Luis Dorantes

About

Enterprise Account Executive and technical community leader with 8+ years driving revenue growth in B2B SaaS and enterprise technology. Owns complex sales cycles and proof-of-concept implementations, builds trusted advisor relationships with technical stakeholders, and launches GTM programs. Track record includes 127% quota achievement, $9.95M+ pipeline generation, and building a 20,850+ developer/community base; technical acumen across AI/ML, developer platforms, and enterprise sustainability/data platforms.

Experience

• Data & AI Community Manager & Business Development Specialist · IBM01-01-2023

  • Generated $9.95M+ in new logo pipeline across Supply Chain, Envizi, and TRIRIGA through targeted webinars, industry showcases, and executive engagement—demonstrating ability to create sales opportunities in complex B2B environments • Designed and executed high-impact webinar series directly supporting go-to-market motions: Supply Chain ($3.65M across 3 events) | TRIRIGA ($1.7M from 5 sessions) | Envizi/ESG ($4.6M across 6 sessions) • Partnered with marketing and product teams to develop strategic content programs that accelerated lead qualification and shortened sales cycles • Collaborated with engineering, product, and customer success teams to gather customer insights and feedback, directly informing product roadmap priorities and go-to-market strategy refinement • Built thriving technical community of 20,850+ members through strategic content, webinars, and advocacy programs—cultivating brand trust and long-term customer relationships • Supported large-scale enterprise events (NRF Big Show, Maximo World, GroceryShop) and executive dinners, influencing $24.7M+ in enterprise opportunities • Applied data analytics to refine sales strategy, identifying trending technical topics and optimizing conversion metrics across multiple channels

• Advisory Sustainability Digital Sales · IBM07-01-2021 – 12-31-2022

  • Exceeded quota targets with 127% perpetual quota achievement, 95.8% SaaS quota, and 86.3% team quota, demonstrating consistent ability to own and close complex enterprise deals • Delivered $354K transactional revenue and $1.3M SaaS revenue in H2 2022, driving territory growth and accelerating enterprise adoption of IBM sustainability solutions • Owned full sales cycle for enterprise customers: conducted discovery, delivered technical demos, managed proof-of-concept implementations, and closed contracts—building long-term customer relationships • Prospected new logos and built SaaS/sustainability pipeline through cold outreach, digital prospecting, and strategic collaboration with technical specialists and field teams • Positioned IBM solutions as trusted advisor, learning customer needs and articulating tangible business value to both technical and business stakeholders

• Engineered Materials Account Manager · Celanese Corporation10-01-2017 – 04-30-2020

  • Managed portfolio of 60–70 enterprise accounts, driving order fulfillment, issue resolution, and account expansion—building deep customer relationships and strengthening retention • Coordinated complex supply chain solutions with Fortune 500 accounts (Mazda, Toyota, Tesla, P&G;), demonstrating technical acumen and ability to navigate enterprise procurement processes • Analyzed customer business lines to identify growth opportunities, optimize account health, and expand wallet share across product portfolio

• Logistics Account Manager · Celadon Logistics06-01-2016 – 06-30-2017

  • Managed Tier 1 NAFTA accounts with focus on business development and operational growth • Led account onboarding, maintained business records, and delivered customized supply chain solutions • Optimized asset management and reported on KPIs to drive efficiency and cost reduction

Education

• University of North TexasB.S., Bachelor of Science in Applied Technologies & Performance Supply Chain Management; Undergraduate Studies in International Business
• University of Texas at TylerUndergraduate Studies in International Business

Similar talent on Pangea

Ali Y.Dynamic Large Enterprise Account Executive | Specialist in Digital Transformation & IT EnablementRachel C.Enterprise & Strategic SaaS Sales Leader | 9+ Years | President’s Club (5x)Denver, COSeverino T.Senior Account Executive, Relationship Builder, Customer Advocate, Strategic Thinker, President’s Club MemberRevere, MAAdel N.Account Executive with 10+ years of sales experience. Expert in outbound / inbound sales, prospecting, discovery, and account management.Charlotte, NC