Latin America Sales Manager
Resume:
C . V . E d u a r d o A . E r d i n i G i b b o n s - J u n e M M X V I I I – P a g e 1 7
EDUARDO A. ERDINI GIBBONS
ARGENTINA
Del Facon 1130 - (B1715EFJ) - Buenos Aires, Argentina
MÉXICO
Prolongación Xochicalco 880, Departamento Ébano PB 04 Colonia Emperadores, 03320 – Benito Juárez, México DF
*******.******@*****.***
EDUARDO.ERDINI
http://www.linkedin.com/in/eduardoerdini
CAREER OBJECTIVES AND PROFILE
To continue my professional development in software applications solutions and services sales consultant areas, where I can contribute with my experience and take advantage of my creative profile oriented to identify new business opportunities.
My current objective is to apply my unique, diverse skills and long experience in Latin America Software Market, Dynamic SIM Allocation – DSA/ MDE - Six Sense Media-SSM and Opencode Systems. (USSD GW, Charging GW, SMSC, Virtual Mobile Lines, Multiple SIM, MAP GW, Roaming Unbundled, MVNO/MVNE), MDM, CRM, Telecommunications billing, provisioning and activation, mediation applications solutions OSS/BSS, LATAM business development focused in high tech products and solutions like:
-Mobile operators. Software platforms like Mobile Device Management, Mobile Payments, USSD Gateway, MMSC, SMSC, Roaming Steering, M2M, m-Banking, Cell Broadcast, SIM Cards, OTA, Billing, Pre-Paid Systems, LBS, PBBU, EIR. VAS E-Business / E-Commerce and software to managing a successful sales or business development team at a growing company.
EXECUTIVE PROFILE – MAIN EXPERTISE AREAS
Demonstrated results in growing IT Software market, entrepreneurial & turnaround environments. Knowledge of Latin America Business Practices and protocols. Main skills include:
- Thorough knowledge of the Mobile Communications Industry market and supply chain, with focus on Mobile Network Operators, OEM's and MVNO’s
- Success history in positioning and selling new, complex value propositions (VAS, Roaming, Device Management, Mobile Advertising, NFC, M2M)
- I established my excellent professional track record over 20 years of methodically developing and executing sales strategies for emerging technology companies and 10 years in the telecommunications industry.
- I have broad experience leading high performance sales teams to win major deals from top carriers in LATAM, including Telcel (SIM Management + Number Management)/ AMX/ Claro Brazil (DSA), Telefonica Mexico
(DSA), Telefonica Argentina (DSA), Millicom Group (OTA), C&W/Liberty Global (Number Management + SIM Management), Telecom Personal(CRM), BITEL Peru (Subscriber Registration) and government entities in the telecommunications sector: Entel Bolivia (USSD GW), CNT Ecuador (Subscriber Registration + POS) and Telecommunications Regulatory Authority (TRA) in the region.
- Fast build-up of focused sales and delivery teams in an international environment, including in-country Account Managers, Resellers, Partners and Third Parties C . V . E d u a r d o A . E r d i n i G i b b o n s - J u n e M M X V I I I – P a g e 2 7
- Proven track record in contract negotiations and closure of complex, multi-million deals in diverse cultural environments.
- Multi-year experience in P&L management, turn-around management, business development and definition of sustainable business models with specific regards to SW licensing and SaaS.
- OIT and Revenue forecasting, pipeline management and reporting up to board level
- Experience of both large, Blue Chip, International Firms as well as start-up environment
- Unique blend of Technical, Commercial and management skills PROFESSIONAL EXPERIENCE
MOBILE-TECHNOLOGIES
LATIN AMERICA SALES DIRECTOR
JANUARY 2016 – AUGUST 2018
Under my leadership position the company went from having no presence and no customers in the Americas to having 6 systems across 4 countries with the region's largest wireless Operators, while hiring teams to support pre-sales, project management, delivery and support as well as helping to establish Mobile-Technologies Latin America offices.
Responsibility Includes
• Managing existing clients & bring new Clients in Latin America Market from Telecom MNOs for sale of Telecom Solutions in the space of customer registration, intelligent SIM and Number management, Voucher Management, Sales tracking management, Dealer and channel management.
• Generate incremental revenue by introducing new telecom solutions/software upgrades with existing telecom MNOs where MT solutions are already in place.
