Alejandro Villegas Vivas

I drive sales for Cross Industry solutions, focusing on AI, MaaS, RPA, BPO, AMS, and Digital Transformation. My responsibilities include demand generation, GTM strategy execution, and pipeline development. I support DXC’s strategic shift from traditional ITO and hardware services to a full IT services partner, ensuring effective delivery and positioning of our expanded portfolio.

On Site support at Torreon City for a top-20 global manufacturing corporation during a SAP spinoff project. Leading implementation of digital invoice integrated to ERP under AddOn model, optimizing the timing and cost for the project, helping the customer to negotiate the scope and pricing of the services.

Outstanding results as Global Account Director, responsible of revenue, service delivery and customer satisfaction in MFG vertical in México. Revenue incremental by 5X over the last 5 years, and up to 10X if we include CEMEX deal. I realigned the strategy and efforts of the area to the promotion of digital services on specific industries, which allowed me to get a 100% attainment of the corporate goals even during pandemic time. Successful project delivery services using rigor in operations, tightly contract negotiations, innovative models to structure the delivery squads and the creation of a solid PM and PMO teams. Major Achievements: • Implementation of Digital Initiatives such as RPA over Automation Anywhere and UiPath with TCV of $6 MN USD on 2023 • Artificial Intelligence solutions as a Plant Digital Twin for Energy company, Process Mining solutions (Celonis, UiPath), Predictive and Prescriptive data solutions • Selling of largest deal in the history of TCS LATAM – ACV of $20 MN USD per year - and 10X with the closure of largest deal in TCS LATAM history, a global HRO deal with a TCV of $100+ MUSD over 32 countries. • Service provisioning of traditional backend services to attain customer goals for cost savings, optimizations and collaborative tools,

As Business Development Manager my role was the positioning of the benefits that Deloitte offers over SAP services with strong focus on attainment of ROI and TCO optimization, and supported for a very solid team of experts. I could achieve business goals, with selling of SAP licenses to the largest thematic park in MX over cloud model. Solutions for a SAP for a retail company, solving integration with legacy ERP system, and the mobile app for a BFSI entity. Deloitte won as Partner of the Year 2016 on our category

Enterprise Architect is a corporate strategy to align core business processes and IT applications & services. Benefits expected from this endeavour are maximize ROI, a better TCO and improve construction projects managed both with SAP and Legacy systems. ICA implemented SAP applications on 2014 and adoption process is on going, thus replacement of old isolated set of systems as well as integrate data and processes with different level of granularity is a major challenge to face up. Business areas and Strategic Planning agreed to reinforce adoption of new processes and IT platform, on a roadmap towards to strong control for project management, legal compliance attainment and cost reduction

HANA platform is a key element on SAP's business strategy, nowadays technology adoption is a real challenge for many customers to adopt it. Finding HANA use cases as well as facilitating HANA as a Platform as a Service solution (Paas), is the SAP strategy to speed up customer's adoption, cost reduction, simplified adoption and mitigate learning curve. My role was selling first HEC contracts in México, attainment fo sales quota and customer satisfaction. My technical knowledge of SAP architecture and experience as customer helped me to achieve area´s goals.

As head of presales area of SAP´s Value Architect (part of Value Management offering for Top Accounts on region), we’re addressed to support SW demand generation, business development and support value selling proposals. After C’s level interviews, we present a Business Case explaining 3 major topics: Why to Change (Business Conclusions and Benchmarks, Business Benefits, Why SAP), How to Change (Solutions on the scope, Work plan with Quick/Strategic Wins, Dependencies) and Opportunity Costs meaning business impacts to defer decision on the time. Strategy mitigates SW discounts and pricing negotiations on a +2 years deal vision. Major Achievements: • We impacted SW sales at region by $90 Mio USD (250% overachievement) on 2010 as well as on first half of 2011 • Incremental average SW deal by 20% and two large deals of +$35 Mio SSRS each • Successful deployment of Value Architect strategic initiative, positioning multi country engagements at Brazil, Venezuela, Colombia and México • Positioning of application architectures with industry flavor for Mining, O&G, Banking, Retail • Capability to develop customer tailored strategies, considering Business Enterprise Architecture designs for +2 years vision, considering SAP and legacy applications, governance methodologies, TCO and Lean Enterprise strategies. • Selling support of HANA (SAP’s in memory application), Mobile solutions as well as BPO/ITO business models • Adjustment of corporate materials and methodologies to LATAM reality and context

