TIS Feb 2015
TERESA INCERTO
Mobile: +1-305-6087596
Home: +1-954-400-3000
E-mail: teresaincerto@gmail.com
PROFESSIONAL PROFILE
Sales Manager with extensive experience in Sales Process Technology Solutions (Hardware and
Software) and consultancy in corporate accounts specializing in financial sector clients, with proven
track records in sales quotas from US$ 1.1 M and above US$ 4.5 M. Expertise in the
implementation of Corporate Marketing Programs in the national financial sector and in the support
area to Sales and Pre-sales Banking Solutions and, particularly, the national and Latin American
financial sector. Expertise in Project Management of local and Latin American Banking Solution
Implementation.
WORK EXPERIENCE
CA Inc. (USA) Nov 2012 – Present
Corporation with headquarters in Islandia (NY) that provides IT management solutions that help
customers manage and secure complex IT environments to support agile business services.
Organizations leverage CA Technologies software and SaaS solutions to accelerate innovation,
transform infrastructure and secure data and identities, from the data center to the cloud. CA Inc is
a 5 Billion USD companies with 10,000 employees worldwide y about 100 subsidiaries.
Customer Portfolio Manager North Andean Region April 2013 - Present
Since April 2013 I am responsible for the Maintenance Renewals Contracts in the North Andean
Region that groups Colombia, Ecuador, Perú , Venezuela, Puerto Rico, Caribbean and Central
America Managing a sales quote about 10 MM USD .
Customer Portfolio Manager NOLA (from Nov 2012 through April 2013)
Responsible for the Renewals of Maintenance contracts in North of Latino America Region
(Venezuela, Colombia, Ecuador, Perú, Puerto Rico, Caribbean and Central America) . I report to the
Office of CA Inc. in Tampa (Florida)
CA DE VENEZUELA Feb 2011 – Nov 2012
Corporation specialized in Infrastructure Software and subsidiary of CA Inc in Venezuela
Customer Portfolio Manager NOLA
 Responsible for the Renewals of Maintenance contracts in North of Latino America Region
(Venezuela, Colombia, Ecuador and Caribbean). I have to work closely with the Direct Sales
Force, Partners and Country Managers to maintain and grow up the installed base of CA
Solutions. The final objective is maintain the Total Revenue by doing the renewal and

TIS Feb 2015
promote combined deals (renewals and new products) . The quota for this position is
about 8 MM USD.
ORACLE DE VENEZUELA Jul 2008 – Feb 2011
Account Manager Business Unit Systems (Financial Sector)
Responsible for selling of Oracle Hardware Solutions in the Financial Sector in the Financial
Sector in Venezuela, about USD 3 MM in Revenue.
SUN MICROSYSTEMS DE VENEZUELA Jul 2008- 2010
Corporation specialized in Infrastructure Solutions for the Network; a subsidiary of SUN
Microsystems Inc. Sun is presently positioned as a Systems company where Hardware is part of an
integral solution comprised of Software, Storage and Professional Services.
Financial and Industry Account Manager 2008-2010
 Responsible for the Financial and Industry Account Region in Venezuela trough Channels
and Direct Sales.
 Revenue quota in the Region of US$ 10 M (20% of subsidiary quota).
 Main goal is to position all Sun Portfolio (Solutions Systems, Storage, Software and
Professional Services) in current and new customers.
 Responsible for establishing the overall strategy in the accounts and incorporating
the Sun internal resources and the Selling Channels, working together with other
areas of the company to support the Channels management.
 Direct attention to high impact accounts in the Sector results.

