Luis Calero Lachica
Sausalito, CA
Summary
Results-oriented individual with 25+ years of Financial Software Sales experience. While at FICO, responsible for doubling profits last year to a record breaking year. Skilled in selling to C-level executives and translating technical solutions into compelling investment opportunities. Excellent interpersonal skills, able to build and sustain effective customer and partner relationships.
Overview
28
28
years of professional experience
Work History
Vice President of Sales
FICO
07.2022 - 04.2024
- Responsible for managing a global territory to drive new sales and expand on existing relationships.
- Provide technical sales leadership to help move sales opportunities to closure using online Citrix Software demonstrations.
- Penetrate targeted accounts and expand sales from within client base.
- Provide technical sales support by troubleshooting any errors that occur during deployment in Java, HTML, XML.
- Emphasize our software/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports.
- Assist in capturing ROI information and consult on negotiation tactics.
- Create responses to RFI/RFP.
- Deploy/Configure initial server for prospective and existing customers.
- Communicate with existing customers regarding technical support and upgrades.
- Participate in marketing events by creating effective campaigning through newsletters, IT conferences and seminars.
- Collaborate with the Department of Engineering on new product development and features.
- Generate, review, and consult weekly with VP of Marketing & CEO concerning pipeline/forecasting.
- Build and foster a network of referrals to create new opportunities for revenue growth.
- Strategic consulting including business plan & sales strategy development.
Account Executive
FICO
07.1996 - 07.2022
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Exceeded sales targets consistently by identifying new business opportunities and creating customized solutions for clients.
- Cross-sold products and services to clients to secure additional business and grow revenue streams.
- Collaborated with cross-functional teams to develop comprehensive marketing strategies, resulting in increased brand awareness and revenue growth.
- Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently.
- Streamlined account management processes for increased efficiency and improved client retention rates.
- Resolved issues promptly to drive satisfaction and enhance customer service.
- Developed a solid pipeline of prospects through diligent research and targeted outreach efforts.
- Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
Education
MBA - Business Administration And Finance
University of Madrid
Madrid, Spain06.1994
Skills
- Excellent sales techniques
- International account management
- Excellent communicator
- Contract review
- Cold calling
- Adept multi-tasker
- Analytical problem solver
- Consultative sales techniques
- Strategic account development
- Strong interpersonal skills
- Team building expertise
- Skilled in MS Office
- Relationship selling
- Proven sales track record
- Product training and placement
- Customer-oriented
- Demand forecasting
Accomplishments
Sales
- Surpassed all sales goals by 250%.
- 5 Times awarded Salesman of the Year.
- Increased sales over a five-year period.
Client Interface
- Collaborated with prospective clients to drive new business development.
- Established 50 new accounts in five years through successful client development.
- Managed a portfolio of 75 accounts totaling $15,000,000 in revenue.
Timeline
Vice President of Sales
FICO
07.2022 - 04.2024
Account Executive
FICO
07.1996 - 07.2022
MBA - Business Administration And Finance
University of Madrid
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