Sales Management
Resume:
German Medina Email: *************@*****.***
**** ********* **** *****: 305-***-****
Hollywood, Florida 33019
EXECUTIVE PROFILE
Looking to become part of a dynamic, growing, market leader organization that values integrity, hard work and
commitment. Accomplished entrepreneur and executive leader with a strong portfolio of successes orchestrating the
start-up, growth and optimization of diverse businesses within the information technology, outsourcing services,
telecommunications, insurance, human capital management, staffing/training, public safety and health related
consumer goods import/export platforms. Over 10 years’ experience developing channel markets worldwide. Well
known for elevating organizations into top revenue-generating firms. Over 15 years of extensive experience in
developing regions, practices and new markets, nationally and internationally. Web 2.0, E-Commerce, SAAS and
SOA expertise in the B2C, B2B and B2G verticals. Superior relationship builder and consultative abilities. Bilingual in
both English and Spanish. Working knowledge of Portuguese.
PROVEN ABILITIES AND RESULTS
Mergers and Acquisitions
Develop, manage, and execute M&A strategies to include Strategic Alliances (SAs0 as well as International Joint
ventures (IJVs).
Startup funding: Developed funding matrix based on vertical markets for investors, reducing the decision time for
investment execution and reducing the risks associated with the start up.
Due diligence: Managed and executed complex due diligence processes and programs associated with the
acquisition of small to medium size firms, from auditing corporate books, tax returns and business relationships.
Executive Management/Strategy
Transformational/Change management skills.
Manage key revenue-generating accounts. Global P&L responsibilities.
Formulate and execute Mission, Vision and strategy statements and organizational charts based on functional
and operational needs.
Create flat hierarchy organizations with employee empowerment and feedback as the main strengths.
Manage executive level hiring, creating a matrix where skills were matched to leadership styles, and greatly
reducing C-level attrition rates.
Manage and execute employee evaluation plans and processes, based on a complex matrix of corporate,
personal and professional goals.
Extensive international business and marketing skills, territory management, virtual team management, and
knowledge of vertical and horizontal markets for multi-industries.
Sales/Business Development
Formulated and executed sales and fulfillment processes, aided by Client Relationship Management software
(CRM) to track, audit, and measure quantitative and qualitative sales and production targets.
Formulated and executed sales compensation plans, to include variable compensation rubrics and employee
development.
Over 10 years of quota attainment, year to year.
Received 6 Presidential Sales Award and 20 leaders conference awards to date.
Gained a rolodex of over 1000 clients in diverse markets globally.
Worked with federal government, both in the US and abroad, markets and their budget allocations for over 5
years.
Extensive international business and marketing skills, territory management, virtual team management, and
knowledge of vertical and horizontal markets for multi-industries
German Medina Email: *************@*****.***
1255 Hollywood Blvd Phone: 305-***-****
Hollywood, Florida 33019
EMPLOYMENT HISTORY
Perceptics Imaging Systems, LLC, Knoxville, TN 12/10 – 12/13
Sales and Marketing
Perceptics, LLC has more than 20 years’ experience manufacturing imaging solutions in the critical access physical
security, commercial vehicle compliance and enforcement industries, with 125 employees and revenues of $50 Million.
Perceptics leads the industry in providing industry leading license plate recognition (LPR) and under vehicle
inspections systems (UVIS) to sea ports, national borders, cargo containers, and transportation lane security solutions
to a variety of commercial, federal, and government agencies. www.perceptics.com
12/10 – 12/13
Sr. Business Development/Channel Sales Executive
Primary responsibilities include the development and analysis of new business opportunities consistent with
the organization's long-range and strategic plans, specifically but not limited to solutions, software, services,
applications and new technologies.
Evaluate projects through financial feasibility studies, market research and planning.
Provide direction and guidance in the planning, designing, due diligence and implementation of new business
development initiatives.
Drive generation of new revenue and profitability in strategic areas.
