Sales Manager

Frank M. Guido

*** ** * *** - **** Raton, FL ****6

CELL: 561-***-**** * E-MAIL: *****.*****@*****.***

GOAL:

To seek opportunities in an environment where my experience; attitude of

service; sales and technical skills will be continuously challenged and

utilized.

Summary:

Technical Sales / Business Development Manager and Solution Design

Architect with extensive international and multi-cultural experience.

Strengths in Cultivating and maintaining business relationships. Great

ability to develop and articulate complex solutions. Experienced working

in Fortune 100 companies and in a start-up entrepreneurial business.

Fluent in English, Portuguese and Spanish and conversational in German.

Experience:

DLA - Digital Latin America - U.S.

2008-current

Media Center Supervisor (05 employees / 24x7 operation) - Operations:

o Responsible for: Planning and delivery of DLA's digital content (VOD;

PPV) to the Latin American and Iberia regions via DLA's proprietary

system (DLA Xpress); FTP; Aspera; hard drives and satellite. Management

and administration of Media Libraries (physical and digital); storages

and FTP's.

o Technical Customer support regarding deliverables interacting directly

with Affiliate Services and customers in the regions.

o Traffic Control and contacts with DLA's providers (studios and labs)

requesting content for VOD and PPV and delivery follow-up.

Account Executive - Affiliate Services:

o Liaison between DLA's Operations Division; Technical and Sales Divisions

and our Customers in the Latin American and Caribbean regions.

o Lead is special projects such as the deployment of our content delivery

solution via satelite.

COMPAL / Bizcom-LAR / - U.S

2004-2008

Business Development Manager for Latin America:

o Focused on the notebook market segment through the exclusive

representation of Compal barebone / white box notebooks (2nd largest

worldwide) for the Latin American Region as well as other major notebook

component and accessory manufacturers and distributors.

o Responsibilities include, among other activities identifying,

prospecting, analyzing and developing new business opportunities within

the region targeting corporations and channels (OEM's) interested in

developing and marketing their brand names in the notebook segment as

well as leveraging and expanding new sales opportunities with established

customers. Also provide pre-sales support and training.

HEWLETT-PACKARD CO. - U.S. and Brazil 1995-2004

JULY, 1995 - OCTOBER, 2003

Technical Business Development Manager & Solution Architect (2000-2004):

Part of HP's Sales Alliance Organization; liaison and technical partner

developer between HP and System Integrator Partners (CSC and IBM Global

Services).

o Built and managed technical relationships and awareness for HP solutions

portfolio with Fortune 100 end-user clients; increased revenues from $70

Million in 2002 (CSC) and $160 Million in 2003 (IBMGS).

o Articulated technical differentiation for HP solutions value propositions

and development of TCO studies.

o Evaluated technical solution components in joint initiatives for the

combined sales teams.

o Collaborated to develop technical plans on technology transfer (training)

programs between HP's divisions and labs.

o Provided technical deal support to the Sales teams.

o Initiated, provided and supported technical escalations.

o Technical training via web based seminars and presentations.

Technical Consultant & Solution Architect - U.S. (1997-2000):

Provided remote in depth pre-sales technical consulting, aligning HP

customers technological needs while supporting HP's computing strategies.

o Selected by management to transfer back to U.S. to lead the

implementation of pilot pre-sales Systems Engineering Team Technical

Support Program for Latin America Sales Organization resulting in

immediate initial cost reductions and more agile technical response times

for the LAR field organizations.

o Handled all aspects of ERP / Supply Chain sizing, design, configuration

and technical support (i2; Baan and QAD).

o Provided pre-sales technical consulting and qualified / analyzed customer

requirements for successful systems engineering solutions.

o Identified technical leads and opportunities for the field.

o Developed and maintained technical expertise in HP core technologies and

of competitor offerings and solutions. Active member of HP Technology

Forums.

Account Manager - Brazil (1995-1997):

Identified, developed and maintained new and established strategic accounts

focused mainly on "top 500" companies in services segments in Sao Paulo,

Brazil.

o Achieved $4 million yearly quotas.

o Developed and brought to HP major customer accounts including: TAM (Case

Study); Vale Refeicao (1,4M), McDonald's Brazil (previous DEC and Compaq

accounts).

o Interfaced with Hewlett Packard's resources and partners, consulting and

service teams, channel partners and VAR's; acted as trusted advisor to

customers in order to design and offer total and integrated solutions

that met their individual needs.

STAR CONTROLS/ATHOS ID SYSTEMS - Brazil and U.S. 1988-1995

Industrial Partner and Technical Pre and Post Sales Director

1988 - 1995

Represented Data Collecting equipment, Time & Attendance and Access Control

Software, in Brazil & South America.

o Provided technical contact and sales liaison between the U.S. equipment

supplier and Star Controls, and led the design, development and

implementation of all new software versions.

o Participation and support in trade shows with our channel partners.

o Developed first major customer - McDonald's. Implementation of first

worldwide automated T&A pilot system with now 400+ stores in Brazil (800k

in equipment plus support contracts).

o Identified, trained and implemented new VAR's and Channel Partners in

Brazil and Peru.

o Negotiated commercial contract elaboration and handled follow-up with

clients and main hardware supplier.

o Technical design and site analysis, hardware, software, communications

and solutions to ensure that customers' needs were met. Led 10 employees.

o Led in-house software development team.

CMA - CONSULTORIA, METODOS E ASSESSORIA LTDA - Brazil and U.S. 1986-

1988 1986 - 1988

Marketing Product Manager

Coordinated all activities related to identification and implementation of

new network and system "feeders" in Brazil and abroad for the largest

financial information provider in South America that was directly connected

to the major stock exchanges and news agencies worldwide, maintaining over

2000 clients spread over South America, U.S.A. and Europe.

o Traveled extensively throughout U.S. to demo systems and projects via

personal meetings, expo's end-users and main information supplier

executives.

o Negotiated contract elaboration, analysis and follow-up.

o Provided financial reporting between CMA's account payable and

international suppliers.

Additional Relevant Experience:

Over eight years experience as Business Analyst and Process Information

Analyst/Consultant for Alcoa and Revlon, in areas such as: Finance;

Inventory; Internal Control development and implementation; Sales &

Marketing. Software and Hardware cost / benefit analysis.

Education

Business Administration - Pontificia Universidade Catolica of Sao Paulo,

Brazil

Training

Custom Solutions - Overview & Workshop - MIT Consultants / Problem Analysis

& Decision Making - Kepner Tregoe / Sales Basics- Miller Heiman / Advanced

Selling - Miller Heiman / Strategic Selling - Miller Heiman / Working

Groups - Hewlett Packard / Conducting Meetings - Hewlett Packard /

Cambridge Technology Group Customer Training and / Accelerated Training

for Microsoft Windows Architectures / Architecting Enterprise Systems with

BEA Application Framework BEA - HP / TradeMatrix Solutions (TMSO) i2 /

Partnering with i2 for Sales Success / i2 / Planning & Managing Projects -

IPS Project Management Program.

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