Relevant Experience:
• Business development (hunter), Account management (farmer) ; negotiation and interpersonal skills with proven ability in initiative-taking that have led to positive impacts on sales and margins. Reported directly to CEO
EVOLVING SYSTEMS
LATIN AMERICA SALES DIRECTOR
JANUARY 2015 – DECEMBER 2015
Sales Director Latin America for a NASDAQ listed software company providing provisioning, subscriber activation Evolving’s flagship product Dynamic SIM Allocation (DSA), customer service management, M2M (machine to machine) management solutions and MDE (Mobile Data Enablement) to the wireless market globally. Managed group of 2 Sales Consultants responsible for sales and program management of Dynamic SIM Allocation implementations, building the brand of the company in the Americas. Closed strategic win with leading Brazilian operator, for Dynamic SIM Allocation (DSA) solution, with generated accumulated revenues of US$1.2M since deployment.
Negotiate a 3-year contract covering Service Activation for four group wireless network operations across Latin America (Paraguay, Bolivia, El Salvador, Guatemala) with generated accumulated revenues of US$2M since deployment.
C . V . E d u a r d o A . E r d i n i G i b b o n s - J u n e M M X V I I I – P a g e 3 7 OPENCODE SYSTEMS
LATIN AMERICA SALES DIRECTOR
SEPTEMBER 2012 – DECEMBER 2015
First employee in Latin América region. Set up sales office in Bs.As. And México and closed new business with mobile operators.
Focus:
- Drive new business development and sales
- Account management
- Partner management
- Customer meetings and presentations
- Commercial proposal creation
- Contract negotiation and preparation including SLA and support/maintenance contracts
- Planning, attending, speaking at industry events Business Development in Latín América for Mobile Operators: 3G/4G/LTE: Media Server / Diameter Gateway / Carrier App for iOS, Android (USSD over Data) SDP: Multi-channel Service Delivery Platforms
Core Messaging: USSD Center / MAP Gateway / CBC / SMS Gateway Intelligent Networks: CAMEL Gateway / Virtual Mobile Numbers / MultiSIM / Mobile VPN MCTEL - A GEMALTO COMPANY (NOW GEMALTO/THALES)
REGIONAL SALES MANAGER LATIN AMERICA
MAY 2010 – AUGUST 2012
MCTEL, THE WORLD LEADER IN MOBILE DEVICE MANAGEMENT SOLUTIONS, SMS GATEWAYS, MMSC, USSD GATEWAYS, ROAMING, CELL BROADCAST, DEVICE ANALYTICS, M2M AND VAS APPLICATIONS AND SERVICES. Responsible for deploying business within GSM mobile operators in Latin America. Create and Generate new Business Model and opportunities in Latin America, Value Added Proposal for Mobile Operators and Financial Services organizations. Executive responsible of the increase and expand the install base for MCTEL/Gemalto in the region.
SMARTTRUST AB – SAO PAULO, BRAZIL – (NOW GIESECKE & DEVRIENT) REGIONAL SALES MANAGER SOUTH AMERICA
FEBRUARY 2008 – APRIL 2010
Responsible for deploying business within GSM mobile operators in South America region. Responsible for selling SmartTrust's full products, solutions and services to new and existing customers within the assigned region. BID Manager for Telefonica LATAM, America Moviles, Millicom LATAM (Tigo), Claro Brazil. 22/04/2009 G&D bought SmartTrust AB.
C . V . E d u a r d o A . E r d i n i G i b b o n s - J u n e M M X V I I I – P a g e 4 7 ONESOURCE INFORMATION SERVICES INC. – SAO PAULO, BRAZIL (NOW AVENTION INC) LATIN AMERICA SALES DIRECTOR
MARCH 2005 – JANUARY 2008
Originated and executed the business plan, directed all start up activities, Responsible for lead generation, lead qualification and generating new business in Latin America. Advertising, Marketing, seminars and OneSource Launch in Latin America. (Brazil, Mexico, Argentina, Chile) Find and sign agreements with new sources of content in the region for add power at OneSource Business Applications Services.
