Julián Andrés Arango Arias

I’m a Digital Sales Executive with over a decade of experience driving Cloud, Cybersecurity, and IT transformation sales across Colombia, the Andean Region, Central America, Mexico, and the Caribbean.

I’ve led regional growth for top global software vendors including Sophos, Liferay, VASS, Red Hat, and Symantec, combining a consultative, value-based sales approach with deep technical understanding to deliver measurable business outcomes.

My passion lies in helping enterprise clients accelerate their digital modernization through secure, scalable, and cloud-driven solutions.

Sophos, Bogota DC                       May 2024 – February 2025

Territory Account Executive

Managed the Colombia Mid Market/Enterprise territory in SOLA Region, selling through partners and distributors and working very closely with them generating sales pipeline, qualifying opportunities,  accurately forecasting pipeline, managing the sales process through the closure of the sale, achieving agreed quarterly sales goals and developing strong relationships with key buyers and influencers.

• Generated $2+ millions in new business revenue through strategic account planning and MEDDPICC sales methodology.
• Maintained 95% customer retention rate while managing a portfolio of 50+ enterprise accounts

Liferay, Bogota DC         March 2023 – December 2023

Channel Account Manager Andean, México, Central America & Caribbean

Led partner ecosystem across LATAM territories, giving to the market the experience in various business sectors and types of digital solutions, focused on digital experience, developing business plans for the top partners, working with marketing and other teams to accomplish the quotas.

• Increased territory revenue by 20% through effective partner/channel management and new customer acquisition
• Delivered quarterly business reviews to C-level executives at major service providers, resulting in 25% increase iartnership agreements.

VASS Colombia, Bogotá DC   May 2022 – January 2023 

Senior Account Manager – Financial Services Colombia 

Managed Financial Services accounts in the leading company in digital solutions in the Bank & Insurance Market, assisting large companies in their digital transformation process, developing, and executing the most innovative and scalable strategies from strategy to operation. Positioned new portfolio solutions (Digital Experience, Governance & Infrastructure, Integration & Process, Data, Customer Centric, Banking-as-a-Service and Delivery Cross) over top territory accounts. Fostered synchronization between different external teams, including consulting, PM's, presales and architects.

• Served as trusted strategic advisor to CIO/CTO of top 3 Colombian banks, developing multi-year digital transformation roadmaps and securing in consulting engagements through executive-level relationships.
• Led digital transformation consulting engagement for major banks, delivering 40% reduction in operating costs and 25% improvement in customer satisfaction scores.

Red Hat Colombia, Bogotá DC  March 2018 – December 2021

Territory Account Manager – Colombia and Ecuador

Managed commercial accounts, such as SMB, and named accounts of mid market segments. Transformed accounts to the next level of innovation, while assisting and comprehending business requirements. Positioned new portfolio solutions over top-notch territory accounts. Fostered synchronization between different external teams, including consulting, architects, marketing, channels, and distributors. 

• Expanded designated territory YoY by 34% in single year bookings and 65% in total bookings during 2019.
• Developed and executed SMB-focused marketing campaigns resulting in 30% growth in new business.

Symantec Corp, Bogotá DC/CO 2008 – 2018

Territory Account Manager – Colombia, Ecuador, and Venezuela January 2015 – March 2018 

Secured and followed-up business opportunities for commercial division, covering no named accounts across multiple locations, including Ecuador, Colombia, and Venezuela. Predicted future sales processes and devised demand generation strategies. Incorporated six distributors in forecast meetings every week to retain a healthy sales pipeline with accuracy. 

• Managed portfolio of 100+ SMB accounts generating $2M+ in annual revenue
• Transcended 105% managed quota and 101% run rate for new business sector in last quarter of 2015.

Education

Bachelor in Computer Science

Piloto University Colombia, CO

Specialization in Marketing Management and Business Administration

Colegio Mayor de Nuestra Señora Del Rosario, CO

Professional Development

Diploma in Leadership and Management Styles | Alison 

Diploma in Digital Transformation, and Sales Manager Diploma | Universidad De La Sabana, CO

Building Customer Advantage and Consultative Negotiation Workshop | Richardson, The Power to Sell, C

English as a Second Language Course | Bow Valley College, Calgary, CA

License & Certification

Sophos, SC01 Certificate, SC02 - Selling MDR and Cybersecurity as a Service v2.0 - Sales Consultant

AWS Certified Cloud Practitioner, Cloud Quest: Generative AI Practitioner & Cloud Practitioner, Introduction to Generative AI, Generative AI for Executives,Developing Generative Artificial Intelligence Solutions,Developing Machine Learning Solutions,Exploring Artificial Intelligence Use Cases and Applications

Symantec Data Protection Sales Fundamentals, Sales Symantec Certified

Scrum Fundamental Certification

Enterprise Architecture Foundation

HubSpot, Inbound Marketing

Red Hat Sales & Services Agile Principles Program, Virtualization Sales Fundamentals

Liferay, Commercial Model, Marketing Overview