Project Sales
Resume:
905-***-**** *****@*******.***
JUAN ROCHA-JAJE
Accomplished professional with analytical, results driven and customer-oriented skills within systems implementation
projects and business process improvement, pre sales / sales consultancy fields.
Extensive expertise in Banking, CRM, and IT pre-sales and implementation.
Experience participating on projects managed under PMP or Prince2 methodologies including Six Sigma or ITIL
process implementation.
HIGHLIGHTS
Self-Starter – I proactively take on new responsibilities and easily adapt to changing environments
Enthusiasm – I am always interested in developing new skills and sharing ideas with teammates
Teamwork – I am willing to go the “extra mile” for colleagues, both internal and external
Collaborative – I permanently seek constructive feedback from colleagues and provide thoughtful insight to peers
Innovative – Always highly motivated and strong desire to work on new technology based solutions
AREAS OF EXPERTISE
• •
10 years 4 years
Core Banking (presales & implementation) Prince2 – Small/Med Projects.
• •
10 years 2 years
Loans & Collaterals (presales & implementation) Longview Analysis & Reporting
• •
8 years 2 years
CRM (presales & implementation) Longview/Khalix Framework
Language
• •
7 years 2 years
BRD/SRS/Process Documentation Six Sigma (white bell)
• •
15 years 2 years
System’s Integration Siebel CRM
• •
5 years 1 year
SQL (query/report) Tableau
• •
5 years 1 year
Crystal Reports HTML / Java
• •
5 years 15 years
MS Access/VBA Balsamiq (wireframing and mock up tool)
• •
15 years 4 years
MS Office & Visio MS Project
EMPLOYMENT HISTORY (Last 20 years)
Sr. Business Analyst
Dec 2014 to
Door3.com – New York NY
present
Application Development and Digital Strategy Services
• Act as an interface between business user groups and IT to understand, document, and track the business needs
and requirements throughout the software development, and project lifecycles.
• Document project scope, manage and coordinate the elicitation and documentation of business needs and
business requirements; documenting standard operating procedures and process flows for the organization to
reference.
• Gathering and maintaining project data dictionary ensuring accuracy for application development, reporting, and
analysis. Create and maintain project business rules repository.
• Lead the development of documentation templates and document management tools.
• Act as a Project Manager in small initiatives and during specific project phases.
• Liaise between Business Users groups, UX, Strategy and Technology teams in order to drive knowledge transfer
and ensure quality solutions that deliver business results.
• Clarify issues with developers during efforts to validate designs and functional specifications
• Support the user acceptance testing phase
• Develop and maintain strong relationships, and keep clients informed and engaged throughout the entire project
lifecycle.
• Working under waterfall, Agile, and hybrid SDLC’s
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Presales Engineer
Feb 2013 to
Longview Solutions – Markham (GTA), Canada
Nov 2014
CPM – Budgeting, Planning, Forecasting, and Consolidation
• Support the Worldwide Sales Team during the entire sales cycle from opportunity evaluation to closing
• Delivering product demonstrations to different audiences including trade shows and events (on site and remotely)
• Assist with RFQ/RFI/RFP responses
• Business Analyst role:
o Gathering discovery call requirements, Configuring and delivering P.O.C.s using Longview/Khalix
Application Framework programming language, HTML, etc.
o Deconstruct complex spreadsheet-based on financial reporting processes and tools implementing
simplified and improved new processes using Longview capabilities and features. Analyze prospect’s data
using SQL queries and transform and load using LVIS ETL or standard SQL extracts
• Provide prospects and client feedback to product teams
• Collaborate with new hires and other team members sharing expertise and product knowledge through formal and
informal training
Consultant / Senior Business Analyst
Dec 2012 to
Resources Global - Toronto, Canada
Feb 2013
TD Bank Financial Group – Social Media Compliance – Internal Social Media Monitoring Project
• Works very tightly with Social Media Compliance & Solution provider teams during requirements (BRD) creation to
ensure alignment of designs meet business requirements and configuration-implementation constraints.
• Translates high level Business requirements to technical specifications (SRS).
• Works to gain commitment from stakeholders and team members.
• Negotiate with stakeholders under the guidance of the Sr. Project Manager.
• Act as the primary point of contact for questions about new social media efforts within Social Media Compliance.
• Work close to the PMO to help to manage requirement traceability information and track requirement status
throughout the process.
• Identify and communicate potential process improvements documenting and mapping current and future state.
• Work proactively towards becoming a subject matter expert on Actiance – Vantage SMM tool.
• Maintain a good understanding of product vision to assure current projects are formulated in a manner to lay the
most effective groundwork for future functionality and to develop the integration strategy with other systems.
• Facilitate and conduct meetings and interactions of necessary support groups.
• Act as the point of collaboration to assure all members of the provider’s team stay in sync, communicate
effectively and understand the current feature set, goal and future vision.
Consultant / Senior Business Analyst
Jun 2012 to
Resources Global - Toronto, Canada
Jan 2013
RBC Investor Services – Market Product Service Delivery – Process Improvement Project
• Conducted assessments of current 370 processes and identify opportunities for improvements.
