Carlos Arranz

Head of Enterprise Software for AOD/IMS at MBCOM-Broadcom | Director Enterprise Software | Scaling Revenue & Go-To-Market Across EMEA & META | SaaS, AI, Automation & Digital Transformation

Dubai1.5k followers

MBCOM Technologies, Broadcom Representative

ex-OpenText Analytics

ex-Micro Focus

Enterprise Software & SaaS leader with 20+ years of experience driving revenue growth, go-to-market execution, and digital transformation across EMEA & META.
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I build and scale high-performing sales and partner-led organizations, lead complex regional portfolios, and work closely with C-level executives to turn technology strategy into measurable business outcomes. My experience spans Enterprise Software, SaaS, AI, Automation, Observability, API Management, and Hybrid IT — with a strong track record across both mature and high-growth markets. ### What I do best • Scale regional and multi-country go-to-market organizations • Drive predictable revenue growth through direct and partner-led models • Build and enable high-performing sales and channel teams • Lead executive-level engagements with CIOs, CTOs, and business leaders • Translate complex technology portfolios into clear commercial value ### Leadership scope & impact Currently, I lead Enterprise Software portfolios across EMEA & META, owning strategy, GTM execution, revenue growth, and executive engagement. I operate with full regional responsibility , from market entry and scaling, to partner ecosystems, pipeline generation, forecasting, and long-term value creation. I am known for combining strategic vision with hands-on execution, bringing structure, clarity, and momentum to organizations navigating digital transformation, AI adoption, and enterprise-scale change. Beyond my corporate role, I am also the founder of an AI-driven legaltech venture, reflecting my passion for innovation, entrepreneurship, and purpose-driven technology. 📍 Based in Dubai

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GTM Index

MBCOM TECHNOLOGIES, BROADCOM REPRESENTATIVEJOB
1. Head of Enterprise Softwar…
  1Y 11M
OPENTEXT ANALYTICSJOB
1. Regional Sales Dir
  1Y 3M
2. Senior Partner Sales Mgr (…
  2Y
MICRO FOCUSJOB
1. Senior Sales Eng & Lead So…
  3Y 8M
2. Lead Solution Architect an…
  1Y 3M
HEWLETT-PACKARDJOB
1. Lead Solution Architect an…
  2Y 1M
2. Lead Solution Architect
  9Y 7M
MATCHMINDJOB
1. IT Senior Consultant
  4Y 11M
KEWILL SOLUTIONSJOB
1. System Administrator
  11M
GLOBEFLOWJOB
1. System Administrator
  1Y 5M