Grew business from $0 to $1.1 million and distinguished the firm as a leader in providing valuable Business Information Services and Financial Analysis to major enterprises. Revenues grew four consecutive quarters; we developed commercial relationships with nearly 2 dozen LATAM Fortune 500 enterprises. VIGNETTE CORP. – BS.AS. ARGENTINA (NOW OPEN TEXT)
REGIONAL SALES MANAGER – SOUTH CONE - LATIN AMERICA AUGUST 2002 – DECEMBER 2004
Full responsibility for operations and business development in Argentina, Chile, Peru, Bolivia, Panama and Colombia. Worked with attorneys, auditors and consultants to establish legal operating entity I am an industry expert in customer loyalty, management and interactions, a results-driven professional who can motivate a team to implement plans that not only meet, but exceed quality, growth and financial goals. I have reshaped customer contact processes as well as improving both revenue and business efficiency for Vignette customers in Latin America. In September 2002 I started the operation of Vignette's subsidiary in Buenos Aires and proudly my team demonstrated leadership overachieving quota year by year, during my management time frame, Vignette Argentina had the largest market share in Enterprise Portals in South Cone and Enterprise Content Management. (Argentina, Chile, Bolivia, Colombia, Peru and Ecuador) SIEBEL SYSTEMS INC – BS.AS. ARGENTINA (NOW ORACLE) DISTRICT MANAGER – SOUTH CONE - LATIN AMERICA
APRIL 1999 – JUNE 2002
Full responsibility for operations and business development in Argentina, Chile, Peru, Bolivia, Panama and Colombia.
Worked with attorneys, auditors and consultants to establish legal operating entity Open Siebel office’s in Southern Region. Siebel Main achievements: Y2000: ($ 5.5 MM SW Licenses, $ 1.5 MM PS Licenses); Y2001: ($ 8 MM SW Licenses, $ 3 M PS Licenses) Y2002: ($ 7 M SW Licenses, $ 4 M PS Licenses)
#1 LATAM sales person ranking in first full year in companies, repeated in 2nd year LATAM Region. Awards: Siebel 100% Club - Latin America Overachievement
Channels and Alliances Management with PwC, Accenture, KPMG, Deloitte, E&Y and local distributors. Focus on Telecommunications Accounts and Partnerships with Kenan, EHPT, Ericsson, Lucent, Telcordia. SYBASE ARGENTINA - (SYBASE FOR ARGENTINA, URUGUAY, PARAGUAY AND BOLIVIA) COUNTRY MANAGER – ARGENTINA
MARCH 1994 – MARCH 1999
Full P&L responsibility for Argentina – Uruguay – Paraguay and Bolivia.
$5 M SW Licenses; $ 3 M PS Licenses.
Open, Established and managed Argentinian Sybase office and 5 agent networks. Propelled company from #5 market position to #2 in just 3 years in Database and Development Tools. Worked with attorneys, auditors and consultants to establish legal operating entity like Sybase Argentina. Best Sybase office Latin America Y1995 and Y1996, Best Performance Y1997. C . V . E d u a r d o A . E r d i n i G i b b o n s - J u n e M M X V I I I – P a g e 5 7 ORACLE CORP. – BUENOS AIRES, ARGENTINA
SALES DIRECTOR – ARGENTINA
MARCH 1990 – JANUARY 1994
Start up ORACLE Argentina with 5 employees (Sales Responsibility for Argentina – Uruguay – Paraguay and Bolivia. FY1994 $ 8M SW Licenses; $ 4M PS Licenses
Open the offices in Uruguay, Paraguay and Bolivia through distributors. Channel developments, SI, Partners and the alliances program from Oracle. Propelled company from #3 market position in the region to #1 in just 3 years in Database, Development Tools and Applications.
Awards: Diamond Club: Lisboan Y91, Bali Y92 - Special mention Sales Manager Latin America, Maui Y93 - ̈The most value added ̈ (Latin America)
SUN MICROSYSTEMS – SANTA CLARA, CA, USA
SALES EXECUTIVE – ARGENTINA- CHILE
OCTOBER 1988 – FEBRUARY 1990
Start up Sun Microsystems Argentina / Chile inside SISTECO (Sun Microsystems distributor in Argentina) with 4 employees (Sales Responsibility for Argentina – Uruguay – Paraguay and Bolivia) SONDA COMPUTACION S.A.
TECHNICAL SALES EXECUTIVE
APRIL 1984 – OCTOBER 1988
Digital Equipment Corporation distributor for LATAM was a pioneering company in the American computer industry. They are generally referred to within the computing industry as DEC. (They were later acquired by Compaq which subsequently merged with Hewlett-Packard. As of 2004 their product lines are still produced under the HP name.