Directly responsible for managing the firm’s top global distribution channel accounts, such as American
Science and Engineering, Mettler Toledo, Concentric, Johnson Controls, SAIC, and Computer Sciences
Corporation among others.
Responsible for developing business relationships on a global scale (Purchaser and Channel Partners), with
emphasis in the Latin American and European markets.
Manage a long and complex sales cycle with multiple, simultaneous efforts usually lasting 6 months to 2
years.
Develop and foster key “driver” relationships with clients, including decision makers within the local, state and
federal agencies, military bases, nuclear facilities and mission critical buyers.
Conducted public presentations and speeches to purchasing agencies
Responsible for driving and executing complex request for proposals (RFP) to both commercial and federal
markets.
Computer Management Consultants, Tampa, FL 07/05 – 12/10
Executive Management/Sales
CMC provides on demand business consulting and personnel services to Fortune 1000 companies worldwide, with
250 employees and revenues of $50 Million. The main areas of expertise are business sustainment and growth,
operations, IT and finance. www.cmcits.com
01/06 – 12/10
President
Hired to change/transform the firm’s direction and revenues in order to execute short term board strategy,
reduce high interest lines of credit (LOC) and raise private equity for expansion.
Increased net income by 4 percentage points in the first 6 months.
Managed and supervised four service practices including business intelligence, Application Development,
and PMO.
Selected, developed, motivated, and deployed staff of highly competent executives, managerial, and
professional employees to effectively support the functions of the divisions.
Review analysis of activities, cost, operations, and revenue forecast to determine business progress toward
stated goals and objectives.
Review and approve sales contract terms to make certain that they reflect the interests of the company.
Take long-term views and build a shared vision with others, act as catalyst of organization change. Influence
other, translate vision into action.
Designed and implemented the firm’s global outsourcing services division, headquartered in Santo Domingo,
DR. Services include Information Technology, business process reengineering (BPR), and accounting
support services.
German Medina Email: *************@*****.***
1255 Hollywood Blvd Phone: 305-***-****
Hollywood, Florida 33019
7/05 – 01/06
VP – Sales and Channel Operations
Primary responsibilities include the development and analysis of new business opportunities consistent with
the organization's long-range and strategic plans, specifically but not limited to solutions, software, services,
applications and new technologies.
Evaluate projects through financial feasibility studies, market research and planning.
Provide direction and guidance in the planning, designing, due diligence and implementation of new business
development initiatives.
Drive generation of new revenue and profitability in strategic areas.
Facilitate Partner identification and selection to complete product/solutions portfolio
Manage regional alliances relationships with consistent approach and methodology
Develop business case for new business opportunities and supporting documentation/processes with the
corresponding ROI analysis
Manage M&A deal flow and execution
Identify truly new market opportunities working with external resources and incorporating 5C analysis for fit
Manage process of introducing new business opportunities through Marketing organization
Responsible for alignment of Business Development programs and processes with other functional areas,
including sales, marketing, legal, finance, etc., to incorporate all applicable company initiatives and
requirements into customer proposals and support programs
Provide competitor and market analysis of new business and revenue generation opportunities
Monitors KPI's and provides feedback to ensure we are meeting the objectives we defined with the new
partnership/alliance
Generated new logo sales with key anchor accounts such as Disney Holdings, PBS&J, Carnival Cruises, City
of Tampa, Lockheed Martin and Price Waterhouse Coopers.
Increased net revenue by 4 points in the first 6 months of operations.
Enterprise Technology Partners, LLC, Orlando, FL. 09/01 – 07/05
Sales and Marketing
A leading information technology, finance, and management consulting firm. Main areas of expertise include business
intelligence, network infrastructure, program management, project management, on-demand staff augmentation and
C-Level recruitment. www.etp.com
Director – Sales & Operations 11/99 – 07/05
Primary sales leadership. Hired to command human resources, sales and operational aspects of the
organization, offering comprehensive finance, management and technology consulting services to federal,
state, and local governments as well as key corporate clients.
