1. RESUME
JULIAN ANDRES ARANGO ARIAS
Calle 162 No 55-40 Interior 2 Apto 703,
Bogotá D.C Colombia.; 315-3738268
Jarango_arias@hotmail.com
Seasoned entrepreneurial with over 10+ years of successful experience in sales, marketing, business development,
channels and leadership at regional levels for both multi-country and domestic markets specializing in the Technology
companies, build and manage relationships with key stakeholders both internally in company as well as with customers
and business partners. In depth knowledge of distribution and direct partner models, channel programs and the key
elements of partner relationships that drive value. Establishing and leading successful sales and channel teams that
consistently overachieve goals. Defining strategies and developing business plans in order to drive growth by territories,
customer segments either through direct sales or channel partners. Fluent in Spanish, English and basic Portuguese.
Sales Strategy and Business Development <> P&L Management <> Customer Retention <> Contract and Price
Negotiation <> Budgeting and Expense Control <> International Business Management <> Cross-functional Team
Knowledge <> Change Management <> Customer Satisfaction <> Staff Recruiting, Mentoring <> Regional
Management <> Multi-Channel Sales, Distribution <> New Territory Business Development <> Operations
Management
PROFESSIONAL EXPERIENCE
SYMANTEC CORP, Bogota DC / Colombia 2008-Present
Territory Account Manager, Colombia, Ecuador and Venezuela (2015 to present)
Responsible for the creation, management and follow-up of business opportunities for the Symantec Commercial Segment,
covering the no-named account in Colombia, Ecuador and Venezuela, forecast processing, demand generation strategies in
the New Symantec, working day to day with channels and distributors in the follow-up of opportunities from 1% to 100% and
with the others functionalities areas.
 During the first 3 quarters, was responsible for the New and Renewal Commercial business, overachieved the quote
in more than 100%.
 Successfully integrated the 6 distributors making forecast call during each week to maintain a healthy pipeline,
accomplished with the managed forecasting with a high level of accuracy.
 In the last quarter of FY15 was responsible for the New Business in the territory, and overachieved in 105% the
Managed quota and 101% the Run Rate.
Distributor Success Manager, NOLA and SOLA Districts (2014-2015)
Responsible for the Day-to-day management of our Distributors Community in NOLA and SOLA countries,
working with Distributors and Channel partners to achieve and exceed the aggregate sales quota assigned for a designed
territory/region with proactive engagement with the key decision-makers on a regular, face-to-face basis. Establishing a strong
working relationship with and reliance on the part of the channel partner upon Symantec as their most valuable supplier of
products and services. Management and development of an annual business plan, including partner sales goals and
forecasts with a focus on new business; worked with other SYMC resources to manage and enable the partners, conducting
quarterly and annual business reviews with distributors; managed SYMC partner program, demand generation and close-
looped programs, training (on all SYMC products, services, programs, systems and tools), and other activities to drive partner
adoption and capability, with a deep understanding on Latin America Business practices and contract negotiation.
 Overachieved in 102% the Multi-country New Business total quota in NOLA and SOLA countries at the end of
the fiscal year.

2. RESUME
 Implemented a cadence in forecasting calls and QBR meeting with distributors to follow up the total New and
Renewals business covering 12 distributors and maintained high level of forecast accuracy.
 Increased Information Management business in the whole region with a growth YoY of 25%.
Channel and Distributors Sales Manager Andean Region (2008-2014)
Responsible for administering the distributors, Managed and Unmanaged partners of Colombia, Ecuador and Peru, distributors
forecasting follow-up, developing and recruiting of new partners and the maintenance of the managed partners, enablement
for distributors and channels, quotas definitions, Business Plans creation and follow-up, maintenance and follow-up of the
Symantec Partner and Distributor Partner Program.
 Accomplished 120% of the annual quota during the last fiscal year, reaching for the first time more than 1 million dollars
in Ecuador and keeping the sustained growing in more than 20% in the whole region.
 Enabled a new distributor for the region, trained it in process and product, reaching in the last fiscal year to get the
second place in revenue generated in the whole region.
 Maintained totally trained the distributor’s product managers in process, product, etc during the 5 years in Symantec,
even though the changes of the distributor’s personal.
 Implemented a new scorecard to follow-up the distributors and partners quarterly and yearly.
MICROSOFT VENDOR (Microsoft Andean Region), Bogota DC / Colombia 2004 - 2008
MidMarket Telesales Team Leader (2006-2008)
Responsible for the MidMarket business in Colombia, including the Tele Account Manager (TAM’s) and the Tele Partner
Account Manager Teams, administering the sales team covering the entire phases of the Microsoft Sales Cycle from
demand generation with the TAM’s team, as the closing deals with the TPAM’s team, with a complete forecasting follow-up,
maintaining weekly meetings with the team members to measure ROB, generating key indicators in order to measure the sales
performance based in the strategies created to accomplish the business goals.
 Over achieved, almost in every month with more than 120%.
 Generated a growing in the Pipeline in more than 65%, and also in the Colombia revenue for 25% QoQ.
 Achieved the 100% of my team reached a business control in all the metrics.
 Achieved a conversion rate between the pipeline generated and the opportunity closing of 60%, during the last fiscal
year.
 Implemented a new scorecard to improve the performance of each person in my team.
Microsoft Midmarket Account Manager in Colombia and Ecuador (2004-2006)
Responsible for looking, creating and qualifying business opportunities, demand generation for Midmarket customers, applying
the new sales model Microsoft Solution Selling, synchronizing the partners field sales with the qualified opportunities generated
and keeping the information updated in the CRM Siebel.
 Over achieved the qualified opportunities and the qualified revenue quotas for more than 13 months in a row.
 Kept a level of data quality in Siebel in 95%, over the total period of time in this position.
 Generated a Pipeline growing of 85% compared with the last year.
 Generated revenue growing of 50% in the Gold segment compared with the last year.
Additional Work History includes: Technical Support Team Leader at Red Colombia and Microsoft Technical
Support Engineer at Microsoft Vendor (Microsoft Andean Region)

3. RESUME
EDUCATION AND PROFESSIONAL DEVELOPMENT
Bachelor in Computer Science, Piloto University Colombia, Bogota DC, Colombia
Major in Business Administration, Colegio Mayor de Nuestra Señora del Rosario, Bogota DC, Colombia
Major in Marketing Management, Colegio Mayor de Nuestra Señora del Rosario, Bogota DC, Colombia
Instructional Skills Development, Arquimedex.
Effective Time Management Seminar Do It!!.
The Art of Project Management, Microsoft Colombia.
AWARDS
LAMC Leadership Award,Symantec, 2014