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Sales Project Manager

Saskatoon, SK, Canada
January 24, 2013

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Jorge Murrieta

C-306-***-**** - 146 Denham Crescent, Saskatoon, SK, S7R-1E9

Project Manager / Strategic Planning / Business & Technology Transformation


Combined of 12 years of experience in Telecommunications/MSO/Cable/IPTV operators with a comprehensive understanding of telecommunications industry networks and regulatory standardsOffers a unique in depth combination of Project Management, Financial and Telecommunications Analysis skills with major strengths in market analysis, financial analysis and feasibility aspectsConducted and revised Wireless Network planning and budgeting of Head-ends and base stations nation wide including RF (Radio Frequency) link budget calculations (antenna gain, fade margin, Fresnel zone, path loss)Expertise in assessing and defining client requirements, developing necessary strategies and delivering quality solutions in alignment with business objectivesExceptional planning and organizational skills to handle multiple prioritiesThorough understanding of satellite operations from a network operations perspective


Budgetary responsibility to $2 MillionSupervised Senior Managers & multiple cross-functional teamsOversight of leading-edge technologies for increasing business and services portfolioStrategic Partnerships / vendor negotiationExtensive exposure to delivery of IPTV, VOIP and Cable DTV based solutionsMethodology experience: waterfall

Design and implementation of Telecommunication/IP networks.


TECHNICAL SKILLSDesign and implementation of Telecommunication/IP networks involving protocols and technologies such as: LAN (TCP/IP, DHCP, DNS), WAN (TCP/IP, SIP, VOIP, ATM, SDH, TDM, POTS-Phone systems), WLAN (Wireless LAN, IEEE802.11a/b/g), WMAN (Wireless MAN), 3G/WIMAX IEEE802.16d/eStrong knowledge Digital Video (DVB, EPG, VOD, MPEG-2/4 TS, set top box), Video Broadcasting, and IPTV protocols, head-end and network infrastructure/DOCSIS/HFC and technology vendors’ solutionsRF (2.4 GHz, 2.5 GHz, 5 GHz) Planning, design and implementation of system amplification considering: antenna gain and radiation pattern, transmitter power and area coverage sizingMMDS Pay TV infrastructure compromising administration of transmission and RF systems (Head-End, satellite reception, transmitters, combiners, antennas, wave guides, modulators and repeaters, A/V coding, monitoring system, middle-ware and content distribution, QAM PSI analysis)Intermediate knowledge: Visio, MS Access, Linux Red Hat, UNIX Solaris, NT - Win 2003 ServerDevelopment and implementation of Fixed Wireless networks (FXA)



VECIMA Networks Inc., Saskatoon, Saskatchewan, Canada

Developed, managed and implemented the Company sales plans, revenues and budgets, for the region according to the company business and work plans.

Recruited and managed successfully the channels and system integrator partners by aligning them to the appropriate Telecom operators and Enterprise customers in the region.

Built effective relationship with existing and prospective accounts and sold at all levels within customer organization.

Identified, developed, managed and worked closely with Business partners to develop sales strategy, tactics and positioning to achieve desired sales.

Worked in coordination and cooperation with Sales Engineers, the Company product management, customer support, field engineers, project managers and other Company resources in order to meet the objectives of the sales plans for the region.

Professionally represents the company directly with customers, partners, and affiliates.

CABLE SALES ACCOUNT MANAGER November 2010 – May 2011

VECIMA Networks Inc., Saskatoon, Saskatchewan, Canada

Executed sales strategies and drive sales programs within the accounts to increase sales Focused on building solid and long term relationships within the accounts and achieve sales quotasPlayed a key role in increasing market share for the company's products & services. Provided business-consulting expertise in the formulation of complex solutions.Recommended products to improve customer satisfaction and sales potentialPerform financial analysis to assess opportunities and drive benefit realization.Prepared pricing quotes for customers, collect accounts and sales informationTracked existing sales opportunities and bring to closureOn-going account management, manage evaluation/approval process, issue resolutions, and order fulfilment coordinationIdentified and submitted any RFP/RFI issued by Cable MSOParticipated in Sales planning, forecast and business plan processesOrganized sales and technical training for customersCommunicated frequently with HQ office and update weekly sales activitiesLed projects within cross-functional teams, ensuring that projects and services are delivered in the most cost effective way to clients while managing the best possible client experience.Provided expert-level methodology guidance and direction to other business analysts, key stakeholders and project team.Contributed to solution strategies based on business unit needs in supporting programs and road-maps.Developed and execute superior quality and risk management to enhance program delivery.

