No wonder that picture is beautiful Barcelona, the city that saw me born and grew up. Taken from the Parc Güell, with Antoni Gaudi’s work framing the city, the sea and the sky. I have had the opportunity to develop my career in cities as diverse as Seattle, São Paulo, Singapore, Sidney, Dubai, Madrid or Bern where I am currently based.
Self-motivated strategic executive with successful track record driving go-to-market strategy and revenue growth for start-ups and established corporations. Visionary who drives innovation, particularly digital transformation, by focusing on end goals and leveraging digital tools as effective support technologies. Creative, engaging communicator and leader who excels at building strong relationships with stakeholders to cultivate strategic partnerships.
| · Strategic Planning
· Problem Solving · Digital Marketing · Process Improvement |
· Enterprise Sales
· Negotiation · Design Thinking · Big 4 Alliances |
· Telecommunications
· Artificial Intelligence · Cybersecurity · Automation |
Experience
- Sage, Enterprise Market Director, Spain
December 2018 to current- Directed Enterprise Market division in Spain, providing ERP and Treasury Management solutions for a FTSE 100 company with 13,000 employees, serving over 3 million customers in 23 countries. Managed New Customer Acquisition, as well as Customer for Life program to ensure customer success. Coordinated sales, business development, sales ops and services to ensure fiscal accountability and profitability.
- Acquired myriad of companies to sustain growth across markets.
- Achieved annual recurring revenue goal, with a double-digit YoY growth rate, by enhancing Enterprise Market Sales Team processes and supporting functions.
- Ensured predictability required for publicly traded companies by building and improving company culture while adopting innovative business practices.
- Modernized sales processes to establish culture on par with a FTSE 100 traded company.
- Directed Enterprise Market division in Spain, providing ERP and Treasury Management solutions for a FTSE 100 company with 13,000 employees, serving over 3 million customers in 23 countries. Managed New Customer Acquisition, as well as Customer for Life program to ensure customer success. Coordinated sales, business development, sales ops and services to ensure fiscal accountability and profitability.
- _cyel, CEO
July 2016 to December 2018- Recruited as first employee in role of Chief Commercial Officer to launch Swiss cybersecurity startup incorporated by German defense contractor Rheinmetall AG and Swiss IT Security boutique Dreamlab Technologies. Developed branding and go-to-market strategy for range of new cybersecurity solutions based on paradigm shift called moving target defense. Hired core team with individuals from 8 different nationalities. Acquired first key customers across 4 continents.
- Promoted to Chief Executive Officer in July 2017 after successful company launch in late 2016 and product launch in early 2017 at the RSA Conference in San Francisco.
- Received numerous awards for innovative product line.
- Acquired by German traded company in 3 years.
- Recruited as first employee in role of Chief Commercial Officer to launch Swiss cybersecurity startup incorporated by German defense contractor Rheinmetall AG and Swiss IT Security boutique Dreamlab Technologies. Developed branding and go-to-market strategy for range of new cybersecurity solutions based on paradigm shift called moving target defense. Hired core team with individuals from 8 different nationalities. Acquired first key customers across 4 continents.
- AlienVault, Vicepresident, LATAM
February 2014 to January 2016- Directed sales initiatives for US cybersecurity startup invested by Trident Capital and Intel Ventures, focusing on Latin America as an emerging market, and Spain and Portugal as a mature market. Managed local and remote sales and pre-sales teams. Spearheaded two-tier approach to address the diverse nature of countries, their regulations, and unique risks.
- Started operations in 6 brand new countries.
- Leveraged existing relationships with senior executives to recruit Westcon as a distributor to benefit from a significant regional footprint in the region.
- Selected local Value-Added Resellers (VARs), including Telco giant Telefónica as a key regional partner and significant customer for Spain.
- Trained VARs in technologies and sales methodologies.
- Overachieved yearly goals 128% by sharpening competitive skills of sales teams and local VARs.
- Directed sales initiatives for US cybersecurity startup invested by Trident Capital and Intel Ventures, focusing on Latin America as an emerging market, and Spain and Portugal as a mature market. Managed local and remote sales and pre-sales teams. Spearheaded two-tier approach to address the diverse nature of countries, their regulations, and unique risks.
- HP, Enterprise Security Products & Software business unit, (acquired by Microfocus)
November 2003 to February 2014- Established new sales unit based on acquired market-leading products from ArcSight, Fortify, and TippingPoint. Spearheaded HP’s entry into ALM market after they acquired Mercury Interactive, an Israeli company. Drove revenue in commercial and enterprise spaces by developing sales programs, building pipelines, supporting big deals, and driving alignment with the global marketing team. Developed and implemented strategies to address challenges, which were both internal and external, beyond delivering revenue numbers and cost management. Built brand penetration by speaking at key events. Managed $171 million in revenues.
- Entered enterprise security market while leveraging the breadth of the HP ecosystem.
- Realigned go-to-market strategy from niche vendors in various technical segments to an integrated value proposition.
- Enabled positive change management by improving sales team mindset with relevant training, motivation, and focus.
- Consolidated operations by merging 4 teams under one roof.
- Established new sales unit based on acquired market-leading products from ArcSight, Fortify, and TippingPoint. Spearheaded HP’s entry into ALM market after they acquired Mercury Interactive, an Israeli company. Drove revenue in commercial and enterprise spaces by developing sales programs, building pipelines, supporting big deals, and driving alignment with the global marketing team. Developed and implemented strategies to address challenges, which were both internal and external, beyond delivering revenue numbers and cost management. Built brand penetration by speaking at key events. Managed $171 million in revenues.
- NetIQ, Country Manager, Spain
February 2001 to November 2003 - Microsoft, Senior Technical Account Manager, Spain
November 1996 to February 2001
Education
- MBA Economics, Management, Marketingby IESE University of Navarra
- MSc in Electronics by Universitat Ramon Llull
- CyberSecurity X by MIT
- Certified in Risk and Information Systems Control CRISC by ISACA
- Entrepreneurship Specialization, Wharton School, University of Pennsylvania
- Digital Currencies (Blockchain) by the University of Nicosia
- Digital Marketing by Udacity
Languages
- Spanish, Catalan, mother tongue
- English, full professional proficiency
- Portuguese, conversational
For a full biography, please refer to my LinkedIn profile.
jaume ayerbe 