• Identified the root of business problems and create strong and rational business cases for change/no action
• Performed a variety of project-related activities, including analysis and preparation of documentation and
presentations to internal and external stakeholders and management level using MS Office and MS Visio.
• Managed, documented and communicated project meeting agendas, minutes and project plans.
• Reported status and issues periodically to ensure proper executions and escalations.
• Maintained and prioritized multiple activities/initiatives with minimal supervision.
• Analyzed the feasibility to implement Tibco-Nimbus (RBC PRIMA) as process documenting tool and centralized
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process documentation repository.
• Worked with distributed teams in Canada, UK, and Luxemburg
Pre-Sales Engineer/B.A. - Canada and US markets Oct 2010 to
Provenir Inc. Based in Toronto, Canada – Headquarters in Parsippany, NJ US May 2012
• Supported Account Executives in product and pre-sales activities of:
Workflow and Decision Engine tools for the Financial Services Industry
o
Enterprise software for managing all aspects of the customer lifecycle including: marketing, customer
o
acquisition, risk analysis, customer management, collections & recovery, and multi-channel communications
(CRM, Call Center, Web, etc).
Specific loan and credit cards origination solutions: auto, consumer, residential, small business/CRE and
o
commercial lending, etc.
• Business Analysis role:
o Capturing customer requirements to create customized demonstrations and configurations
o Designed and built Proof-of-concept prototypes during the sales process and the migration of new clients
to the Professional Services organization. Data analysis, ETL using different tools including SQL extracts.
• Performed the technical qualification of customer opportunities and prepared presentations for sales activities.
• Participated in the RFI and RFP process as well as trade show logistics and demonstrations.
• Assisted in the collection and analysis of competitive information to enable to propose and position business
solutions.
• Worked closely with Product Development to ensure the incorporation of new product features and requirements
based on customer input.
• Provided business analysis, technical product knowledge and continuing education to Account Executives on
platform and technical topics.
Senior Business Analyst Nov 2009 to
National Leasing Group, Winnipeg, Canada Oct 2010
• Responsible of the Investigation project for the Core Systems Replacement Gap Analysis
• Lead the Leasing Management System package selection Project (RFP/RFI)
• Conducted/Participated in JAD sessions and conducted Business Requirement Walkthroughs with Stakeholders
• Translated customer product requirements into comprehensive, complete and accurate business requirements
and functional specifications using BRD and SRS NL’s standards.
• Acted as a liaison between Business users and IT
• Defined and recommended system solutions to meet business goals and product requirements
• Developed and documented business rules for conceptual design inputs
• Developed and documented conceptual designs for key system processes using MS Visio and mock design tools
• Communicated conceptual designs and business rules to developers
• Participated in technical specifications reviews analyzing BRD and SRS documentation
• Prepared test strategies and plans, executed business testing based on use cases
• Solicited & Achieved Sign-off of Business Requirements
• Vendor Management
• Member of the internal PRINCE2 Study Group (Prince2 Certified)
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Systems Analyst / Consultant – Group Systems - Life & Disability Workgroup Oct 2005 to
The Great-West Life Assurance Company, Winnipeg, Canada Oct 2009
Worked providing support to “Fraud & Abuse” and “Data warehouse & Business Intelligence” groups
• Conduct analysis of business and user needs to develop requirements documentation (BRD/SRS) for the
implementation or revision of systems and applications projects for specified reporting solution.
• Elicit requirements using interviews, data analysis, business process descriptions, use cases, scenarios, business
analysis (BRD), and workflow analysis
• Assists with system analysis and data analysis tasks (SQL) required to build the Enterprise Data warehouse
• Review and evaluate business specifications to determine their feasibility, implementation, and compatibility with
current systems and architecture standards
• Lead and work with multiple stakeholders to understand the business processes, analyze the operational systems
and correlate the relevant data entities/attributes.
• Proxy-in as product owner for data modeler, ETL developers, BI Developers and testers
• Ability to take high level business/functional requirements and break it down to detailed technical requirements
• Identify data quality and integrity issues. Provide resolution recommendations after performing in depth analysis of
issues.
• Create necessary automation scripts to re-use analytic data capture processes.
• Develop deliverables including detailed documents for all analysis activities. This will include source data mapping
with business definitions and other relevant metadata.
• Use data modeling tools for documenting and publishing data dictionaries. Work closely with the data architecture
team
• Systems Implemented: CRM sales encyclopedia, CRM individual insurance quote calculator, Web individual
insurance quote calculator, Fraud and Abuse tracking tool, Audit information extractor.
• Vendor/Provider relationship.
Sr. Business Analyst - Project Manager Nov 2001 to
Cybercomp Buenos Aires, Argentina (GE Capital) Oct 2005
• Responsible to elicit, analyze, validate, specify, verify, and manage the real needs of the project stakeholders,
internal and external.
• Manage a team of two junior BA’s, two Programmer Analysts, and a part time DBA.
