Sales Manager

Marco R. Frigerio

Professional A Telecommunications professional with over 13+ years of experience with in-depth technical knowledge and

Overview business acumen; considerable customer facing experience and management skills. Experienced in marketing and

product strategy. A proactive and problem solver personality with extensive and noteworthy experience on training

and mentoring others. A perfect team player that leads through example with a strong business ethic & interpersonal

and communications skills. A fluent communicator in Spanish, Portuguese and English.

Professional Experience

Exfo Nethawk – Wireless Senior Solution Architect 1/13 –

Present

A Wireless Business Owner and Solution Architect for the Caribbean and Latin America. Key elements of the role are creating,

articulating and implementing a wireless-vision/value-proposition to increase sales and band recognition in the Americas. Including:

identifying market opportunities, Leading marketing efforts, business development efforts. Working with stakeholders across EXFO

aligning teams/products with customer expectations. Crucial to success is to establish/develop & implement pricing strategies market

can tolerate leaving competitors behind while securing healthy revenue/profitability goals.

Currently I have on-going operations/projects in 21 Countries and manage 17 channel partners while coordinating with 5

Regional Account Managers in the region. This year so far I increased the market opportunity by 130%.

• Shorten sale cycle closure time by 50%. Improved Channel Partner participation by 40%.

• Opened a new vertical market space (already delivered & received PO) and discovered 2 more.

Exfo Nethawk – Product Line Manager

4/11 – 1/13

Regional Product Line Manager for Government Solutions (GS) responsible for both product planning and product marketing in the

Americas Market. Managing EXFO GS products throughout their product life cycle, define the overall product strategy and roadmap

for North & South America. Establishing pricing that meets revenue and profitability goals, provide revenue and product forecasts,

developing sales tools and related go-to-market materials, briefing and training sales force. Working closely with

engineering/development designing, Scrum meetings, and testing activities.

• Strategy/Marketing/Sales/Promotion to Carriers and OEMs.

Aircom International – Technical Solution Engineer 1/10

– 4/11

Technology and Product subject matter expert, core responsibilities involve pre/post sales activities, requirements gathering and

customer satisfaction. Main point of contact between customers and Account Executives/Sales Managers for the Americas regions.

Heavily involved on sales meetings, and sales cycle in general, also responsible to answer to RFQ, RFP and customer fulfillment.

Nexius Wireless – Technical Account Manager / Product Support Management 3/09 – 11/09

Product Support Specialist and main point of contact to Verizon Wireless for the Nexius products (DCAFT). Product support

customer advocate working as a liaison between the Verizon and Nexius Management and seniors VPs. A significant part of the role

was to drive product evolution and new sales; Technical aspects of the role included planning and overseeing software beta testing and

Acceptance Tests on Product patches and new releases.

• Rollout and System integration in record time 2 months.

Ericsson Communications (including the acquisition of Marconi Communications) 02/01 –

03/09

TEMS Ericsson - Product Manager II / Solution Architect 01/07 –

03/09

Provided both strategic and hands-on direction to the company’s R&D and marketing efforts to drive product growth and

product roadmap plans. Responsible for developing and managing all aspects of the product development and life cycle with

the goal of leveraging Ericsson's software and the TEMS brand.

Accountable for Product Specification and Solution Architect; Promoting/champion strategic alliance partnerships; Providing

Project Plans including Statements of work; implementation Schedule, and Budget estimation, Identifying, prioritizing and

translating, customer needs into detailed product requirements.

• Product Management – Introduced 10 new products

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Marco R. Frigerio

• Prioritization, roadmap, Life-cycle – Saved overall 500 hours of development time

TEMS Ericsson - TEMS automatic Integration Manager / Technical Training Consulting 02/06 –

03/07

Customer Support and training consultant, 2G and 3G support in technologies including GSM, CDMA and UMTS/LTE.

Responsibilities for this position also included hands on support for the TEMS products for domestic US and international

customers. As a TEMS automatic integration manager, acted as the key point of contact and solution architect for Alltel

communications while supporting Ericsson product managers and senior Key Account Managers (KAM).

• Customer Support / main POC – Increase considerable customer satisfaction and sales inquire.

• Subject Matter expert – helped to support and secure 10M project.

Marconi Wireless - Technical Account Manager 03/03 – 02/06

Acted as the primary point of contact, and first line of support for customers including, MetroPCS, USCC, Alltel and

Cingular. Responsibilities included hands on support and feature requirement analysis. Working closely with product

managers and developers. Providing a significant contribution to sales proposals and software/customer evolution.

• Product Evolution / Pre-sales – contributor of 25% increase on sales/ helped to renew 50 licensed for a full year

• Solution Architect / main POC – Reduced Alltel opex, redistributing RF Eng. tasks with the help of PlanetEv

Marconi Wireless – System Engineer III 02/01 - 03/03

Network and RF maintenance, supporting voice & data services, system integration and provisioning, use of collection and

post processing tools (Actix, TEMS, etc), extensive experience with prediction, simulation and planning RF tools for North

American markets; with customers including Sprint, Cingular wireless, Alltel, MetroPCS and BellSouth.

• Subject matter expert for LTE, GSM, WCDMA and CDMA – developed tools to reduced time to optimize a cell site by half.

Education, International Experience

Degree ’99 BSEE Electronics – ’99 MSEE Telecommunications – National University of Tucumán – Argentina

Languages English(fluent), Spanish(fluent), Portuguese(fluent), Italian(basic)

Experience & Processes Product/Account Management, Seasoned Marketer, Product Roadmap owner, Project Management, System

Design, System Optimization, Marketing & Sales Technical owner, R&D Champion, six sigma(green belt).

International Business Motorola (Uruguay, Argentina), Bell South/Telefonica/Cable&Wireless (Chile, Panama, Colombia,

Experience Venezuela, Ecuador), Rogers (Canada), Telcel/Telefonica (Mexico) Orange/Centenial (Dominican

Republic, Guatemala), Alo(Haiti), Ericsson(Mexico, Italy), at&t(Nationwide), T-mobile (Nationwide),

Alltel(Nationwide), MetroPCS(Nationwide), Sprint(HQ), Verizon( Nationwide), Digicell (Jamaica).

Dubai(UAE), Malaysia, Mexico, Canada, Brazil, Finland(Government Solutions)

Software Knowledge

Applications All Microsoft product Including MS Office, MS Project, MS Visio, Win Server, FRONT Page, SQL server, etc

Operating Systems Unix (HP-UX, SUN SOLARIS), Linux(UBUNTU, Mandriva, FreeBSD), Windows 2000/NT4/XP/Vista

Programming Adobe Action Script/Flex 3.0, Visual Basic .NET, ASP, Python, PERL, Shell SCRIPT Unix/Linux.

For references and endorsements visit my linkedin.com profile.

http://www.linkedin.com/in/mafrigerio

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