Growth & Go to Market – Fractional Leadership
- Practice Lead – Go‑to‑Market Systems & Revenue Growth (Latin America)25+ years of experience designing and executing Go‑to‑Market systems that enable companies to achieve maximum growth across each stage of product and business maturity.
- I define Go‑to‑Market as the implementation of a system of interconnected variables — strategy, portfolio, pricing, segmentation, channels, demand generation, sales execution, customer success, partners, and data — that allows organizations to scale growth in a disciplined and predictable way.
- My work focuses on aligning revenue teams around this system to deliver the growth expected by investors and key stakeholders.
- I operate at the intersection of strategy and execution, ensuring that Go‑to‑Market decisions translate into real market impact, pipeline growth, and sustainable revenue performance.
Geographies & Sectors:
- LATAM and EMEA mid size and large customers
- My sector experience includes Enterprise Software and SaaS, technology‑enabled services, and B2B platforms, working with mid‑market and enterprise organizations at different stages of product and business maturity.
- I focus on adapting Go‑to‑Market systems to local market dynamics while aligning revenue teams to deliver the growth expected by investors and key stakeholders.
Community:
- Colombia National Army Reserve – Lieutenant
Before and Outside ICG:
EAP Network
- Founder of EAP Network, a Go‑to‑Market and growth advisory platform, focused on designing and executing scalable GTM systems for revenue teams and senior executives.
- Led end‑to‑end GTM initiatives turning strategy into execution, helping companies align revenue teams, launch new offerings, and drive measurable growth outcomes.
SAP – Sales and Marketing Head at regional and Global level
- Led Sales and Marketing at SAP at both regional and global levels, driving Go‑to‑Market strategy and execution across multiple countries and portfolios.
- Built and aligned revenue teams — Sales, Marketing, and Partners — around data‑driven GTM models, delivering €150M+ in new pipeline and exceeding demand targets by 130%.
- Drove the introduction and scaling of complex solutions across markets, ensuring disciplined execution aligned with growth expectations from investors and senior stakeholders.
IBM – Sales & Operations Manager
- Served as Sales & Operations Manager at IBM, leading regional sales execution and operational planning across multiple countries and business segments.
- Aligned sales teams, channels, and operational processes to ensure disciplined execution, accurate forecasting, and consistent quota achievement.
- Delivered 100%+ quota attainment for multiple consecutive years, building scalable sales operations and strong execution governance in complex B2B environments.
Credentials:
- Masters in Marketing – Universidad de los Andes
- MS in Business Administration – Universidad de los Andes
Contact:
📧 diego.martínez@internalconsulting.com