are met on both sides, in particular working directly with partners on new deals
- - Definition and implementation of a strong growth-oriented business strategy for Spain and Portugal
- - Identify the core markets with the highest profitability opportunity
- - Market the HP product portfolio as a clear differentiator from the competition
- Key Achievements:
- - Four company quarter awards for exceeding sales targets and process improvements
- - Develop training material for new processes and work flows in order to improve efficiency in day-to-day operations
- - Lead and conduct international training sessions across multiple markets and teams
Trust and Safety Business Analyst
Google
Dublin
06.2015 - 06.2016
- - Work with several media products like AdWords, AdSense, Google Plus, YouTube and Gmail on the Spanish and Portuguese markets
- - Analyze G+ social networks and AdSense publisher's websites to ensure that the user-generated content is compliant with Google policies
- - Support AdWords Campaign Optimization process for SMB Clients
- - Identify market trends, product vulnerabilities and recommend strategy adjustments based on trends and patterns
- - Collaborate with cross-functional groups by exposing product vulnerabilities, and providing feedback on systems, tools, and processes for future optimizations
- - Investigate user's reactive claims concerning policy violations by the publishers
- Key Achievements:
- - Lead special projects and initiatives by innovating and implementing quality updates of the Google policy and process improvements
- - Create and update new training study material for new starters
- - Develop a special flow chart in order to improve the decision making process
Education
Master - Business Administration
Nova SBE Business & Economics University
Lisboa06-2014
Bachelor degree - Business & Economics
Rey Juan Carlos University
Madrid06-2013
Skills
- Customer Satisfaction Obsessed
- Goal-oriented
- Teamwork
- Ambitious
- Work ethic
- Communication
- Problem solving
- Relationship building
Certification
- Cloud Digital Leader – Google Cloud Platform
- Cloud Practitioner – Amazon Web Services
- AI Practitioner - Amazon Web Services
- Professional Partner Sales – GitLab
Certification Link
https://www.credly.com/users/guillermo-manresa
Languages
- Spanish, native
- English, advanced (C1)
- Portuguese, advanced (C1)
- Italian, basic (B1)
Affiliations
- Youth Mentor
- Sport practice fanatic
Timeline
Key Account Manager - Google Cloud
Altostratus Part of Telefonica Tech
01.2025 - Current
Customer Success Manager - AWS
Altostratus Part of Telefonica Tech
01.2024 - 01.2025
Senior Sales Executive - Google Cloud
Altostratus Part of Telefonica Tech
07.2022 - 01.2024
Apple Financial Services Program Manager
Apple
06.2019 - 07.2022
Business Development Representative
Altostratus Part of Telefonica Tech
01.2018 - 06.2019
Financial Account Manager
Hewlett Packard Enterprise
06.2016 - 12.2017
Trust and Safety Business Analyst
Google
06.2015 - 06.2016
Master - Business Administration
Nova SBE Business & Economics University
Bachelor degree - Business & Economics
Rey Juan Carlos University
Similar Profiles
Dileep Kumar YaparaDileep Kumar Yapara
Middleware Administrator at Tech Mahindra, Telefonica GermanyMiddleware Administrator at Tech Mahindra, Telefonica Germany
Vishwajeet DeshmukhVishwajeet Deshmukh
Service Delivery Lead at Telefonica TechService Delivery Lead at Telefonica Tech
ALVARO MONTOYAALVARO MONTOYA
Senior Business Development Manager Public Sector at Telefonica Tech.Senior Business Development Manager Public Sector at Telefonica Tech.