Conducted analyses to determine staffing numbers, skills and needs to meet the organization's objectives
Provide executive level consulting and project management to clients regarding process review and design,
needs and risk assessment, and global, enterprise architecture strategies.
Propelled the business/strategic architecture considerations related to information technology projects within
large, global infrastructures and Fortune 500 Companies.
Set strategy & identify the opportunity in Management and Strategy engagements.
Worked with C-Level executives, vendors, and operational staff to ensure solutions that fit within global
architecture and integrated the design with the client's future direction.
Understand client's business requirements, formulate solutions, develop business case justifications, provide
cost/benefit analysis, and communicate ideas clearly.
Develop business plans to grow revenue by demonstrating the value of the company’s re-targeting products.
Identified strategic opportunities and provided support in scoping and pricing sales proposals and services
engagements.
Identified strategic market and/or customer opportunities and contributed to development and execution of
business plans based on knowledge of customer environment and driving business issues.
German Medina Email: *************@*****.***
1255 Hollywood Blvd Phone: 305-***-****
Hollywood, Florida 33019
IBM, Miami, FL 07/98 – 10/99
Sales and Marketing
International Business Machines Corp. is an information technology company, which provides integrated solutions that
leverage information technology and knowledge of business processes. The company operates its business through
five segments: Global Technology Services, Global Business Services, Software, Systems & Technology and Global
Financing. www.ibm.com
07/98 – 09/01
Sr. Global Accounts Channel Manager
Hired to promote and manage IBM’s key global accounts with a foot print in Latin America, specifically in
Central America and the Caribbean regions.
Spearheaded corporate/business development efforts encompassing the expert evaluation of opportunities to
stimulate revenue growth.
Identified strategic market and/or customer opportunities and contributed to development and execution of
business plans based on knowledge of customer environment and driving business issues
Revitalized existing client relations with IBM, increasing revenues per account by 22% in the first 6 months.
Acted as primary liaison between clients and IBM during the implementation and support of IBM global
business processes and solutions.
Provide leadership and strategic program and account management to achieve maximum customer value
throughout IBM’s Customer Engagement Lifecycle while creating a trusted advisor status with the customer.
Lead IBM’s Lotus and Tivoli software sales groups in Latin America.
Provided support with value-added reseller sales in Latin America.
MetLife, Cincinnati, OH 12//88 – 06/98
Sales and Marketing
MetLife, Inc. provides insurance and financial services to individual and institutional customers. It offers life insurance,
annuities, automobile and homeowner's insurance and retail banking services to individuals as well as group
insurance, reinsurance and retirement and savings products and services. The company operates its business
through six segments: Insurance, Retirement, Corporate Benefit Funding, Auto & Home, Japan and Other
International Regions.. www.metlife.com
12//88 – 06/98
Branch Manager
Managed the northern Cincinnati region of sales and support personnel.
Actively involved in client development, new market development, developing the sales/marketing plan and
forecasts as well as managing their implementations
Recipient of Metropolitan Life National Quality Award for outstanding customer service
Metropolitan Life Presidential Sales Award, 1990.
Achieve leader’s conference every year.
EDUCATION
Associate Degree, Science, Florida International University, Miami, FL, USA
Bachelor Degree. Management, Florida International University, Miami, FL, USA
FAA, Commercial Pilot’s license. Multi-engine, Instrument rated. Cessna 150, 152. 170, 172, 182RG, P-210,
Piper Cherokee, Beechcraft Duchess.
AFFILIATIONS
German Medina Email: *************@*****.***
1255 Hollywood Blvd Phone: 305-***-****
Hollywood, Florida 33019
Member
Thomson Reuters Insight Consultancy advisor.
Member
The Gerson Lehrman Group advisory
Member
Society for Human Resource Management
Member
International Association for Human Resource Information Professionals
Member
American Management Association
Member
Airplane Owner and Pilot Association
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