Sales Manager

JUAN C. HERRERA

**** ****** ***** ****** ***** CA 93433

(408) 881- 2462

**************@*****.***

SUMMARY

Outstanding 25+ Year Tenured Information Technology Industry Sales Professional and Sales/Project Manager with demonstrated success in closing major wholesale and B2B sales by meeting customer’s needs for technology growth, expansion and diversification. Industry Sales Innovator an excellent problem-solver who consistently makes informed decisions to maximize major account development efforts while increasing revenue base. Proven ability to develop strong relationships among distributors, buying groups and providers. Consistent at Plan or Exceed Plan Sales Quota Achievement. Sales Trained in IBM Sales Training in Face to Face Selling 1989. Fluent in English and Spanish.

PROFESSIONAL EXPERIENCE

PAXIO Inc. Feb 2014 –Mar 2016

Director of Sales

Metro Fiber Sales for Paxio Inc. Sales included fiber services on a state-of-the-art fiber optic network in the San Francisco Bay Area. Primarily delivering high-speed Gigabyte Internet, Data Center Solutions, Cloud Services Integration, Managed Services and advanced IP services to businesses and residents in Silicon Valley market areas of Emeryville, Mountain View, Oakland, Palo Alto, San Jose, Santa Clara, San Leandro and Sunnyvale. Developed and sold The Oakland International North Field Fiber Gigabyte Internet upgrade.

Responsibilities include intensive Cold Calling followed by Face-to-Face presentations to Small-Mid Size businesses for network services, and to liaisons with businesses and government agency responsible for deployment of a fiber networks.

Actively research and qualify leads to develop an accurate sales pipeline yielding $1M Revenue Annually 2014 and 2015

Demonstrate extensive knowledge and insight into prospective clients’ business processes while linking Metro Fiber telecommunications offerings to the agenda of the customer’s new business opportunities.

Conducted high level conversations with property owners/city planners, technical and executive contacts for new and existing business accounts in the city.

Developed and implement sales plans that provide clearly defined strategies, tactics, and timeframes to maximize performance.

Accurately forecast sales activity and revenue achievement.

Revenue Run Rate Average $3500 - $4500 /Month, $25k NRR/Month

Highly Proficient in Up-selling and leveraging business from new and established customer relationships.

City of San Leandro (CrossLink Networks) May 2012-Dec 2013

Technical Consultant – Sales Director

Technical and Sales Consultant for LIT San Leandro. Lit San Leandro is a public-private partnership designed to attract new business to San Leandro, California by deploying the latest metro fiber optic infrastructure. Responsibilities include Face-to-Face presentations to Small-Mid Size businesses for network services, liaisons with businesses and government agency responsible for deployment of the 22 miles 288 strand count fiber network.

Actively research and qualify leads to develop an accurate sales pipeline yielding $500k New Revenue 2012 1and 2013.

Demonstrate extensive knowledge and insight into prospective clients’ business processes while linking Metro Fiber / Wireless telecommunications to new business opportunities.

Conducted high level conversations with City of San Leandro Business Development, technical and executive contacts for new and existing business accounts in the city.

Develop and implement sales plans that provide clearly defined strategies, tactics, and timeframes to maximize performance.

Accurately forecast sales activity and revenue achievement.

Up-selling and leveraging business from new and established customer relationships.

Responsible for representing the company’s products and services to customers at field events such as conferences, seminars, trade shows, etc.

COMCAST Business Services (MSO) Feb/ 2011 – Oct/2011

1900 S. Tenth Street

San Jose CA

Enterprise Account Executive (EAE)

Responsible for expanding Ethernet Fiber Optic Network Services into Enterprise level companies for the greater Silicon Valley area. Included initiating marketing plans with sales strategies to C-Level personnel and IT Departments. Conducted intense Cold Calling and Partner Networking to develop strategies for qualifying, obtaining sales orders for fiber optic network builds into customer buildings for the delivery of COMCAST network services. Services responsible for selling were Ethernet Dedicated Internet, Ethernet Virtual Private Lines, Ethernet Network Services, Ethernet Private Lines and PRI products.

