CHERRIE C. ARRIOLA - CORTEZ
Edmonton,AB
Summary
Seasoned Territory Manager with exceptional sales record of achievements over 20 years. Talented with a unique blend of passionate strategic sales strategy with strong business acumen. Versatile in traditional and digital platforms and technology solutions. An enabler of client and team's success. A two-time President's Club winner for consistently achieving great results.
Overview
25
25
years of professional experience
Work History
SENIOR TERRITORY MANAGER
VMware Pte Ltd.
Singapore, Singapore
02.2014 - 12.2023
- Managing Philippines Commercial Territory focusing on Manufacturing, Business Services, Services, Education, Life Sciences, Transportation & Logistics, HealthCare, Pharmaceutical, Utilities, Energy and Mining, Telecommunications, Retail and Wholesale, Media and Entertainment including Government agencies
- Drives opportunities and execute account management activities, pipeline management, providing solutions offerings, product information and overall account support for PH market based on industry segmentation, hunting net new logos, leveraging on the regional and in-country resources
- Develops and maintains strong client relationships with executives and key influencers, in the IT and line of business organizations
- Demonstrates a high level of business acumen and applies an understanding of the client's business, organization, strategy, financial position, and business issues
- Manages all aspects of the sales cycle, resulting in meeting or exceeding the assigned individual and team target across VMware solutions
- Grows the territory/account base to attain targets.
- Territory/account management, including account planning and sales forecasting
- Via Strategic Selling, grows mind share within current account base to introduce and cross sell/upsell other solutions
- Provide mentorship and guidance to newbies, to promote collaborative working relationship
- Working closely with Field Sales and Systems Engineer to grow and nurture the existing accounts as well as acquire new businesses
- Develop and maintain good rapport with Channels and Distributors, provides business support as required
- Source new Sales Opportunities through Sales Plays, XSUS leads, Renewal XSUS leads inbound leads follow-up and outbound cold calls and emails.
- Increased sales growth by developing strategic plans for territory expansion and relationship building with key clients.
- Exceeded revenue targets through effective account management and implementation of successful sales strategies.
- Improved overall team performance by providing regular coaching, mentoring, and training to junior territory managers.
SENIOR INSIDE SALES SPECIALIST
Lenovo Technology Sdn Bhd.
Malaysia
09.2011 - 02.2014
- Responsible in various functions such as lead generation, prospecting, configuration, project management, proposal creation, pricing analysis, weekly sales campaigns
- Responsible for the Retention accounts, revenue and margins across all segments in PH
- Works within corporate initiatives including weekly forecast and opportunity management
- Direct/Indirect Selling of products & services via making outbound calls through Channel partners and end users
- Develop & maintain good business relationship with assigned customers & Channel Partners
- Enhance positive customer experience & customer satisfaction through timely response to customers' enquiry
- Work closely with Field Sales & Channel Partners to develop & identify new opportunities & to maintain / support existing large corporate customers
- Source new Sales Opportunities through inbound lead follow-up and outbound cold calls and emails
- Provide technical assistance for basic system administration for Lenovo hardware including installation, configuration, security, storage, resource use and allocation, and backup and restore policies
- Ensure selling through value and not pricing by pitching advantages of the ThinkVantage Technology of Lenovo
- Monitor the order loading process from creating the sales contract via CRM to the transmission of pre-alerts in coordination with Lenovo internal Order Management team.
DEMAND GENERATION CONSULTANT
Oracle Corporation
12.2010 - 09.2011
- Responsible in working with Sales to achieve quarterly and annual quota for countries such as Philippines, Malaysia, Nepal, Pakistan, Sri Lanka, Bangladesh, Maldives, Cambodia, Laos, Bhutan and Afghanistan
- Manage and close Oracle sales opportunities through forecasting, account resource allocation, account strategy, and planning
- Support sales through calls and/or web based presentations to manage product positioning, and strategies
- Increase pipeline through demand generation and targeted campaigns to the Oracle install base and/or net new accounts
- Learn and maintain in-depth knowledge of Oracle products and technologies, competitors, industry trends
- Architect Oracle based solutions e.g
- Enterprise Solutions ( Hardware, Software, Infrastructure, Database Licenses) catering to client's requirements which also includes engagement with Technical Sales Consultants and local Field Sales
- Develop and maintain competitive knowledge on industries and products to leverage in sales cycle.