CATV AES (Application Engineering & Support) Specialist August 2009 – November 2010

VECIMA Networks Inc., Saskatoon, Saskatchewan, Canada

Vecima is a world-class designer and manufacturer of advanced broadband products, employing over 900 people. With products shipped around the world and used by major international companies to deliver Digital TV, Video on Demand, and Broadband Internet service in over 30 countries.

Worked with next generation cable TV products, while quickly learning and assisting with cable equipment troubleshooting, testing, training, technical writing and installations. Including extensive travel, primarily within North America.Performed effectively under pressure as the prime Vecima Representative in the presence of the customer Demonstrated ability to troubleshoot, isolate and resolve complicated customers CATV product/network issuesExhibited ability to work individually or within a group as a field specialist, plus ability to manage and coordinate multiple priorities and meet tight deadlines Assisted Engineers, Designers and Developers in development and design evaluation testingProvided technical support by problem solving, developing procedures, identifying equipment requirementsDesigned tests, created test content, developed test plans and conducted formal and informal testsEnsured proper documentation (high level and low level) for all activitiesExecuted customer installations, demonstrations and homologation process of VECIMA productsSupported technologies: Edge Decoders (IP stream to NTSC/PAL, 64/256QAM to NTSC, QAM to QAM Pro:Idiom encrypted).Review and analyze product requirements;Develop test strategies and test cases;Perform tests and document observed issues;Work with members of the development and support teams to resolve observed issues;Develop test scenarios and scripts to automate tests.

Director of Engineering, Planning and Installations ..October 2008 – May 2009

SGNT Technologies, Mississauga, Ontario, Canada

SGNT Technologies Inc. specializes in providing Outsourcing Services in the area of HW and SW development, delivering a rich portfolio of IT products and services from manufacturers and partners.

Provided the Police of Abuja with Project Management, Information Technology and Cost analysis recommendations and practises in a surveillance and Internet project for the city of Abuja, NigeriaDirected all the trials to demonstrate connectivity and picture quality of the IP security cameras in the cityConducted and revised RF planning and budget of 50 base stations around the city in a Fixed Wireless mesh

Bilingual Technical IT Support Representative .. ..January – July 2008

SIEMENS, Mississauga, Ontario, Canada

SIEMENS is the top ten Telecommunications Company in the world, giving solutions in power and electricity sector, mobile cellular sector and telecommunications and IT sector.

Provided responsive, professional, and positive single point of contact for Toshiba Customers and internal teams across a wide range of applications and SLA’s.Worked on a team to respond to phone-based service requests following scripts to correct or prevent customer’s problems, by classifying, documenting and describing incidents and Service Requests and providing status and updates to Supervisors.Gave customers Computer and Technology support on: Desktop Applications (Windows XP/Vista, Internet), Multimedia Software, Office Suites, PC Setup, Re-image, hand-load OS, application installation, provided support for LAN, WLAN, Voice, Voicemail, Cabling and Videoconferencing.Escalated support requests to appropriate IT Services and Infrastructure team members, sharing updated knowledge-base and information.

Senior Satellite & Broadcast Engineer .. ..June - October 2007


TelMex is the main Telecommunications Company in Mexico and Latin America, with huge investments for about 29 billions dollars within the period 1990-2005.

Built up technical operations handbook with troubleshooting support manual for TelMex s engineers to manage, run and exploit a multimillion dollar IPTV infrastructure in a multimillion dollar annual income business.Included and used protocols and technologies such as MPEG-4, EPG, VOD, IPTV middleware platform, Motorola set top boxes, Motorola and Scientific Atlanta satellite receivers, DNS and DHCP.Configured an L-band matrix switching video system for back up, distribution and resilience.

Chief Technical Officer ...October 2005 – May 2007

UNIVISA, Guayaquil, Ecuador

UNIVISA is the first wireless MMDS (2500–2686 MHz) Pay TV operator in Ecuador and third MMDS operator in the World, after MVS Mexico and TVA Brazil.

