Sales Management

Rick Gramatges

**** ** *** *** ● Miramar, FL ****9 ● 954-***-**** ● **********@*********.***

VP/Director – Operations/Development/Engineering

CAREER SUMMARY

Over twenty years of experience in Web, Interactive, Telecommunication/Data Product Development and Network

Construction/Operations. Have extensive experience in directing multi disciplined Sales, Technical Sales, Product Development and

Engineering organizations in culturally diverse international locations. Successfully managed ‘turn around’ situations while

energizing teams and aligning objectives. Proven success in using technology to streamline company operations and increase sales

results while balancing the needs of Technology with the needs of Business. Have the ability to create an environment of trust and

mutual respect with customers and internal organizations. Fluent in Spanish and Portuguese.

MS, Computer Science, Illinois Institute of Technology. BS, Electrical Engineering Florida International University.

SKILL SUMMARY

People Management: 10 + years Management Experience with teams ranging in size from 8 to 155 members; managed multi site

groups including organizations in multiple countries (India, UK, Spain, Germany, Latin America and US)

Project Management: Managed multiple simultaneous releases of software/IT/Hardware products; Extensive use of Project

Management principles including ‘Critical Thread’ and ‘Buffer Management.’

Product Management: Market Research, Customer Communication, Feature Prioritization, total product ownership including P&L,

3rd party content provider identification and contract negotiations.

Business Development: Market Identification, Product Identification, Interactions with Product and Project Management, Business

Case Development, Milestone Creation, Plan Presentation and Communication.

Communications Tools: Microsoft Office (Project, Word, Excel, Power Point), Web, CRM, e mail.

Technologies:

Web Development: Windows, Linux, PHP, C#, Java, Pearl, .NET, ASP, HTML, Open Source and Proprietary CMS solutions

(DotNetNuke, Ektron, etc.)

IT and Development: UNIX, Linux, XP, Windows, Sun Solaris, HP, Cisco, Microsoft Exchange, Active Directory, CORBA, JAVA,

C, C++, ObjectTime, Agile

Networking Equipment: Cisco, Juniper, Nortel, Lucent, Alcatel

Networking Technologies: IP, VPN, SONET, SDH, CDMA, GSM, UMTS, EDGE, xDSL, PON, ISDN, Ethernet, Submarine Cable

Systems, WAN, LAN, WiFi, Wireless

Applications: VoIP, IPTV, SMS, OSS

PROFESSIONAL EXPERIENCE

Director Information Services/Privacy Officer, Wax Custom Communications, Florida (2008 – Present)

Direct in house and external resources in the creation of Web 2.0 designs and implementations. As owner of Wax’s interactive

products and services, work with customers and sales to define overall site requirements then with graphic design team and

editorial staff to generate overall look and feel and site navigation. Generate project plan then guide dedicated and contractual

teams through site development, quality testing and deployment. Support customers through warrantee phase and provide training

on key site support topics. Responsible for all aspects of IT for office applications, high end graphic design, web development and

communications (voice and data). This is a mixed MAC and PC environment with remote offices using in house VoIP PBX.

Business and Technology Consultant, Florida (2007 – 2008)

Assist customers in realizing business goals through the use of technology. Provide assistance to companies looking to host

operations in Co Location or Data Center facilities in planning what systems and services should be relocated. Provide information

and advice on fault tolerant Web operations and data protection through the use of redundant geographically diverse Data Centers.

Provide Hands on configuration and set up of VoIP systems such as Asterisk IPBXS’s while showing customers the benefits of such

systems in their day to day operations. Advise IT service providers on best business practices and bringing additional value to their

customers.

Director New Business Development, Brasil Telecom of America Inc./GlobeNet, Florida (2005 – 2007)

Created new market strategies with overall NBD team for services within Brasil Telecom’s territory, including Voice over IP and IP TV.

Instrumental in identifying new market opportunities for GlobeNet and developed the products and services to meet customer needs.

Managed inside sales, fulfillment and customer engineering functions in order to streamline delivery process and increase customer

satisfaction.

• Directed Product and Project Management for Ethernet and Multi Services platform facilitating GlobeNet’s evolution from a

Wholesale only to a Value Added carrier.

• Key member of Marketing team that developed corporate image and strategy including web presence.

• United the Pre Sales, Pricing, and Circuit Provisioning activities achieving a 50% reduction in the average time to generate

customer quotes and service delivery and enabling a $5M increase in annual sales.

• Negotiated with US Tier 1 and 2 carriers for IP transit resulting in 40% reduction in key routes between the east and west

coasts.

• Negotiated the purchase of multiple 10 Gig Waves between Cable Landing Stations and Major Interconnect Carrier Hotels

reducing backhaul costs by over 50%.

Director Technical Sales CALA, Lucent Technologies, Florida (2000 – 2005)

Lead technical representative for Lucent throughout Latin America, negotiating customer requirements, networking solutions and

strategy with CXO level executives. Directed all technical resources in region. Established short and long term strategies designed to

satisfying customer needs with Lucent’s and/or third party products and services. Prioritized customer requirements and negotiated

delivery dates & product functionality with all development organizations.

• Directed all Technical Pre Sales activities for Lucent’s Wire line and Wireless products including, but not limited to, TDMA,

CDMA, Access, Switching, Data, Optical, IMS and 3rd party providers.

• Managed over 12 Technical Sales teams and up to 185 engineers in 9 countries spread across the Caribbean and Latin America.

• Managed the organization through the largest downsizing in the Telecom Industry’s history.

• Developed and executed alignment plan for Technical and Direct Sales that created maximum coverage of major accounts with

an organization that was half the size of industry standard.

• Spearheaded process improvements in the area of Customer Team and Product Unit alignment.

• Guided the direction of future Lucent product releases by providing feedback to the development community on market trends

and customer needs.

Director International Application Development, Lucent Technologies, Madrid, Spain (1997 – 2000)

Achieved a high level of recognition for managing the development and deployment of the AnyMedia Access Element Management

system in less than 18 months and 20% below budget. The team’s success was so exceptional that it was selected to develop the

operational core of the Next Generation of Management Systems for Lucent Technologies.

• Headed team of 7 managers and 155 Hardware and Software Engineers in Spain. Reported directly to the Executive Vice

President of Access Networks.

• Transitioned previously fragmented organization into a single team responsible for the full cycle development of Access

Element Management products. Responsibilities spanned high level planning and system architecture through system

requirements, software and hardware design and development to integration, certification and final product introduction in the

live customer network.

• Created and deployed new processes in order to begin new product development while transitioning existing work to outside

organizations.

• Established Project Management organization to oversee all project milestones.

• Formed in house IT organization to manage new development environment and tools.

• Built new testing labs to allow parallel integration, system and customer acceptance testing.

• Managed 3rd party development teams in Spain, India and the US.

• Deployed systems in a variety of countries and established customer support organization.

• Established training curriculum for all team members and rotational assignments to keep motivation and job satisfaction high.

• Focused on growth of individuals by documenting career plans as part of performance review process.

• Achieve ISO 9001 certification.

Lucent Technologies Bell Laboratories (1989 – 1997)

Manager Next Generation Architecture

Managed team of 15 Engineers that developed Software Architecture for Next Generation Access Platform.

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