SENIOR INSIDE SALES ACCOUNT MANAGER
Dell Asia Pacific Sdn Bhd
03.2006 - 12.2010
- Responsible for working within a designated territory to qualify, develop and close sales opportunities
- Responsible for large corporate accounts; direct selling of Dell products and services via receiving and making outbound calls
- Ensure timely and accurate distribution of quotations to business partners and end users
- Enhance positive customer experience through timely response to customer's queries, assist them as needed
- Maintain in-depth knowledge of products and services, industry trends and competition
- Work closely with field sales, pre-sales technical engineers, business partners and distributors to follow up and close the deals
- Manages the weekly updates of the sales funnel through Salesforce
- Adept in using the tools like Ismart, Conman, Platypus and Adam
- Manages all aspects of the sales cycle, resulting in meeting or exceeding the assigned individual and team all line of business (LOB) sales quota on a weekly basis and over all quarterly and yearly targets
- Ability to negotiate pricing to close the sale fast.
Renewal Sales Specialist
Hewlett Packard Philippines
01.2002 - 03.2006
- Responsible for achieving the assigned order targets
- Responsible in handling the account and negotiate regarding their Maintenance Agreement due for renewal
- Responsible in closing the Maintenance Agreement for renewal
- Responsible in upselling their basic level of support to a much higher level
- Provides assistance necessary to Sales Representatives in handling Maintenance Agreements
- Provides back-up to any Sales Team member in case of non-availability
- Responsible for sending and receiving Maintenance Agreements
- Work closely with Contract Admin to ensure the accuracy of the information in the Maintenance Agreements
- Assisting customer regarding their request for quotation and other services related inquiries
- Handle Leads and probe the opportunities for new business
- Entertaining in-bound and out-bound calls regarding sales and new business opportunities
- Conduct client call when necessary.
- Increased customer retention through proactive communication and relationship management.
- Boosted renewal sales by developing and executing targeted marketing campaigns.
- Negotiated contract renewals, ensuring optimal terms for both the company and the client.
- Identified upselling opportunities to maximize revenue from existing clients.
- Streamlined renewal processes, reducing administrative time and increasing efficiency.
BRANCH CASHIER OFFICER
RCBC Savings Bank
01.2001 - 12.2001
- Responsible for the CASH-IN-VAULT (CIV) of the branch
- Manages the cash flow transactions of the branch and monitors cash accountability including the Teller's cash box
- Supervises, trains and rates the performance of the Tellers and New Accounts Clerks
- Updates the front liners about the latest products and services that the Bank is offering
- Monitors the issuance and acceptance of the ff: Passbooks, Personal and Commercial Checkbooks, Savings and Current Account Ledgers, Manager's Check, Certificate of Time Deposit, Official receipt and other special collection receipts
- Informs clients with maturing placements and gets instructions from them regarding disposition of such maturing placements
- Responsible for the fund transfer of any excess CIV of designated cash center
- Prepares the Daily Cashiers Proof sheet and verifies the ending CIV balance against it
- Verifies and approves the posting of over-the-counter transactions
- Checks the CTD and MC registers at the end of the day against the actual issued CTD's and MC's
- Responsible for the Override requirements of the Teller & the NAC
- Conducts an on the spot-audit of the working supply of accountable forms and other promotional items issued to the NAC.
PERSONAL BANKER
RCBC Savings Bank
09.1998 - 01.2001
- Responsible for all bank information; required to be familiar in all bank products, services and promotions for inquiry and dissemination of information to the prospective and existing clients
- Handles marketing campaigns and activities for generation and acquisition of new accounts
- Maintain and update bank's pertinent resources such as register of savings and current accounts, certificate of time deposits, etc
- Accountable for the ledger and passbooks working supply and a preparation of its daily day end report
- Perform tellering functions as needed
- Task to generate various summary reports which include marketing, cash in vault and daily liabilities
- Responsible in handling the processing of inward and outgoing checks
- Facilitate and places restrictions in newly opened accounts
- Assigned to effective closure of accounts.