EDUCATION
UNIVERSIDAD ABIERTA INTERAMERICANA
MARCH 1997 – DECEMBER 1997
Buenos Aires, Republica Argentina
Executive Education: Business Administration – Art of Negotiation – Setting Business Strategy. UNIVERSIDAD TECNOLOGICA NACIONAL
MARCH 1983 – DECEMBER 1996
Buenos Aires, Republica Argentina
Degree: Electric Engineering
ESCUELA NAVAL MILITAR
JANUARY 1980 – DECEMBER 1982
Rio Santiago, Republica Argentina
Degree: Midshipman – Navy Officer
C . V . E d u a r d o A . E r d i n i G i b b o n s - J u n e M M X V I I I – P a g e 6 7 HIGH SCHOOL - SAINT JUDAS TADEO
Buenos Aires, Republica Argentina
Degree: Technical Electro mechanic
Thesis: “Construction and Control of a Drilling Board for Printed Circuits” PROFESSIONAL QUALIFICATIONS
Native Spanish (5), Fluent Brazilian Portuguese (4), Highly Proficient English (3.5) Advanced Level ICANA. Software Skills: MS Visual Studio, Linux (Ubuntu, Debian), Open Source Tools, Arbor BP, Charting Tools: Visio. Lotus Notes, Dreamweaver/Flash/ Fireworks, PHP/ASP.NET, Visual Basic 6, HTML /XML, VBA, SQL, Siebel CRM, Sales Force CRM, SAP, Oracle Financials.
Certified with SmartTrust MDM, Smart Roaming, OTA, ODA, SIM, ODA, Target Account Selling I/II, Siebel Architecture and Design of CRM solutions, BEA Integration Services, Open Systems, Dynamic SIM Allocation (DSA), OSS/BSS, On Demand Applications.
ACTIVITIES / DISTINCTIVE STRENGHTHS
Worked and/or trained in: Brazil, Spain 6 months. Hands-on business experience in, North, Central and South America
Trade Mission of Ministerio de Comercio Argentino: Tour: OSS/BSS Argentinian Embassy in Lima-Peru/La Paz- Bolivia/Quito-Ecuador/Bogota-Colombia/Caracas-Venezuela Experienced Public Speaker for business, education and community affairs Speaker for Canadian Embassy in Mexico – ITC forum MX - Feb 2012 (Mx DF, Guadalajara, Monterrey) Speaker for French Embassy in Peru – November 2010 Delegate for Mobile VAS Forum Miami – April 2011
Speaker for Mobile Andean Com – Panama 2008 ( VAS Applications, Roaming Solutions, Universal Gateway, Smarttrust online demonstration applications). http://www.telesemana.com/coberturas/detalle.php?id=17 Experienced Mobile Device Management Applications, Trained in SmartRoaming, SmartAct, SmartProvisioning,
(U)SIM, SAT Gateway.
Trained in Kenan Arbor/BP Billing Applications. (Now Converse Technology Inc.) Trained in EHPT products (joint-venture owned 60% by Ericsson and 40% by Hewlett-Packard - EHPT's activities will be consolidated into Ericsson's operations, effective September 4, 2001) BPM, Progressor, Settler. Speaker for Colegio de Ciencias Economicas – Buenos Aires ( CRM -Sales & Marketing Executives) Team working skills, also as Team Leader.
Project Management methodology and tools. (Including “Critical Chain”). Business Unit development and management (within an International Consulting company) Setting and development proper Sales and Pre-sales activities and sales cycles for different type of customers.
(Selling of software and Consulting Services) – Managing Management Time – Finance and Accounting for Non- Financial Mgr.
Account Management, Territory Management. Kappa process. Speaker at Institute for International Research ̈Customer Relationships Management multichannel ̈ Interviewed and featured in Fortuna, Insider, Computerworld Argentina, Computerworld Chile, Gazeta Mercantil (São Paulo, Brazil) multiple industry publications C . V . E d u a r d o A . E r d i n i G i b b o n s - J u n e M M X V I I I – P a g e 7 7 PERSONAL INFORMATION:
AGE: 56 (BORN MARCH 19, 1962)
MARITAL STATUS: MARRIED.
NATIONALITY: ARGENTINA
RELOCATION RECEPTIVE
REFERENCES: PROVIDED UPON REQUEST
My resume is a brief synopsis of my Background. Please contact me to further discuss how my background may be used to your organization.
Best regards,
~~EAE
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