Andrey Esterlis
Martinez
Summary
Dynamic and results-driven Account Executive with 20+ years of proven success in B2B technology sales, specializing in software, hardware, and managed IT solutions. Expert at building executive-level relationships, uncovering customer pain points, and delivering tailored solutions that drive revenue growth, client retention, and digital transformation. Recognized for consistently exceeding quota, closing multimillion-dollar deals, and expanding accounts through cross-selling and upselling innovative technology platforms.
Overview
31
31
years of professional experience
1
1
Certification
Work History
Senior Account Executive
Ubeo Business Services
10.2011 - Current
- Manage and grow a portfolio of enterprise, mid-market, and nonprofit clients by conducting C-level business reviews, aligning technology roadmaps, and identifying expansion opportunities.
- Closed $8.6M in net-new revenue since 2012 by prospecting and developing new Bay Area territories across multiple verticals.
- Consistently overachieved annual revenue & gross profit quotas by 30%+ since 2017; Top Achievers Club (2021–2023), Ubeo Elite Presidents Club (2018).
- Skilled in solution selling across Hardware, SaaS, and services: Business Process Optimization, Electronic Content Management Software (ECM), Managed IT, and Cloud Print Management Software.
- Partner with product managers and vertical specialists to develop go-to-market strategies and execute tailored campaigns.
- Delivered high-impact presentations and live product demonstrations at industry events, trade shows, and client strategy sessions.
- Recognized with multiple manufacturer awards (Canon, Ricoh, HP) for outstanding sales volume and product penetration.
Account Executive
Sharp Business Systems (SBS)
10.2004 - 09.2011
- Drove 400% revenue growth (2005–2011) by developing net-new accounts in San Francisco and East Bay.
- Led software and hardware solution placements, with a strong focus on ECM solutions and business process automation.
- Closed the company’s largest Business Process Optimization deal of 2007 – a $750K ECM and digitization services contract.
- Early adopter of e-marketing strategies (Constant Contact), later adopted companywide.
- SBS Presidents Club Winner (2006 & 2007).
Junior / Geo Account Executive
IKON Office Solutions
09.2001 - 08.2004
- Prospected and grew SMB accounts, marketing Canon and Ricoh technology solutions with bundled services.
- Delivered on-site technology training and performance reviews to ensure customer satisfaction and retention.
- Awarded Best New Branch Sales Rep in multiple quarters for rapid territory growth.
Inside Sales Account Manager
Penguin Computing
07.2001 - 07.2001
- Conducted inside sales of Linux-based servers to enterprise clients in Midwest and East Coast regions.
- Specialized in consultative solution selling to technical buyers and IT departments.
Inside Sales Representative
Interskill
06.1998 - 07.1999
- Sold computer-based training software for Mainframe and AS-400 systems through telesales and lead generation.
Sales Associate (Retail)
Circuit City
12.1994 - 06.1998
- Consistently exceeded sales targets for consumer electronics, PCs, and AV systems, laying foundation for a B2B technology sales career.
Education
B.A. Program - Liberal Arts (Communication, Directing)
Odessa Cultural College
Skills
- B2B Enterprise Sales Solution Selling SaaS & Hardware Sales Cloud & IT Services ECM & Business Process Automation
- Strategic Prospecting & Territory Development C-level Relationship Management Sales Presentations & Product Demos
- Contract Negotiation Customer Success & Retention Pipeline Development Trade Show & Event Selling
- Collaboration with Technical Specialists Project Management MS Office
Certification
- SPIN Selling Certified
- Laserfiche ECM Sales Certified
- Cloud Print Management Solutions Selling
Awards
Winner of several internal sales contests, with a focus on presentation and closing skills., Recipient of multiple high-volume sales awards from Canon, Ricoh, and HP., Top Sales Performer at Sharp Business Systems, contributing to 400% revenue growth in the region., Ubeo Elite Presidents Club in 2018.
Languages
English
Russian
Native or Bilingual
Timeline
Senior Account Executive
Ubeo Business Services
10.2011 - Current
Account Executive
Sharp Business Systems (SBS)
10.2004 - 09.2011
Junior / Geo Account Executive
IKON Office Solutions
09.2001 - 08.2004
Inside Sales Account Manager
Penguin Computing
07.2001 - 07.2001
Inside Sales Representative
Interskill
06.1998 - 07.1999
Sales Associate (Retail)
Circuit City
12.1994 - 06.1998
B.A. Program - Liberal Arts (Communication, Directing)
Odessa Cultural College
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