Juan RODRIGUEZ ALVAREZ
Paris
Summary
Extensive experienced in building and managing strategic alliances with VARs, System Integrators (GSIs), Consultants, and Distributors, from executive to operational levels, with a strong focus on sales execution. Proven ability to drive joint pipeline creation, support complex deal closures, and consistently exceed annual sales plans.
Focused on shaping 1- to 3-year business plans to drive growth above regional targets while aligning organizational goals into joint go-to-market strategies and compelling value propositions. Execution involves coordinating cross-functional teams to develop new joint offers, enable partner training and certifications, support marketing campaigns and communication, and introduce new solutions.
Skilled in managing international environments and orchestrating cross-functional teams, including technical presales, legal, and marketing, across diverse regions.
A blend of technical expertise and business acumen, supported by an Electronic Engineering degree and an MBA, ensures effective communication of technical value to C-level executives and decision-makers.
Overview
29
29
years of professional experience
Work History
Strategic EMEA Partner Executive
Cisco
02.2019 - Current
- Led initiatives with IBM, Kyndryl, DXC, and Capgemini-globally, focused on strategic alignment, joint growth and improving relationship in EMEA
- Achieved sales targets, averaging $130–$220M annually, with double-digit YoY growth, outperforming regional averages due to additional resources
- Served as primary escalation contact, using data-driven approach to resolve conflicts and overcome commercial challenges (such as IBM Kyndryl Spin-off), and successfully supporting complex deals ($3M to $10M)
- Established executive relationships through strict governance model, conducting regular QBRs and ad-hoc executive meetings to ensure accountability and top-level alignment
- Secured partner sponsorship investments ($50K+) for Cisco Live and Partner Summit, organizing over 10 in-booth and 5+ executive-level meetings per event
- Also in-booth customer meetings to trigger leads
- Directed $100K–$400K in investment funds to develop new offerings in Cybersecurity (SSE), Data Center (ACI), and Networking (SD-WAN) across delivery models including resell, managed services, and SaaS
- Assured market entry for these offerings by finding early deals, establishing first customer reference, and leading enablement requirements for both Cisco and partner sales teams
- Led transition to Cisco’s software recurrent model, achieving initial 30% penetration rate with over 80% renewals
- Successfully orchestrated multi-day offsite events for strategy alignment and joint planning, including recent 20+ participant workshop in Munich (5+ VPs attendees) to drive new service model engagement
Software And Services Distribution Account Manager
Cisco
09.2012 - 02.2019
- Led the Ingram Micro relationship across 24 countries EMEA to increase sales on recurring business (SW and Services)
- Consistently exceeded annual sales targets, achieving $200M with a 100% CAGR over three years, positioning Ingram as the second-largest distributor in EMEA
- Developed and executed Ingram Micro’s go-to-market plan for Cisco Software (primarily Cybersecurity) and Services in the Commercial and SMB markets, achieving over 30% annual growth
- Managed a $1.35M marketing budget, optimizing resources to recruit and enable 2T partners. Designed demand generation and sales incentives with external agencies (e.g., F1 event in Monaco, Mykonos incentive) to drive distributor motivation and engagement.
- Directed Cisco distribution programs, guiding resources in 24 countries. Strategically invested in funded headcount with measurable targets, ensuring continuous reinvestment and alignment of the resources.
- Secured senior management buy-in for strategic initiatives, including launching the Customer Experience function, enhancing adoption of Cybersecurity and Networking software packages.
Services Regional Alliance Manager & PS BDS
Cisco
05.2005 - 01.2012
- After the MBA, 2 responsibilities at Cisco, as BDM for Professional Services followed by Managing strategic alliances to drive Cisco’s Services adoption with European partners like IBM, EDS, NXO, and Telindus
- Exceeded indirect sales goals with focus on attach and renewals (+90% AR and RR) and multi-million-dollar ACV deals achieving $42M annual bookings
- Assured new program service transition and enablement programs to drive adoption of new Cisco CSPP, securing continuous engagement in mid-size to large-scale deals
- Promoted Professional Services (Cisco Advanced Services) to Design and Optimize Cisco solutions, fostering sell-with and sell-through approaches enhancing partner service capabilities
Telefonica Regional Sales Manager
Lucent Technologies, Nokia
01.1998 - 05.2003
- Promoted to lead direct sales for Telefonica in southern cone countries, driving high-value technology solutions
- Spearheaded regional sales efforts for Telefonica, closing deals valued at $3M–$16M for optical networking (DWDM), video transmission, and broadband access (ADSL) solutions
- Directly managed the Telefonica sales team across Argentina, Uruguay, Chile, and Peru
- Launched career through selective 1-year leadership program in USA, gaining foundational skills in strategic sales management
System Engineer
Telefonica De Argentina
01.1996 - 01.1998
- Supported the financial sector account team on networking infrastructure pre-sales engagements for WAN/LAN solutions and post sales customer retention responsibilities
Education
MBA - Bilingual French-English program
HEC School of Management
Paris, France12.2004
Electronic Engineering - Telecoms, Graduated With Honors
Instituto Tecnológico De Buenos Aires
Buenos Aires, Argentina12.1998
Skills
- Strategic Alliance Development (GSIs)
- Executive-Level Engagement and Alignment
- Quota-Carrying Sales Leadership
- Go-to-Market Strategic Planning and Execution
- Business Development and Transformation
- Offer Creation and Partner Enablement
- Channel Operating Model Expertise
- Cross-Functional Team Coordination
- International Business Management
- Technical-Business Insight
- Data-Driven, Result Oriented
- Resilient Under Pressure
Languages
English
French
Spanish
Timeline
Strategic EMEA Partner Executive
Cisco
02.2019 - Current
Software And Services Distribution Account Manager
Cisco
09.2012 - 02.2019
Services Regional Alliance Manager & PS BDS
Cisco
05.2005 - 01.2012
Telefonica Regional Sales Manager
Lucent Technologies, Nokia
01.1998 - 05.2003
System Engineer
Telefonica De Argentina
01.1996 - 01.1998
MBA - Bilingual French-English program
HEC School of Management
Electronic Engineering - Telecoms, Graduated With Honors
Instituto Tecnológico De Buenos Aires
Similar Profiles
Vu HuynhVu Huynh
Intern at CiscoIntern at Cisco
Jamie PageJamie Page
Sr. Sales Leader, Southeast Commercial Midsize at CiscoSr. Sales Leader, Southeast Commercial Midsize at Cisco
Utkarsh SrivastavaUtkarsh Srivastava
Senior Software Engineer at CiscoSenior Software Engineer at Cisco