Services provisioning to support customers’ requirements to transform companies on a more efficient organizations, through Implementation Roadmaps, leveraging benefits from Business Process Platform (BPP), eSOA, Enterprise Architecture Framework (TOGAF based methodology) and RunSAP Methodology project management. Major Achievements: • Strategic customer relationship development, integrating both customer and consulting teams to align solutions and applications with customer’s goals, including work plan to enable those activities on a feasible transformation roadmap • Support customers needs to rely on tailored solutions of designing of Enterprise Architecture for Business Objects solutions (BPC/PCM), integrated with No SAP solutions • Complete sales and services process support, adapting and selling of standard deliverables portfolio at CxO level, positioning business & IT benefits to organization; deployment and delivery of agreed services • Deliver consulting services as responsible of designing centralized PEMEX Human Capital Management project (HCM); it was a Blue Print phase to design IT applications architecture to deploy functionality such as Employee/Manager Self Services and Payroll for all five PEMEX divisions • Designing of tailored solutions to fit PEMEX’s expectative to perform new federal taxes collections rules and reports, using SAP and legacy solutions, with highly complex customer project.

Responsible of Revenue, Profit and Customer Satisfaction of new Line of Business (LOB) for México and Central America of Hosting initiative that later on evolved as Application Management area. Position required people management, HW architectures design, Help Desk Disaster Recovery Plan (DRP) implementation, Got To Market strategy deployment Major Achievements: • SW sales support helping to reduce customer’s TCO, raising customer’s satisfaction and neutralizing competitors sales strategy on Mexico and Central America • Successful cost management rules allowed 40% Gross Profit (20% Net Profit) and constant annual revenue of $4 Mio USD per year • Services scope included applications sizing, upgrades, Help Desk services provided either by India and USA teams, Data Center and HW management through 3rd party SOW contract, SAS70 certification (required by NYSE), DBA activities, SLA’s monthly reports, etc. • Experienced on deep technical/pricing contract negotiations, which gave us capabilities to provide 100% productive SLA's on our first 18 months of operations and monthly average SLA's of 99.4% • Sales quota carrier with overachievement of 300% on 2006, +100% area goals attainment since our first year with +12 customers and +90 servers supporting +35 productive applications for customers on México, Guatemala, Costa Rica and El Salvador. • SAP México sold Hosting area on $4 Mio USD on 2009 as corporate decision result since SW profit was negative impacted at final business results

CIO for largest Private Corporation in Latin America located on Mexico City and other 2 corporations in USA. I had under my responsibilities full management of several IT corporate areas: acquisitions, human resources, inventory, telecoms, corporate systems, help desk support for IT areas and handle a budget of $12 million dollars annually. I’d seven managers and up to 90 people crew under my control serving forty companies and SAP 2,300 end users Implementation of Application Service Provider (AMS) model for two corporations in USA, running corporate ERP with 200 users and annual SLA’s of 99.8%. ERP was one of the largest installations running on Latin America with proudly world-class Service Level Agreements support Supporting IT implementation of corporative business goals for our 70 companies on the corporation; defining budget and technology strategies with corporate board, supporting their systems and requirements

I started with SAP as Basis Consultant on 1995 as 25th employee on the company. Due this situation, I have the opportunity to participate and be a key element on the grew up and maturing of our organization, playing different roles on those years: Basis Consultant ranked Platinum level, IT Project Leader, Instructor for Oracle, Windows, Informix, SQL Server and UNIX acadamies, provided support to South America region for 3 years; I participated on most of largest intallations of those years such as Pemex, CFE, TMM, VW, etc. I have been trained on USA and Germany along those years, both technical and soft skills arenas

IT project leader for Logistic System, based one year at USA where developed application was used as Latin America template