Juan Sebastián Arias

- Support the dealer channel & direct sales in sales meetings and presentations relating to the Toshiba software portfolio. - Analyze customer business processes and develop solution concepts that incorporate standard software, Document Management Software, and customized solutions (ITAMS). - Define software requests to verify the feasibility and/or creation of individual software modules by the Toshiba development department. - Carry out solution training with business partners.

• Implement the global SalesForce CRM strategy and commercial disciplines in the EMEA Region, including Account, Opportunity and Pipeline Management. Manage Customer Master Data processes and hierarchies to ensure reliable sales performance metrics in the reporting system (Power BI). Provide CRM user training and support system enhancements.

• Lead national subsidiaries worldwide through the end-to-end implementation process: from requirement validation, offer creation, order management, until the installation and service assurance. • Act as the interface between the management, the supplier and the national subsidiaries to follow up the project performance, resolve order issues and align tasks and activities.

• Supported Commercial Business Partners through the stages of the deal construction: from requirement validation (infrastructure, database, and software), pricing calculation, until the final quote validation in the CRM. • Acted as the level 1 commercial contact for the regional sales teams, advising on topics such as pricing, discounts, revenue recognition, compliance, SLA, and contract creation.

• Ensured a significant customer service level of the Order Management team by an optimal work-load handling, focus on priority deals and permanent follow-up of the KPIs. • Drove channels and sales teams through the Order to Cash process: from order acceptance, pricing and configuration validation, order entry in the ERP, until the delivery and invoicing.

• Designed executive presentations for the management team of Personal Systems Business Unit • Handled suppliers purchase orders and invoices for the sales department.

Main subjects: SAP Customization, Business Intelligence, Data Warehousing, Software Project Management, Consulting Methods and Business Strategy. Master Thesis: „Proposing a state of art framework for cloud computing adoption in developing countries “

Major Emphasis: Quantitative Methods and Optimization. Bachelor Thesis: „Applying an optimization model for bus route planning in Cervantes High School “