Sales Manager
Resume:
JOSE R.GUZMAN
Estancias del Boulevard Apt. *A*, San Juan, PR 00926
P O Box 9987, San Juan PR 00908
*******.******@*****.***
TECHNOLOGY SALES & MARKETING EXECUTIVE
Dynamic consultative sales and marketing career delivering advanced portfolio technology solutions to Central American and Caribbean markets. Achieved strong sustainable revenue, market and profit contributions through expertise in advanced information systems technologies. Top notch, high-energy, enthusiastic and dependable individual who excels in challenging and competitive environments. Keen presentation, negotiation, communication, and cross-cultural skills.
Primarily on customers premises, generates existing and/or new sales for delivery of solutions that meet a wide variety of customer needs for products/ services /systems/ solutions. With the assistance of support resources, identifies sales opportunities solutions for customers. Builds and maintains a network of colleagues and customers to share information and obtain prospects. Initiates customer contacts/visits with existing and prospective customers. Represents the company to the account and the account to the company in all sales oriented activities. Develops new accounts and maintaining and growing existing accounts. Establishes and maintains productive long-term networks and relationships with customers. Observes and participates in presenting products and services that can benefit customers needs. Demonstrates working knowledge of the organizations entire product and service line. Partners with clients to understand business needs, issues, strategies and priorities in order to deliver value-added business solutions. Develops responses to Request for Proposals. Utilizes consultative selling skills to close sales within assigned accounts. Sells in accordance with company policy, procedures and culture. Identify key trends and customer needs and leverage industry knowledge and applications in order to find and close opportunities. Responds to customers interpersonal and business needs and ensure customer satisfaction. Owns the account relationship and is responsible for meeting revenue objectives. Demonstrates progressive record of sales achievement. May assist management in devising direct sales plans and strategies. May develop strategic initiatives to grow and retain the revenue stream of assigned complex accounts while ensuring customer satisfaction. Works on projects of complexity
TECHNOLOGY EXPERTISE
IBM
Hadware and Software
EMC
Data Sorage
Cisco Systems
Network Switches, Routers, Gateways
Avaya
Unix Networking
Nortel Networks
Wireless Networking
Newbridge/Alcatel
LAN / WAN Design and Development
ATM Technology Networks
Systems Integration
IP Voice Telephony Systems
WAN Remote Connectivity
Remote Access Server (RAS) Connectivity
TCP/IP Networking
ForeSystem, TimeFlex, Accent
Fiber Optic Cabling
Soft Switch,Broudsotf
VOIP
ITIL version 3
Mobility Certification AT&T
Business Intelligence
Cloud Computing
Unified Comunications
MPLS
Business Continuity
Cloud Video
Cloud Secutriy
Cloud Desktop
Cloud Infrastructure Iaas
QUALIFICATIONS
Sales consultant specializing in design, development, and delivery of advanced enterprise-wide networking solutions. Scope of responsibility included the establishment new market development, business development initiatives, and customer/management retention programs through South America, Central America, and the Caribbean. Delivered solutions-selling strategies to enhance revenue performance of field sales organization. Translated marketing strategy into tactical market plans to accelerate growth and profitability. Devised winning sales presentations utilizing multimedia demonstration techniques to consistently outperform the competition. Worked with corporate executives to structure licensing agreements with operating telephone earners and Internet Service Providers. Coordinated closely with the executive staff all sales proposals and marketing related to pricing and services/solutions provided.
Expanded distributor base by more than 50% to increase market penetration and facilitate market launch of new product technologies and services.
Met or exceeded all profit budgets each consecutive year.
Dominated sales negotiations and favorably positioned sales closing against competition.
PROJECT HIGHLIGHTS
Digital Networks - Stock Exchange S.A – Motorola
Frame Relay Network - National Bank of Costa Rica - Nortel and Bay Network
Fiber Optic Back Bone WAN and IBM System Integration - Ministerio de Hacienda - Continex
Satellite Internet System - Latin University of Costa Rica - Worldcom, Inc.
Intergovernment Network (Ethernet Network) PR
PROFESSIONAL EXPERIENCE
OnNet Fiber
Account Sales Manager
December 2014 – October 2015
Columbus Networks
Key Account Sales Manager
May 2013- December 2014
AT&T, Puerto Rico
Account Manager Major
February 2006- May 2013
TData
Executive Account Manager
2004 - 2005
Islanet Communications, inc., Puerto Rico
Senior Sales Executive
2000 – 2004
Caribbean Data Systems, Inc., Puerto Rico
Project Consultant – Motorola
1999 – 2000
Unisys of Central America, Costa Rica
Sales Consultant Manager
1994 –1999
Continex S.A., Costa Rica
Sales Consultant Manager
1989 – 1994
Sinsa Sistema, Costa Rica
Sales Executive
1983 –1989
EDUCATION
Bachelor of Science Business Administration (180 credits), Autonomy University of Central America, San Jose, Costa Rica, 1981
FORMAL COURSES & SEMINARS
2014 – 2013
Fortinet Certified Associate
Check Point Partner Certification
Cloud Connectivity
Cloud IaaS
Cloud Security
Cloud Desktop
ITLS V3 Certification
Cloud Voice Services
Easy Backup Recovery
Consultatively Selling MPLS
2012 – 2011
Mobility Certification ILT ATT
2008 – 2007
Strategic Selling-Conceptual Selling Miller Heiman
PBX. IP-PBX Fundamental,TEKNOWLOGIC
2006 – 2005
Selling Real Solutions, Franklin Covey
IP Telephony
Strategic Selling Miller Heiman
Business Continuity and Disaster Recovery
2001 – 2000
CISCO Certified Sales Expert
CISCO AVVID-Building Enterprise IP Telephony Network
Next Generation IP Services Business – Nortel
1997 – 1994
ASCOM TimePlex Sales Management Program -Bogotá, Colombia
Frame Relay and ATM Network - Newbridge - Mexico
Operation Management FN/LN/CN Routers - Wellfleet – Massachussetts
Internetwork Technology LAN/WAN - Wellfleet - Massachussetts
1992 – 1983
Public Network Seminar - ULACIT - Costa Rica
Unix Sales Fundamentals - Unisys Marketing Education - Miami, FL
Sales Professional Techniques - More & More Consultants - Costa Rica
Dale Carnegie Sales Course - Costa Rica
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