TIS Feb 2015
COMPUTER ASSOCIATES OF VENEZUELA 2004-Jul 2008
Corporation specialized in Infrastructure Software and subsidiary of Computer Associates (CA)
Venezuela & Colombia Business Manager April 2006-July 2008
 Responsible for the achievement of Annual Renewal Maintenance Services quota of CA
Venezuela and Colombia (approx. US$ 5.3 M) working along with the rest of the Sales
team to:
 Assure the renewals of Solutions Maintenance of CA in the fiscal year of Venezuela
and Colombia.
 Support the Channels management.
 Attain new businesses to increase the capacity in customers with Mainframe
Solutions.
Achieved over 120% of the subsidiary revenue objectives (US$) 5.3 M during fiscal year 2008
(March 2007-March 2008)
I supported the change to a go-to-market strategy in the company for the fiscal year 2008 that
redirected in Venezuela the 100% of sales through Channels and carried through, along with CA
Partners, the strategy for the renewal of support and maintenance contracts.
Same responsibilities of the former position are kept.
Direct Sales Business Manager April 2005-April 2006
 Responsible for the Annual Revenue quota achievement of CA Venezuela (approx. US$) 10
M working along with the rest of the Sales team to:
 Achieve the New Sales Solutions (Services and Products) of the customer with
Installed Base.
 Assure the renewals of Solutions Maintenance of CA in the fiscal year.
 Support the Channels management.
 Attain new businesses to increase the capacity in customers with Mainframe
Solutions.
Achieved over 120% of the subsidiary revenue objectives (US$ 8.3 M) during fiscal year 2006
(March 2005-March 2006)
 Responsible for protecting the installed base of CA customers organizing renewal contracts
that satisfy both, the customer and CA.
 Assure that the projects and CA solutions installations succeed to ensure the customer
satisfaction.
 Work along with the Sales Executives in the objective diverse accounts that have renewals
in the fiscal year, to resolve any aspect related to the customer satisfaction and manage the
whole sale cycle of the renewal within the customer.
 Work along with marketing areas to carry out the activities with the Installed Base
customers in order to give a constant support and motivation to make them keep on
acquiring CA solutions, promoting the customer’s loyalty.
 Define Account Planning and Strategies for the Installed Base 1 customers.
Sales Executive Direct Sales March 2004-March 2005
 Managed corporate accounts in diverse sectors (financial, gas and oil, and manufacturing)
with an Order quota in Software and Services of Consulting and Education of US$ 1.1 M.

TIS Feb 2015
Achieved the 103% of the assigned quota in products and services and won the Annual Sales
prize “Compass Club” in Hawaii.
 Defined Accounts and Strategies Planning to develop new accounts in different segments:
Corporate, Small and Medium.
 Led the Global relationship with the customers, supporting and promoting the Partner and
Business Channels work that help to expand the CA Solutions portfolio.
 Defined with Channels Managers and Partners the sales strategy for the assigned accounts.
 Supported the Consulting and Support departments of CA to ensure that the projects of the
assigned accounts were successfully executed by managing the relations with advisors,
customers, and channels.
 Expanded knowledge in the main focus of attention areas in the company: Security, Storage,
and Management of IT infrastructure.

TIS Feb 2015
UNISYS DE VENEZUELA 1988-2004
Corporation that provides System Integration, subsidiary of Unisys Corporation
Customer Relation Executive 2003-2004
 Managed corporate accounts in the financial sector with an Order quota and Margin of US$
6 M, from which 1.5 M must be in Consulting and Integration Services, and led the overall
relation with customers where there may be other Unisys Business Executives offering
solutions from different portfolios. Managed high level relations.
 Defined together with the Unisys Business Units the sales strategies for the assigned
accounts.
 Responsible for assuring that the projects of consulting and systems integration in assigned
accounts are well executed, managing relations with external clients, consultants and third
parties.
 Collaborated with the Director of the area (regional) in the management of Local Sales
Strategy of the Services in the area of Consulting and Systems Integration.
Financial Sector National Sales Manager 2001-2002
 Led the National Sales team for the financial sector with an annual quota in new businesses
of US$ 29 M. Responsible for penetrating new markets and ensuring the profitability of the
projects implemented.
 Worked out with the various Unisys Business Units the 2003 Annual Sales Plan (ASP) for
the financial sector in Venezuela.
Financial Sector Sales Executive 1996-2001
 Drove corporate account in the financial sector that generated an annual income of US$ 7
M in different type of solutions, Banking Central Systems; Bank Automation Systems;
Support Solutions to Distributed Computing Environments; Solutions in the Network Area;
Technology Solutions for Auto-service, Servers, and Business Networks; and Equipment for
Document Processing.
 Led the global relation with the executives that work with the assigned clients of the
financial sector.
 Managed the assistance of the national bank executives to national and international events,
such as CLAB, BAI Financial Unisys Seminars.
 Innovated in chances for corporate accounts of the financial sector with Outsourcing
Solutions and Services.
 Led and reached the sale and successful establishment of the following projects and
solutions in different assigned clients:
 Merger of Banco Mercantil and Interbank Project.
 Technological Modernization of Interbank Project, which included the migration of
central applications to a new technology and the establishment of new solutions for
70 bank offices nationwide.
 Support Project for the takeover of Banco Latino offices by Interbank.
 Centralized Clearing Project in Interbank.
 Mortgage Loan System Establishment Project in Venezolana E.A.P