Job: OpenText Analytics — Regional Sales Director – Digital Operations | Emerging MEA - GM Midis · 2023-08 – 2024-11 · 1y 3mo — Led regional sales strategy and execution across Emerging MEA markets, covering Africa, GCC, and Levant, with responsibility for revenue growth, team leadership, and executive engagement. Key Contributions • Defined and executed multi-country GTM strategies aligned with global objectives • Built, coached, and led high-performing regional sales teams • Drove consistent pipeline growth, forecasting accuracy, and quota attainment • Established trusted relationships with C-level executives and key enterprise customers • Collaborated cross-functionally with Pre-Sales, Marketing, Alliances, and Professional Services Recognized for bridging technology, business strategy, and execution to drive s…
Job: OpenText Analytics — Senior Partner Sales Manager (Regional GTM Leadership) – MEA · 2021-09 – 2023-09 · 2y — Owned partner-led go-to-market strategy for IT Operations Management and Enterprise Software portfolios across MEA, driving revenue growth through strategic alliances and system integrators. Key Contributions • Built and scaled partner ecosystems across multiple MEA markets • Defined joint GTM plans, enablement programs, and revenue targets • Supported enterprise sales cycles through executive alignment and solution positioning • Acted as regional SME bridging sales, partners, and delivery organizations • Accelerated partner-led pipeline generation and deal execution This role laid the foundation for regional leadership responsibilities and enterprise-scale GTM execution.
Job: Micro Focus — Senior Sales Engineer & Lead Solution Architect (Enterprise GTM Role) · 2019-01 – 2022-09 · 3y 8mo — As a highly skilled Senior Sales Engineer and Partner Development Manager at Micro Focus, I work closely with sales executives and prospective customers to understand their needs and present solutions that meet those needs. In addition, as a practice manager, I develop and execute our go-to-market strategy with our IT Operations Management strategic partners and professional services. - Developing sales enablement materials, including presentations, proposals, and case studies. - Managing and prioritizing sales pipeline to ensure accurate forecasting and timely deal closure. - Analyzing sales performance data to identify areas of improvement and implement corrective actions. Managing cro…
Job: Micro Focus — Lead Solution Architect and Engagement Manager for EMEA region · 2017-09 – 2018-12 · 1y 3mo — As Lead Solution Architect and Engagement Manager, my focus was to contribute to business development for the different Micro Focus breakthrough solutions for ITOM, IT4IT, Service Broker for the EMEA region. Responsibilities: - Identify new opportunities and deliver business value to customers by defining and architecting solutions and services to solve their business problems and pains. - Pipeline generation and qualification, prospecting for potential new opportunities in our clients and turn this into increased business. - Provide expert advice on the owned solutions, identify functional and non-functional requirements, and convert them into blueprint architecture for the solutio…
Job: Hewlett-Packard — Lead Solution Architect and Engagement Manager for EMEA region · 2015-08 – 2017-09 · 2y 1mo — As Lead Solution Architect and Engagement Manager, my focus was to contribute to business development for the different HPE Software Services breakthrough solutions for ITSM, IT4IT, Service Broker for the EMEA region. Responsibilities: - Identify new opportunities and deliver business value to customers by defining and architecting solutions and services to solve their business problems and pains. - Pipeline generation and qualification, prospecting for potential new opportunities in our clients and turn this into increased business. - Provide expert advice on the owned solutions, identify functional and non-functional requirements, and convert them into blueprint architecture for the s…
Job: Hewlett-Packard — Lead Solution Architect · 2008-02 – 2017-09 · 9y 7mo — Architected and implemented different solutions for different customers in different vertical segments. Main achievements and responsibilities are: - Architected and implemented a global Service Management solution to support a global IT consolidation project in a customer with different IT departments belonging to different business units around the world. The final solution required the definition of a new IT Service Management Processes (Incidents, Changes, Request, Configuration, SLAs, Service Catalog), IT Service Catalog definition with Infrastructure Discovery and Services Modeling, and the implementation of the tools to supports the processes with integration with other service pro…
Job: Matchmind — IT Senior Consultant · 2003-03 – 2008-02 · 4y 11mo
Job: Kewill Solutions — System Administrator · 2002-04 – 2003-03 · 11 mo
Job: Globeflow — System Administrator · 2000-10 – 2002-03 · 1y 5mo
Job: MBCOM Technologies, Broadcom Representative — Head of Enterprise Software AOD/IMS at MBCOM - Broadcom, EE & META · 2024-11 – present · 1y 9mo
School: Massachusetts Institute of Technology — MIT Big Data and Social Analytics, Big Data and Machine Learning
School: Universidad Pontificia de Salamanca — Ingeniería informatica, Computer Science

Skills

Strategic Account LeadershipBusiness Unit LeadershipRegional P&L OwnershipPortfolio ManagementChannel StrategyEnterprise Software Sales LeadershipRevenue Growth & ForecastingSales & Channel Organization ScalingExecutive & C-Level EngagementRegional Sales Management (EMEA / META)Multi-Country Sales ManagementPartner Ecosystem DevelopmentC-Level Relationship ManagementEnterprise Software SolutionsSoftware as a Service (SaaS)Partner Relationship ManagementDigital Transformation LeadershipSales Strategy & ExecutionAmazon Web Services (AWS)

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Carlos Arranz

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