Augmented Pay TV business incomes in US$ 100.000 by designing and implementing new repeater sites to improve signal transmitted in poor coverage areas and to expand coverage in new worthy areas.Interpreted and conceived requirements from Marketing Department, Operations Department, Financial and Procure Department by means of intensive interactions and translated them into technical approaches.Convinced company’s CEO to invest $20.000 in wireless LAN infrastructure to get $150.000 returns in the first year by presenting business, financial and technical analysis.Persuaded company’s CEO and other Officers to invest $2.000.000 in Digital TV infrastructure to have $1.000.000 in the first year by preparing with other Officers all business, financial and technical analysis.Negotiated contracts with key equipment vendors and service providers and reduced costs by 30%.Used, configured and recommended technologies and applications such as EPG, Set top box terminals, DOCSIS for Internet and voice, VOD, CAS (Irdeto, Conax, Nagravision, Scientific Atlanta) and Scientific Atlanta platform infrastructure.Configured a completely DVB infrastructure from end to end (Head-end to user premises) to migrate from a Scientific Atlanta analogue infrastructure to a digital infrastructure.Set up an Internet transmission network using DOCSIS, DHCP and DNS protocols and standardsRF planning and budget of 50 base stations around the city in a Fixed Wireless mesh

Chief Technical Officer Feb 2003 – Sep 2005

SPID, Guayaquil, Ecuador

SPID is an entrepreneurship company of my own focused in providing broadband Internet access solutions to niche markets.

Produced complete Telecommunication projects (Internet, ADSL, VoIP, Internet and digital video, Wireless Links), designing of Business Case, Financing Plan, Marketing Plan and Strategic PlanNegotiated contracts with key equipment vendors and service providers to reduce costs by 35%

University Professor .. .May 2003 – Dec 2005

ESPOL, University of Guayaquil, University of San Francisco de Quito and Spirit Saint Technical College, Guayaquil and Quito, Ecuador

Mentored thesis like: Design of Business/Financial/Marketing and Strategic Case and Technical Solution for Telecommunication projects (Value Added services, Internet, ADSL, WiFi, WiMax and VOIP).Won the National JAE (Junior Achievement Ecuador) contest in 2005 and 2006 by teaching students to use JA business simulation tool.Course or subjects dictated:

Adviser Professor for the JAE s (Junior Achievement Ecuador) contest.Advisor on Technology projects.Software Engineering with Object Oriented UMLDesign and Management of DATA CENTERSTaught course: Technical EnglishPostgraduate Taught Course: High Management of TelecommunicationsComputational Process Reengineering

Private and Public RF Systems

Technical Commissions Coordinator ... ...Dec 2001 - Jan 2003

CONATEL (Ecuadorian Telecommunications Regulator Office), Quito, Ecuador

CONATEL is an independent government agency responsible for regulating broadcasting and telecommunications systems in Ecuador, reporting directly to the President, as CRTC in Canada.

Conceived the e-Government strategy as part of the National Agenda of Connectivity to take the Ecuadorian Society into the Information Society.Developed strategies (ToR and RFP) for the implementation of e-Government for the Ecuadorian Government such as: Connectivity Network, Unique ISP, E-Procurement system for the Government, Internet Portal for the Government, Easy transactions for citizens (Government services on-line), Program for recycling computers (CompuEduc@), Gazette for Electronic Government (Projects and Terms of References)

General Manager - ESPOLTEL – ESPOL, Guayaquil, Ecuador Nov 1998 – Nov 2001

ESPOLTEL is an ISP owned by ESPOL University, created to provide Internet access to the Ecuadorian community (students, professors, etc.).

Turned $20.000, as initial investment capital from owners, into US$300.000 in assets and US$80.000 in cash Developed a business from US$0 to US$360.000 annual incomes, supporting 4.000 internet users.Negotiated contracts with key equipment vendors and service providers and reduced costs by 50%.Headed and managed all the aspects of running an IT company such as: designing and implementing technological infrastructure; hiring technical, administrative and accounting staff; billing process; disaster recovering plans; doing investment and marketing plans for increasing market share, and obtaining revenues to buy state of the art technology equipment.Implemented a Call Centre to give customers technical support for Internet access and computer SW/HW


M.B.A. - International Business .. . 2004 - 2007

Faculty of Administrative Sciences – University of Guayaquil, Guayaquil, Ecuador

DIPLOMA in Transforming Technology to Wealth Program .. 2000 - 2002

ESPOL – IC2 (Innovation, Creativity and Capital) of University of Texas in Austin, Guayaquil, Ecuador

DIPLOMA in Telecommunication Systems Management . ..2000 - 2001

ESPOL (Superior Polytechnic School of the Littoral), Guayaquil, Ecuador

M.Sc. in Telecommunications ... .. ... 1997 - 1998

University College London – UCL. London, England

B.Sc. in Electronic Engineering – Telecommunications . .. ..1991 - 1996

ESPOL (Superior Polytechnic School of the Littoral), Guayaquil, Ecuador

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