TANGO Connections LLC, San Jose CA Oct 2008 – Feb 2011

Privately owned start-up company

Founder and President

VOIP Pre-Paid Calling Card Network Sales for products promoting Latin entertainers. Achieved $90 Million in new sales by introducing the Pre-Paid industry’s most successful Latin artist affinity card. The platform for service consisted of state-of-the-art switching hubs to route calls via VOIP on a proprietary TDM fiber network.

LEVEL (3) COMMUNICATIONS, San Jose CA Oct 2007 to Oct 2008

A leading facilities-based broadband network solutions provider

Account Director – Verizon Wholesale Business Western Region and B2B Markets

Primary role was providing Verizon Business Network and B2B Enterprise Top Fortune 500 Planning Teams information about Level 3 services and serve as the overall point of contact for Level 3. Responsibly included gathering and confirming specifications and requirements – elements necessary to submit an order. Quota of $25k per month of new business for B2B Fortune 500 assignments and manage a run rate of $7M per month in Wholesale Sales.

WILINE Networks, San Mateo CA June 2006 – Oct 2007

Independent Voice and Data services provider in the San Francisco Bay Area

Wholesale Accounts Executive

Sold private Ethernet wireless public/private spectrum network services that scaled transit (Internet access) and transport (point-to-point) data services to meet any bandwidth requirement. Customers included Wireless Voice Service Providers, Television Stations and Radio Stations.

VERIZON (Previously MCI), San Jose CA 1991 – Apr 2006

Wholesale Account Manager / Account Executive / Branch Mangers / Emerging Markets Account Executive / Major Accounts Manager

Managed account portfolio for wholesale customers for this world leader in telecommunication systems. Products included TDM Wholesale Voice, Wholesale VoIP, ATM, Data Center Solutions, Managed Services, Cloud Services, DSL, Fiber Data Builds, Frame Relay, Internet, Private Lines, and Web Hosting.

Developing the Pipeline: Applied knowledge of sales trends, market drivers, and key customer issues and opportunities to do strategic account planning; establishing, prioritizing, executing, and monitoring a course of action to accomplish broad territory objectives and sales strategies; using knowledge to identify and cultivate future sales opportunities to build a strong pipeline.

Building Influential Relationships: Worked collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships.

Customer Focus: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.

Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support one’s proposal.

Relevancy: Added value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.

Critical Thinking: Identify and understand issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances and probable consequences.

IBM Corp (ROLM Company) 1988 – 1991

Completed IBM’s Face to Face Selling Program. ROLM Corporation was a tech company focused on hardware and software related to the telecommunications industry. ROLM manufactured hardware related to the military and commercial industries as well. Sales responsibility included selling ROLM Company’s PBX phones, voicemail and switches which were state-of-the-art and world-class. Most of the big companies, hotels, universities, and other establishments worldwide adopted ROLM phones and switches technology. Client base in my module included SEARS, AllState Insurance and Underwriters Laboratories. ROLM was one of the first companies to come out with the technology of corporate voicemail systems and activating the phone when it was removed from the cradle, via a magnet that in-turn activated the PBX switch- groundbreaking technology in the 80s.

Key Contributions:

Consistently overachieved monthly plan by 125%.

Successfully targeted and sold to Fortune 500 accounts, ISP, and Carrier Grade Wholesale Resellers. Average annual revenues of $1.2M - $2.0M.

“Top Performer” honor in 2000 WorldCom Emerging Markets

President’s Club Winner 1992, 1993, 1994, 1998, 1999, 2000, 2001

Masters Winner 1998, 1999, 2000

Inner Circle Winner 1998, 1999, 2000

Produced Top Sale – Metricom Corp. $350M 5-year contract

“Most Valuable Player” for WorldCom Northern California 1999-2000. Recognized for leadership abilities, enthusiasm, accountability, and creative approaches to building and maintaining customer relationships.

Built the ATT Wireless National Network by establishing MCI fiber into ATT Wireless Data Centers

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