TIS Feb 2015
 Internet Banking Project in Interbank.
 Establishment of WAN and LAN Project in Interbank.
 Automation of Corp Banca offices and merger with Banco del Orinoco.
 Surpassed, for 5 consecutive years, my assigned sales quota and won local and regional prizes,
such as:
 Rookie of the Year for Venezuela and Latin-America – 1996
 Super Salesperson of the Year – 1996
 Salesperson of the Year – 1998
 Super Salesperson of the Year – 1999
Marketing Manager of Bank Solutions 1993-1996
Product Management reporting to the Marketing and Sales Division
 Diversified the sources of income for the company through the incorporation of new products for
the financial sector.
 Developed marketing plans for sales of Solutions carrying out the following activities:
 Solutions definition.
 Price Policy definition.
 Promotion of Solutions and its launching to the market.
 Coordination of pre-sales activities: demonstrations, showrooms, special events,
seminars and talks for clients and/or prospects.
 Led the pre-sales work for the establishment of a new Automation Solution for Bank offices in
Banco de Venezuela – Grupo Santander, representing for Unisys a project of 10 M US$ in one
year. This pre-sales work was the design and establishment of a Pilot Lab of the solution to be
evaluated by different levels of decision-making of the bank.
Manager of the Latin-American Center of Financial Solutions 1993-1992
Management of the Pre-sales Projects and Activities of Bank Solutions for Latin-America
 Managed the Pre-sales Group with Regional coverage in activities, such as:
 In site Presentations and Demonstrations.
 Pilot Labs and Benchmarks.
 Pilot offices.
 Support for Request for Proposal.
Leader of Projects for the Financial Sector 1990-1992
 Led the establishment of the Finesse System for automation of bank offices in Banco del
Orinoco.
 Managed the establishment of the Platform Finesse project in Banco Exterior.
 Managed the Pre-sales work in different assigned clients of the National Financial Sector,
managing the requirements of the Sales Group.
 Participated in the support for the putting into production of banking solutions for different
clients nationwide.

TIS Feb 2015
Consultant for the Financial Sector 1988-1990
 Participated as consultant in the development and establishment of the Automation Solution
"Nueva Oficina Bancaria" for bank offices of Banco de Venezuela nationwide and the Pilot
Office Project of Banco Unión.
 Participated as consultant in the establishment of ATM Projects.

TIS Feb 2015
EPSON DE VENEZUELA 1986-1988
Systems Development Analyst
 Participated in the development of Tools of Productivity as the Package of Worksheet.
 Participated as developer of Software for Computer Assisted Education.
 Imparted courses in Tools for Office Automation.
 Participated in the development of an Educational Software Package called “Asociemos” for this
company as thesis for my degree of the Universidad Simón Bolívar. This software was awarded
national and Latin-America wide.

TIS Feb 2015
EDUCATION
 Degree in Computer Engineering, 1986.
Universidad Simón Bolívar, Caracas - Venezuela.
 Master in Business Administration, Finances Mention, 1992.
Universidad Católica Andrés Bello (U.C.A.B.), Caracas - Venezuela.
 Expert in Organization Development, 1996.
Universidad Católica Andrés Bello (U.C.A.B.), Caracas – Venezuela
NOTABLE COURSES
 Power Messaging, Corporate Visions, given en Lima, 2007
 Situational Sales Negotiation, BayGroup International, given en Lima, 2007
 Negotiation and Persuasion Course, CIC Consulting, given in MIT and Harvard (USA), 2006
 Leading the Learning Organization given by Peter Senge, 2006
 Efficacy in Personal Productivity (Leadership Management International), 2004
 Management of Financial Risk, IESA 2003
Effective Presentations, Management Enterprise, 2003
7th
Program of Management of Conflict: Negotiation, Mediation y Arbitration, IESA 2002-
2003
 Finances for Not Financial Executives, IESA, 2001
 Successful Implementation of e-business, IESA, 2001
 4th
Program of Shared Leadership, IESA, 2000
 Creative Experience “Saliendo de la Caja,” Organización Dinámica, 1998
 Strategic Implications of the Reform of the Financial Venezuelan System
 Consultative Sales
 Extreme Salesperson
 Leadership Practice
Professional Projects Practice
 Applied Creativity as Company Asset
ACADEMIC AREAS OF INTEREST
 Management of Information Technology
 Organization Consultancy
 Models of better practices in Information Technology, i.e. ITIL
 Organization Development
 Leadership and High Performance Teams
 Project Management
 Bank Information Systems