• Acts as a conduit for information flow between the customer and the software development team
• Involved throughout the entire software development life cycle (SDLC).
• Establishes the business requirements and verifies their fulfillment.
• Work with product managers and/or project sponsors to document the product’s vision and the project’s scope.
• Elicit requirements using interviews, document analysis (BRD/SRS), requirements workshops, storyboards,
surveys, site visits, business process descriptions, use cases, scenarios, event lists, business analysis,
competitive product analysis, task and workflow analysis, and/or viewpoints.
• Write requirements specifications according to standard templates, using natural language, and simply, clearly,
unambiguously, and concisely writing style.
• Decompose high-level business and user requirements into functional requirements, specified in an appropriate
level of detail suitable to be used by the development team as input.
• Define quality attributes, external interfaces, constraints, and other nonfunctional requirements.
• Participate in peer reviews and inspections of requirements documents, and in peer reviews of work products
derived from requirements specifications to ensure that the requirements were interpreted correctly.
• Enter, manipulate, and report information stored in the central requirements repository.
• Define requirement attributes and facilitate their use throughout the project.
• Establish and implement effective requirements gathering practice and methodology.
• Propose new system’s features, functions, and updates as well as process improvements.
• Systems implemented: GL, Loan originations, Collections, Siebel CRM, Cybercomp Service CRM. (web and
Client Server), Web eService and eLoan origination, IVR/Dialer integration.
• Vendor management (relationship and integration)
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Senior Sales Consultant – Financial Services Mar 2000 to
Siebel Systems (CRM), Buenos Aires, Argentina Nov 2001
Program Manager – Core Banking Solutions Jan 1998 to
Unisys Corporation, Buenos Aires, Argentina March 2000
Senior Consultant – Business Analyst – Core Banking Solutions Dec 1994 to
Unisys Corporation, Buenos Aires, Argentina Dec 1997
Business Analyst – Finance Systems Mar 1994 to
ACTIVA AFJP – (retirement and pension fund management), Buenos Aires, Argentina Dec 1994
Senior Systems Analyst – Banking Systems Sep 1990 to
Banco Baires, Buenos Aires, Argentina Mar 1994
EDUCATION
Postgraduate Course - eBusiness Management (Cum Laude)
Thesis: CRM in Financial Institutions 2004
Georgetown University, USA and Del Salvador University, Argentina (Joint Program)
Graduate Education – Postgraduate Course in Business Administration
1994-1996
(Curso de Posgrado en Organización y Dirección )
Escuela de Graduados Ingeniería de Dirección Empresaria, Buenos Aires Argentina.
Licenciate * in Information Sciences
Del Salvador University, Buenos Aires Argentina
1990-1991
Thesis:: Audit on Financial Systems:
* In Argentina, “licenciatura” is a 4-5 year degree, generally equivalent to a M.Sc. in North American universities. In some
cases it does not require the formal writing of a thesis, although almost invariably a quota of research is required.
Bachelor's Degree in Systems Analysis
1987-1989
Del Salvador University, Buenos Aires Argentina
PROFESSIONAL TRAINING (abbreviated)
Tableau 8.2 Fundamentals 2014
Six Sigma White Belt Certification – Aveta Business Institute, OH, US 2012
Prince2 Foundation Certification, Winnipeg University - Canada 2010
Kepner-Tregoe Problem Solving and Decision Making Workshop, Kepner Tregoe – Canada 2007
ITIL Foundation Exam Training, SkillPort, Winnipeg – Canada 2007
Project Management Professional (PMP) Certification, PMI In progress
Writing Effective Procedures, IWCC, Winnipeg – Canada 2007
Business Analyst Training, GWL – Red River College, Winnipeg - Canada 2006
Six Sigma – Fast Track to Green Belt, GE Capital, Argentina 2004
Certification in Jumpstart Siebel 2000, Siebel University, California, USA 2000
Target Account Selling, Siebel University, Massachusetts, USA 2000
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JUAN ROCHA-JAJE
Presales & Sales Certification, Siebel University, California, USA 2000
Marketing Plans for Manager training- UCES, Argentina 1999
Unisys Project Management courses (TEAM method®), Argentina, Uruguay, and Chile 1994 to 1999
AWARDS / MEMBERSHIPS (abbreviated)
Argentinean Manitoban Association 2008 to
Board Chair – Honorary Member present
Great West Life Community Builders Program Sponsorship Award
2007
Supporting the Argentinean Manitoban Association
Argentinean Manitoban Association Nov 2006 – Nov 2008
2006
Board Chair – President
Argentinean Manitoban Association Nov 2005 – Nov 2006
2005
Board Chair – Member-at-large
Member of the Cybercomp Top Performance Team for four consecutive years
2002 to 2005
(achieved over 120 % of project sales quota each year)
2000 Unisys Club Member (Achieved 184% of Profit Margin Quota)
2000
Las Vegas Club
2000 Unisys Strategic Account of the Year Award (LACA)
2000
Banco Bisel Project
1999 Unisys Club Member (achieved 120% of Profit Margin Quota )
1999
Madrid Club
References provided upon request.
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