Norberto Daniel Planas Zamora

Sales Enablement and Customer Success Strategist with 10+ years of experience merging systems engineering with technical sales consultancy. Expert at bridging the gap between technical complexity and C-Level priorities, optimizing sales productivity through methodologies and high-impact training. Specialist in designing playbooks, accelerating Time-to-Value (TTV), and orchestrating alignment across GTM teams to maximize Revenue and Customer Lifetime Value (CLV).

Sales Enablement & Enterprise Customer Success at BWEB (2023-09 – Present)

• Design and implement enablement programs based on my own methodology, creating Playbooks and Battlecards that contributed to a 33% increase in annual revenue.
• Leverage Conversation Intelligence (AI) to analyze sales calls, reducing the team's learning curve and identifying patterns that optimized pitch consistency.
• Lead hands-on coaching (role-playing and shadowing), resulting in the successful closure of $800k in annual memberships within a 2-month period.
• Redesigned the strategic onboarding journey, improving client retention 23% by focusing on measurable business results.
• Improved technical training attendance and engagement by 50% through hybrid learning dynamics, accelerating the client's Time-to-Value (TTV).
• Coordinate workflows between Marketing, Sales, and CSM to reduce technical friction and align value propositions with C-Level financial goals.

Key Account Manager & Sales Enablement Lead at ONLINE PREMIUM STORE (2018-05 – 2023-09)

• Developed sales training frameworks that increased conversion rates of mentored team members through consultative selling playbooks.
• Managed Tier-1 accounts with contracts up to $6M MXN, ensuring successful adoption of SaaS solutions and securing renewals for 5+ consecutive years.
• Engineered proactive workflows to streamline client inquiries, achieving a 99% resolution rate within SLAs.
• Led strategic bidding processes against global competitors, preventing churn and maintaining long-term account stability.

Account Manager & Strategic Partnerships at B+ STUDIO (2014-03 – 2018-05)

• Managed client portfolio transition following a corporate merger, ensuring 100% account stability and mitigating churn risks.
• Established strategic alliances with innovation hubs and chambers of commerce to drive brand authority and lead generation.
• Executed upselling strategies by aligning technical product features with evolving client business needs.

Sales Account Executive & Business Development at BUSINESSWELL (2010-10 – 2014-03)

• Consistently met and exceeded sales targets by designing value propositions focused on C-level priorities.
• Created customized sales playbooks based on market intelligence for diverse industry verticals.
• Implemented a structured problem-resolution framework that increased NPS among key accounts.

IT Consultant & Technical Enablement at BBVA (2008-09 – 2010-10)

• Coordinated cross-functional technical teams to resolve complex incidents, maintaining 99.9% uptime for mission-critical applications.
• Reduced recurring system incidents by engineering proactive troubleshooting frameworks, improving end-user experience.

Master's in Strategic Management – UVEG

B.S. in Computer Systems Engineering – IPN - ESCOM