Luis Carlos Castro Picado

• Build and manage a sales team pipeline (2.5x) meeting and exceeding software 113% and services 97% sales quotas during FY24.
• Execute a solution-based sales process encompassing multiple verticals within Commercial Accounts equivalent to (1 - 200) employee-sized companies.
• Launched The LATAM project as a new selling market, allocating resources to set team for success resulting in $2.1M in FY24 including the largest deal of the CR org $76k deal for AERIS.
• Manage, develop, coach, control and motivate the sales force to develop skills to ensure that a high professional standard is achieved and monthly sales target and KPI target are met, achieving over 90% during 1H of FY25.
• Develop and prospect new business opportunities within existing customers analyzing and proactively targeting high-value needs across multiple departments and lines of business.
• Facilitate and manage partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to support full sales cycle and several project creations.
• Orchestrated the Sales HUB dashboard project for the entire sales organization in CR, facilitated resources, extended cross functional team collaboration to unify resources, improving new hires learning curve and seamless collaboration with third party teams for a faster GTM strategy.
• Utilize existing sales enablement tools (Sandler Sales) to successfully implement a territory plan. Identifying top accounts through in-depth account research using internal tools (MEDDIC) as well as external customer-related resources Smartsheet footprint can add value to the client's business.
• Guided cross-functional teams to align diverse levels, from technical teams to senior leadership.
• Extend expertise on tools such as Smartsheet, Asana, Jira, Wrike, Clari, Salesforce, Tableau, Snowflake, Outreach, ZoomInfo, Google LM, Slack, DocuSign, hotspot, Gong & SAP.
• Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.

Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing products.

• Successfully managed several projects carefully involved in the entire project cycle on Amazon Business EDU Costa Rica, GOV and Non-Profit.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met.
• Develop skills continuously for hiring, training, and leading team members, and ensure that they're using effective sales tactics to meet revenue objectives.
• Crafted and deployed personalized marketing campaigns to capture senior citizen demographic; generated 300+ qualified leads and improved conversion rates by 18% within six months. Demographics.
• Negotiated contracts with vendors and suppliers, ensuring the best pricing and terms for company profitability.
• Overcame objections from potential clients by addressing concerns effectively and offering customized solutions based on their unique needs.

• Identify roadblocks for team members, and manage start-to-end projects to solve these challenges.
• Reviewing my assigned rep’s goals for the week and month, and providing coaching plans with weekly feedback.
• Identifying knowledge gaps and bridge them.
• Partnered with Category and Product Management teams to provide customer perspective and engagement opportunities, as well as customer-driven product improvement ideas. As a result, we launched the Smart Snack program nationwide, in compliance with USA national nutrition standards, with over 23,000 packages sold and the creation of its own storefront for a better user experience.
• Successfully executed the One Call Setup Program, in which automated sequences were created to help launch 3,000 new school districts for the back-to-school season in 2022, resulting in 47% business prime adoption, 38% LOC activations, and over 4,500 users added.
• I represented our organization at several conferences, such as NAEP, AASA, NASBO, and WASBO. Driving positive change, increasing our footprint by 1.7X sales YoY in 2021.
• Partnered with Sales Operations and Marketing to test, measure, and execute ideas.
• Team WBR review with senior leadership.
• Conducted regular performance evaluations for staff members, providing constructive feedback and outlining areas of improvement.

• Incrementing customer breadth on the Amazon B2B Marketplace, supporting school districts across Illinois, Texas, California, Florida, and others. Pricing, selection, and convenience of Amazon, with features and benefits designed for school districts of all sizes.
• Focused on building solutions to enable school districts to discover, research, and buy products and services from a wide selection across multiple devices, marketplaces, and regions.
• Strategy and execute tactical plans to help school districts reinvent the way they buy indirect supplies for their vendors.
• Responsible for both building and managing my book of business, leveraging solution-selling, traditional and digital prospecting tactics, and supporting long-term strategic customer relationships following the initial prospect, onboarding, and stabilization period.
• Launched a new business program, which involved a 90-day onboarding experience for new customers (onboarded approximately 1,500 customers during FY20) to then graduate them into a larger territory for business development.
• The primary areas of my responsibilities include prospecting, expert knowledge of features and products to create a personalized solution for each institution (feature adoption), and developing relationships with buying decision-makers across functional areas such as Information Technology, Facilities, and more.
• Collaborated with team members to share best practices and provide comprehensive support solutions.

• Developing our go-to-market strategies with a vertical approach by focusing on growing our channel business and customer relationships, ultimately leading to great success through Fortune 500 corporations, state and local governments, K-12, healthcare, higher education, media and entertainment, non-profits, and SMBs.
• Successfully launched the onboarding project for new logos, ramping up customers, resulting in a 73% YoY retention after the first sale.
• Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume, and profit for existing products.
• Collaborate with internal functional teams to ensure operational excellence in order management and reconciliation.
• Applying professional selling techniques, including strategic business planning, comprehensive customer profiling, daily pipeline management, and source code capture, and closing techniques.
• Weekly cadence with Sales Directors.
• Established clear expectations for team members, fostering accountability and ownership in their daily tasks.
• Generated over $14M in annual revenue from new sales and renewals, exceeding performance objectives and sales quotas by 109%.

• Sales and business development for SMB accounts assigned to my customer account base, margin, revenue, and profitable negotiations with customers to create a win-win situation for both businesses; develop business plans to identify areas of opportunity and growth with the different vendors (HP, Cisco, Dell, VMware, Lenovo, Microsoft, IBM, Red Hat, etc.).
• Onsite customer visits to evaluate requirements, demonstrate offerings, and propose strategic solutions for diverse needs.
• Product showcase to customers to discuss technical details, overcome objections, and lock in sales.
• Collaborate with vendor representatives and company customers to set up optimal delivery schedules.
• Create reports based on their current sales, and create a forecast for their revenue goals.
• Partner development aims to expand their solutions portfolio to better adapt to new and shifting markets, while maximizing their profit on their deals.
• Responsible for a sales portfolio of 150+ small to medium resellers in the U.S. market. Primarily, execution is based on sales, managing customer relations, and business profitability.
• Managed a diverse portfolio of clients, ensuring that each received tailored solutions aligned with their specific requirements.
• Optimized workflow processes, allowing for more efficient use of resources and reduced turnaround times on projects.