Education
Bachelor of Science - Computer Science
San Sebastian College
Manila Philippines03.1997
Skills
- Account Management
- Stakeholder Relationship building
- Time management
- Negotiating
- Customer Service and Customer Success Management
- People Person
- Channels and Alliances
- Strategic and Creative thinking
- Leadership
- Decision making and problem solving
- Great Team player
- Listening
- Passionate
Accomplishments
- FY23 President's Club Awardee - top 5% global sales team, 05/2023, Hawaii
- FY23H1 Top C2 Representative, 09/28/2022
- FY23H1 Most Valued Player - APJ - 177%, 09/02/2022
- FY22 Worldwide Inside Sales Rep of the year, 03/09/2022
- FY22 President's Club Awardee - top 7% global sales team, 05/2022, Bahamas
- FY22 H2 APJ PCO Award - Top Performer across Asia Pacific and Japan, 07/2022
- Best Inside Sales of the Year across APJ for FY22
- FY22 Q2 APJ Inside Sales Most Valued Player
- FY22Q1 Sales excellence Award
- FY21 100% Club Achiever
- FY20 APJ Inside Sales Top Performers - 100% Club/Most Valued Player for ALL of FY20
- Sales Excellence Award Q1FY2020 - Best Inside Sales - SEAK
- EPIC Award - Oct 2019 - Outstanding performance, Highest Achiever in SEAK ISR for H1, going extra miles even with lacking TMs.
- Closed the first and highest ELA for Philippines across APJ ISR Team in Q1FY2020 - 421%
- VMware SEAK Most Valuable Player for 2018, 2019, 2020, 2021, 2022, 2023
- VMware SEAK Spot Awardee for Q3 2015 and Q2 2016, 2017, 2018, 2019, 2020, 2021, 2022
- VMware Contender for the President's Club
- Consistent Quota Achiever in Lenovo - receives awards for achieving Services target, and Fast Start for FY12/13/14.
- Oracle, Top Performer Awardee, FY11Q3 and FY11Q4
- Dell Recognition of Excellence for achieving Over all Blended Revenue and Margins for the following quarters : Q2FY10/Q3FY10/Q4FY10/Q1FY11
- Contender for the THE DELL ALTITUDE CLUB - DELL GLOBAL - 2010-2011- The Highest Recognition Award for Dell Employees in South Asia REL & SMB Markets
- Consistently achieves run rate and small bid targets in Dell
- Youngest Junior Officer in the Bank
- Top 2 in Branch Banking Course
Personality
An adventurous at the same a jolly person. I love to see and do new things. When I do things, I always give my best shot. I have been trained to be responsible and make use of my initiatives. I have excellent tolerance and friendly relation towards people from all walks of life. A good team player, aggressive, with great attitude, excellent communication skills, a highly motivated individual and result oriented. With proven ability to manage complex sales cycle, with a track record of successful revenue and target attainment.
Seminars Trainings Attended
- All VMware sales portfolio trainings - Cloud, HCI, Tanzu, Carbon Black, vSphere, vSOM, NSX, vCloud Suites, EUC and Vcan from 2014-2023
- Lenovo All Hire Trainings and product and services updates from 2011-2014
- Consultative Selling Skills Program, Sept 2013
- Sandler's Sales Foundation Program, January 2011
- All Oracle sponsored trainings for Enterprise solutions including Sun Microsystem Servers and Storage, Oracle Database licenses and Advance Packs, Data and System Integration, Disaster Recovery, Virtualization, Cloud Computing and Business Applications (Human Capital Resources Management, CRM, ERP) (Dec 2011 to present)
- All Dell's line of business trainings on Enterprise which includes Servers, Storage, and PowerVault, Client products e.g. laptops and desktops, Software and Peripherals from March 2006 to Nov 2011.
- ISR Challenges and Opportunities: Track to Success, Malaysia
- Inside Sales Leadership Training
- Upselling HP Services - Sept. 2003 (Bangkok, Thailand)
- Officer's Eligibility Exam (June 2000)
- All related banking courses from 1997-2001
References
Available upon request.
Timeline
SENIOR TERRITORY MANAGER
VMware Pte Ltd.
02.2014 - 12.2023
SENIOR INSIDE SALES SPECIALIST
Lenovo Technology Sdn Bhd.
09.2011 - 02.2014
DEMAND GENERATION CONSULTANT
Oracle Corporation
12.2010 - 09.2011
SENIOR INSIDE SALES ACCOUNT MANAGER
Dell Asia Pacific Sdn Bhd
03.2006 - 12.2010
Renewal Sales Specialist
Hewlett Packard Philippines
01.2002 - 03.2006
BRANCH CASHIER OFFICER
RCBC Savings Bank
01.2001 - 12.2001
PERSONAL BANKER
RCBC Savings Bank
09.1998 - 01.2001
Bachelor of Science - Computer Science
San Sebastian College
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